Director - Marketing - SMB - Concur Technologies - Sydney

Job description
Job Overview:
The Director of Marketing - Australia is responsible for all aspects of marketing for Concur Australia. To include developing and driving marketing initiatives to create pipeline, pipeline conversion, enable sales success and increase brand awareness. In addition they will be responsible for ensuring that Concur Australia has the right products and services to sell in the marketplace. The Director of Marketing will manage a diverse team to include Field Marketers, Market Development Team and a Solutions Marketing Manager. They will develop and manage an annual marketing plan and budget for Concur Australia. They will direct and support integrated and multi-touch marketing activities to drive Demand Waterfall activities for direct and channel (partner) sales. The Director of Marketing will also be responsible for tracking, analysing, monitoring and communicating success and delivering ROI for all marketing activities.


The role requires cross-functional interaction with the Australia Sales team, Australian Business Development, and Concur Corporate Marketing. The role requires a broad range of skills to be successful including marketing, communications (written, verbal), and data analytics. In addition a background in PR management, event management, online marketing, direct marketing, marketing automation, Demand Waterfall management and partner marketing is required.

The position reports to the Concur Australia Managing Director.

Responsibilities:
Manage a Field Marketing team that develops and executes demand generation strategies and marketing automation programs by segment (defined by employee count). This team is chartered with developing and delivering marketing campaigns to generate leads, maximise conversion rates and generate sales demand among prospects and within the customer base
Forecast, measure, analyze and report on the impact of demand creation activities on sales pipeline, revenue and sales cycle length (Demand Waterfall). Compare performance against other geographies outside of APA.
Work cross-functionally with Field Marketing ,external vendors and Concur Corporate Marketing to manage on-line marketing programs designed to maximise the Concur Australia website traffic and web leads.
Manage a Market Development team including Market Profilers based in Manila.
Interlock with Concur Corporate Marketing team, including Segment Marketers to leverage global campaigns – applied locally, manage content localization and development – web content, collateral, white papers, case studies.
Direct and adhere to marketing budgets to achieve pipeline objectives including the tracking, monitoring and reporting of marketing spend, relative to pipeline performance.
Evaluate, select and manage outside vendors that participate in the development and execution of demand creation programs with the Field Marketing team.
Work cross-functionally with Sales Leadership, Business Development and others to identify, target and execute events such as conferences, seminars, trade shows and webinars.
Report on marketing performance via key analytical tools providing metrics. Benchmark against other geographies/segments for response, conversion rates and pipeline.
Work with Account Management to develop and execute client based marketing programs & events to drive additional sales revenue, client satisfaction, and client referrals. Support the Account Management team and their Australia client reference program.
Manage Marketing Communications and PR calendar in close coordination with the Corporate Marketing Communications team with input from the Concur Australia Managing Director
Manage a Solutions Marketing Manager who is responsible for equipping the Concur Australia Sales team to be successful in exceeding their revenue targets. This indivudal will will drive the pricing, promotion, positioning of all of the products and services the Concur Australia team sells. This individual will also be a key member of the new product launch team, for bringing new products/services to the Australian market.
Be aware of, and comply with, all corporate policies.
Juggle multiple projects in a dynamic, high-pressure environment.

Position Requirements

Position Requirements:
Education, Experience & Training Required:
Degree level education with 7-10 years marketing experience in B2B software industry ideally with SaaS experience.
Experience creating and implementing proven successful, demand creation, lead nurturing and pipeline acceleration programs.
Ability to leverage digital marketing including SEO/SEM.
Experience in brand management, PR, marketing content development and management.
Experience with MS Office applications, CRM (Salesforce.com), marketing automation (Eloqua or a similar tool), web analytics (Omniture) and business intelligence tools.
History of budget management.

Job Specific Specialized Knowledge & Skills:
Strong communication and interpersonal skills and ability to work with different personalities
Action oriented and independent
Organizational skills and ability to prioritise numerous tasks, events etc
Cross group collaboration
Dealing with ambiguity
Flexibility and willingness to work on a broad variety of tasks
Willingness and ability to accommodate different time zones
Enjoy working in an informal environment with a "start-up" culture
Willingness to work from time to time over extended hours in order to achieve goals set by immediate manager or demanded by key customers
Job entails up to 30% travel

Critical Performance Competencies:
Analytical Skills
Business Acumen
Attention to Detail
Flexible
Communication and Influence (must be energetic and passionate about direct marketing, our products, and the company)
Risk Taking

Value Competencies:
Displays passion for & responsibility to the customer
Hires, develops & rewards great people
Displays leadership through innovation in everything you do
Displays a passion for what you do and a drive to improve
Displays a relentless commitment to win
Displays personal & corporate integrity

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