Director Global Demand Generation Programs is responsible for identifying and defining targeted market segments for products and the creation, deployment and management of marketing campaigns to meet corporate business objectives. Primary responsibility is to design global lead generation programs, including allocating budget, selecting targets and reach methods, designing offers and calls to action, setting individual program goals and measurement criteria. The individual will work in partnership with product management, industry marketing, sales teams and field marketing managers to create and implement lead generation programs to drive revenue for Company solutions, products and services.
The successful candidate ideally has 10+ years previous experience working in the global application software industry, managing external agencies and internal resources and is passionate about metrics.
Previous track record creating lead generation programs “in a box” is required, as well as for direct sales and business partners. Must have solid knowledge of creating program elements for the ease of localization by field marketing teams. Demonstrated ability to leverage the power of web technologies in demand generation creation is essential.
Essential Duties and Responsibilities:
• Develop and execute measurable demand and lead generation programs that drive revenue generation through direct and indirect sales teams.
• Interlock with regional field sales leadership, ensure agreement on key priorities, adjusting as required by changing market conditions, emerging opportunities
• Implement testing methodologies to enhance the lead generation process and effectiveness, including response and conversion rates and multivariate testing
• Program elements must include defined end to end lead management process from lead capture through to nurturing and hand-off to sales
• Forecast, measure and analyze and report on impact of programs on sales cycles
• Produce lead reports and monthly dashboards to demonstrate campaign progress and ROI, cost per lead, etc.
• Evaluate, select and manage outside vendors that contribute to lead generation programs including direct marketing agencies, SEO experts, designers, copywriters, email campaign providers, lead nurturing providers, and list brokers
• Exceptional project management skills
• Ability to juggle multiple projects and manage successfully in a dynamic, high pressure environment
• Solid understanding of the make-up of the EAM and Mobility markets as well as other key vertical markets that are targeted by the sales force and supported by Company product offerings. These include Mining, Utilities, Oil and Gas, Defense and Government
• Learn how to work with the teams and resources available across the Company and Company ecosystem including business partners, leveraging budgets and people where possible for successful program execution
• Become knowledgeable about the competitive landscape and competitor go to market practices
• Manage and adhere to budget
ESSENTIAL KNOWLEDGE & SKILLS
Knowledge and Experience Requirements:
• B.A. or B.S. degree
• Experience in the Enterprise Asset Management (EAM) space
• 10+ years marketing experience preferably in high-end application software environment
• Knowledge of Mining and/or Utilities, Oil and Gas, Defense industries a plus
• Experienced at designing and implementing testing methodologies
• Excellent communicator with proven ability to convey complex ideas and data simply and clearly in written, presentation and spoken formats
• Strong listening, information gathering and empathy skills for uncovering and defining deliverables, needs and outcomes
• Experience creating and implementing proven successful lead generation campaigns
• Team player, cross-functional project leadership skills
• Demonstrated skills in successfully positioning and differentiating enterprise software products
• Achiever who thrives in a cross-functional team environment and is readily adaptable to changing market and organizational needs |
