Senior Demand Generation Manager

Eseye Guildford United Kingdom Marketing
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Company Description

IoT technology is transforming our world – Eseye empowers businesses to embrace IoT without limits. We deliver innovative IoT cellular connectivity solutions that help our customers drive business value, deploy differentiated experiences, and disrupt their markets. Supported by a powerful partner ecosystem, we seamlessly connect devices across 190 countries, agnostic to over 700 available global networks. We do this by using disruptive technologies and services aimed at reducing the complexity around cellular connection management, providing ubiquitous connectivity services from device to cloud.

Position

This full time, permanent role is based in our Guildford head office (hybrid working policy currently operating). This is an exciting opportunity to join our exceptionally talented and high achieving Marketing team and become part of a fast paced and rapidly evolving, global IoT connectivity company. Founded in 2007, with further investment and growth in the pipeline, and partnerships with many huge global names including Amazon, Shell and Costa, Eseye is still leading innovation in IoT connectivity. Our technological expertise enables clients across a number of verticals to navigate complexities in IoT, optimise device connectivity on any scale. and achieve ground-breaking success with their IoT projects.


Reporting directly to the CMO, the role of the Senior Marketing Manager, Demand Generation is a critical part of the Eseye marketing team. You’ll work to help create interest in and excitement for Eseye’s products and services with key decision makers and influencers, globally. The candidate we are seeking will be a driven, innovative, well-organised and energetic demand generation leader, with an aptitude to work in a fast-paced environment and a talent for getting things done. This individual is a team player, responsible for the scalable and repeatable process of creating a sales pipeline by guiding prospects from top of funnel through to sales conversion. Working closely with the international BDR and sales teams, as well as the other key marketing functions, you will oversee all aspects of global inbound and outbound lead generation activity to achieve pipeline generation goals that support the company’s future growth strategy.


This position requires an individual who is analytically minded, data-driven in their decision-making process, and well versed in marketing techniques (e.g. ABM) and technologies. The candidate must have a firm grasp of B2B marketing best practices – yet have an innate curiosity to continually investigate new trends and disruptive approaches that may improve revenue generation.


Key Responsibilities

Lead Acquisition / Demand Generation:


· Lead the demand generation function within Eseye’s marketing department, both strategically and operationally.

· Develop and implement an effective lead generation strategy, working collaboratively with the other key marketing functions to execute omnichannel campaigns that support the overall marketing strategy and lead generation goals.

· Support both the lead qualification and outbound prospecting process, working collaboratively with the in-house BDR Team and external telemarketing agencies.

· Work closely with BDR Team and telemarketing agencies as required to ensure the qualified lead quality is to the required standard and meets acceptance criteria. Ensure an effective feedback loop between telemarketing / BDR and marketing to drive more effective campaigns and improve lead quality metrics.

· Deliver against metrics; MQL / SQL generation and pipeline revenue creation (MRR/ARR).

· Be proficient at planning and executing a wide range of marketing activities either directly or through an agency including: ABM, Events, Webinars, Content Syndication etc.

· Work closely with the content team to identify requirements and deliver content that improves lead and demand generation campaign performance.

· Coordinate digital acquisition campaigns with the digital marketing lead as required to achieve lead generation KPIs.


Marketing Operations:

· Lead and execute the marketing operation function, working with internal teams and agencies as required.

· Coordinate with BDR and Sales teams to obtain regular feedback on lead quality and use to optimise lead conversion processes.

· Create, implement and track targeted nurture campaigns using marketing automation software to support all stages of the customer lifecycle.

· Develop and execute the email marketing communications programme using marketing automation tools and working closely with other members of the marketing team (e.g. digital, content, comms).

· Measure, analyse and produce monthly lead funnel metric and lead generation performance reports (MQL to Opportunity/Close) to evaluate the impact and ROI of all lead generation activities – including clear recommendations for areas of improvement.

· Manage all aspects of the lead and prospect funnel in Salesforce.com and ensure data integrity and timely synchronization of leads between the various marketing technology platforms (Salesforce, Pardot, LinkedIn etc).

· Understand lead scoring and enterprise B2B sales revenue lifecycle including MQLs and SQLs and have knowledge of marketing automation platforms (ideally Pardot) and CRM systems (Salesforce.com).

· Budget; be responsible for the lead generation budget and report on ROI (Campaign Attribution).

Requirements

· 10+ years’ experience in a campaign management / demand generation / growth marketing role in the B2B enterprise software (SaaS) space or a similar solutions-oriented business with longer sales cycles.

· Hands on experience planning and running highly targeted Account Based Marketing (ABM) campaigns to engage and penetrate large Enterprise accounts.

· Experience executing campaigns internationally including the US would be highly advantageous.

· Excellent understanding of how to analyse and optimise conversion rates across the sales and marketing funnel.

· Extensive skills in CRM, marketing technology and automation systems (ideally Pardot).

· Demonstrable success delivering demand generation programmes across multiple channels including but not limited to direct email marketing, nurture programmes, webinars, events & conferences, bespoke CxO events (e.g. dinners) and 3 party content syndication.

· Direct experience and proven success working closely with BDR/Sales teams on inbound response management and outbound prospecting campaigns.

· Knowledge around data acquisition and management to support lead nurturing and outbound programs.

· A desire to work both at a strategic level and tactically on projects and campaigns.

· Self-motivated, highly organised and results driven with a strong attention to detail.

A team player with strong presentation and communication

Other information

Competitive salary package and excellent career development opportunities