Demand Generation Director

About GTT:

GTT is a leading global provider of secure cloud networking solutions for multinational organizations. We design and deliver solutions that leverage advanced cloud, networking and security technologies. We complement our solutions with a suite of professional services and exceptional sales and support teams in local markets around the world. We serve thousands of national and multinational companies with a portfolio that includes SD-WAN, security, Internet, voice and other connectivity options. Our services are uniquely enabled by our top-ranked, global, Tier 1 IP backbone, which spans more than 260 cities on six continents. The company culture is built on a customer-first service experience reinforced by our commitment to operational excellence and continuous improvement in our business, environmental, social and governance practices. For more information, visit gtt.net.

Role Summary:

The Demand Generation Director plays a pivotal role by taking ownership of generating qualified prospect and customer sales leads and opportunities by applying inbound and outbound digital marketing and ABM strategy best practices. Working closely with GTT business stakeholders, works across all marketing channels to deliver qualified prospect and customer marketing and sales qualified leads.

Job Scope/Supervision:

This role will work closely with field marketing, product marketing, sales, corporate marketing, customer experience, marketing operations and marketing analytics. This position reports into the VP of Demand Generation.

Duties and Responsibilities:

The Demand Generation Director should have expertise in crafting and executing successful prospect campaigns, and customer cross-selling and upselling campaigns. We are looking for someone who can take ownership of the entire customer and prospect journey lifecycle including collaborating on content creation, message development, testing, reporting and analysis.

• Leadership in and stakeholder of developing the full journey stages for marketing campaigns, including developing marketing strategies for new product launches and existing strategic GTT services. Solid understanding of top, middle and bottom funnel content, and campaigns.
• Develop in-depth knowledge of GTT’s prospect and customer accounts for the Americas and EMEA.
• Generate targeted messaging to different account segments to communicate benefits and value propositions of services and GTT.
• Support growth of customer base revenue by leveraging ABM strategy and Demandbase. Focus on targeting and journey stages for accounts and Marketo lead- scoring for contacts.
• Take ownership of pipeline creation and meeting monthly and quarterly ABM MQAs, SQLs, meetings, and pipeline targets.
• Responsible for measuring and analyzing customer campaign performance and marketing success across all appropriate marketing channels on a frequent basis.
• Gain insights with rapid asset deployment testing to improve conversions and reduce cost per lead – growth marketing.
• Develop customer personas and provide deep insights into demographic, firmographic and psychographic profiles.
• Build and execute email nurture campaigns in Marketo to build product awareness and to generate appointments for account management.
• Manage agencies, budget and campaigns across Demandbase Ad Platform, Google Ads/Display, Paid Social, YouTube and Remarketing.
• Coordinate with Field Marketing to manage and promote all events including webinars via all appropriate Marketing channels.
• Work with Corp Comms and Product Marketing to create and leverage new and existing content.

Required Experience/Qualifications:

The Demand Generation Director will have a bachelor’s degree in a business related or technical field such as Information Technology, Computer Science, Information Technology or Business Administration.

• You’re an excellent marketer with experience in partnering with sales teams to drive leads through multi-channel outbound and inbound campaigns. 
• Experience working cross-functionally with various business and marketing teams to coordinate campaigns from start to finish.
• Experience managing marketing budgets, allocating and optimizing spend across tactics and experience with forecasting results.
• Experience in using CRM systems and marketing tools such as Marketo, Demandbase and Google Analytics.
• You have a good understanding of demand generation and a track record of owning campaigns and driving pipeline growth.
• You’ll demonstrate excellent communication skills including data crunching and storytelling.
• You are analytically inclined, with exceptional project management skills and rigorous attention to detail.
• Must have experience with list and data management: data cleansing and data hygiene.
• Must have strong experience with Pay Per Click and paid Social Media Marketing.
• You should have experience managing budgets and managing external agencies and vendors.
• Experience segmenting accounts into targeted categories for product/service upsell and cross-sell

Hours/Travel/Shift:

Typical business hours for the respective time zone with occasional travel.

Core Competencies

• Effectiveness Measurement: Knowledge of effective measurement techniques and ability to measure the quality and quantity of work effort for the purpose of improvement.
• Active Learning: Understanding the necessity for continuous personal growth and learning; ability to gauge one's strengths, limitations, and interests accurately, and use this knowledge for purposes of performance effectiveness self-development.
• Creativity: Knowledge of the approaches, tools, and techniques for promoting creative, original thinking and ability to apply it to a variety of business situations.
• Effective Communications: Understanding of effective communication concepts, tools, and techniques; ability to effectively transmit, receive, and accurately interpret ideas, information, and needs through the application of appropriate communication behaviors.
• Managing Multiple Priorities: Knowledge of effective self-management practices; ability to manage multiple concurrent objectives, projects, groups, or activities, making effective judgments as to prioritizing and time allocation.
• Relationship Management: Knowledge of relationship management techniques; ability to establish and maintain healthy working relationships with clients, vendors, and peers.
• Teamwork: Knowledge of the necessity and value of teamwork; experience with; ability to work cooperatively towards shared goals and being supportive of others at all levels.
• Copywriting and Editing: Knowledge of copywriting and editing; ability to write, review and edit texts and documents to promote marketing.
• Event Planning and Implementation: Knowledge of event planning and implementation; ability to plan and implement events that acknowledge the achievements of graduates or specific groups of students at a university/college.
• Marketing Channels: Knowledge of marketing options and opportunities; ability to advertise an organization's products, services, and brand through various channels.
• Marketing Systems: Knowledge of components and functionality of marketing systems; ability to utilize an organization's marketing information systems in various business circumstances.

Universal Competencies

• Continuous Improvement: Knowledge of transformation initiatives to drive fundamental changes, enhance responsiveness and efficiency to core business practices. Ability to drive cultural changes from best effort to results oriented.
• Customer First (Customer Facing): Knowledge of customer interactions, creating a culture of accountability, collaboration, and partnership. Ability to build an environment supporting customer value creation at every level.
• Operational Excellence: Understanding the system-driven processes for consistency and scalability. Ability to re-focus processes and systems from integration activity to maximizing a positive customer impact and anticipating future trends.

EEO Statement:

GTT provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability, or genetics. In addition to federal law requirements, GTT complies with applicable state and local laws governing non-discrimination in employment in every location in which the company has facilities. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

GTT expressly prohibits any form of workplace harassment based on race, color, religion, gender, sexual orientation, gender identity or expression, national origin, age, genetic information, disability, or veteran status. Improper interference with the ability of GTT’s employees to perform their job duties may result in discipline up to and including discharge.

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