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OneSpan

Senior Manager, Field & Partner Marketing – Security

LocationUnited States - Remote
Work moderemote
Typefull-time
DepartmentMarketing
Company size501–1,000 people
First seen2w ago
Last seen3d ago
About the company
At OneSpan, we specialize in digital identity and anti-fraud solutions that create exceptional and secure experiences.
Senior Manager, Field & Partner Marketing – Security
Build the Function. Own the Pipeline. Grow the Team.
There are jobs where you inherit a mature marketing program and optimize what already exists. This isn’t one of them.
OneSpan is building the next evolution of its field and partner marketing organization, and we’re looking for someone who wants the opportunity to shape it.
As Senior Manager, Field & Partner Marketing for our Security business, you will have meaningful ownership from day one: becoming the primary marketing partner to our North American and Latin American Sales teams, helping build the marketing motion behind our global partner strategy, and being directly accountable for pipeline creation.
You’ll work across Sales, Partnerships, Digital Marketing, Product Marketing, and Corporate Marketing to turn regional and partner opportunities into measurable commercial results.
And if you build it successfully, you’ll have the opportunity to build the team that scales it globally.
Why This Role Is Different
You won’t inherit someone else’s playbook. You’ll help write ours.
You’ll have the opportunity to establish how Field and Partner Marketing operate at OneSpan, including the programs we run, how we partner with Sales, where we invest, how we measure success, and what we scale.
Your impact will be visible.
This role sits close to revenue. You won’t have to wonder whether your work matters.
In Year 1, you’ll be accountable for:
Contributing $4M to the overall pipeline as marketing-sourced Americas pipeline
•
$2M North America
•
$2M Latin America
Plus:
Contributing $1M to the overall pipeline in global partner pipeline influenced by Partner Marketing
You’ll know what winning looks like, and so will the business.
You’ll work directly with the people driving growth.
You’ll become embedded with our Americas Security Sales organization and work closely with OneSpan’s global Partner team.
That means direct exposure to customers, sales leaders, strategic partners, regional opportunities, and the commercial decisions shaping our growth.
You’ll have global scope without getting lost in a giant organization.
Your immediate Field responsibility is the Americas, but your Partner Marketing remit is global, supporting relationships across global and regional systems integrators, distributors, technology alliances, and marketplaces.
You’ll have the opportunity to build relationships and programs across markets while maintaining enough ownership to see the direct results of your work.
The role can grow as quickly as you do.
We’re hiring a Senior Manager today because we want this person to have somewhere to go.
As the function proves its impact and expands, the opportunity is to build a global team of Field and Partner Marketers across North America, Latin America, EMEA, and APAC.
Potential progression:
Senior Manager → Director, Global Field & Partner Marketing → Senior Director / VP
You don’t need to have led a large team before.
If you’re an exceptional individual contributor who has demonstrated leadership, earned influence across teams, built successful programs, and is ready for the opportunity to build your first organization, we want to hear from you.
What You’ll Build
Americas Field Marketing
You will become the marketing partner to our North American and Latin American Security Sales teams.
That means understanding their territories, accounts, pipeline, market dynamics, and priorities well enough to determine where Marketing can make the greatest commercial difference.
You will:
•
Embed with regional Sales leadership and account teams as the primary Marketing liaison for the Americas.
•
Build annual and quarterly regional marketing plans aligned directly to pipeline priorities and target accounts.
•
Generate at least $2M in marketing-sourced pipeline in North America and $2M in Latin America during Year 1 to contribute to the overall pipeline.
•
Lead approximately 30 field events and regional activations annually, determining where we should invest based on target accounts, pipeline opportunity, strategic importance, and expected return.
•
Partner with Digital Marketing to create regional account-based marketing programs for priority accounts and buying groups.
•
Partner with Corporate Marketing on major brand and industry events within your regions.
•
Design programs ranging from executive roundtables and targeted account experiences to conferences, customer programs, and partner-led activations.
•
Work with local and national partners to amplify regional programs and create new pipeline.
•
Continuously evaluate what’s working, what’s not, and where we should invest next.
•
Bring what you’re hearing in the field back into Product Marketing and the broader Marketing organization so our strategy reflects the realities of customers, competitors, and the market.
Global Partner Marketing
You’ll also work closely with OneSpan’s Partner organization to help turn our partner strategy into a scalable marketing engine.
Our ecosystem includes:
•
Global systems integrators
•
Regional systems integrators
•
Distributors
•
Technology alliances
•
Marketplaces
Your job is not simply to provide partners with marketing materials. It is to help create the conditions that make partners want to engage, market, and sell with OneSpan.
You will:
•
Establish a strong operating partnership between Marketing and the global Partner organization.
•
Identify priority partners and develop joint marketing plans based on the opportunity we can create together.
•
Build sell-to programs that educate, enable, engage, and activate partners.
•
Build sell-through programs that help partners create demand and generate customer opportunities.
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Develop co-marketing campaigns, partner activations, events, enablement, and programs that make OneSpan easier to take to market.
•
Partner with Product Marketing to equip partners with strong positioning, messaging, competitive differentiation, sales enablement, and launch support.
•
Increase marketing-supported deal registrations and partner engagement.
•
Influence at least $1M in incremental global partner pipeline in Year 1 through Partner Marketing activity.
•
Establish the measurement framework that connects Partner Marketing activity to engagement, deal registration, pipeline, and ultimately revenue.
•
Identify what works and turn successful programs into repeatable plays that can scale globally.
What Success Looks Like After Your First Year
A year from now, we expect you to be able to look back and say:
I built something that didn’t exist before.
You will have:
•
Become a strategic marketing partner to the North American and Latin American Security Sales organizations.
•
Generated at least $4M in marketing-sourced Americas pipeline.
•
Influenced at least $1M in incremental global partner pipeline through Partner Marketing.
•
Established measurable Field Marketing programs across North America and Latin America.
•
Built an effective operating relationship between Marketing and OneSpan’s global Partner organization.
•
Developed meaningful marketing relationships with priority strategic partners.
•
Created repeatable sell-to and sell-through programs.
•
Established a disciplined approach to measuring field and partner marketing investment.
•
Identified the programs worth scaling and the ones worth stopping.
•
Created the operating foundation for a global Field and Partner Marketing organization.
And if we’ve both done our jobs well, you’ll be preparing to build the team that takes it to the next level.
Who Will Thrive Here
We’re less interested in someone who has followed the same playbook for ten years than someone who knows how to determine what the right playbook should be.
You may be a great fit if:
•
You think about pipeline before activity.
•
Salespeople see you as a business partner, not the person who orders booths.
•
You’re comfortable walking into a regional sales meeting, understanding the pipeline problem, and developing a marketing response.
•
You understand that partners have their own business objectives and that successful partner marketing starts by creating mutual value.
•
You enjoy building programs, processes, relationships, and teams from the ground up.
•
You can move between strategy and execution without believing either is beneath you.
•
You’re comfortable being measured on outcomes.
•
You challenge assumptions, including your own, and use data to determine what should happen next.
•
You thrive with meaningful autonomy and accountability.
•
You’re ambitious about what you want to build next in your career.
Experience We’re Looking For
•
Approximately 8–12+ years of B2B marketing experience, including meaningful experience across field marketing, partner/channel marketing, regional marketing, demand generation, or related disciplines.
•
Experience marketing enterprise cybersecurity, identity and access management, authentication, fraud prevention, fintech, enterprise SaaS, or similarly complex technology strongly preferred.
•
Demonstrated experience creating marketing programs connected directly to pipeline.
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Experience earning credibility with enterprise Sales organizations and working closely with Sales leadership and account executives.
•
Experience building regional or account-based programs in collaboration with Digital Marketing or Demand Generation.
•
Experience developing field programs including executive roundtables, conferences, customer experiences, targeted account programs, and partner activations.
•
Experience with one or more of the following partner models strongly preferred: global SIs, regional SIs, distributors, technology alliances, or marketplaces.
•
Understanding of sell-to, sell-with, and sell-through partner marketing.
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Experience using pipeline, attribution, account engagement, deal registration, and program performance data to make investment decisions.
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Experience operating across multiple countries, regions, or cultures strongly preferred.
•
Experience building a new function, program, operating model, or process is highly valued.
Prior people-management experience is not required.
If you’ve demonstrated leadership, mentorship, influence, and the ability to bring people together to produce results, we’re interested in your potential to become a great people leader.
How You’ll Work
Commercially: You connect Marketing activity to pipeline and revenue.
Collaboratively: You earn the confidence of Sales and Partners because you understand their goals and help them achieve them.
Entrepreneurially: You are energized by building where the answers aren’t predetermined.
Globally: You understand that the right program in Boston may not be the right program in São Paulo, London, or Singapore.
Analytically: You know that opinions are useful inputs, but evidence should determine where we invest.
Accountably: You own the outcome, not just the deliverable.
Location & Travel
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U.S.-based.
•
Professional fluency in English required.
•
Spanish and/or Portuguese proficiency strongly preferred.
•
Significant domestic and international travel is expected, particularly around strategic events, Sales meetings, and partner activations.
The Opportunity
If you want the chance to build a revenue-producing marketing function, work directly with Sales and strategic partners, see the measurable impact of your decisions, and potentially build the global team that follows you, we’d like to talk.
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