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Director, Demand Generation

Company: SANS Institute
Location: Bethesda
Posted on: June 19, 2022

Job Description:

Job DescriptionSalary: About SANSSANS Institute (SANS) was established in 1989 as a cooperative research and education organization. In the next 25 years it grew to become the most trusted and, by far, the largest source for information security training and security certification in the world reaching more than 300,000 security professionals around the world today, with around 60,000 having been granted Global Information Assurance Certification (GIAC) security certifications – the leading certification that provides assurance to employers that their people and prospective hires can actually do the job. At the heart of SANS are the many security practitioners – from auditors and network administrators to chief information security officers, all sharing the lessons they learn and jointly finding solutions to the challenges they face – in varied global organizations from corporations to universities working together to help the entire information security community.Join the SANS TeamAt SANS, our culture is defined by Mission, Brand, People. Our goal is to hire people who understand the importance of continuing to fight against the "bad guys" (Mission) while delivering the highest quality training (Brand) to our students. We want employees whose personal values align well with our culture of fairness, honesty, customer focus, and pragmatic approach (People).Summary of PositionWe're looking for a Demand Generation Manager who will be responsible for the strategy and execution of marketing programs across multiple channels. In this role, you'll be responsible for managing programs to generate and nurture leads via events, inbound and outbound campaigns, and cooperative marketing with business units and partners. Reporting to the CMO and working closely with cross-functional teams, you'll design, plan, manage, and optimize integrated, multi-channel marketing campaigns to generate pipeline revenue. If you're looking for a diverse company with a family culture and the opportunity to develop as a professional, this might be the job for you. Our mission is to empower cyber security professionals with the practical skills and knowledge they need to make our world a safer place.The Director of Demand Generation owns the demand and lead generation strategy, leveraging multiple channels and programs to drive qualified opportunities for the SANS sales teams. This includes using marketing automation, SEO, PPC, email, social, sales enablement, inbound and trade shows. This person is analytical and results-driven with a passion for continually testing and moving the needle.This Sr level marketing role you will work closely with the Product Marketing, Content and Digital teams and the Sales organization to generate and optimize high-quality SQLs.Position Responsibilities

  • Ownership of company lead generation, MQL and SQL goals
    • Design, plan, manage, and optimize integrated campaigns across multiple channels to generate pipeline.
    • Develop a deep understanding of customers, products, and the buyer's journey.
    • Monitor and report on campaign performance with granular tracking across relevant KPIs, including but not limited to impressions, clicks, web visitors, video views, collateral downloads, MQL, SQLs, and revenue.
    • Create impactful nurture programs to improve conversion rates from leads to opportunities
      • Manage and utilize marketing automation platform (SF Marketing Cloud)
      • Working with operations and digital develop and maintain lead scoring system and audience segmentation process to manage lead database
      • Work closely with global marketing teams, SDR teams and external vendors
      • Collaborate with Product Marketing, Brand, Content and Digital teams on execution strategy to drive leads and opportunities.
      • Own and manage SANS third party trade show and events strategy
      • Own Marketing Campaigns and Events Dashboard

        Desired Skills and Experience
        • At least 7 years of experience in B2B/B2C Demand Generation
        • Deep experience with marketing automation and CRM (Salesforce)
        • Data and metrics driven-with strong attention to detail
        • Experience with inbound and outbound marketing programs, leveraging multiple channel
        • High energy and creative, with a demonstrated ability to excel in a fast-paced environment
        • Strong reporting capabilities with the ability to track campaign performance and associated spend down to the most granular details while providing roll-up reporting to senior management
        • Ability to lead, take initiative and operate with minimal daily supervision
        • Ability to travel, including minimum quarterly leadership meetings
        • Bachelor's degree in Business, Marketing or related fieldEqual Opportunity EmployerSANS is an Equal Opportunity Employer and does not discriminate against any employee or applicant for employment because of race, color, sex, age, national origin, religion, sexual orientation, gender identity, status as a veteran, and basis of disability or any other federal, state or local protected class. If, because of a medical condition or disability, you need a reasonable accommodation for any part of the application process, or to perform the essential functions of a position, please contact SANS Human Resources.

Keywords: SANS Institute, Bethesda , Director, Demand Generation, Executive , Bethesda, Maryland

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