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Global Demand Generation Manager

2 months ago

Boston, United States Rapid7 Full time

About the Team

Rapid7's Global Demand & Campaigns Marketing team is a critical engine that fuels demand for Rapid7 solutions through focused marketing initiatives to build awareness, and engage the buyer from prospect to happy customer. The team is responsible for driving scalable practice or segment based programs to nurture a buyer through their lifecycle from prospect to customer, and then customer expansion.

Rapid7 is a dynamic, fast-paced environment, so we are looking for a high energy, cross-functional collaborator who can successfully work closely with geographically dispersed international and corporate marketing team members.

About the Role
As Rapid7’s Global Demand Generation Manager  you will be an integral part of our global demand team. In this role, you will be tasked with creating and driving demand generation programmes which are insight-driven, audience-led, aligned to our ICP, and supportive of company strategy and growth objectives. Your focus will be on designing multitouch demand creation programs that leverage both inbound and outbound tactics as well as defining data gaps and processes within our demand management strategy. This role works in partnership with multiple disciplines to drive demand, including sales, communications, product marketing and growth/regional marketing.
 

Requirements:

  • 5+ years of b-to-b digital/inbound marketing including web and content marketing, association marketing and content syndication
  • 5+ years of working in a multi-national or global environment
  • Strong background in demand generation development and execution via multiple channels (Email, website, webinars, digital, events)
  • Exceptional project management skills and ability to work cross-functionally, with multiple stakeholders to achieve desired outcomes
  • Proficiency in Google Workspace and Microsoft Office HTML editor and database tools.
  • Experience with Artificial intelligence (e.g. intent monitoring, predictive analytics)
  • Strong familiarity with Salesforce.com (SFDC), specifically with lead management, as well as Marketo.
  • Experience with ABM platforms is a plus, like 6SixSense or DemandBase
  • Knowledge of digital marketing channels and social media platforms, with the ability to leverage them effectively for marketing campaigns.
  • Proven record of supporting sales to meet or exceed pipeline and revenue targets
  • Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to a variety of audiences
  • Demonstrated strong listening, information gathering and empathy skills for uncovering and defining deliverables, needs and outcomes
  • Experience creating and implementing proven successful, seeding, demand creation, lead nurturing and pipeline acceleration programs
  • Highly motivated individual who thrives in a fast paced team environment and is readily adaptable to changing market and organizational requirements

Responsibilities:

  • Support and manage Rapid7’s top-of-funnel demand acquisition marketing strategy to deliver a scalable, predictable, high-quality demand-engine across core personas, markets and larger target account segments - including data strategy, content, and delivery: social selling campaigns, webcasts, content-syndication, etc.
  • Partner cross-functionally with sales, channel, product marketing, SDR and customer excellence teams to understand, champion & educate on any regional dynamics, segment & product priorities and customer use cases to align relevancy, messaging, delivery and impact across all stakeholders - to drive better customer outcomes and impact
  • Optimize our end-to-end demand (lead/contact) lead management process in conjunction with sales operations and marketing operations, including lead capture, nurturing, and service-level agreements (lead scoring, lead definitions, lead acceptance/rejection reasons and disqualification reasons that feed into appropriate nurture streams when applicable)
  • Coordinate with SDR teams to optimise lead volume and quality with the goal generating high-value opportunities
  • Increase conversion rates through better targeting, segmentation, and offers to accelerate opportunity and pipeline value to meet and exceed ambitious growth goals
  • With Marketing Operations, own and maximise data acquisition programs and technology to provide better targeting and ability to engage prospects and customers across integrated marketing channels - e.g. intent programs, website personalisation, chat, etc.
  • Forecasting: support the director of global demand with the forecasting of lead generation/ engaged account targets
  • Collaborate with the broader marketing team to develop our intent (1st & 3rd party) and engaged account strategy as part of our account-based experience (ABX) journey. Own our relationship and execution of our intent programs.
  • Monitor, measure and optimise the impact of programs and campaigns - including funnel performance metrics, conversion rates, ROI and ARR impact
  • Leverage audience insights: by persona, title, segment, region and channel to drive cost per lead/MQL/SAO efficiencies
  • Continuously optimize the marketing funnel and our definitions, as the keeper of our operating motion of the funnel through marketing and sales, and along the entire customer journey
  • Effective enablement of corporate campaigns and growth marketing initiatives to regional sales, marketing and BDR/SDR team members
  • Monitor and develop insights into maximising engagement from key target personas and different channels to optimize campaign performance

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All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.