Director of Channel, Alliance, & ABM Marketing

Role Description

PlanITROI is seeking a digital-first marketing leader to reposition ITAD from asset disposition and disposal to a strategic enterprise lifecycle service for major channel partners, resellers, OEM partners, and global systems integrators. This is a remote role, based in the USA on Eastern Standard Time only.

PlanITROI is seeking an expert Channel, Alliance & ABM Marketing Leader to build and execute a targeted go-to-market strategy for strategic partner accounts, including:

• HCLTech
• DXC
• CDW
• IBM
• Kyndryl
• Accenture
• SHI
• Insight
• WWT
• Dell
• HP
• Lenovo
• Cisco
• Microsoft
• Apple

This person will own the strategy and execution of:

• Account-based marketing
• Partner marketing
• Alliance messaging
• Executive outreach
• Sales enablement
• Digital demand creation

The ideal candidate is fully hands-on and understands how to market complex B2B technology services into large enterprise channel ecosystems.

Key Responsibilities

• ABM Strategy & Named Account Marketing:
  • Build and execute a GTM ABM strategy focused on the target channel accounts.
  • Segment accounts targeting channel accounts by opportunity type, partner model, strategic value, buyer persona, and relationship stage.
  • Develop account-specific messaging for organizations such as CDW, HCLTech, DXC, IBM, Accenture, SHI, Insight, WWT, and global OEM/channel partners.
  • Create one-to-one, one-to-few, and one-to-many ABM campaigns.
  • Develop executive-level campaigns for C-suite, alliance, sustainability, procurement, security, workplace services, endpoint management, and lifecycle services stakeholders.
  • Coordinate with sales and leadership to identify account-entry points, warm introductions, and partner expansion opportunities.
  • Use digital channels, LinkedIn, email, webinars, landing pages, direct outreach, events, thought leadership, RFP response, proactive proposals, and re-targeting priority accounts.
• Channel & Alliance Marketing:
  • Develop PlanITROI’s partner-facing value proposition strategy for channel organizations, GSIs, OEMs, MSPs, VARs, distributors, and enterprise resellers.
  • Position PlanITROI as a strategic IT asset lifecycle services partner.
  • Create organization partner activation and partner enablement campaigns.
  • Build co-marketing assets, partner pitch decks, one-pagers, campaign kits, and sales enablement materials.
  • Develop “sell-with” and “sell-through” messaging for strategic partners.
  • Support relationship development with organizations such as HCLTech, DXC, CDW, IBM, Accenture, SHI, Insight, WWT, Apple, Dell, HP, Lenovo, Cisco, Microsoft, and similar enterprise partners.
  • Partner directly with sales and account managers within channel organizations to expand revenue, reduce customer risk, improve ESG outcomes, and strengthen lifecycle-service offerings.
• Messaging, Positioning & Category Strategy:
  • Translate PlanITROI services into executive-level business language.
  • Build messaging around: Data security, Compliance, Value recovery, DaaS, HaaS, Refurbishment, Repair, Global Lifecycle Services, Endpoint IT Asset retirement, Enterprise Risk Reduction, Partner Revenue Expansion, ESG & Circularity, and Social Impact.
  • Develop distinctive messaging that highlights PlanITROI’s Gartner recognition and leadership in global ITAD and lifecycle service offerings.
  • Develop clear narratives for different buyer groups, including partner executives, alliance leaders, CIOs, CISOs, procurement leaders, sustainability leaders, IT asset managers, enterprise sales & support teams.
  • Build thought leadership that elevates PlanITROI from being viewed as just another ITAD company to a strategic lifecycle-management.
• Digital Demand Generation:
  • Build digital-first campaigns targeted at named accounts and buyer personas.
  • Own campaign strategy across LinkedIn, email, paid media, website conversion paths, re-targeting, webinars, content syndication, and executive outreach.
  • Create content and campaigns that generate partner conversations and qualified meetings.
  • Develop account-specific landing pages and digital journeys.
  • Use marketing automation and CRM data to track engagement and influence the pipeline.
  • Collaborate with sales on outreach sequences and ABM follow-up.
  • Test, measure, and optimize campaign performance.
• Sales Enablement:
  • Build tools that help PlanITROI sales and leadership engage strategic partners.
  • Create executive pitch decks, partner pitch decks, account-specific briefs, battle-cards, email templates, LinkedIn messaging, call scripts, and objection-handling materials.
  • Develop concise messaging for each target partner account.
  • Equip sales to explain why PlanITROI is valuable to channel organizations, not just enterprise end customers.
  • Support account planning for top strategic accounts.
• Events, Partnerships & Thought Leadership:
  • Identify and activate the right channel, ITAD, lifecycle services, sustainability, and enterprise technology events.
  • Build event-based ABM campaigns before, during, and after major conferences.
  • Support speaking opportunities, panels, partner meetings, and executive round-tables.
  • Create thought leadership that positions PlanITROI as a strategic voice in ITAD, lifecycle services, sustainability, and value recovery.

Qualifications

• 10+ years of B2B technology marketing experience.
• Experience in marketing computing hardware and services, with a nice-to-have in modern lifecycle asset management services such as ITAD, ITAM, Repair, DaaS, Maintenance, Deployment, etc.
• Experience with Gartner, Forrester, IDC, CRN, or analyst/influencer positioning.
• Proven experience building and executing ABM campaigns for strategic accounts.
• Expert experience in channel, partner, alliance, reseller, OEM, MSP, distributor, or GSI marketing.
• Must have experience marketing to or through organizations such as CDW, SHI, Insight, WWT, IBM, Accenture, DXC, HCLTech, Dell, HP, Lenovo, Cisco, Microsoft, Apple, or comparable technology ecosystems.
• Experience in creating executive-level messaging for complex B2B technology services.
• Experience working closely with sales, executive leadership, and partner teams.
• Strong understanding of digital demand generation, LinkedIn strategy, marketing automation, CRM, landing pages, email campaigns, and content strategy.
• Demonstrated ability to create sales enablement materials that help open doors and advance strategic conversations.
• Strong writing, positioning, and storytelling skills. (Portfolio/samples will be required)
• Experience with ABM platforms such as Apollo, 6sense, Demandbase, RollWorks, Terminus, HubSpot, Salesforce, Marketo, Pardot, or similar tools.
• An existing network across all major channels, resellers, GSI, OEM, or IT services organizations is desired.

PlanITROI Core Values

• Driven & Confident
• Think Win/Win Always
• Own IT / Solve IT
• Personal Growth Leads to Professional Growth
• Innovate & Revolutionize the Future
• Proud to Be Part of the PlanITROI Team

Explore more about us: PlanITROI.com | NextraTech.com | BuyRefurbished.com

“PlanITROI is an equal opportunity employer. We prohibit discrimination/harassment without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws."