Manager, ABM and Demand Generation

Job Description

Manager, Demand Generation and ABM Campaigns

Sumo Logic is looking for a Manager, Demand Generation and ABM Campaigns to join our marketing team. This role will report to our Director, Global Programs and ABM. In this role you will own revenue and pipeline goals for the Integrated Campaigns teams and ABM teams.

Responsibilities:

• Support the Account Based Marketing strategy and execution planning, encompassing our multiple ABM tools
• Design and execute targeted 1: few ABM marketing initiatives to meet pipeline requirements.
• Improve account-based strategies for campaigns, leading to increasing numbers of engaged leads, opportunities and pipeline
• Optimize multi-channel campaigns, increasing account awareness/brand impact and moving accounts from non-engaged to new customers
• Partner with internal stakeholders to develop regional, account focused playbooks including, but not limited to, outbound prospecting, inbound lead follow up, nurture, channel activities, live/online events, meeting setting with the goal of building pipeline and accelerating bookings
• Collaborate and partner with core marketing functions on campaign concept, custom content requirements, digital marketing support/message testing and creative development to ensure effectiveness for regional named accounts
• Identify the most effective marketing messages, value proposition, materials, channels, and calls to action for personas and key accounts in the regions
• Build then obsess over ABM metrics to ensure business impact measured by named account pipeline/bookings (sourced/influenced), database growth and accuracy for named accounts, account/person engagement scores and sales/partner utilization of programs
• Leverage data and insights to build and maintain comprehensive account profiles and target personas; oversee a database of named contacts to align marketing and sales in defining the target audience required to achieve account goals.
• Collaborate with the global ABM team to create and gain consensus for cross-portfolio GTM plan
• Manage project timelines, quality issues, resources, & budget
• This is a data-driven role that requires campaign tracking, run experiments, and continually optimize campaigns for performance.
• Run experiments, track performance, and continually optimize campaigns to build and scale a highly efficient mix
• Deep dive into metrics and be able to troubleshoot when operational challenges are impeding campaign results
• Take an agile approach to launching campaigns

Experience:

• 3-5+ years experience in a demand generation role with pipeline targets in a high growth SaaS company
• Experience launching and owning successful integrated marketing campaigns
• Strong understanding of funnel metrics and levers to move the needle on generating qualified leads and accelerating opportunity and pipeline velocity
• Expert in end-to-end campaign development, execution, and measurement
• Proficiency in Marketo, Salesforce, and Tableau to pull reports on specific campaigns and understand status of leads and opportunities in the funnel - Familiarity with 6sense and Terminus is a bonus
• Excellent analytical and quantitative skills to interpret data, generate insights and translate it into actionable changes
• Strong project management and communications skills to effectively manage multiple projects with tight deadlines, and drive alignment and execution across groups
• Able to perform under pressure, prioritize and deliver results in a demanding and fast-paced environment that requires fresh thinking and innovation
• Do you love aligning sales and marketing?
• Are you motivated by autonomy, personal and professional growth, country and hip-hop music (if you're not, it's okay)?
• Are you a bit of a perfectionist yet know how to compromise?
• Yeah, we're a bit playful; however, don't be deceived.
• We are a Demand Generation team of highly driven and highly successful people.
• We're looking for someone who is just as driven and just as successful to come in and make this role their own.
• We are a cloud-native SaaS machine data analytics platform, solving complex monitoring problems for DevOps, SecOps and ITOps teams.
• Our microservices architecture in AWS ingests hundreds of terabytes daily across many geographic regions.
• Democratize machine data analytics through the Sumo Logic platform, bringing real-time data insights securely through the cloud.

About Us:

Sumo Logic, Inc. (NASDAQ: SUMO) empowers the people who power modern, digital business. Through its SaaS analytics platform, Sumo Logic enables customers to deliver reliable and secure cloud-native applications. The Sumo Logic Continuous Intelligence PlatformTM helps practitioners and developers ensure application reliability, secure and protect against modern security threats, and gain insights into their cloud infrastructures. Customers around the world rely on Sumo Logic to get powerful real-time analytics and insights across observability and security solutions for their cloud-native applications. For more information, visit www.sumologic.com .

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