ABM (Account-Based Marketing) Specialist

Job Description

Position: ABM (Account-Based Marketing) Specialist Reports to: Team Leader / Marketing Lead Location: Chennai Experience Required: 47 years in B2B Marketing / Account-Based Marketing Department: Centralised Marketing Team Solidpro Group of Companies

Purpose of the Role

The ABM Specialist will lead the design and execution of targeted marketing campaigns focused on key strategic accounts across Solidpro's business verticals Engineering Services, Digital Solutions, EdTech, and Business Consulting. This role bridges marketing and sales to drive high-value client engagement, nurture decision-makers, and accelerate deal conversions. The specialist will plan personalized outreach initiatives, data-driven campaigns, and sales-aligned marketing journeys to ensure each account receives customized communication that resonates with its business needs and Solidpro's value propositions.

1. ABM Planning & Execution

Design and run focused ABM campaigns whether for individual key clients (1:1) or account clusters (1:Few / 1:Many). Identify the right companies to target based on potential, fit, and business goals. Work closely with Sales and Business Heads to understand key decision-makers, their needs, and buying patterns. Build simple but powerful account plans from awareness to conversion ensuring every campaign is personalized and measurable. Define clear success metrics for each campaign such as engagement, lead quality, and deal progress.

2. Account Research & Insights

Study target accounts to understand their business challenges, competitors, and focus areas. Prepare short, actionable Account Insight Notes that help sales teams approach clients with the right message.

Use CRM and marketing tools to track how each account is responding and update strategies accordingly.

3. Campaign Management & Coordination

Plan and execute multi-channel campaigns using email, LinkedIn, and digital events. Coordinate with the Digital Marketing team for retargeting and nurturing campaigns. Support the Sales team with ready-to-use decks, case studies, and personalized follow-up content. Use simple dashboards or automation tools to monitor campaign reach and response.

4. Sales & Marketing Alignment

Act as the connecting link between Sales, Marketing, and Delivery teams for all key accounts. Regularly sync with Sales to refine targeting and ensure campaigns support their goals. Provide SDRs and Business Teams with practical communication materials and updates. Maintain account-level data accuracy and engagement reports in the CRM.

5. Content & Creative Collaboration

Work with the Content and Design teams to create account-specific materials case studies, one-pagers, landing pages, and email templates. Collaborate with the Events team to host focused webinars, workshops, or demos for shortlisted accounts.

6. Analytics & Continuous Improvement

Track campaign results and share simple, meaningful reports with leadership. Measure what's working engagement, response rate, conversion and refine future plans. Review every major campaign with Sales and Marketing leads to capture learnings and next steps.

Required Skills & Competencies

Core Marketing & ABM Skills

Proven expertise in Account-Based Marketing, campaign execution, and data-driven decision-making.

Strong understanding of B2B buyer journeys in Engineering Services, Digital Transformation.

Experience with marketing automation platforms (HubSpot) and CRM systems (Zoho, Salesforce, or similar).

Proficiency in LinkedIn Campaign Manager, email marketing, and analytics tools (Google Analytics, Power BI).

Strategic & Analytical Thinking

Ability to analyze complex account data and translate insights into actionable strategies.

Understanding of funnel metrics

Knowledge of intent data platforms (Bombora, 6Sense, Demandbase) preferred.

Tools & Platforms

HubSpot / Zoho Marketing Hub

LinkedIn Campaign Manager

Google Analytics & Data Studio

PowerPoint, MS Excel, CRM dashboards

• Canva / Figma (for creative collaboration) (Additional)