Dorothea Gosling

Co-Founder

Lörrach, Baden-Württemberg, Germany30 yrs 8 mos experience
Highly StableAI Enabled

Key Highlights

  • Developed ABM capabilities generating over $8bn in enterprise deals.
  • Built global teams and industry case studies in ABM.
  • Expert in aligning sales and marketing for high-value opportunities.
Stackforce AI infers this person is a B2B marketing expert specializing in Account-Based Marketing and sales alignment.

Contact

LinkedIn

Skills

Core Skills

Account-based MarketingPursuit MarketingSales And Marketing AlignmentDemand GenerationStrategy

Other Skills

AI applications in ABMBoard GovernanceBusiness DevelopmentBusiness StrategyBusiness TransformationCRMChange ManagementComputer EthicsConsultingCross-functional Team LeadershipCustomer EngagementCustomer Relationship Management (CRM)Demand Generation ProgramsDigital MarketingEmployee Engagement

About

I work with enterprise marketing and sales leaders to develop Account-Based Marketing and Pursuit Marketing programmes that improve business outcomes. Over nearly 30 years, I've helped develop approaches that have supported the closure of over $8bn in enterprise deals. In complex B2B environments, pursuit marketing methodologies consistently deliver win rates well above average - often by double-digit margins. Most recently, I built DXC's global ABM capability through several organisational transformations, scaling teams internationally and creating approaches that became industry case studies. The work spanned strategic one-to-one account programmes, active pursuits, targeted segments, and always-on programmes for our most important accounts. I focus on: • Account-Based Marketing strategy and implementation • Pursuit Marketing for high-value opportunities • Sales and marketing alignment • Team development and scaling • AI applications in ABM My approach centres on a few principles: build trust, deliver measurable results, stay curious, and create environments where teams can do their best work together. Whether you're starting an ABM programme or evolving existing capabilities, I bring frameworks that have been tested in complex, real-world environments.

Experience

Inflexion group

2 roles

Executive Consultant

Promoted

Oct 2024 – Present · 1 yr 5 mos · Lörrach, Baden-Württemberg, Germany

  • Leading the development of both Pursuit Marketing and ABM Technology Practice at Inflexion Group worldwide. This incorporates monitoring the evolving AI and Generative AI agent landscape, and its implications for ABM teams, working closely with our partners.
Account-Based MarketingPursuit MarketingAI applications in ABM

Senior Consultant

May 2022 – Oct 2024 · 2 yrs 5 mos · Lörrach, Baden-Württemberg, Germany

  • Applying practical expertise gained in nearly 30 years of helping sales and marketing teams perform better together.
  • Whether it is hiring and developing Account-Based Marketing teams, developing Centres of Excellence, or meaningfully as well as successfully applying technology to aid focus and impact - I thrive on helping businesses and individuals grow through respectful and insightful interactions with their customers.
  • Always at the intersection of the business, sales and marketing, I have held has held senior roles at DXC Technology, CSC and Micrografx as well as other, smaller businesses in the UK, Switzerland and Germany. Most recently, I built DXC’s global Account-Based Marketing and Pursuit Marketing function with team members located in Europe, North America ans Asia; establishing a global team that helped sales- and accounts teams better engage with their customers, strengthen relationships and improve business results.
Account-Based MarketingPursuit MarketingSales and marketing alignmentTeam development

Grndworx

Senior Account Director and Consultant ABM

Jul 2022 – Present · 3 yrs 8 mos · Lörrach, Baden-Württemberg, Germany · Remote

  • Adding my deep expertise in Account-based Marketing, pursuit marketing, as well as sales and marketing alignment to GrndWorx strategy advisory portfolio.
Account-Based MarketingPursuit MarketingSales and marketing alignment

Dorogosling & friends gmbh

Founder & Managing Director

May 2022 – Present · 3 yrs 10 mos · Lörrach, Baden-Württemberg, Germany

The gosling family

Taking time out

Feb 2022 – Apr 2022 · 2 mos · Europe

  • Taking some time out to travel and enjoy time and traveling with my husband and our dog.

Dxc technology

4 roles

Director, Marketing Programs, Pursuits & ABM

Jun 2018 – Jan 2022 · 3 yrs 7 mos

  • Following the positive business impact that our pursuit marketing practice has had, we're expanding into a full ABM program.
Pursuit MarketingAccount-Based Marketing

Global Head Pursuit Marketing & Demand Generation Programs

Promoted

Jun 2017 – May 2018 · 11 mos

  • Part of DXC Technology’s Global Brand, Demand and Digital Marketing Team, I lead Pursuit Marketing & Demand Generation Programs. I have been practicing Account Based Marketing for over ten years, and have successfully pioneered the use of several emerging ABM technology categories in my ongoing quest for ABM excellence and the evolution of the practice as a whole.
  • My deep expertise in large deal marketing, marketing strategy, stakeholder management and all other aspects of integrated marketing and communications planning and execution helps me build high-performance teams that successfully engage with sales and our wider MarComm teams; delivering tangible business results.
  • My work is being recognised externally, and I regularly speak at industry events and forums.
Pursuit MarketingDemand Generation ProgramsDemand Generation

Member of Foundation Governance Board

Promoted

Apr 2017 – Mar 2018 · 11 mos

  • Member of the board of DXC Technology's charitable foundation.
StrategyEnvironmental, Social, and Governance (ESG)Board Governance

Global Head ABM & Pursuit Marketing CoE

Apr 2017 – Jun 2017 · 2 mos

Csc

5 roles

ABM & Pursuit Marketing CoE Leader

Oct 2015 – Mar 2017 · 1 yr 5 mos

  • Following the successful deployment of ABM at CSC; my main focus is now on standing up and leading a global pursuit marketing practice that engages on CSC's largest and most strategic deals.

Member of Foundation Governance Board

Promoted

May 2013 – Mar 2017 · 3 yrs 10 mos

  • Member of the Governance board of the "CSC Charitable Foundation"
Account-Based MarketingPursuit Marketing

Account Based Marketing CoE Leader

Jan 2013 – Oct 2015 · 2 yrs 9 mos

  • Standing up a global Center of Excellence for Account Based Marketing at CSC.
StrategyEnvironmental, Social, and Governance (ESG)Board Governance

Marketing & Communications Director - Zurich Global Account

Nov 2004 – Mar 2013 · 8 yrs 4 mos

  • Global accountability for driving and delivering the Marketing and Communications Strategies for the CSC Zurich Account.
Account-Based Marketing

Marketing Executive

Sep 1997 – Oct 2004 · 7 yrs 1 mo

  • Within CSC's EMEA Financial Services Vertical repsonsible for all eMarketing activities. Solutiongroup marketing for: Cards & Payments; CSC's e4 in Financial Services; Banking Solutions.
  • In addition strategic account marketing, with particular emphasis on innovation and CSC thought leadership.

Micrografx ltd

Marketing Manager Northern Europe

Sep 1993 – May 1996 · 2 yrs 8 mos

  • Development of Marketing Strategy its implementation throughout the region. Member of the company's global cross-functional product development board.
  • Communications strategy - fronted all press events.
  • For all former MGX colleagues out there: I was then called Dorothea Himer :-)

Education

ESB Business School, Reutlingen University

Dipl. Betriebswirt (FH) — European Business Administration

Jan 1987 – Jan 1991

Middlesex University

BA (hons) — European Business Administration (BAEBA)

Jan 1987 – Jan 1991

ESB Business School, Reutlingen University

BA — European Business Administration

Sep 1987 – Jul 1991

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