Hyland

Marketing

• Leverage unified view of pipeline volume velocity conversion and quality by source (MKTG/SDR/Sales/Partner) stage solution segment and vertical / geo and provide insights and actions.
• Publish a Pipeline Health Diagnostic POV: leakage points days-in-stage and coverage risk by source × stage.
• Track pipeline program performance weekly; analyze conversion rates engagement signals and pipeline creation.
• Own a single trusted pipeline & progression narrative that reconciles all sources; present insights risks and the next steps.
• Manage recurring operational pipeline review meetings covering pipeline status with SDR Sales Leadership and marketing leadership to review current state and idea on needs and recommendations.
• Create and manage the Demand Program calendar of blitzes and campaigns across sales digital sales and SDRs partner.
• Stand up remediation workstreams with owners to ensure successfully delivery of programs and results.
• Track due dates to closure in a completion dashboard.
• Orchestrate execution of Sales plays including cadences and programs across solution marketing Program Marketing Field Marketing SDR leadership Digital PMM and RevOps.
• Partner closely with Field Marketing to localize plays content and programs for geos/segments.
• Coordinate with Field Marketing and Programs teams to ensure account selection and audience targeting match program objectives.
• Operate as a trusted advisor to potential customers; develop and maintain strategic working relationships
• Operate as an innovative thought leader; contribute significantly to the overall growth and quality of the department through knowledge sharing and coaching on current best practices and market trends
• Mentor coach train and provide feedback to other team members; provide feedback to leadership on abilities of team
• Ensure alignment between marketing and SDR team on offer strategy (e.g. demo assessment workshop content guides events).
• Own the intake prioritization and scoping of new strategic demand initiatives and calendar appropriately.
• Recommend optimizations to plays content cadence steps segmentation and routing.
• Leverage go-to-market sales plays informed by market insights product strategy vertical relevance and competitive positioning.
• Coordinate sales plays call blitzes aligned to priorities across SDRs and Sales teams.
• Translate marketing themes into actionable sales engagement cadences inbound/outbound triggers and persona-ready messaging working with Cadence build team.
• Deliver sales-aligned sales engagement cadences (via Salesloft) aligned to each program.
• Design and implement playbooks for pipeline acceleration especially for Stage 1-Stage 4 opportunities.
• Comply with all corporate and departmental privacy and data security policies and practices, including but not limited to, Hyland’s Information Systems Security Policy

Marketing Demand Management Specialist

Account Executive

• Develop a comprehensive sales plan to meet or exceed quota, including the identification and prioritization of opportunities for assigned high risk, high impact existing or potential customers or partners
• Develop and communicate accurate sales forecasting on a real-time basis
• Operate as a trusted advisor to customers or potential customers; develop and maintain strategic working relationships with senior leadership, including those at the executive level.
• Utilize long term vision, strategy and roadmaps to generate and maintain constant pipeline
• Leverage expertise and significant best practice knowledge to educate customers and potential customers on the benefits of the company’s solution; drive customer need and create opportunities
• Partner with sales solution engineers in the development of software demonstrations for customers or potential customers; actively contribute and participate in software demonstration
• Record all customer account information in the CRM, including opportunities, commitments, meaningful conversations, customer visits or sales calls
• Comprehensive understanding of best practices and market trends proactively educate and influence key executives on future business and technical needs; pursue opportunities for company expansion and integration
• Engage company specialist and support resources as needed to advance opportunities
• Determine the viability of Request for Proposal (RFP) requests and directly influence the appropriate development of the response
• Develop and maintain strategic internal working relationships to enhance sales execution
• Attend and actively contribute to trade shows to ensure customers or potential customers are participating in company marketing efforts; tailor plan to meet customer needs
• Develop the closing plan and strategy for accounts with key influencers within the account; lead negotiation and contracting process to ensure deal is closed on time, as forecasted
• Operate as an innovative thought leader among the team; contribute to the overall growth and quality of the sales team and processes
• Serve as a subject matter expert for the sales department and colleagues; consult on market trends and best practices
• Mentor, coach and influence other sales team members

Marketing Demand Management Specialist

Principal Account Executive – GovEd