• Sr. Director, Customer Segment Marketing

    Job ID
    2018-4078
    Location
    US-CA-San Jose
    Category
    Marketing
  • About the Job

    Overview

     

    The Director of Customer Segment Marketing plays an integral role in driving revenue growth for the company. This individual will be responsible for creating the customer demand generation and enablement strategy and driving the successful execution of plans to achieve maximum new business for 8x8 solutions. The Customer Demand Generation approach will encompass management of both field and channel marketing through a portfolio of compelling demand programs and campaigns to deliver quarterly on increasingly growing pipeline targets. The customer enablement plan will also need to address both direct and channel account executive development to maximize close rate.

     

    8x8 is looking for a highly experienced marketing leader to build pipeline and increase close rate across our installed small business, mid-market and enterprise segments. The Director of Customer Segment Marketing will manage the team of Directors who create and lead all field and channel marketing activity in our installed base.  This position will report into our CMO, who is located in our San Jose, CA corporate headquarters.

     

    This leader will be required to think, communicate and act on a strategic level, work closely with SVPs of Direct Sales, SVP of Customer Success, SVP of Channel Sales and VPs of Demand Generation, Corporate Communications and Product Marketing, while also rolling up his/her sleeves to serve in a hands-on capacity to define, execute and analyze marketing programs across priority installed growth segments. This person will be expected to lead the design, creation and execution of a pipeline development strategy that includes defining target partners and target accounts, optimizing customer journey and prioritizing paths and speed to conversion.

     

    Responsibilities:

    1.  Build Customer Pipeline
    •  Create Annual,Quarterly Pipeline Strategy, Budget Allocation, and Campaign Plans
    • Lead the Customer Demand Generation team. Define the sources of pipeline growth and the path to achieve the annual growth targets.
    • Establish quarterly and annual lead and opportunity plan for Direct and Channel, as well as Small, Mid and Enterprise Installed segments.
    • Collaborate closely with Product & Solution Marketing to define new campaigns that define, measure and accelerate the marketing/sales funnel.
    • Manage a sizable customer marketing Demand Generation budget to obtain business goals and establish continual CPL, CPO improvement metrics and overall spend ROI. Define critical business investment opportunities for the executive team.
    • Build Customer Demand Gen Team
    • Create and lead the team of Customer Demand Generation professionals who will hit the goals and be responsible for hitting the quarterly pipeline contribution targets by installed sub-segment
    • Manage Weekly Customer Demand Gen Execution and Reporting
    • Develop, coordinate and execute direct and channel lead generation programs and campaigns for installed customer upsell.
    • Leverage analytic tools to measure, track and optimize target accounts, marketing programs and performance from top to bottom of funnel.
    • Identify funnel leaks in marketing, channel, sales and lead cross-functional teams to address.

    1. . Enable to optimize close rate
    1. Planning: Develop the resource plan to increase close rate through a high impact direct and channel enablement program
    2. X Series: Coordinate the development and production of key direct sales and channel enablement tools
    3. Channel Marketing: Enable the channel partners to participate in 8x8 installed marketing programs and campaigns
    4. Analytics: Establish enablement success metrics to report weekly, quarterly and annually that guide investment decision making and optimize close rate.

     

    Qualifications: The ideal candidate will have a proven track record managing Demand Generation and Enablement for a B2B SaaS enterprise software company, including managing strategy to execution from campaign concepts to ROI analysis. Candidate must possess the following:

     

    • 15+ years marketing experience. Minimum of 7 years of experience in Demand Generation for B2B Software Company, with proven ability to deliver consistently strong measurable results.
    • Strong analytical and quantitative skills
    • Experience defining and implementing processes that scale to meet experience expectations and achieving business results while lowering costs
    • Strong experience managing a portfolio of high-impact high-volume campaigns
    • Excellent communication and writing skills—demonstrable experience communicating Department strategy, program status and results to sales and executive teams.
    • Demonstrable skills in strategic planning
    • Track record of successfully managing an annual portfolio of strategic initiatives and consistently delivering results on time
    • BA/BS required

     

    Personality and Leadership Qualities

     

    • Out of the box critical thinker and decision- maker.
    • Creative, high energy, innovative, proactive, and resourceful.
    • Data and numbers driven
    • Thrives in a highly dynamic, flexible work environment
    • Switches rapidly from strategy to execution
    • Hands-on style. Ability to block and tackle. Focuses on priorities with attention to detail.
    • Command respects and influences without authority. Candid and as apolitical as possible.
    • Team player and proven ability to work across organizational lines
    • Exhibits a high degree of autonomy. Can pull disparate pieces to “get things done.”
    • Strong communicator and presenter to large audiences both live and virtual.
    • Possesses entrepreneurial spirit. Self-starter and can scale businesses from scratch.
    • Good team builder and recruiter. Motivates their people.  Inspires team members.
    • Travels as necessary (25%)

     

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    About the Company

    ABOUT 8x8

    8x8, Inc. (NYSE: EGHT) ​is the trusted provider of secure and reliable enterprise cloud communications solutions to more than 45,000 businesses operating in over 100 countries across six continents. 8x8's out-of-the-box cloud solutions replace traditional on-premises PBX hardware and software-based systems with a flexible and scalable Software as a Service (SaaS) alternative, encompassing cloud business phone service, contact center solutions, and conferencing. 

    ​In today’s competitive market 8x8 continues to deliver service excellence, with a consistent, innovative, cohesive, progressive and dynamic culture.

    For additional information, visit www.8x8.comwww.8x8.com/UK or connect with 8x8 on LinkedIn,

    TwitterGoogle+ and Facebook

    Additional Information

    8x8 is proud to provide equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, age, disability or genetics.


    For 8x8 jobs located in the US: 8x8 participates in the E-Verify program.
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