About the Position
We are looking for a Director of Marketing to own our marketing strategy & drive outcomes for the SolarWinds ITSM business. This role includes responsibilities for all marketing related activities (e.g., digital marketing, event strategy, product go-to-markets, etc.) along with business outcomes (e.g. sales pipeline, closed won revenue, customer NPS, etc). You will get to create and refine our metrics and help define what success looks like for our business. With these "desired outcomes" in mind, you will orchestrate multiple processes and work across matrix resources to drive programs and campaigns to attract customers to the ITSM portfolio of products.
About You
You care deeply about marketing, and your passion inspires others in the organization to care about it. You understand SaaS, on-prem, and recurring revenue models really well and have a successful history of accelerating a companys ability to grow across a variety of markets. You are a curious experimenter, structured thinker, and have a relentless drive to grow a complex, multi-faceted business that spans both SMB and Enterprise buying motions.
Responsibilities:
• Drive Marketing Outcomes Increase high value leads, sales opportunities/pipeline, and closed won revenue through a variety of channels Expand the companys, markets, and verticals attracted to the product through a strategic use of channels and messaging Lead demand gen strategies for new and existing products and services for cross-sell and up-sell Influence future lifetime value through effective cross sell and upsell campaigns and educational events Drive new business growth using data-driven and predictable methods
• Design Effective Go-to-Market Strategy Run customer research and insights programs to identify and segment target customers Map and optimize the customer journey Develop pricing, packaging, and promotion strategies Lead the development of presentations, sales collateral, promotions and lead nurturing programs
• Define and Optimize the Entire Marketing Funnel Drive lead creation Increase qualified sales opportunities predictably Maintain effective cost per opportunity rates Standardize how leads are qualified Define segmentation of customer base and varying strategies Identify opportunities for continuous improvement
• Learn from Best Practices in Industry Measure Effectiveness of Marketing Activities Define operational metrics for team Establish system for tracking metrics Create cadence for review within team Expose a subset of metrics to executive team, company and board
Enhance Effectiveness and Efficiency Through Technology Marketing platforms and solutions Customer segmentation and marketing definition tools Data analytics & reporting systems
Required Experience/Skills:
• 10+ years experience in leading marketing organizations or product lines • Ability to manage influence through persuasion, negotiation, and consensus building • Exacting writer and communicator across a variety of mediums • Ideally combined background of new sale, cross sell, and upsell funnels • Deep understanding of value drivers in recurring revenue business models • Analytical and process-oriented mindset • Demonstrated desire for continuous learning and improvement • Enthusiastic and creative leader with the ability to inspire others • Relevant Bachelor's degree