Susie Dobing - Field & Partner Marketing Director,

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Work Background

MatillionDirector, Field Marketing EMEA & APJ

Oct. 2023 - Dec. 2024

DatabricksSenior Manager, Partner Field Marketing EMEA

Nov. 2018 - Oct. 2023London, United Kingdom1st EMEA Partner Marketing hire, hired to build the EMEA Partner Marketing function, managing all marketing for Databricks Hyperscalers [AWS, Microsoft and Google Cloud], GSIs, ISVs and CS&I partners in EMEA [from April 2022 solely Cloud Partner Marketing] Key Responsibilities: - Managing the internal and external relationships globally with key stakeholders across Cloud Partners, Databricks Marketing, Sales, Field Engineering, and Leadership Team - Defining the EMEA GTM cloud partner marketing strategy, building and implementing scalable co-marketing TOFU, MOFU & BOFU programs across full marketing mix to build net new business pipeline and drive consumption. - Localisaton of global cloud partner field marketing content and programs from HQ. Building Pan EMEA programs and working with local Field Marketing Managers to execute locally - Budget management and review to ensure programs adhere to 20:1 ROI, minimum viable campaign target and MQL to S2 conversion target - Working closely with Sales Development team on cloud partner marketing program follow up to ensure conversion from MQL to SQLs - Analysing data and program performance KPIs to determine ROI and make recommendations to adjust marketing plans where necessary to ensure business objectives and program KPIs are on track to deliver - Owning the To-Marketing plan for Cloud Partners including creating and delivering content [WinWires, newsletters, sales toolkits], supporting Cloud Business Development team with enablement sessions, ensuring that Databricks and Cloud Partner sellers are aligned - Leading meetings with key executive stakeholders to showcase cloud partner marketing programs and analysis Commitments to Databricks Culture: An active member of Databricks D&I community: Global lead for CSR [2019-2021], built an EMEA Culture Team during Covid to support Bricksters during the stay-at-home period, EMEA lead for Marketing Culture Team & London Site Lead Women’s EMEA ERG

ZendeskPartner Marketing Lead, EMEA

May. 2017 - Nov. 2018London, United Kingdom• Lead for EMEA Partner Marketing, defining GTM strategy and owning marketing relationship for Zendesk GSIs, VARs, BPOs and Referral partners • Reporting directly into VP EMEA Marketing and part of Marketing Leadership Team • Creation and execution of joint marketing campaigns with strategic partners across full marketing mix; focus on pipeline generation and ROI • Creation of partner marketing lead management and ROI process, rolled out globally • Development and ownership of Zendesk partner marketing planning process (including MDF guidelines): holding partners accountable to Zendesk corporate objectives, key metrics and ROI • Owning partner communications including monthly global partner newsletter, product and company updates; working closely with global channel and product teams • Development of partner facing campaign and enablement materials including case studies, on demand campaigns aligned to corporate messaging, social media and event materials • Building scalable partner marketing model across all partner types, allowing focus for both Enterprise and SMB business • Working closely with the EMEA partner sales team across multiple offices to support sales pipeline and close opportunities • Working closely with global partner marketing team to ensure HQ partner strategy, key messaging, campaigns and best practice shared in EMEA • Co-ordination of quarterly regional partner enablement events; leadership and presentation of EMEA partner marketing strategy at event • Analysing results from partner activities and constantly making decisions on how to optimise ROI and Zendesk positioning; systems including SFDC, Impartner, Google Analytics and BIME

Rackspace TechnologyStrategic Alliances Marketing Manager, UKI

Dec. 2014 - Mar. 2017• Ownership of Marketing relationship with key Rackspace Strategic Alliance Partners and their eco-systems including: Sitecore, Adobe, VMware, EMC, Microsoft, Alert Logic and Magnolia • Creation and delivery of ‘to’ and ‘through’ partner marketing activities across various channels including demand generation, events and enablement; leading cross-functional virtual teams to deliver programs • Content creation including: website content, white papers, case studies and sales collateral • Creation and reinforcement of joint partner value propositions and go-to-market strategies • Working closely and developing relationships with senior leaders from external partners, as well as key internal stakeholders across enterprise and channel sales teams, marketing operations and product marketing • Management of MDF funds and budgeting • Pipeline growth: generating leads and opportunities, driving incremental revenue • Campaign follow up; tracking and reporting metrics utilising SFDC; regular ROI reporting and summarising data into actionable strategic recommendations for use in quarterly business reviews • Understanding of the technology/cloud industry: products, players and current/emerging technologies • Regular syncs with marketing counterparts US, EMEA and ANZ. Utilising content and demand generation campaigns for the UK market

VMwarePartner Marketing Manager UKI (maternity cover)

Jan. 2014 - Dec. 2014• Ownership of the marketing relationship for VMware Distribution, vCloud Air Network and OEM (HP and Dell) partners in UK&I • Working collaboratively and strategically with partners to create and execute quarterly marketing plans; ensuring plans are aligned to VMware business objectives and are compliant with MDF guidelines • Responsible for communicating VMware’s value proposition and go-to-market strategy to partner community • Leading partner planning sessions and round-tables; reviewing planning submissions and allocating MDF funding accordingly • Creation of VMware led campaigns with key stakeholders across the BUs; working with creative agencies on development of assets and campaign implementation to partners and end-users • Responsible for communicating partner’s marketing strategy to key internal stakeholders including Sales, Distribution, EUC and vCloud Air Network teams • Ownership of MDF funding for managed partners; assisting partners with PAs, claims and queries via Partner Network • Reporting and analysis of the opportunities generated from partner marketing activities; ensuring partners are meeting VMware 20:1 ROI • Lead management; tracking leads through SFDC • Working closely with marketing counterparts in EMEA to create and develop content and demand generation campaigns for the UK market

KelwayVendor Marketing Executive

Jun. 2012 - Jan. 201410 Fleet Place, London, EC4M 7RB• Management and implementation of all marketing campaigns for Kelway key strategic vendors: EMC, NetApp, Citrix, HP, VMware, Lenovo, AppSense, HDS, Red Hat and Symantec • Responsible for creating integrated marketing campaigns across a range of media and channels: digital and direct marketing, telemarketing, sales incentives, internal and external events • Produced online and offline campaigns and events within specified timings and budget • Event management and venue procurement • Built strong relationships with key internal and external stakeholders - working closely to develop and implement quarterly marketing plans • Writing creative and campaign briefs - owning projects from concept to implementation • Responsible for securing funding from vendors and driving incremental spend • Lead management and ROI; Management of MDF funding, budget management, forecasting and reporting • Responsible for creating content-led campaigns, copywriting and proof reading; Managed relationships with 3rd party suppliers, including print, design, telemarketing, PR & events agencies; In-depth Knowledge and utilisation of vendor partner portals

Grass RootsAccount Manager

May. 2008 - Oct. 2012London, United Kingdom• Management of a large portfolio, main clients including; RBS, Aviva, Santander, Virgin Media, Transport for London, Atkins & KFC; Strategically planning, developing and implementing employee and consumer focused paper, web and card based incentives schemes; Managing client budgets, cost estimates, profitability and forecasting; Managing creative process from brief to delivery; briefing Creative team on client design requirements and proof reading • Won £1m pitch for RBS Global Recognition Programme at Grass Roots; Led the internal and external work streams across EMEA, APAC and Americas to design and implement global online programme

Proximity LondonAccount Coordinator

Sep. 2006 - Dec. 2007London, United Kingdom• Managed on and offline projects such as the InterContinental Hotels monthly E-Comms and promotional inserts and leaflets ; Daily liaisons with clients on projects to deliver integrated campaigns; Developed budgets, briefs and timing plans, contact reports and case studies across all projects; Responsible for all local market co-ordination including collation of status reports and international network meetings, arranging all conferences, client and team based events within the account • Arranged and implemented a highly successful client Christmas party at Proximity London, budget of £45k, held at Paper nightclub for 500 guests – event produced on time and on budget

EdelmanPR Assistant

Sep. 2005 - Jun. 2006London, United KingdomOne of Britain’s leading consumer public relations agencies. Formally known as Jackie Cooper PR. Clients include Arla (Anchor, Rosenborg, Apetina Feta and Discover), Masterfoods (confectionary), Pedigree and Ilva. • Daily sell ins to the media; successful generation of media coverage , daily forward feature calls, anticipating where potential coverage opportunities; Media research, campaign tactics and conducting media audits; Handling media enquiries and issuing relevant material as directed; Produced a broad range of editorial, promotional and reporting material including press releases, reports, and advertorials