Job Description
The Senior Director of Marketing - EMEA is responsible for all aspects of marketing for Concur EMEA (currently including Europe and potentially the Middle East and Africa in the future) and is a key member of the Global Distribution Marketing leadership team. The role is to collaborate with regional marketing teams to develop and drive marketing initiatives to create pipeline, pipeline conversion, enable sales success and increase brand awareness through the appropriate distribution and marketing channels for each market. The Senior Director of Marketing will manage, directly or via a matrix structure, a diverse team that could include a web producer, marketing analyst, content manager, channel partner marketing and PR team members.
The Senior Director of Marketing will develop and manage an annual integrated marketing plan and budget for Concur EMEA Region, supporting the SMB (small to medium) and ENT (enterprise) business units. He/she will direct and support integrated and multi-touch marketing activities to drive demand generation waterfall activities for direct sales and referral channel (partner). The Senior Director of Marketing will also be responsible for budget and program tracking, analyzing, monitoring and communicating success and delivering ROI for all marketing activities.
The role requires cross-functional collaboration and alignment with the EMEA Sales team, EMEA Business Development, EMEA Regional and local field and product marketing teams and Concur Global and Distribution Marketing teams in North America and APA. The role requires a broad range of marketing, strategy, consultative, cultural and leadership skills to be successful including marketing, communications (written, verbal), and data analytics. In addition, previous experience in PR management, event management, online marketing, direct marketing, marketing automation, demand waterfall management and partner marketing is required. The position reports to the Global Vice President of Distribution Marketing, with a dotted line to the EMEA Managing Director.
Responsibilities Include:
Manage multi-regional marketing teams comprised of Field, Market Development and Product Marketing staff to develop and execute demand generation strategies and marketing campaigns by region and customer segment to generate leads and sales pipeline, maximize funnel conversion rates among prospects and within the customer base.
Leverage and collaborate on the strategy for developing global, regional, market and segment-level campaigns, product launches, pricing and offer strategy while working closely with segment marketers to apply locally,
Work cross-functionally with field marketing, external vendors and concur corporate Marketing to manage on-line marketing programs designed to maximize the Concur EMEA website traffic (multiple country sites) and web leads.
Manage content localization and development including but not limited to web content, collateral, white papers, research, event content, customer communication and case studies.
Manage marketing communications, social media, event and PR calendar in close coordination with the global marketing communications team with input from the Concur EMEA Managing Director and regional marketing leaders.
Work cross-functionally with sales leadership, business development and others to identify, target and execute events such as conferences, seminars, trade shows and webinars.
Work with regional marketing leaders and their account management teams to develop and execute client based marketing programs & events to drive additional sales revenue, client satisfaction, and client referrals.
Forecast, measure, analyze and report on the impact of demand creation activities on sales pipeline, revenue and sales cycle length (demand waterfall). Benchmark performance against other geographies/segments for response, conversion rates and pipeline.
Forecast, direct and adhere to marketing budgets to achieve pipeline objectives including the tracking, monitoring and reporting of marketing spend, relative to sales and marketing funnel performance.
Evaluate, select and manage outside vendors that participate in the development and execution of demand creation programs.
Be aware of, and comply with, all corporate and regulatory policies.
Position Requirements
Education, Experience & Training Required:
Degree level education with 10+ years marketing experience in B2B software industry ideally with SaaS experience
Expansive geographic and market knowledge
Experience leading a high performing regional or multi-regional marketing team.
Experience creating and implementing proven successful, demand creation, lead nurturing and pipeline acceleration programs.
Ability to leverage digital marketing including SEO/SEM.
Experience in brand management, PR, marketing content development and management.
Experience with MS Office applications, CRM (Salesforce.com), marketing automation (Eloqua or a similar tool), web analytics (Omniture) and business intelligence tools (Tableau).
Experience forecasting and managing a marketing budget.
Specialized Knowledge & Skills:
Multi-cultural sensitivity and strong communication and interpersonal skills
Experience and adaptability to leading teams who directly or indirectly report into you (e.g. via matrix and/or dual-reporting organizational structure)
Dynamic, action oriented self-starter comfortable pro-actively interacting with executive management and entry-level employees
Organizational skills and ability to prioritize numerous tasks, events etc.
High EQ and success facilitating and achieving cross functional collaboration
Effective at overcoming ambiguity with solid go-forward strategies
Flexibility and willingness to work on a broad variety of tasks and under tight deadlines
Willingness and ability to accommodate different time zones and cultures
Enjoy working in an informal environment with a dynamic "start-up" culture
Willingness to work from time to time over extended hours in order to achieve goals set by immediate manager or demanded by key customers
Juggle multiple projects in a dynamic, high-pressure environment.
Job entails up to 35%+ travel including international locations with passport and visa requirements
Critical Performance Competencies:
Analytical Skills
Business Acumen
Attention to Detail
Flexible
Effective communication and Influence (must be energetic and passionate about direct marketing, our products, and the company)
Risk Taker
Value Competencies:
Displays passion for & responsibility to the customer
Hires, develops & rewards great people
Displays leadership through innovation in everything you do
Displays passion, enthusiasm, and energy for what you do and a drive to improve
Displays a relentless commitment to win
Displays personal & corporate integrity
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