Lead - Platinum & Gold Base

Job Description

Lead - Platinum & Gold Marketing

Location: Noida / Regional Marketing Team
Function: Marketing
Reports To: Regional Marketing Head

Role Purpose

The Lead - Platinum & Gold Marketing is responsible for driving engagement, penetration, retention, and growth across the organization's strategic Platinum and Gold customer base. The role focuses on maximizing wallet share, increasing product adoption, identifying upsell and cross-sell opportunities, and generating a qualified business pipeline through targeted marketing interventions. The incumbent will work closely with Sales, Product, Demand Generation, and Regional Marketing teams to enhance customer engagement and deliver measurable business outcomes from the assigned customer base.

Key Responsibilities

Customer Base Management

• Own marketing engagement for the Platinum & Gold customer segment across the assigned region.
• Develop and execute account-centric engagement plans to improve customer penetration and business growth.
• Ensure regular engagement with high-value customers through events, campaigns, CXO connects, webinars, and relationship-building initiatives.

Demand Generation & Pipeline Creation

• Generate qualified leads and sales opportunities from the existing customer base.
• Identify upsell, cross-sell, and upgrade opportunities across products and solutions.
• Work closely with Sales teams to convert marketing engagements into business opportunities.

Account-Based Marketing (ABM)

• Design and execute ABM programs for strategic accounts.
• Create customized marketing interventions aligned to customer business priorities.
• Improve engagement levels among active, dormant, and underpenetrated accounts.

Business Analytics & Performance Tracking

• Monitor customer engagement, penetration, pipeline, and revenue contribution metrics.
• Analyze customer data and business performance trends to recommend corrective actions.
• Prepare periodic business reviews and dashboards for leadership teams.

Stakeholder Management

• Partner with Regional Sales Heads, Account Managers, Product Teams, and Demand Generation teams.
• Drive alignment between marketing activities and regional business priorities.
• Support leadership reviews through insights and business recommendations.

Events & Customer Engagement Programs

• Conceptualize and execute customer events, workshops, roundtables, industry meets, and partner engagements.
• Represent the marketing function in customer-facing engagements and leadership forums.
• Ensure effective follow-up and opportunity tracking post events.

Process & Governance

• Ensure timely execution of marketing programs within approved budgets.
• Maintain CRM hygiene and accurate reporting of all marketing-generated opportunities and engagements.
• Drive adherence to marketing governance and compliance requirements.

Key Performance Indicators (KPIs)

• Pipeline generated from Platinum & Gold accounts
• Revenue influenced/contributed by marketing programs
• Account penetration percentage
• Customer engagement coverage
• Cross-sell and upsell opportunity generation
• Event ROI and lead conversion rates
• Active account engagement metrics
• Customer retention and growth indicators
• Marketing program execution effectiveness

Desired Skills & Competencies

• Strong understanding of B2B marketing and account-based marketing
• Demand generation and pipeline management expertise
• Customer lifecycle and relationship management
• Business analytics and marketing ROI measurement
• Stakeholder management and cross-functional collaboration
• Strategic thinking with strong execution skills
• Excellent communication and presentation capabilities
• Project management and event execution expertise
• Data-driven decision-making ability
• Commercial and business acumen

Preferred Experience

• 6-10 years of experience in B2B Marketing, Demand Generation, Account Marketing, Customer Marketing, or Business Development.
• Experience handling strategic/key accounts and driving customer engagement programs.
• Exposure to telecom, technology, ICT, cloud, security, digital solutions, or enterprise business environments would be preferred.