We are seeking a dynamic, entrepreneurial Practice Director to manage BrightTALK’s Consulting Services focusing on lead conversion to drive our customers’ success. The Practice Director will have both strategic and technical consulting experience to effectively assess our clients’ business needs. This role will require a deep understanding of content marketing, demand generation and particularly marketing automation systems. The Practice Director will be responsible for establishing a new business unit, initially working as an individual contributor developing consulting solutions and then scaling a value added service for our clients as demand grows.
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Define and deliver measurable business value to our clients by assisting them in transforming their content marketing into revenue:
Manage requirements gathering sessions with clients, get them up and running and fully integrated with the BrightTALK platform
With a clear understanding of the client’s business goals and buyer persona, advise our customers starting with the content creation process to ensure that their content is relevant and useful to their target audience
Guide the development of our clients’ successful content marketing strategies to accelerate their process for promoting a content-based (vs. product-based) sales strategy within their organizations
Provide advanced expertise and actionable tactics for our clients to leverage marketing automation platforms, measure activity (lead scoring) and nurture prospects toward a call to action resulting in closed business
Establish and track metrics including campaign performance analysis, prospect engagement, funnel advancement, conversion rate and ROI to identify success and enhancement opportunities for our clients
Help educate our clients on the full potential of what data can do for them as they conduct more targeted marketing campaigns based on key learning from their data
Train and educate clients, system integrators and our teams about the BrightTALK platform and content marketing solutions
Develop consulting frameworks with “free” initial services leading to paid assignments supporting our clients’ growth
Requirements
Experience developing and selling consulting services
Extensive consulting experience helping customers to drive repeatable and scalable revenue results
Demonstrated ability to communicate, present and influence credibly to develop relationships with strategic clients
Experience designing, implementing and managing lead generation campaigns
Deep understanding of marketing automation, from the design of the databases that are foundational, to implementing processes to collect, store, utilize and leverage data for key decision making and marketing efforts
Extensive experience with system integrators and marketing automation platforms to create meaningful and effective communication with potential customers and the ability to recommend changes to existing set ups
Experience tracking online activity to measure buying interest and sales readiness through lead scoring and lead nurturing with a keen sense of customers’ marketing journey and an understanding of how to determine an optimal conversion point
Experience with marketing analytics and revenue forecasting based on current and future marketing activities
Digital marketing experience including online, social media, SEM/SEO, webinars and content development, integration and sales enablement
Excellent planning, project and budget management, communication and teamwork skills
Key Skills/Tools
Agile/Scrum product development
APIs and integration
Marketo, Eloqua and Salesforce integration
Database marketing strategy and implementation
Lead scoring models
Campaign and form design
Target segmentation & profiling
Customer lifecycle analysis
Business process optimization
HTML, CSS, Javascript
Excel, Powerpoint
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