Culture Partners is seeking a highly driven VP of business development and demand generation. This role is responsible for developing and executing a comprehensive business development strategy to drive increased revenue growth for the company. The candidate is responsible for developing strategies and execution processes to create new business opportunities to acquire new business, retain current profitable clients, and grow the market share. This role will define and execute new business opportunities supporting the company’s growth objectives.
PRIMARY RESPONSIBILITIES
- 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.
- Collaborate with sales to create MQL and pipeline goals, develop and maintain a mutually agreed-upon account-based marketing methodology, and continually tweak processes to increase engagement with qualified accounts.
- 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.
- Continually optimize programs to ensure customer acquisition costs are in line with the return-on-investment goals.
- Collaborate with other teams (Content, Brand, Product Marketing, Product, Customer Success, and Sales) to create an enterprise marketing strategy that inspires prospects to engage with Culture Partners solutions and sales team.
- Build 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.
- Collaborate with sales to develop leads, drive engagement with target accounts, create pipeline and meet revenue forecasts.
- Improve the efficiency and effectiveness of our marketing automation system to nurture leads, increase conversion rates to marketing qualified leads, and improve the integrity of the overall database.
- Maintain continuous knowledge and status on all campaigns delivered, quickly resolve obstacles when occurring, and make accurate time decisions.
- Improve operational processes and reporting related to demand generation programs to measure effectiveness, performance, and ROI of marketing spend.
- Manage budget and KPI forecasts and develop a performance dashboard to show how strategies have delivered against objectives.
- Analyze campaign outcomes in detail, drawing insights and presenting results clearly to facilitate sound decision making and next steps.
- Manage and develop a team of digital and lead generation campaign experts.
- Collaborate with the marketing team to develop innovative marketing strategies.
- Develops strategies for lead generation, monitoring, and conversion, including reports showing lead generation success and failure rates.
- Formulate and implement an account management plan to ensure business relations are properly maintained.
REQUIRED EXPERIENCE & EDUCATION
- Bachelor’s Degree in business administration, marketing, or related field. MBA a plus. 5-10 years sales and/or marketing experience.
- Lead generation and management experience.
- Proven experience in sales, marketing, business development, and management.
- Familiarity with technology and platforms used in the field.
- Ability to develop a sound business development plan and strategy.
- Experience developing entire marketing growth strategies to achieve both brand and business goals.
- Hands on in executing programs, including getting deep into data analysis while balancing multiple priorities and projects.
- Demonstrated analytical ability, specifically around program measurement and ROI, and program execution skills.
- 10+ years of experience in demand generation and enterprise marketing role for B2B services
- Experience in MarTech or AdTech space.
- Deep expertise in developing enterprise marketing channels-digital programs, thought leadership, channel partners, website, events, industry partners and more.
- Track record of executing ABM and demand generation strategies in parallel.
- Track record of success working with a B2B sales team, delivering qualified leads, buyer engagement and pipeline.
KNOWLEDGE AND SKILLS
- Knowledge and hands-on experience with widespread marketing automation and sales automation systems, particularly Salesforce.
- Excellent team management and leadership skills.
- Ability to turn empirical data into insightful, strategic decisions and actionable plans.
- Excellent communication, presentation, and project management skills; must be able to prioritize and be organized.
- Develop and execute demand generation strategies and campaigns that deliver highly qualified marketing leads to sales and nurture our existing database of prospects.
- Strong understanding of marketing automation, Salesforce, lead-scoring, segmentation, revenue attribution, influence and ROI
- Ability to communicate accessibly and concisely about product or service to prospective customers and clients, partners, vendors, and press.
- Fast learner, enthusiastic and big-picture thinker.
- Attention to detail, timelines and provide ongoing status reports.
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