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Posted September 25, 2021
Qualys

Senior Director, Demand Generation

Qualys
Foster City, CA, USA ⚠ [Archived] No Longer Accepting Applicants

Description

Reporting to Qualys's Vice President, Digital and Growth Marketing, the Senior Director, Demand Generation will be responsible for creating demand for Qualys's products globally. This is an enterprise marketing role targeting both mid and large organizations for Cybersecurity needs. You will develop the strategy to target prospective buyers, create awareness, generate leads, and nurture accounts to ready them for a sales conversation.

Key Responsibilities

In this role you will be owning the global demand generation teams and evaluating the latest enterprise marketing strategies, growth technologies, experimenting with and optimizing different tactics, and striving to consistently meeting or exceeding pipeline and revenue goals. You will own buyer engagement across all marketing channels, including ABM, email, digital programs, and events. You will be both strategist and executioner using your passion and energy to drive improvements in a rapid-pace environment.

  • Working with Product Management and Product Marketing. develop and execute B2B holistic Campaigns (e.g. from digital inbound to Sales engagements) inclusive of Products, Solutions, and Competitive Takeouts.
  • Build and maintain comprehensive buyer journeys that span digital, pre-sales, and post-sales stages with an emphasis on trials and freemium offerings.
  • Develop and execute an enterprise multi-channel demand generation and account-based marketing strategy that is aligned with the sales team to achieve revenue and pipeline goals.
  • Own deliverables across the entire marketing funnel, track and optimize performance at each stage in the funnel and create a predictable and healthy demand engine. Achieve engagement goals with named/targeted accounts.
  • Define requirements for Content and creative materials necessary to optimize lead acquisition and conversion
  • Employ best practices to achieve growth goals while also experimenting with creative strategies and less-proven tactics.
  • Continually optimize programs to ensure customer acquisition costs are in line with the return-on-investment goals.
  • Collaborate with the other teams (Content, Brand, Product Marketing, BizDev, Product, Customer Success, Professional Services, and Sales) to create an Enterprise marketing strategy that inspires prospects to engage with Qualys solutions and sales team.
  • Work with Marketing Ops to build nurture emails, ad-hoc reports, or dashboards as needed.
  • Create programs for all stages of the funnel that includes generating new leads, nurturing them to generate MQLs, creating bottom-funnel programs to convert MQLs to opportunities, provide late-stage opportunity support to help close deals, and developing advocacy programs to achieve high retention as well as up-sells and cross-sells.
  • Collaborate with sales to develop leads, drive engagement with target accounts, create pipeline, and meet revenue forecasts.
  • Responsible for building and hiring the teams to support the Demand Generation function.

Required Skills & Experience

  • Degree in Marketing or relevant field
  • 12 + years of experience in demand generation and enterprise marketing role for B2B products
  • Experience in Marketo, SFDC, and other marketing automation tools.
  • Experience managing agencies and outside consultants.
  • Track record of success working with a B2B sales team, delivering qualified leads, buyer engagement, and pipeline.
  • Data-driven leader that has experience developing a KPI framework, optimizing metrics, and tracking performance against growth goals.
  • A strong understanding of digital advertising, marketing automation, Salesforce, lead-scoring, segmentation, revenue attribution, influence, and ROI.
  • Deep expertise in developing enterprise marketing channels - digital programs, thought leadership, channel partners, website, events, industry partners, and more.
  • Have a deep understanding of and experience in creating buyer and influencer need, the buyer’s journey and targeting.
  • Track record of executing ABM and demand generation strategies in parallel.
  • Understanding of landing pages, digital marketing and advertising flows.
  • Excellent networking and relationship building skills
  • Superb organization skills and attention to detail
  • Experience Marketing to Cybersecurity customers desired.

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