Senior Demand Generation Manager

| Salt Lake City, UT
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About MasterControl:

MasterControl Inc. is a leading provider of cloud-based quality and compliance software for life sciences and other regulated industries. Our mission is the same as that of our customers: to bring life-changing products to more people sooner. The MasterControl platform helps organizations digitize, automate, and connect quality and compliance processes across the regulated product development life cycle. Over 1,000 companies worldwide rely on MasterControl solutions to achieve new levels of operational excellence across product development, clinical trials, regulatory affairs, quality management, supply chain, manufacturing, and post-market surveillance. For more information, visit

Summary

The Senior Demand Generation Manager 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 sales leaders to determine the strategic priorities for your specific market. The Senior Demand Generation Manager will create a set of marketing objectives and programs to meet these business priorities. You will decide the optimal mix of channels (both digital and face-to-face), vendors, and offers to use your budget most effectively to hit pipeline and bookings targets. The Senior Demand Generation Manager 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 to execute your strategy. To be successful in this role, you must forge partnerships with multiple disciplines including Sales, Operations, Lead Development, Event Marketing, Content Marketing, Product Marketing and Digital Marketing.

Roles & Responsibilities
  • Develop and execute measurable demand creation and pipeline acceleration programs that predictably create quality pipeline and and convert it to revenue
  • Optimize and iterate the plan to decrease CAC
  • Drive tight alignment with Sales on programs to influence key pipeline opportunities
  • Work with event and digital marketing managers to ensure a balanced demand program portfolio
  • Adjust plans in real time to take advantage of 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
  • Assess performance, create strategies and work with testing resources to optimize conversion rates
  • Help optimize the end-to-end lead management process in conjunction with Marketing and Sales Ops, including lead capture, scoring, nurturing, sales acceptance, recycle, etc
  • 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 lead dev and sales teams regarding new and planned marketing activities
  • Predictably hit Revenue and Pipeline targets
  • Manage and adhere to budget


Success Metrics
  • Demand funnel KPIs (volume, conversion, velocity, value)
  • Sourced and Influenced Pipeline
  • Sourced and Influenced Revenue
  • Account-level engagement metrics
  • Database Health (growth, quality, deliverability)
  • Cost per inquiry, cost per lead, etc.


Education/Experience
  • BA or BS degree
  • 8-10 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), Sales force automation (SFDC preferred), Web content management, Web analytics, Business intelligence
  • Proven record of supporting sales to meet or exceed pipeline and revenue targets
  • History of budget management


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


Why Work Here?

#WhyWorkAnywhereElse?

MasterControl is a place where Exceptional Teams come together to do their best work. In fact, hiring Exceptional Teams is a core value of ours. MasterControl employees are surrounded by intelligent, motivated, and collaborative individuals. We like to call it #TheBestTeamOnThePlanet.

We work hard to develop and challenge our employees' skillsets, recognize their contributions, encourage professional development, and offer a one-of-a-kind culture. This is why we say #WhyWorkAnywhereElse?

MasterControl could be your next (and last) career move!

Here are some of the benefits MasterControl employees enjoy:
  • Competitive compensation
  • 100% medical premium coverage (yes, you read that right!)
  • 401(k) plan with company match
  • Generous PTO packages that increase with tenure
  • Schedule flexibility
  • Fitness clubs (you get paid to have fun and be active!)
  • Company parties and employee recognition programs
  • Wellness programs (free Fitbit, gym membership and athletic shoe reimbursements, etc.)
  • Onsite physician and massage therapist
  • Innovation center and gaming rooms at the office
  • Dental/vision plans
  • Employer paid life insurance policy
  • Much, much more!

Applicants must be currently authorized to work in the United States on a full-time basis.
More Information on MasterControl
MasterControl operates in the Analytics industry. The company is located in Salt Lake City, UT. MasterControl was founded in 1993. It has 623 total employees. To see all 36 open jobs at MasterControl, click here.
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