Overview

Zonos is the cross-border technology solution for online retailers and other solutions providers that deal with global eCommerce. As a cloud provider located in St. George Utah, we contribute strongly to the Silicon Slopes community both in Northern Utah, as well as locally.

Overview

Zonos is seeking an individual to lead and implement a demand generation strategy and programs for new and existing cohorts of clients.

You will

Demand Generation Marketing Manager is responsible for planning and executing multi-channel, multi-touch programs that create new sales pipeline, improve win rates and increase sales velocity. You will partner with a senior sales leader to determine the strategic priorities for your specific market. You will create a set of marketing objectives and programs to meet these business priorities for your segment. You will decide the optimal mix of channels (both digital and face-to-face), vendors and offers to most effectively use your budget to hit pipeline and bookings targets. You will need to employ holistic strategies that span from high-touch ABM programs to traditional always-on email nurture to broad display advertising as well as executive, owned and industry events. You will manage external agencies and internal resources to execute your strategy. To be successful in this role you must forge partnerships with multiple disciplines including Sales, Revenue Operations, Lead Development, Corporate Marketing and Product Marketing.

Roles/Responsibilities

  • Develop and execute measurable demand creation and pipeline acceleration programs that predictably create quality pipeline and convert it to bookings
  • Optimize and iterate the plan to decrease CAC
  • Drive tight and regular alignment with Sales on programs to influence key pipeline opportunities
  • Work with event and digital marketing to ensure a balanced demand program portfolio adjusting as required by changing market conditions and emerging opportunities
  • Work with website resources and digital channel managers to ensure a best-in-class web/digital experience, with best-in-class engagement and conversion rates
  • Assess performance, create strategies and work with testing team to optimize conversion rates
  • Help optimize the end-to-end lead management process in conjunction with Revenue Ops, including lead capture, scoring, nurturing, recycle, and SLAs
  • For your segment, forecast, measure, analyze and report on the impact of all demand creation activities (both in-person and digital) on sales pipeline, bookings and sales cycle length
  • Evaluate, select and manage outside vendors that contribute to demand creation and field marketing programs
  • Proactively engage with sales to determine sales needs and work with marketing resources to develop training and content to enable sales to execute appropriate tactics
  • Communicate and educate the sales team regarding new and planned marketing activities
  • Manage and adhere to the budget

Success Metrics

  • Demand funnel KPIs (volume, conversion, velocity, value)
  • Sourced and influenced pipeline
  • Sourced and influenced bookings
  • Database health (growth, quality, deliverability)
  • Cost per inquiry, cost per lead, etc.

Basic skills

Education/Experience

  • 5-7 years of b-to-b demand creation experience—execution of successful seeding, demand creation, lead nurturing and pipeline acceleration programs, preferably in SaaS tech space, preferably at a medium to large company
  • Knowledge of account-based marketing, demand type, relative targeting, and the b-to-b buying cycle
  • Understanding of lead scoring attributes and schematics
  • Demonstrated knowledge of channel-specific conversion reporting/metrics
  • Experienced in designing and implementing multi-touch, multi-channel marketing program plan
  • Strong knowledge of supporting technologies including marketing automation (market analytics, business intelligence)
  • Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation, and spoken formats to a variety of audiences
  • Team player with cross-functional project leadership skills; willingness and ability to set strategies and do the execution as needed
  • Highly motivated individual who thrives in a fast-paced team environment and is readily adaptable to changing market and organizational requirements
  • History of budget management

Skills/Behavior

  • Detail-oriented, holistic thinker
  • Can balance competing priorities
  • Planning/project management—highly organized;  Can juggle multiple projects in a dynamic, high-pressure environment
  • Leadership and initiative to drive business objectives—self-starter
  • Agency management, cross-matrix resource management
  • Ability to understand decision impact on other areas of the business
  • Strong consultative marketing approach in order to effectively engage with sales
  • Strong oral/written communications skills
  • Strong consultative marketing approach in order to effectively engage with sales
  • Ability to direct content requirements that drive demand and pipe acceleration
  • Highly collaborative

More about Zonos

Learn more about Zonos, our mission, and the type of company we are building.

At Zonos, we are looking for a people person who is hungry and willing to stretch and grow. The role is challenging for three reasons.

  1. International trade is complicated and takes a long time to learn.
  2. Working at a growing cloud technology company is challenging.
  3. You will be expected to learn new skills that you don’t currently have.