Senior Demand Generation Manager

Why Black and Veatch

Black & Veatch allows you to lend your talent and perspective to humanity’s biggest challenges in a flexible environment where you are empowered to grow and explore new possibilities. We offer competitive compensation; 401K match and benefits that start day 1. 
 

Our hybrid environment allows you to balance your work and personal life. At Black & Veatch, you own your career with purpose and meaning. You are empowered to grow and explore new possibilities at every step of your career journey. Bring your big ideas knowing you are safe to be who you are and speak up with concerns or questions and put your diverse talents and perspectives to use.

The Opportunity

The Senior Demand Generation Manager will have the opportunity to:

• Be responsible for defining, executing and measuring successful digital channel strategies that support Enterprise Marketing campaigns
• Provide strategic and best practice guidance to the broader marketing team for leveraging the full marketing technology stack to automate and activate touchpoints that launch a decision journey which brings a campaign to life
• Partner and collaborate closely with marketing and communications stakeholders to implement a unified operational vision and strategy that enables the execution of sophisticated marketing campaigns, lead nurture and conversion and analytic reporting

The Team

Black & Veatch’s Enterprise Evolution consists of critical functions focused on identifying market opportunities and bringing together our client facing and growth efforts. Functions include Enterprise Marketing & Communications, Enterprise Sales, Enterprise Strategy, Innovation, Mergers and Acquisitions and Sustainability.

Key Responsibilities

Campaign Operations 

• Partner with Marketing Strategy and Marketing Communications teams to build, automate, activate, and optimize campaigns. 
• Develop and implement integrated, multi-channel demand generation strategies that leverage email, paid media, webinars and events to attract and engage high-quality contacts and accounts, nurturing their progression through the sales funnel. 
• Nurture leads through the sales funnel using marketing automation tools and a deep understanding of customer journeys. 
• Leverage the marketing technology stack to create scalable campaign automation processes that support streamlined data flow and tracking for key performance indicator measurement and scoring. 
• Collaborate with Sr. database segmentation strategies that provide transparency of the make up of the database, how to improve it and how best to use it for all marketing stakeholders. 
• Partner with the Sr. Technology Manager and Sr. Marketing Analyst on business requirements for marketing data to inform data collection and enrichment processes. 
• Use analytics to measure campaign performance and make data-driven decisions. 
• Design and execute tests to optimization marketing performance in line with pipeline goals. 

Marketing & Sales Alignment 

• Collaborate with Enterprise Marketing, Enterprise Sales and Sales leadership to ensure effective processes and automations are in place to actively monitor, analyze, measure and report on marketing contribution to and influence on pipeline, engagement with key accounts and campaign effectiveness. 
• Optimize lead-to-revenue processes, procedures, and standards to maximize funnel efficiency from the top of the funnel all the way to opportunity win/loss across all platforms. 
• Own and optimize lead scoring, lead lifecycle, and lead follow-up as part of the lead-to-revenue process. Partner closely with Enterprise Sales and sales teams to create a continuous feedback loop geared at optimizing touchpoint hand-offs between sales and marketing. 
• Ensure a highly productive relationship with marketing teams and the sellers they support by driving strong alignment on campaign strategy as well as pipeline and win-rate objectives. 

Decision Rights: 

• Guide requirements on system integrations of tools within the marketing technology stack. 
• Guide decisions on lead-to-revenue process inside marketing automation and CRM. 
• Guide decisions on audience segmentation and targeting strategies in collaboration with marketing teams. 
• Supervisor for team of marketing automation and paid media professionals. 

Key Linkages: 

• Direct engagement with Digital Marketing/Operations team. 
• Collaboration across all functions of the Enterprise Marketing organization. 
• Regional collaboration that helps to support the planned digital marketing processes, tools and tactics outside of the US. 
• Key relationships (outside of Marketing) include D&IT and Enterprise Sales/Sales Operations. 

Minimum Qualifications

• 8-10 years of experience in B2B demand generation with demonstrated lead, pipeline, and revenue growth 
• Experience with increasing levels of responsibility leading teams and driving cross functional marketing initiatives. 
• Experience with CRM, marketing automation, marketing funnel, and other B2B systems and concepts. 
• Experience with advertising channels and media buying strategies including PPC, paid social, programmatic, website direct, OOH, print  
• Strong analytical and problem-solving skills - along with strong interpersonal, organizational and stakeholder management skills. 
• Agency work experience and/or client-side agency management experience. 
• All applicants must be able to complete pre-employment onboarding requirements (if selected) which may include any/all of the following: criminal/civil background check, drug screen, and motor vehicle records search, in compliance with any applicable laws and regulations.

Preferred Qualifications

• Experience analyzing complex challenges, creating solutions, obtaining buy-in, and executing end-to-end. 
• Ability to translate strategic priorities into operational plans. 
• Strong understanding of the typical marketing campaign process and needed integrations, including everything needed to ensure a smooth process from nurture to lead/contact capture and distribution, to opportunity creation, to revenue realization. 
• Have a proven track record of delivering business results in a fast-paced, results-driven, global team-oriented environment 
• Solid understanding of digital and performance marketing concepts. 
• Ability to build, inspire, lead, and grow a successful team. 
• Highly self-motivated, have a stellar work ethic, and can work both autonomously and collaboratively with cross-functional partners. 
• Strong communication and presentation skills, with the ability to convey demand and performance marketing concepts to non-marketing collaborators. 

Work Environment/Physical Demands

Normal office environment with a hybrid work schedule: 3 days in office and 2 days remote 

Salary Plan

Job Grade