Senior Marketing Demand Manager Secure Destruction

Iron Mountain Incorporated Boston , MA 02298

Posted 1 week ago

Overview

Iron Mountain Incorporated (NYSE: IRM), founded in 1951 and ranked as a Forbes 2018 Americas Best Employers, is the global leader for storage and information management services. Trusted by more than 225,000 organizations around the world, Iron Mountain stores and protects billions of valued assets, including critical business information, highly sensitive data, and cultural and historical artifacts. Providing solutions that include information management, digital transformation, secure storage, secure destruction, data centers, cloud services and art storage and logistics, Iron Mountain helps customers lower cost and risk, comply with regulations, recover from disaster, and enable a digital way of working. Visit www.ironmountain.com for more information.

Responsibilities

As the Senior Marketing Demand Manager for Secure Destruction, you will lead the creation & execution of a go-to-market plan focused on creating leads and opportunities for Shredding & IT Asset Disposition (SITAD) for direct and indirect sales teams.

In this role, you will be responsible for designing multi-touch demand creation campaigns that leverage both inbound and outbound tactics. In developing these demand creation campaigns, you will ensure they are relevant to the unique target personas for Shredding and SITAD to ensure the messages, content and offers are properly aligned to the use cases and pain points of these buyer personas.

Reporting to our Director of Vertical and Segment Marketing, this role works in partnership with multiple functional areas to drive demand includes: sales, channel, product & solution marketing, product management, digital marketing, marketing ops and automation, sales enablement and the vertical & segment demand marketing team.

Primary Responsibilities Include:

  • Develop and execute demand creation programs across all relevant stages of the buyers journey for direct and indirect sales teams

  • Forecast, measure, analyze and report on the impact of demand creation activities on sales pipeline, revenue, conversion rates and sales cycle length in alignment with achieving target marketing KPIs and business/sales revenue targets

  • Alignment of demand creation programs, messaging, content and offers to each relevant Shred and/or SITAD buyer persona

  • Interlock with the Shred & SITAD sales & business leadership teams to ensure agreement on priorities, adjusting as required by changing market conditions and emerging opportunities

  • Work with Digital Marketing team to ensure that inbound web traffic can be converted into known leads through a best-in-class Web experience

  • Define the end-to-end lead management process in conjunction with sales operations and marketing operations, including lead capture, nurturing, and service-level agreements (lead definitions, lead acceptance/rejection reasons and disqualification reasons that feed into appropriate nurture streams when applicable) for Shred & SITAD

  • Implement testing methodologies to enhance the demand creation process, including response and conversion rates and multivariate testing

  • Forecast, measure, analyze and report on the impact of demand creation activities on sales pipeline, revenue and sales cycle length

  • Evaluate, select and manage outside vendors, where applicable and necessary, that contribute to demand creation programs including direct marketing agencies

  • Juggle multiple projects in a dynamic, high-pressure environment

  • Manage and adhere to a budget

Success Metrics for Role:

  • Demand Waterfall conversion metrics (inquiry-2-marketing qualified lead, marketing qualified lead to pipeline, pipeline to bookings)

  • % of sales pipeline and % sales bookings uniquely sourced by marketing

  • Contact database growth (aligned to target buyer personas)

  • Response metrics (delivery, opens, clicks, website visits, etc.)

  • Cost per lead, cost per deal

Qualifications

  • BA/BS degree

  • MBA in marketing or related business degree strongly preferred

  • At least 5 years of b-to-b demand creation experience

  • Experience with B-to-b digital/inbound marketing including web and content marketing, ability to leverage social media to seed demand, SEO/SEM, association marketing, account-based marketing and content syndication

  • Building and managing a shared Demand Waterfall with sales

  • Inform or direct the content required for demand creation

  • Proven record of support sales to meet and/or exceed pipeline and revenue targets

  • Excellent communicator with proven ability to clearly convey complex ideas and data in written, presentation and spoken formats to a variety of audiences

  • Demonstrated strong listening, information gathering, and empathy skills for uncovering and defining deliverables, needs and outcomes

  • Experience creating and implementing proven and successful seeding, demand creation, lead nurturing and pipeline acceleration programs

  • Team player with experience working cross-functionally

  • Demonstrated skills in positioning and differentiating products and services

  • Highly motivated individual who thrives in fast-paced team environment and is readily adaptable to changing marketing and organizational requirements

  • Project & Agency Management Experience

  • History of budget management

Compliance Obligations:

It is the responsibility of every Iron Mountain employee:

  • to comply with all applicable laws, rules, regulations, and company policies

  • to exhibit ethical behavior in accordance with our Code of Ethics and Business Conduct

  • to complete required training within the allotted time frame

Every Iron Mountain employee has an obligation to promptly report issues and violations.

Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Iron Mountain is an equal opportunity employer, and does not unlawfully discriminate on the basis of race, color, religion, sex, national origin, marital status, age, sexual orientation, gender identity characteristics or expression, disability, medical condition, U.S. Military or veteran status or other legally protected classifications in making employment decisions.

Requisition # 2019-19987

Category Marketing

Type Full-Time


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Senior Marketing Demand Manager Secure Destruction

Iron Mountain Incorporated