Sr Manager Digital Demand Generation - Australia

Instructure

Australia

Full time

Sep 30

The Sr Manager, Digital Demand Generation is responsible for planning and executing multi-channel, multi-touch programs that create new sales pipeline, improve win rates and increase sales velocity. You will partner with a senior sales leader to determine the strategic priorities for your specific markets. you will create a set of marketing objectives and programs to meet these business priorities for your segment. You will decide the optimal mix of channels (both digital and face-to-face), vendors and offers to most effectively use your budget to hit pipelines and bookings targets. You will need to employ holistic strategies that span from high-touch ABM programs to traditional always-on email nurture to broad display advertising as well as executive, owned and industry events. You will manage external agencies and internal resources (both locally and from other regions - including HQ in Salt Lake City) to execute your strategy. To be successful in this role, you must forge partnerships with multiple disciplines including Sales, Revenue Operations, Sales Development, Corporate Marketing and Product Marketing

What you will be doing:

  • Manage demand generation campaigns across multiple countries and segments
  • Develop and execute measurable demand creation and pipeline acceleration programs that predictably create quality pipeline and and convert it to bookings
  • Optimize and iterate the plan to decrease CAC
  • Drive tight and regularly alignment with Sales on programs to influence key pipeline opportunities
  • Work with event and digital marketing to ensure a balanced demand program portfolio, adjusting as required by changing market conditions and emerging opportunities
  • Work with website resources and digital channel managers to ensure a best-in-class web/digital experience, with best-in-class engagement and conversion rates (in terms of organic and paid user-experiences)
  • Assess performance, create strategies and work with testing team to optimize conversion rates
  • Help optimize the end-to-end lead management process in conjunction with Revenue Ops, including lead capture, scoring, nurturing, recycle, and SLAs
  • For your segment, forecast, measure, analyze and report on the impact of all demand creation activities (both in-person and digital) on sales pipeline, bookings and sales cycle length
  • Evaluate, select and manage outside vendors that contribute to demand creation and field marketing programs
  • Proactively engage with sales to determine sales needs and work with marketing resources to develop training and content to enable sales to execute appropriate tactics
  • Communicate and educate the sales team regarding new and planned marketing activities
  • Manage and adhere to budget
  • Success Metrics Include: Demand Funnel KPI's (volume, conversion, velocity, value), Sourced and Influenced Pipeline, Sourced and Influenced Bookings, Account Engagement Score, Database Health (growth, quality, deliverability), Cost per inquiry, cost per lead, etc.

Here is what you will need to know/have:

  • 7+ years of B2B demand creation experience execution of successful seeding, demand creation, lead nurturing and pipeline acceleration programs, preferably in SaaS tech space, preferably at a medium to large company
  • Knowledge of account-based marketing, demand type, relative targeting and the B2B buying cycle
  • Mastery of Demand Waterfall processes and metrics
  • Understanding of lead scoring attributes and schematics
  • Demonstrated knowledge of channel-specific conversion reporting/metrics
  • Experienced in designing and implementing multi-touch, multi-channel marketing program plan
  • Strong knowledge of supporting technologies including: Marketing automation (Marketo preferred), Salesforce automation (SFDC preferred), Web content management, Web analytics, Business intelligence
  • Proven record of supporting sales to meet or exceed pipeline and revenue targets
  • Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to a variety of audiences
  • Team player with cross-functional project leadership skills; willingness and ability to set strategies and do the execution as needed
  • Highly motivated individual who thrives in a fast-paced team environment and is readily adaptable to changing market and organizational requirements
  • History of budget management
  • Experience in a regional marketing role.

Skills/Behaviors:

  • Detail-oriented, holistic thinker
  • Can balance competing priorities
  • Planning/project management—highly organized; Ability to juggle multiple projects in a dynamic, high-paced environment
  • Leadership and initiative to drive business objectives—self-starter
  • Agency management, cross-matrix resource management 
  • Ability to understand decision impact on other areas of the business 
  • Strong oral/written communications skills 
  • Strong consultative marketing approach in order to effectively engage with sales
  • Ability to direct content requirements that drive demand and pipe acceleration 
  • Highly collaborative


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