What you will do:

• Responsible for design, implementation, and measurement of demand generation initiatives, tactics, and campaigns. 
• Partner closely with vertically-organized sales leaders and reps to develop a strategy that supports strong quarterly sales pipeline and revenue goals. Advocate for what sales needs, and keep sales informed on marketing priorities. 
• Manage overall demand generation and growth strategy, programs, and budget to cover key personas, verticals and segments. 
• Lead regional Field Marketing teams in North America, EMEA and India / APAC, connecting global campaigns with local execution and delivering pipeline and revenue objectives across the globe 
• Plan, execute, scale and optimize high-performance ABM programs to deliver to our aggressive demand generation goals and sales success.  Support revenue expansion with targeted ABM plays focused on extending value in current customer base.   
• Align specific, measurable outbound campaign motions for Inside Sales team members to generate demand. Ensure Inside Sales team follows-up and nurture activities are swiftly and expertly executed to yield highly qualified opportunities.  
• Collaborate with Product Marketing to position our features and innovation to benefit new and existing customers and differentiate the company from competition 
• Lead partner marketing and co-marketing strategy, leveraging quantitative and qualitative feedback to develop and drive optimal partner marketing mix to drive demand and deliver measurable pipeline growth 
• Drive alignment and collaboration with stakeholders and peers across Alliance & Partners, Sales, and Strategy teams to continue to grow and mature our partner ecosystem and improve ROI 
• Manage and mature our Marketing Operations function, including data & analytics, campaign operations, and marketing automation, to continuously improve core Marketing processes and best-practices and ensure our MarTech stack is optimized to deliver outstanding business results 
• Partner closely with sales leadership and Revenue Operations to continually improve and refine lead scoring, waterfall metrics, attribution, lead flow process, and ensure optimal flow through the lead lifecycle. 
• Regularly inform stakeholders across marketing, sales, and revenue operations of insights on marketing performance to ensure cross-functional alignment on the best possible data-driven marketing strategy. 
• Drive executive reporting cadence on Demand, including campaign and channel performance, partner contribution, and pipeline growth. Establish tracking and measurement to optimize programs based on real-time results, while reporting on the value delivered by our demand generation efforts. 
• Continuously evaluate the performance and ROI of campaigns, adjusting demand tactics and strategy accordingly to optimize budget. 

What you will bring:

• 10+ years of experience in B2B Demand Generation in a mid to large size enterprise software company 
• 5+ years of experience leading a global Demand Generation Team or Demand Center model 
• Expertise with account-based marketing and demand funnel KPIs.  Experience using Intent Data throughout the funnel. Demonstrable expertise in ABM strategy and execution.  
• Experience leading or working directly with Inside Sales a strong plus 
• Expertise in understanding data, telling stories, and executing across channels to create a customer-focused experience 
• Proven track record of maximizing results and optimizing Demand Generation programs using modern marketing tools and channels 
• Fluency in and successful demonstration of optimizing demand generation metrics for ABM, Inbound lead development, pipeline orchestration, field marketing, and partner marketing 
• Passion for understanding key buyer personas and the Icertis platform to identify the optimal paths for communicating and engaging customers throughout the buyer’s journey 
• Understanding of Partner Marketing strategies, partner ecosystems, and value of strategic alliance relationships 
• Experience with various MarTech solutions such as Demand Base,  6Sense, ZoomInfo, Drift, Pardot, Marketo, as well as approaches to test and optimize them 
• Experience in or leading a Marketing Operations team with competency for understanding and driving improvement in core MOps processes, functions, and tools 
• Gumption: leads with a high degree of proactivity and accountability. Proactively collaborates with executives and stakeholders frequently and instills this mindset in their teams 
• Proven track record of building, developing, and elevating a high-performing team and creating strong business stakeholder relationships 
• Strong analytical and quantitative skills to track campaigns, scale success and maximize effectiveness 
• Strong ability to review and inspect data results, guide analysis where needed, and make data-driven decisions and strategy 
• FORTE: embodies and consistently demonstrates the Icertis values of Fairness, Openness, Respect, Teamwork and Execution