Director of Sales & Marketing Operations

Job Summary:

Job Description:

THE COMPANY

AssetWorks is an industry-leading provider of technology and consulting solutions for asset and infrastructure-intensive organizations in government, education, utilities, telecommunications, public transportation and the commercial sector. Our market leading suite of Enterprise Asset Management (EAM) software solutions and professional consulting services enable organizations to improve asset management and maintenance practices, streamline operations, and improve accountability for mission-critical assets.

THE POSITION:

The Director of Sales & Marketing Operations will act as a strategic leader, bridging sales, marketing, and customer success to optimize revenue generation processes, ensure a first-class customer experience, and drive growth. This includes leveraging automation and addressing efficiency gaps that will build the top of our sales funnel, increase marketing qualified leads and opportunities, accelerate booking, minimize attrition risks, and ultimately drive organic growth.

As the leader of a team of sales engineers, customer success managers, and Salesforce CRM administrator, this role will also work collaboratively with the Director of Sales, Director of Marketing, Sr. Director of Sales & Marketing, and leadership team to manage and implement changes to our sales methods as it relates to Salesforce and CPQ/pricing, develop and engage target audiences and drive sales of core and back-to-back products and services using Marketo, and identify addressable gaps and other areas for improvement in the customer experience.

RESPONSIBILITIES:

As a member of the management team, the Director of Sales will take responsibility for developing and executing an annual sales plan including goals, strategies, research, campaigns, budget, forecasts, and other activities as necessary.

• Contribute to strategic planning, direction, and goal setting for the business unit in collaboration with executive leadership
• Define, develop, and document operational processes and systems to ensure consistency and alignment across the sales and marketing organization
• Understand and oversee reports detailing pipelines, quotas, forecasts, productivity, customer satisfaction, and other relevant sales metrics
• Consolidate bi-annual NPS evaluation into executive summaries in collaboration with customer success group to support 0% attrition goals and overall customer satisfaction metrics
• Build and maintain strong customer relationships, ensuring high retention and satisfaction, and driving customer growth by understanding needs and advocating for successful partnerships
• Manage billable utilization thresholds for Sr. Industry Consultant activities such as management reviews, business process assessments, and other customer engagements
• Provide quarterly metrics on lead generation, nurturing program performance, and marketing attribution
• Track performance of key strategic marketing activities and analyze impact on newly generated opportunities and revenue bookings
• Continuously evaluate marketing database for accurate segmentation and campaign membership, as well as opportunities for new target markets
• Ensure satisfaction of existing and future clients when delivering technical presentations showcasing products and services
• Manage process for implementing and communicating pricing changes and additions to internal stakeholders and external contract vehicles
• Oversee special interest group (SIG) recruitment, sales and marketing timeline, and execution of deliverables required for launch of new products and initiatives
• Automate and improve scalable processes, tools, and dashboards to drive operational and business efficiency
• Analyze data and leverage insights to identify problems, implement recommendations, and track success
• Continuously refine sales and marketing tactics based on metric analysis
• Help build, maintain, and improve our data and reporting foundation
• Assist with planning, promotion, execution, and ROI tracking of annual AssetWorks Academy

QUALIFICATIONS:

• Bachelors or Masters degree in business, preferred
• 10 or more years of experience in marketing or sales, software industry preferred
• 5 or more years of experience in management or talent development roles for sales and/or marketing resources
• Combination of business and technical aptitude, particularly with CRM technologies (Salesforce preferred) and marketing automation (Marketo preferred)
• Strong analytical, problem-solving, multi-tasking and project management skills
• Passion for optimizing full life-cycle customer experience, providing guidance and support and setting team goals to track performance
• Excellent knowledge of Microsoft Excel (mandatory) and ability to quickly manipulate and repurpose data summaries
• Self-sufficient in consulting stakeholders from external departments to gather needed insights to effectively execute tasks and projects
• Excellent written and verbal communications skills
• Entrepreneurial spirit that is passionate about growing the business within a fast-paced environment
• Some travel is required up to approximately 20%.  Travel may include trade shows, sales meetings, office visits (Berwyn, PA and Calgary, AB), and other professional development meetings. 
• Passport is required

Worker Type:

Number of Openings Available: