The Director, SP Transformation, Go-To-Market Demand, is responsible for driving market awareness, customer and partner demand, and sales enablement for Juniper’s Service Provider solutions. This global lead will lead the overall campaign execution and framework and will drive the SP narrative across awareness, demand, and sales and partner enablement working in conjunction with the SP portfolio management lead.
Seeking a proven and motivated business and field leader to generate the awareness and global sales pipeline needed to exceed our revenue goals. Specific responsibilities include developing and managing multi-channel campaigns in partnership with multiple disciplines to drive demand.
This high-impact role is responsible for the generation of market and customer awareness of the Juniper service provider portfolio, the global sales pipeline through the design, execution and management of demand campaigns and programs. This individual will work closely with members of sales, global demand center, field marketing, portfolio marketing, web marketing, marketing communications, customer marketing, sales operations and other teams to build the sales pipeline required to achieve the company’s aggressive revenue goals. This position requires a unique blend of leadership, field sales and marketing experience, creative, analytic, and project management expertise and will influence a global marketing and sales team to increase sales pipeline value at an accelerated rate.
Create and drive the global awareness campaign and communications strategy for Juniper’s SP and virtualization solutions.
Work with the global data insights/analytics team to clearly identify relevant customer segments with a strong propensity to purchase Juniper’s SP solutions
Develop and execute multi-channel demand campaigns to these target segments to drive Juniper pipeline and revenue targets
Support the sales team drive to open new accounts or new opportunities within accounts by positioning new virtualization services and revenue opportunities
Develop a clear global channel demand model to support partners driving new business/solutions opportunities into new/existing accounts
Drive development of creative concept and campaign architecture/flow in association with external agencies
Collaborate with portfolio marketing to identify specific buyers and co-create solution bundles with a supporting campaign strategy and execution to influence these buyers
Collaborate with portfolio marketing, field marketing, and web teams to ensure that marketing initiatives and campaign framework consider the holistic customer journey throughout the experience (digital and physical).
Work with web site resources to ensure that inbound traffic can be converted into known leads through a best in class Web experience
Work closely with global field marketing to translate campaign goals into specific objectives by region.
Understand and influence theatre optimization strategies to deliver on results
Manage outside vendors that contribute to demand creation programs
Inspire, empower and influence a global team across various marketing and sales functions
Provide guidance to project managers through lifecycle of project
Develop key performance indicators (KPI) and work with marketing analytics partners to understand campaign performance and impact
Identify opportunities to optimize demand creation activities to drive sales pipeline
Develop executive presentations on program approaches and results
Desired Skills and Experience
10+ years of a B2B service provider marketing, integrated campaign, and demand generation experience with a technology company
Global experience working with Service Providers and their channels identifying and targeting new business opportunities (from emerging technologies)
In field experience and demonstration of an acute awareness of sales programs/campaigns which drive clear positioning and new pipeline opportunities
Experience presenting to customers, partners, media the new business opportunities created from market disruption and new technologies
Global service provider as a channel experience specific to understanding Service Providers selling into Enterprises
Experience driving global demand campaigns targeted at very specific audiences and the ability to measure and demonstrate success
Proven record of supporting sales to meet or exceed pipeline or revenue targets
Work with internal/external resources to create a compelling story and supporting messages
Strong analytic capability with proven ability to measure and improve performance across the entire sales and marketing process to identify new revenue opportunities and deliver on pipeline targets
Experience with targeting, segmenting and profiling of prospects and customers
Experience writing and presenting ROI-driven marketing campaign plans
Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation, and spoken formats to a variety of audiences.
Outstanding attention to detail with superior time and project management skills
Team player with cross-functional project leadership skills
Motivational, flexible, highly collaborative, positive, can-do behaviors
Undergraduate degree in marketing, business or related discipline.
Industry
Strong knowledge of the global service provider industry across Tier 1 and 2 Service Providers and alliance partners. Knowledge of SP channels and the role of Service Provider Integrators across the industry.
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