Head of Demand Generation Business Development North America
Head of Demand Generation Business Development North America
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Salary Not Disclosed
1 Vacancy
Job Description
Reporting Regionally through the COO and Globally through the SVP Global Demand Generation the Regional Manager Demand Generation has responsibility for enabling achieving and driving Region MU Team and AE Demand Generation across Marketing BD and Sales (Including P&C) ensuring IFS Revenue objectives are achieved through at least the following;
- In Scope Industry TAM Engagement through Campaigns
- Demand generation across Core BU Acquisition Cloud and Success bookings and licenses
- exceeding Value & KPIs for Pipeline Creation and Cover
- Effective Lead Routing from marketing BD and Partner to FLSM for Opportunity Acceptance
- FLSM Opportunity Acceptance and allocation
- Opportunity Qualification Boards to approve/decline progression and resource allocation beyond Stage 10
- Opportunity Disposition via FLSM (review from On Hold vs Cancellation/Close of all Opps prior to Pass Back to BD)
- Quality Pipeline progression in CQ2 through Lobby review
- Opportunity Quality in CQ1 in support of COO
- CRM Hygiene and Sales KPI achievement via Lobbies
- Regional MU Team and AE Demand Generation Reporting
The primary goal of this position is to ensure sales BDR and marketing teams understand their responsibilities in demand generation and opportunity progression and are enabled and cadenced efficiently to maximize productivity to deliver consistent high quality four to six rolling quarter pipeline in our target addressable market accounts in each MU.
Responsibilities
- Work with marketing BD sales and marketing managers AEs and sales operations and MU leadership to plan develop execute optimize GTM and Marketing Engagement decisions that ensure consistent top of funnel pipeline strategy that achieves pipeline value and cover targets to support and exceed regional budget achievement.
- Achieve and maintain the pipeline value and cover targets for all Industry Install Base Hybrid Net New and Channel FLSMs and AEs across BUs and in all market unit sales teams
- Determine and communicate demand generation and opportunity progression policies and priorities and KPIs with marketing BD and sales stakeholders.
- Ensure alignment on NN Target Addressable Market accounts with Sales Territories between Marketing BDRs and Sales to develop ongoing and consistent target market account engagement and resulting MQL xAL and SQL progression through CQ26 into CQ1 and CQ
- Ensure alignment on Installed Based Account planning with Sales Territories between IB leaders Marketing Compliance Recurring Revenue and Renewals (Digital Sales) to develop account engagement and compelling events to support upsells/xsells and upgrades to IFS Cloud
- Ensure alignment on acquisitions integration and enablement in the region to drive xsell pipeline in installed base and Net New accounts.
- Implement and manage appropriate Team Market Unit and Regional weekly and monthly cadences to ensure GTM and DG plans are undertaken through marketing campaigns events and BD and AE demand generation and are reviewed and course corrected quarterly.
- Manage weekly Deal Acceptance and Deal Qualification Boards with PreSales and GCS to ensure Opportunities IFS can win are correctly qualified resourced and progressed
- Develop best practices for engaging with influencers (advisory firms private equity ownership and other network) to drive increase TAM engagement and pipeline performance.
- Mentor coach and cadence sales teams and AEs on key skills with respect to building and maintaining their required CQ2 pipeline.
- Provide effective pipeline building onboarding and training support for FLSMs and AEs
- Ensure relevant prospecting and progression tools applications data information systems and operational processes are in place and utilised effectively and consistently.
- Drive process enhancements for managing pending leads owned account coverage and prospect nurturing activities in order to generate ongoing sales opportunities in engaged target market addressable accounts.
- Gather insights and collaborate with crossfunctional teams to execute initiatives that improve upon existing demand generation processes.
- Use performance data to identify knowledge or skill and performance gaps across the sales team and work with sales enablement and leadership on actions to close those gaps.
What Were Offering:
- Salary Range: $150000$175000 annually 100 variable compensation
- Flexible paid time off including sick and holiday
- Medical dental & vision insurance
- 401K with Company contribution
- Flexible spending accounts
- Life insurance and disability benefits
- Tuition assistance
- Community involvement and volunteering events
Qualifications :
- 710 years experience in a BtoB enterprise software environment
- A strong understanding of both the sales and marketing environment and processes
- Able to build internal relationships with sales and marketing
- Extensive knowledge of sales methodologies pipeline management and the sales cycle.
- Excellent communication skills
- Experience in any of the following industries would be a plus: Manufacturing Construction Energy Aerospace & Defense or Field Service Management.
- Strong project management skills along with excellent oral and written communications skills
- Strong organization skills attention to detail and creative
- A selfstarter strong work ethic with personal initiative and drive
- Ability to work independently without supervision and collaboratively with teams when needed
Additional Information :
We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles while also valuing inclusive workplace experiences. By fostering a sense of community we drive innovation strengthen connections and nurture belonging. Our commitment ensures you can work in a way that suits you best while also engaging with colleagues to share ideas and build meaningful relationships.
All qualified applicants will receive consideration for employment without regard to race color religion sex sexual orientation gender identity national origin disability or status as a protected veteran. VEVRAA Federal Contractor Equal Opportunity Employer
Remote Work :
No
Employment Type :
Fulltime
Employment Type
Full-time
