Company Description

IceWarp is a global provider of unified communication and collaboration solutions that streamline business processes and enable seamless teamwork. The platform offers real-time collaboration tools, secure file sharing, and integrated virtual office functions, positioning it as a strong alternative to Microsoft 365 and Google Workspace. IceWarp enables users to manage all core office tasks from a single interface, eliminating the need for multiple third-party applications.

With 50 million paid users, 50,000 customers, and a presence in over 50 countries, IceWarp emphasizes usability, security, and efficiency. The company has been developing its solutions fully in-house since 2001, with continuous innovation and product enhancements.

We're looking for an Account Based Marketing Assistant Manager to join IceWarp India's marketing team in Mumbai. You'll own the design and execution of account-based marketing (ABM) programs that accelerate pipeline growth, improve sales productivity, and drive revenue across enterprise accounts, strategic partners, and high-value existing customers.

This is an execution heavy and, revenue-focused role not a support function. You'll be directly accountable for pipeline contribution, account penetration, and measurable business outcomes.

Key Responsibilities

Strategic Account-Based Marketing

- Develop and execute ABM programs for Tier 1, Tier 2, and Tier 3 target accounts.
- Identify, segment, and prioritize high-value enterprise accounts.
- Create account engagement plans aligned with sales objectives.
- Develop account intelligence reports and buying committee maps.
- Support personalized outreach strategies across email, LinkedIn, events, webinars, and executive programs.
- Build and maintain strategic account databases.

Sales & Pre-Sales Enablement

- Partner with Sales leadership to identify target accounts and growth opportunities.
- Build account-specific marketing programs to support chance creation and progression.
- Develop personalized account campaigns and nurture programs.
- Provide insights on account engagement and buying signals.




- Support executive outreach initiatives and CXO engagement programs.
- Collaborate with Pre-Sales teams to align technical messaging with account priorities.

Pipeline Generation & Opportunity Acceleration

- Drive marketing-sourced and marketing-influenced pipeline.
- Design multi-touch campaigns to generate meetings and opportunities.
- Execute pipeline acceleration programs for stalled opportunities.
- Track engagement across key decision-makers and buying groups.
- Work with SDRs and Sales teams to improve account penetration and conversion rates.

Event-Based ABM

- Build account-centric campaigns around webinars, roundtables, CIO forums, golf clinics, executive dinners, and industry events.
- Drive attendance from target accounts.
- Develop pre-event, during-event, and post-event engagement journeys.
- Ensure event leads are nurtured into opportunities.
- Measure event contribution to pipeline and revenue.

CRM, Analytics & Marketing Operations

- Partner with Business Analyst and Operations teams to improve data quality and segmentation.
- Define lead scoring and account scoring frameworks.
- Maintain account engagement dashboards and reporting.
- Track ABM performance metrics and ROI.
- Ensure proper attribution and funnel reporting.
- Work with Sangam CRM, Salesforce, and marketing automation platforms.

Cross-Functional Collaboration

Work closely with

- Sales
- Pre-Sales
- Customer Success
- Operations
- Content Team
- Design Team
- Leadership Team

to align ABM initiatives with organizational revenue goals. Required Skills & Experience

Must Have

- 4–6 years of B2B marketing experience.
- Minimum 4 years of Account Based Marketing experience.
- Experience in SaaS, IT Services,



Enterprise Technology, Collaboration Platforms, Cloud, Cybersecurity, or Workplace Technology.
- Proven track record in pipeline generation and account engagement.
- Experience supporting enterprise sales teams.
- Strong understanding of B2B buying journeys and buying committees.
- Experience working with CRM and marketing automation platforms.
- Strong analytical and reporting skills.
- Excellent written and verbal communication skills.

Preferred Experience

- Experience marketing collaboration or workplace productivity solutions.
- Exposure to Microsoft 365, Google Workspace, Zoho Workplace, or Enterprise Software categories.
- Experience with enterprise events and CXO engagement programs.
- Familiarity with LinkedIn Campaign Manager, MailChimp, Salesforce, HubSpot, Marketo, or similar platforms.
- Understanding of intent data and account intelligence tools.

Key Performance Indicators (KPIs)

Pipeline & Revenue

- Marketing-sourced pipeline
- Marketing-influenced pipeline
- Strategic account engagement
- Opportunity creation from target accounts

Sales Enablement

- Sales accepted opportunities
- Meetings generated
- Buying committee coverage
- Pipeline acceleration contribution

Event Performance

- Target account attendance
- Meetings generated from events
- Event-sourced opportunities
- Event ROI

CRM & Operations

- Account coverage
- CRM data quality
- Lead scoring effectiveness
- Reporting accuracy

What Success Looks Like The ABM Assistant Manager will:

- Establish a structured ABM program for IceWarp India (1st month)
- Build and engage the Top 50 Key Account Programs
- Increase enterprise account engagement and buying committee coverage
- Drive measurable pipeline contribution from ABM initiatives

Improve event-to-opportunity conversion rates

- Support upsell and customer expansion campaigns
- Become a key revenue partner to Sales, Pre-Sales, Customer Success, and Leadership teams

Skills

Team & Floor Management team

Job Location - Mumbai Andheri (East)

Working Days: Monday to Friday

📌 Account-Based Marketing Assistant Manager (Mumbai)
🏢 IceWarp India
📍 Mumbai