Director, Partner Acquisition Marketing - COTC Go-to-Market

Capital One
Cambridge, Massachusetts, United States
Mar 15, 2023
Apr 14, 2023
Full Time
314 Main Street (21020), United States of America, Cambridge, Massachusetts

Director, Partner Acquisition Marketing - COTC Go-to-Market

Capital One Trade Credit (COTC) provides customizable, tech-enabled B2B credit solutions for our Partners, enterprise-scale merchants, and distribution partners with whom we can go-to-market as part of an integrated product and marketing strategy to serve their merchants and/or customers. Our trade credit solutions enable our merchants and Partners to grow sales, improve working capital, reduce risk, increase operational efficiency, and enhance their customer experience throughout the purchase-to-payment lifecycle. To support our goals to aggressively expand our business, we are seeking a strategic Director, Go-to-Market to lead a talented team of Marketing professionals responsible for collaborating with sales and business development (BD) to target, attract, and win new merchants and Partners for COTCs solutions.

As a senior leader within COTC marketing, your key responsibilities will include:
  • Collaborating with leadership and BD to analyze, size, and define the targeted list of enterprise merchants and partners for COTCs solutions
  • Understanding target market buyer personas, and their needs and challenges, and developing brand positioning and go-to-market (GTM) strategies that effectively reach our target audience and communicate COTCs value proposition
  • Researching the market and competitive landscape and incorporating insights in order to craft and maintain a differentiated position for COTC; sharing out insights within the broader organization (leadership, BD, product, etc.) to help inform business decisions and influence product roadmaps
  • Collaborating with sales, BD, and your team to define and implement GTM strategies that will create market/brand awareness, stimulate merchant and Partner engagement, and build a continuous prospect pipeline that supports attainment of sales goals
  • Contributing to BD RFI/RFP responses and sales pitches to help build the "story" and ensure a professional, well-managed response
  • Partnering with Brand Creative to manage the COTC brand and create compelling branded content, collateral, digital assets, demos, and other sales tools that help BD effectively communicate with and move prospects through the sales funnel
  • Building and scaling a best-in-class acquisition marketing center-of-excellence for COTC; providing strategic guidance and best-practices to support your team's role as key members of collaborative cross-functional teams that support business growth
  • Managing existing and future marketing technologies and processes to ensure the needs of marketing and business development are efficiently met - within the well-managed/compliance standards of Capital One (e.g. Salesforce, Pardot/marketing automation, ABM, etc.)
  • Identifying potential challenges or impediments to the success of acquisition marketing, and solving or escalating to senior leadership as necessary
  • Employing a test-and-learn mentality and data-centered approach in the development of marketing recommendations; openly sharing learnings across teams
  • Managing business planning and budgeting for the Go-to-Market function
  • Inspiring, empowering, and developing a team (of currently 4) Marketing professionals to deliver their best work and achieve their professional goals

The ideal candidate

  • Has a background in both sales/BD and marketing, working with enterprise-scale clients and partners in an account-based marketing (ABM) go-to-market model
  • Is passionate about people leadership and growing and developing their team
  • Thrives on collaboration and relationship-building
  • Is an excellent written and verbal communicator able to influence at all levels of the organization
  • Is skilled in responding to RFIs/RFPs, as well as crafting and delivering presentations and proposals
  • Can manage the details of multiple projects, deadlines and changing priorities, while maintaining excellent and accurate work
  • Is a fast learner, creative thinker, and insights driven
  • Maintains knowledge of competitive trends, industry trends, and functional best-practices; ensures team continuously develops to meet the needs of a rapidly changing environment

Basic Qualifications:
  • Bachelor's degree or Military experience
  • At least 10 years of experience in B2B business development and marketing
  • At least 7 years of leadership experience building, leading, and developing teams
  • At least 5 years of experience marketing to enterprise-scale organizations

Preferred Qualifications:
  • Master's degree in Marketing, Communications or Business Management
  • 5 or more years of experience in financial services
  • 5 or more years of experience marketing complex, tech-enabled solutions to C-level decision makers
  • Experience in consulting
  • Experience with channel/partner driven sell-through models

At this time, Capital One will not sponsor a new applicant for employment authorization for this position.

The minimum and maximum full-time annual salaries for this role are listed below, by location. Please note that this salary information is solely for candidates hired to perform work within one of these locations, and refers to the amount Capital One is willing to pay at the time of this posting. Salaries for part-time roles will be prorated based upon the agreed upon number of hours to be regularly worked.

Location is New York City: $202,400 - $231,000 for Director, Marketing

Candidates hired to work in other locations will be subject to the pay range associated with that location, and the actual annualized salary amount offered to any candidate at the time of hire will be reflected solely in the candidate's offer letter.

This role is also eligible to earn performance based incentive compensation, which may include cash bonus(es) and/or long term incentives (LTI). Incentives could be discretionary or non discretionary depending on the plan.

Capital One offers a comprehensive, competitive, and inclusive set of health, financial and other benefits that support your total well-being. Learn more at the Capital One Careers website . Eligibility varies based on full or part-time status, exempt or non-exempt status, and management level.

No agencies please. Capital One is an Equal Opportunity Employer committed to diversity and inclusion in the workplace. All qualified applicants will receive consideration for employment without regard to sex, race, color, age, national origin, religion, physical and mental disability, genetic information, marital status, sexual orientation, gender identity/assignment, citizenship, pregnancy or maternity, protected veteran status, or any other status prohibited by applicable national, federal, state or local law. Capital One promotes a drug-free workplace. Capital One will consider for employment qualified applicants with a criminal history in a manner consistent with the requirements of applicable laws regarding criminal background inquiries, including, to the extent applicable, Article 23-A of the New York Correction Law; San Francisco, California Police Code Article 49, Sections 4901-4920; New York City's Fair Chance Act; Philadelphia's Fair Criminal Records Screening Act; and other applicable federal, state, and local laws and regulations regarding criminal background inquiries.

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Capital One Financial is made up of several different entities. Please note that any position posted in Canada is for Capital One Canada, any position posted in the United Kingdom is for Capital One Europe and any position posted in the Philippines is for Capital One Philippines Service Corp. (COPSSC).