Senior Manager, Customer Marketing

There are NO limits to your career: come shape the future and be part of a truly unique global culture at OutSystems!

OutSystems is the pioneer of the fast-growing high-performance low-code development market. The company empowers organizations to innovate their businesses through software, and we are looking for talented and motivated individuals to join our team.

The OutSystems high-performance low-code platform is considered one of the leading application development solutions by customers, analysts such as Gartner and Forrester, and partners around the world. The platform gives organizations – from small and mid-sized businesses to enterprises – the tools to build, deliver, manage, and evolve mobile and web applications that are unique to their businesses. With high- productivity, AI-assisted tools, customers can tackle any strategic challenge – from modernizing and integrating their existing applications to automating business and workplace processes, and creating exceptional customer apps and experiences. Solutions built with OutSystems are secure, resilient, cloud-native, built to scale, and can be continuously evolved.

OutSystems is a truly global organization, with customers across 87 countries and 22 industries, more than 400 partners, and a 600,000-developer community. The company is known for creating a culture of innovation inside its customer organizations, with many working with OutSystems for more than a decade.

Founded in 2001 in Portugal, we have offices in Lisbon, the United States, United Kingdom, the Netherlands, Germany, France, the UAE, India, Japan, Hong Kong, Malaysia, Singapore, and Australia, and of course a thriving and collaborative worldwide community of remote employees. OutSystems continuously receives leadership recognition from the top analyst firms, the CODiE Awards, SD Times 100, Cloud100, and other influential groups.

Our team members are at the core of a dynamic, industry-leading company that is helping organizations of all sizes across the globe innovate their businesses through the power of software.

About This Role

Director, Customer Marketing

The Director, Customer Marketing will map Outsystems’ typical customer journeys and create a strategy that drives expansion revenue. This leader will help the business determine how and when to reach customers in ways that drive adoption and advocacy. The Director, Customer Marketing will plan, execute and analyze marketing programs for customer segments through a variety of integrated marketing campaigns/channels, including digital marketing, email, virtual and in-person events, ABM, and more. 

Key outcomes of this role will include positive impact on customer satisfaction/retention, increased AO consumption and customer ACV, meaningful contribution to sales pipeline and closed won expansion ARR, and ROI on customer marketing initiatives.

You will partner with Regional Demand Generation Teams to deploy the customer marketing strategies that make sense for individual markets Outsystems serves. You’ll also work in collaboration with Customer Success and Customer Voice teams to understand customer behavior and expansion trends/opportunities, and identify ways to leverage Customer Success as a mechanism for expansion opportunity identification. 

You’ll understand how customer expansion opportunities move into and through the sales lifecycle, and measure/report on the overall effectiveness and ROMI of marketing channels, initiatives, and campaigns in support of your segment/region specific revenue growth objectives.

What you’ll do:

• Leverage a broad and appropriate mix of marketing programs to maximize adoption of Outsystems within identified customer accounts, driving expansion ARR
• Manage program execution against committed timelines and within budget; set appropriate success KPIs and track measurements to determine impact and ROI
• Ensure appropriate communication and collaboration with key stakeholders from planning through to results across all customer marketing programs. 
• Partner with Sales leadership and Product Marketing to understand the industry and buyer landscape and strategic business priorities. Work with Sales, Customer Success, Customer Voice, and Marketing leadership to ensure all customer marketing plans and tactics best align to business and selling objectives within current resourcing. Maintain a feedback loop with other departments to optimize campaigns and take advantage of content/work done across the team where possible.
• Understand ICP target buyer personas such that you can create campaigns and content that facilitate authentic conversations and timely cross channel engagements that move buyers through the funnel.
• Execute against the region specific demand gen strategy across the buyer journey, specifically aligned to customer expansion sales goals. 
• Understand the entire marketing funnel (Customer Lead to Sales Qualified Opportunity), track and optimize performance at each stage in the funnel, and work with your team to create a predictable and healthy demand engine while achieving engagement goals with named/targeted accounts.
• Provide ongoing review/analysis of all relevant demand gen KPIs and results (campaign & sales cycle); leverage these insights to proactively inform and drive ongoing optimization and prioritization. Manage to established OKRs (objectives and key results), communicate progress to business stakeholders, and lead discussions to help make data-informed decisions for optimization.
• Measure cross-channel marketing program effectiveness against key/primary measures of success (awareness, demand gen, customer engagement, advocacy) monitoring campaign KPIs for ongoing optimization and reporting
• Leverage marketing automation platform, SFDC, 6Sense and other third-party tools to understand segment specific customer lifecycle behaviors to feed ongoing campaign/program optimization.
• Drive ongoing quality assurance to maintain complete transparency and ensure that all marketing supported initiatives and results are appropriately tagged in SFDC and marketing automation system.
• Oversee customer marketing budget. Measure and optimize marketing programs to ensure activities are effective, efficient, and geared towards driving 3-5x ROMI.
• Research, manage, oversee external agencies/ contractors that act as an extension of our internal teams to accomplish goals.

Desired Skills/Attributes:

• Comprehensive knowledge of and demonstrated success in both ABM and traditional marketing in B2B technology/complex sale SaaS environment. Understanding of the general B2B sales processes.
• Passionate about marketing and its ability to impact revenue growth.
• Ability to analyze business growth targets and unique customer/segment situations and apply strategic marketing ideas to meet those challenges.
• Experience managing cross-channel, integrated campaigns from strategy, planning, activation, measurement/analysis, optimization.
• Combination of a creative and analytical mindset that drives compelling campaign approaches, open dialogue, and healthy debate.
• Understanding of B2B tech marketing/sales funnel. Experience working with SDR/sales teams and an understanding of how to brief and arm them for successful follow-up on hand raisers or exploration of key target accounts identified for ABM strategies.
• Demonstrated ability to manage large complex projects and programs to completion, within budget and quality expectations.
• Highly results oriented with demonstrated analytical skills and prior experience reporting on marketing KPIs to senior leadership/stakeholders.
• Among other things, this position requires experience marketing within assigned geographic regions. This requires a deep understanding of the US market.
• Ability to learn quickly, synthesize and act based on learnings.
• Ability to effectively communicate both the value and benefit of overall and specific marketing channels and deploy them strategically as needed.
• Excellent communication, interpersonal, and organizational skills, attention to detail oriented, ability to drive prioritization within your team and other cross-functional groups.
• Highly effective verbal and written communication/presentation skills.
• Ability to travel occasionally, as needed

Education and Experience:

• Bachelor’s degree in Business, Marketing, Communications or equivalent related education preferred.
• 10+ years B2B demand generation/marketing experience in tech/SaaS with progressive responsibility and demonstrated ability to positively impact pipeline/marketing ROI. Customer marketing experience preferred.
• Proficiency in marketing automation and CRM platforms a must (Marketo and Salesforce preferred).
• Experience with ABM tools such as 6sense preferred.
• Previous experience with budget and resource management responsibilities.
• Significant experience working with dynamic teams and internal stakeholder management.

OutSystems nurtures an inclusive culture of diversity, where everyone feels empowered to be their authentic self and perform at their best. A company that embraces the creativity and innovation that comes through diverse perspectives. We are committed to creating a team that reflects society through inclusive programs and initiatives and are proud to be an equal-opportunity employer. All qualified applicants receive equal consideration regardless of race, place of origin, color, age, marital status, religion, sex, sexual orientation, gender expression or identity, protected veteran status, disability status, or any other status protected by law.

Join us in disrupting the status quo of the low-code market, we give you the power to “Ask Why”, you give our customers the power to innovate through software!

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