The Customer Acquisition Manager – Growth & Enablement, will own the strategy, design, governance, and end-to-end execution of a global portfolio of strategic customer events and hospitality programs. The role will establish a dedicated operating model, manage multiple concurrent events, and serve as the single-threaded leader across field marketing, sports marketing, sales, partner teams, regional stakeholders, agencies, vendors, and executives.
This leader will translate pursuit and account priorities into distinctive customer journeys; ensure content, speakers, venues, hospitality, transportation, and executive touchpoints are cohesive; and deliver each program on time, on budget, and in compliance with Oracle requirements. The role also will build scalable processes, develop in-region execution capacity, and create a clear measurement framework for customer and business impact.
The role will also own alignment of BDR/SDR teams with field sales, strategic partners, and product organizations to ensure event investments translate into coordinated account engagement, pipeline acceleration, and measurable sales outcomes. Additionally, they will also lead field sales enablement for partner offerings, equipping sales teams with the knowledge, messaging, tools, and coordinated support from partner and product organizations needed to position joint solutions effectively, engage target accounts, and accelerate pipeline.
These programs are not standard field marketing events. They are high-touch, customer-specific experiences tied to strategic pursuits, executive engagement, partner alignment, and premium hospitality. The portfolio spans North America, EMEA, and APAC and requires a single accountable leader who can combine global consistency with strong in-region execution, particularly in APAC.
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Internal Responsibilities
Key Responsibilities
1. Portfolio strategy and prioritization. Own the integrated global roadmap for near-term and long-range strategic events, including executive summits, industry conferences, ancillary programs, and sports hospitality. Prioritize investments based on pursuit importance, customer value, timing, feasibility, and available resources.
2. Experience and customer-journey design. Develop the event strategy and full customer journey for each program, including audience, objectives, agenda, venue, hospitality, activities, transportation, executive moments, and local-market details that make the experience relevant and memorable.
3. End-to-end program operations. Lead briefs, workback plans, budgets, registration, agencies, venues, vendors, food and beverage, transportation, guest communications, production, staffing, risk management, and on-site delivery across multiple concurrent programs.
4. Executive, content, and speaker alignment. Partner with pursuit leaders, account teams, subject-matter experts, and executive offices to identify the right speakers and executive participants early; shape cohesive messaging; and ensure speakers are prepared for the customer and context.
5. Global governance and regional execution. Create repeatable standards, templates, decision rights, and escalation paths while enabling local adaptation. Build strong in-region support, especially in APAC, for venue sourcing, vendors, transportation, cultural considerations, contracting, compliance, and purchase orders.
6. Cross-functional leadership. Serve as the primary point of coordination across field marketing, sports marketing, sales, partner marketing, regional marketing, agencies, and executive stakeholders. Clarify ownership, maintain visible event progress in event management system (DISCO), and keep dependencies and decisions moving.
7. Financial, compliance, and procurement management. Own program forecasts and budget controls; support executive and CEO-office approvals where required; manage contracts, purchase orders, compliance submissions, and partner co-investment or MDF processes; and surface risks early.
8. Agency and vendor leadership. Select, brief, and manage agencies and specialized vendors; set service standards and deliverables; negotiate scope and value; and hold partners accountable for quality, timing, cost, and brand experience.
9. Measurement and optimization. Define success measures for attendance, customer engagement, executive participation, account progression, experience quality, and operational performance. Conduct post-event reviews and use insights to improve future programs.
10. Team and capability building. Design the strategic events operating model, identify resource gaps, and lead or build a small dedicated team over time. Coach matrixed contributors and create a high-accountability, calm, customer-first execution culture.
11. Lead field sales enablement for partner offerings by developing clear value propositions, customer use cases, sales plays, talk tracks, and account-specific engagement strategies that help sellers position joint solutions effectively.
12. Drive the full pre-event sales activation motion, including target-account selection, BDR/SDR outreach, customer registration, executive and seller meeting recruitment, agenda development, and coordination of partner and product participation.
13. Align field sales, BDR/SDR, partner, product, and marketing teams on event goals, priority opportunities, meeting preparation, and post-event follow-up, measuring impact through attendance, meetings held, seller engagement, pipeline creation, and opportunity acceleration.
Required Qualifications
10+ years of progressive experience in global events, experiential marketing, executive programs, strategic account marketing, or a related discipline.
Demonstrated ownership of complex, high-touch, multi-stakeholder programs across regions, including large six and seven-figure event budgets.
Strong program-management discipline, with the ability to manage multiple concurrent workstreams, critical paths, approvals, and dependencies without losing strategic context.
Experience leading agencies, vendors, and matrixed teams, with clear standards for quality, accountability, and financial stewardship.
Executive presence and exceptional written and verbal communication skills; able to influence senior leaders, resolve ambiguity, and make sound decisions under time pressure.
Working knowledge of contracting, procurement, compliance, purchase orders, registration, hospitality, venue operations, and event risk management.
Experience leading integrated field sales enablement and event activation programs for partner, alliance, or joint technology offerings.
Demonstrated success driving customer registration, executive meetings, account engagement, and structured sales follow-up for strategic events.
