Job Description

Reporting Regionally through the COO and Globally through the SVP Global Demand Generation the Regional Manager Demand Generation has responsibility for enabling, achieving and driving Region, MU, Team and AE Demand Generation across Marketing, BD and Sales (Including P&C) ensuring IFS Revenue objectives are achieved through at least the following;

• In Scope Industry TAM Engagement through Campaigns
• Demand generation across Core, BU, Acquisition, Cloud and Success bookings and licenses
• exceeding Value & KPI’s for Pipeline Creation and Cover
• Effective Lead Routing from marketing, BD and Partner to FLSM for Opportunity Acceptance
• FLSM Opportunity Acceptance and allocation
• Opportunity Qualification Boards to approve/decline progression and resource allocation beyond Stage 10
• Opportunity Disposition via FLSM (review from ‘On Hold’ vs Cancellation/Close of all Opps prior to Pass Back to BD)
• Quality Pipeline progression in CQ+2+ through Lobby review
• Opportunity Quality in CQ+1 in support of COO
• CRM Hygiene and Sales KPI achievement via Lobbies
• Regional, MU, Team and AE Demand Generation Reporting

The primary goal of this position is to ensure sales, BDR and marketing teams understand their responsibilities in demand generation and opportunity progression and are enabled and cadenced efficiently to maximize productivity to deliver consistent high quality four to six rolling quarter pipeline in our target addressable market accounts in each MU.

Responsibilities

• Work with marketing, BD, sales and marketing managers, AE’s and sales operations and MU leadership to plan, develop, execute, optimize GTM and Marketing Engagement decisions that ensure consistent top of funnel pipeline strategy that achieves pipeline value and cover targets to support and exceed regional budget achievement.
• Achieve and maintain the pipeline value and cover targets for all Industry Install Base, Hybrid, Net New and Channel, FLSM’s and AE’s across BU’s and in all market unit sales teams
• Determine and communicate demand generation and opportunity progression policies and priorities and KPI’s with marketing, BD and sales stakeholders.
• Ensure alignment on NN Target Addressable Market accounts with Sales Territories between Marketing, BDR’s and Sales to develop ongoing and consistent target market account engagement and resulting MQL, xAL and SQL progression through CQ+2-6 into CQ+1 and CQ
• Ensure alignment on Installed Based Account planning with Sales Territories between IB leaders, Marketing, Compliance, Recurring Revenue and Renewals (Digital Sales) to develop account engagement and compelling events to support up-sells/x-sells and upgrades to IFS Cloud
• Ensure alignment on acquisitions integration and enablement in the region to drive x-sell pipeline in installed base and Net New accounts.
• Implement and manage appropriate Team, Market Unit and Regional weekly and monthly cadences to ensure GTM and DG plans are undertaken through marketing campaigns, events and BD and AE demand generation and are reviewed and course corrected quarterly.
• Manage weekly Deal Acceptance and Deal Qualification Boards with Pre-Sales and GCS to ensure Opportunities IFS can win are correctly qualified, resourced and progressed
• Develop best practices for engaging with influencers (advisory firms, private equity ownership and other network) to drive increase TAM engagement and pipeline performance.
• Mentor, coach and cadence sales teams and AE’s on key skills with respect to building and maintaining their required CQ+2+ pipeline.
• Provide effective pipeline building onboarding and training support for FLSM’s and AE’s
• Ensure relevant prospecting and progression tools, applications, data, information, systems and operational processes are in place and utilised effectively and consistently.
• Drive process enhancements for managing pending leads, owned account coverage, and prospect nurturing activities in order to generate ongoing sales opportunities in engaged target market addressable accounts.
• Gather insights and collaborate with cross-functional teams to execute initiatives that improve upon existing demand generation processes.
• Use performance data to identify knowledge or skill and performance gaps across the sales team and work with sales enablement and leadership on actions to close those gaps.

What We're Offering:

• Salary Range: $150,000-$175,000 annually + 100% variable compensation
• Flexible paid time off, including sick and holiday
• Medical, dental, & vision insurance
• 401K with Company contribution
• Flexible spending accounts
• Life insurance and disability benefits
• Tuition assistance
• Community involvement and volunteering events

Qualifications

• 7-10+ years’ experience in a B-to-B enterprise software environment
• A strong understanding of both the sales and marketing environment and processes
• Able to build internal relationships with sales and marketing
• Extensive knowledge of sales methodologies, pipeline management and the sales cycle.
• Excellent communication skills
• Experience in any of the following industries would be a plus: Manufacturing, Construction, Energy, Aerospace & Defense, or Field Service Management.
• Strong project management skills, along with excellent oral and written communications skills
• Strong organization skills, attention to detail, and creative
• A self-starter, strong work ethic, with personal initiative and drive
• Ability to work independently without supervision and collaboratively with teams when needed

Additional Information

We embrace flexibility and hybrid work opportunities to support diverse needs and lifestyles, while also valuing inclusive workplace experiences. By fostering a sense of community, we drive innovation, strengthen connections, and nurture belonging. Our commitment ensures you can work in a way that suits you best, while also engaging with colleagues to share ideas and build meaningful relationships.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, or status as a protected veteran. VEVRAA Federal Contractor, Equal Opportunity Employer