Sr. Director of Marketing for Information Solutions

Sr. Director of Marketing for Information Solutions

Summary of Position: The Senior Director of Marketing position is responsible for managing the team that is generating sales leads and creating demand generation programs for the Deltek Information Solutions business unit, including Deltek’s INPUT, FSI and GovWin and WMG sales teams and others as needed. The incumbent develops, implements, and tracks marketing activities to drive revenue for existing customers and prospects in the community of government contractors. The position has responsibility for all marketing, communication and events that drive customer growth and includes term/subscription license products and CRM products, free and freemium web based products, including social media and B2B applications. The incumbent will use both and Eloqua to drive pipeline movement from lead generation through closed deals. This position reports the EVP and General Manager of the Deltek Information Solutions Business Unit. Provide marketing leadership to the Deltek Information Solutions teams to grow business unit and Deltek revenues. Manage the business unit’s marketing department and supervise up to 10 staff. Create and execute the annual marketing plan and manage the marketing budget for the business unit. Manage and lead a team to create interactive content, execute complex campaigns, and analyze the results. Manage and negotiate terms with marketing suppliers and advertisers. Support corporate marketing to optimize the use of shared and support services.

Essential Duties and Responsibilities:

• Develop lead generation strategies using creative and new ideas to include email marketing and social media techniques and other online marketing initiatives
• Create an annual marketing plan with quarterly course corrections to continually fit changing customer needs and market conditions for sales teams to meet and exceed sales targets; including budgets and plans for integrated marketing campaigns for events, seminars, webinars, website and collateral development and other market activities that are carried out continuously throughout the year and must be within the allocated budget
• Participates and presents updates and analysis on a regular basis to the sales and executive teams on the results of programs
• Manages and works with event teams, to create and implement a comprehensive event-marketing strategy to generate sales revenue for all Information Solutions businesses and products
• Directs campaigns and leverages corporate assets and programs, and go-to-market messages created by Product Management, Research and other Marketing departments
• Works closely with his/her counterparts in the other Deltek BU’s to leverage best practices, synergies and eliminate stovepipes
• Generates thousands of marketing touches, responses, qualified leads, opportunities and pipeline based on sales revenue goals
• Creates lead volume by extending corporate marketing efforts through online advertising, webcasts, paid search and others as applicable
• Empowers sales through prospecting materials created by the subject matter experts in other marketing teams that are deployed company wide

Qualifications:

• The ideal candidate must be a passionate, high-energy, strategic, technically-savvy leader possessing a strong sense of urgency and collaboration. Ideal candidate would have previous experience marketing CRM solutions and subscription products in the government contractor marketplace.
• Minimum of 10 years of marketing experience in B to B, e- commerce or software sales and marketing, including experience in new social media and social community marketing
• Experience leading and managing a team with MarCom and events experience
• Significant knowledge of, and experience in, the Government Contractor industry
• Successful in developing new ideas to generate leads through a variety of creative marketing techniques
• Demonstrated ability to grow pipeline and account share
• Ability to manage the marketing of multiple product lines and provide liaison with Senior Management across multiple channels
• Ability to create demand and generate/cultivate business leads
• Understand markets in order to market "tailored" Deltek solutions
• Excellent collaborator – able to develop relationships across the organization and leverage them for execution
• Must possess knowledge/problem-solving/solution skills
• Familiar with marketing techniques for landing page creation, email marketing, and other online activities that are ”user-friendly”
• Experience using and/or Eloqua to drive pipeline movement from lead generation through closed deals is a nice to have
• Knowledge of state and local government industry is a nice to have

Education:

• An undergraduate degree or equivalent experience is required; an MBA or related graduate degree is desirable

Compensation:

• A competitive compensation package composed of base salary, bonus, and equity participation will be offered to attract a superior candidate

Leadership Characteristics:

• Understanding the Business: Knows the business and the mission-critical technical and functional skills needed to do the job; understands various types of business propositions and understands how businesses operate in general; learns new methods and technologies easily.
• Creating the New and Different: Is able to come up with the next great breakthrough thing to do; is creative, a visionary, and can manage innovation; is an effective strategist full of ideas and possibilities; sees multiple futures; has broad interests and knowledge; can both create and bring exciting ideas to market; comfortable speculating about alternative futures without all of the data.
• Getting Work Done Through Others: Manages people well; gets the most and best out of the people he/she has; sets and communicates guiding goals; measures accomplishments, holds people accountable, and gives useful feedback; delegates and develops; keeps people informed; provides coaching for today and for the future.
• Managing Diverse Relationships: Relates well to a wide variety of diverse styles, types, and classes; open to differences; effective up, down, sideways, inside, and outside; builds diverse networks; quick to find common ground; treats differences fairly and equitably; treats everyone as a preferred customer.
• Inspiring Others: Is skilled at getting individuals, teams, and an entire organization to perform at a higher level and to embrace change; negotiates skillfully to achieve a fair outcome or promote a common cause; communicates a compelling vision and is committed to what needs to be done; inspires others; builds motivated, high-performing teams; understands what motivates different people.
• Acting with Honor and Character Is a person of high character; is consistent and acts in line with a clear and visible set of values and beliefs; deals and talks straight; walks his/her talk; is direct and truthful but at the same time can keep confidences.