Senior Manager, Demand Funnel Operations

BE PART OF BUILDING THE FUTURE.

What do NASA and emerging space companies have in common with COVID vaccine R&D teams or with Roblox and the Metaverse?

The answer is data, -- all fast moving, fast growing industries rely on data for a competitive edge in their industries. And the most advanced companies are realizing the full data advantage by partnering with Pure Storage. Pure’s vision is to redefine the storage experience and empower innovators by simplifying how people consume and interact with data. With 11,000+ customers including 58% of the Fortune 500, we’ve only scratched the surface of our ambitions .

Pure Is Blazing Trails And Setting Records

• For eight straight years, Gartner has named Pure a leader in the Magic Quadrant
• And, our 4,000+ employees are emboldened to make Pure a faster, stronger, smarter company as we go
• Industry analysts and press applaud Pure’s leadership across these dimensions
• Our customer-first culture and unwavering commitment to innovation have earned us a certified Net Promoter Score in the top 1% of B2B companies globally

If you, like us, say “bring it on” to exciting challenges that change the world, we have endless opportunities where you can make your mark.

About The Role

We are in the process of transforming Marketing Operations to increase impact and efficiency by re-thinking processes, technology, reporting, and operations; and therefore, we’re looking for a Senior Manager to help create and lead Demand Funnel Operations.

As the Senior Manager, Demand Funnel Operations, you will be responsible for the development of goals, metrics, processes analytics, reporting and actionable insights to increase overall pipeline and improve Marketing ROI by increasing conversion at every step of the pipeline creation process at Pure Storage.

You will build a strategy and roadmap for the evolution of demand funnel processes, identify and implement quick wins, establish operating metrics and goals, provide requirements for metrics and dashboards, drive change through enablement and reporting, and optimize capacity of follow-up teams. Working with your colleagues in Marketing Operations and Integrated Operations (IOPS) and other Sales, Sales Ops and Marketing teams, you will own 1) improving global lead management processes, performance and measurement including dashboarding and reviews, 2) routing to ensure buying groups are identified and routed quickly and accurately, 3) ensuring all leads receive follow-up by Inbound Marketing, Sales, Partners or Marketing within SLAs to improve conversion, 3) working with Marketing’s data science team on machine learning models and other advanced analytics projects to score leads and buying groups, 4) reaching agreement across many key stakeholders across Pure Storage on our global lead management strategy and approach including our anticipate ROI for marketing.

The mission of this person will be to partner closely with the Inbound Marketing leader and Digital Demand Center to ensure that we agree and reach agreed upon goals.

About You

You are a leader, and a team player with experience working and collaborating with cross-functional global teams. A problem solver and idea generator, you have experience working in Marketing and Sales, with experience improving business processes, leveraging business intelligence tools, and collaborating with remote teams. You have experience in B2B high tech marketing and increasing pipeline contribution. You can deliver strategic initiatives for both an executive and operational audience.

Responsibilities

• Implement, own and optimize the lead management process from Target to Pipeline, and ensure that Marketing, Sales and Ops teams help build, approve and adopt the process
• Partner with follow-up teams to ensure quality lead delivery and proper follow-up, build a consistent feedback loop, and continuously improve and optimize lead management.
• Partner with the Digital Transformation Group, Sales Ops and your colleagues in Marketing Operations to implement the new Demand Funnel Architecture
• Constantly monitor the demand funnel and identify improvements to increase conversion leveraging input from key stakeholders and insights from business intelligence tools
• Work with the data science team to build scoring models for targeting accounts, identifying active buying groups, increasing engagement, prioritizing buying groups for follow up and determine next best action for each buying group.
• Collaborate across Pure teams including Marketing, Marketing Operations, Sales Operations, Data Science, Business Intelligence and the Digital Transformation Group to develop a globally agreed upon business plan and approach to optimize the inquiry to pipeline process and improve ROI from demand generation activities.
• Ensure all buyers, regardless of status, are engaged in a progression of marketing campaigns designed to nurture, re-activate and progressively move through the funnel.
• Work in partnership with enablement, campaign, field and solutions teams, to build enablement for follow-up teams for all prioritized buying groups
• Conduct monthly lead funnel reviews with key stakeholders to project upcoming lead volumes, review existing lead status including compliance with service level agreements, and identify/program manage initiatives for optimizing conversion.
• Work with with key analytics teams on reporting and insights projects, including new scoring approaches, including both common sense rules and a new machine learning model for prioritizing buying groups for follow-up

Skills & Qualifications

• Growth mindset
• 10+ years’ experience in high tech Marketing, Sales, B2B and/or Tech. 5+ years’ experience in a Sales or Marketing analytics role
• Experience working with remote teams
• Executive communication skills
• Proven experience in stakeholder engagement and complex project management
• Graduate degree in business, engineering, or equivalent
• Ability to work in a fast-paced environment and be able to prioritize workload to meet the competing needs of the business
• Bias for action. You see the big picture and understand the complexity inside Pure Storage. You are willing to work in an agile environment.
• Experience working with Sales and partner organizations
• Experience in field marketing and digital marketing, knowledge of media tactics, audiences and the systems and platforms that generate digital media data
• Experience leveraging and providing requirements for reporting in real-time BI tools
• Collaborative personality that thrives in a highly cross functional, cross-cultural environment
• You believe in quality over quantity, and ground your recommendations in insights, research, and experimentation

The annual base salary range is: $117,000.00 – $251,000.00 Salary ranges are determined based on role, level and location. For positions open to candidates in multiple geographical locations, the base salary range is reflective of the labor market across the applicable locations.

This role may be eligible for incentive pay and/or equity.

And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events - check out purebenefits.com for more information.

BE YOU—CORPORATE CLONES NEED NOT APPLY.

Pure is where you ask big questions, think differently, and make an impact. This is not just a job, but a place where you have a voice and can accelerate your career. We value unique thoughts and celebrate individuality, and with ample opportunity to learn, develop yourself, and expand into different roles, joining Pure is an investment in your career journey.

Through our Pure Equality program, which supports a flourishing field of employee resource groups, we nourish the personal and professional lives of our team members. And our Pure Good Foundation gives back to local and global communities through volunteering and grants.

And because we understand the value of bringing your full and best self to work, we offer a variety of perks to manage a healthy balance, including flexible time off, wellness resources, and company-sponsored team events.

PURE IS COMMITTED TO EQUALITY.

Research shows that in order to apply for a job, women feel they need to meet 100% of the criteria while men usually apply after meeting about 60%. Regardless of how you identify, if you believe you can do the job and are a good match, we encourage you to apply.

Pure is proud to be an equal opportunity and affirmative action employer. We do not discriminate based upon race, religion, color, national origin, sex (including pregnancy, childbirth, or related medical conditions), sexual orientation, gender, gender identity, gender expression, transgender status, sexual stereotypes, age, status as a protected veteran, status as an individual with a disability, or any other characteristic legally protected by the laws of the jurisdiction in which you are being considered for hire.

If you need assistance or an accommodation due to a disability, you may contact us at [email protected] .

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