Dir of Demand Generation

2 weeks ago

Dubai, Dubai, United Arab Emirates ACI Worldwide Full time

Job Summary:


The Demand Generation Director is a highly collaborative, business-savvy professional who has experience in creating and leading demand and growth marketing strategy and overseeing its execution globally.

This role will be responsible for designing multi-touch demand creation programs that leverage both inbound and outbound tactics, including all digital and content marketing strategy and execution.

This role oversees two segments in the MEASA (Middle East, Africa, South Asia) region (Banks and Intermediaries, Merchants).

This role collaborates with sales, solutions consulting, customer success, professional services, product marketing, brand, corporate communications, global marketing to help drive the next stage of our ambitious growth and transformation.


Demand Generation Director leads the successful design, development, and execution of omnichannel, inbound and outbound campaigns with the goal of generating opportunities, pipeline, and revenue.


Responsibilities include:

  • Lead Demand Generation that will support an annual sales target of ~$100M in License Revenue from Sales (RFS) and $25M in Annual Recurring Revenue (ARR).
  • Partner with stakeholders across Sales, Product, Solutions Consulting, Customer Success and Professional Services; oversee the governance and development of an integrated, robust and efficient demand generation, opportunity management and customer lifecycle process that maximizes conversion and growth potential for ACI's products.
  • Responsible for helping the sales organization capitalize on market opportunities globally.
  • Manage the endtoend lead management process in conjunction with sales operations, including lead capture, nurturing via portfolio marketing, and servicelevel agreements (lead definitions, lead acceptance/rejection reasons and disqualification reasons that feed into appropriate nurture streams when applicable.)
  • Forecast, measure, analyze and report on the impact of demand creation activities on sales pipeline, revenue, and sales cycle length. Select targets, determining the tactical mix, design test and measure offers and calls to action, and setting individual program goals and measurement criteria.
  • Manage the overall acquisition marketing plan, as well as expansion and customer marketing plans.
  • Interlock with global field leadership to ensure agreement on priorities, adjusting as required by changing market conditions and emerging opportunities.
  • Ensure meeting the KPIs for all channels and all stages of the marketing funnel including leads, pipeline, and revenue targets overall and for each market. Partnering with Product Marketing to ensure effective sales enablement.
  • Deliver predictable pipeline at scale and create a dominant market position in a space where pipeline is generated from global enterprise accounts.
  • Partner crossfunctionally with sales, customer success, and business unit owners to establish priorities, goals, and targets for pipeline growth, and develop strategic and tactical plans to deliver on those targets.
  • Analyze Return on Investment (ROI) and the effectiveness of marketing programs to optimize future programs based on that learning.
  • Provide strategic and operational direction for the sales and account management team to maximize Sales & Renewals
  • Work closely with Product Management, Corporate Marketing, Services and Operations on initiatives and issues
  • Implement testing methodologies to enhance the demand creation process, including response and conversion rates and multivariate testing
  • Lead data strategy development and infrastructure deployment, including technology ownership and marketing process governance
  • Perform other duties as assigned.
  • Understand and adhere to all corporate policies to include but not limited to the ACI Code of Business Conduct and Ethics.

Requirements:

  • A minimum of 10 years of relevant experience in marketing/sales development.
  • Direct, full funnel marketing responsibility for delivering leads and opportunities, and achieving pipeline and revenue targets.
  • Acutely datadriven with strong analytical skills to understand and interpret campaign metrics and provide meaningful analysis.
  • A strategic approach to architecting and managing marketing programs including acquisition, upsell/cross sell, awareness, competitive replacement, and nurture according to marketing principles and best practices.
  • An understanding of content marketing strategy, personabased marketing and buying journey management.
  • Compelling communication skills to convey the goals, objectives and performance of the campaign team and act as a team champion.
  • Energize the campaign team and help drive towards the successful completion of challenging goals in a dynamic environment.
  • Proven partner to various teams within the Go-To Market Organization (Sales, Marketing, Sales Operations, Sales Enablement, etc
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