Director of Demand Generation, Field and Partner Marketing, APAC

Job Description

Denodo is looking for an experienced, highly motivated, and visionary individual to lead our APAC Demand Generation, Field and Partner Marketing function into its next phase of transformation. The selected candidate will be primarily responsible for leading and empowering a regional team of specialists to ensure the GTM strategy is well executed for a high-quality production to meet the Marketing goals and targets. You will also implement the approach to drive sustainable growth, ensuring the regional objectives are met with rigorous operational excellence and a relentless focus on ROI. Being the bridge between Sales and Marketing, you will partner closely with the APAC Sales leaders to turn fragmented regional efforts into a resilient, unified revenue-generating force.

Job Responsibilities & Duties

• Strategic Marketing & Leadership:
  • Partner with the Global CMO and Regional Sales Leaders to develop and execute comprehensive APAC marketing plans, budget needs, and lead generation goals.
  • Own the Marketing-sourced KPIs for Marketing Qualified Leads (MQLs), Initial Qualified Meetings, Opportunities, and Wins across all APAC sub-regions.
  • Lead and develop a high-performing APAC Demand Generation team of field and campaign marketing managers to align marketing activities with sales and partner efforts.
  • Ensure year-over-year growth in marketing leads and improve conversion rates to sales meetings and opportunities and maintain seamless business continuity amidst organisational changes.
• Oversee Demand Generation & Campaign Management:
  • Manage the team of field and campaign marketing managers in executing end-to-end demand generation digital campaigns and in-person events across APAC driving pipeline creation and progression, delivering programs on time and within budget.
  • Monitor and track with team on the event/program ROI in partnership with marketing operations.
  • Work with regional campaign manager on account-based initiatives.
  • Create brand awareness and PR through local agencies working with Global Corporate Communications.
  • Ensure that APAC Demand Generation team work closely with global and regional product marketing and customer marketing to adopt the latest relevant messaging and content for regional and local markets.

• Sales Enablement & CRM Optimization:
  • Ensure the team’s understanding of the lead funnel process, significantly increasing conversion rates from marketing leads to qualified sales meetings and opportunities.
  • Work closely with Marketing Operations to ensure team follow best practice approach within Marketo and Salesforce, diligently measuring and reporting on campaign effectiveness.
  • Conduct regular review meetings with Sales and Business Development Representatives (BDRs) to optimize lead conversion.

• Content & Localisation Strategy:
  • Work with global and regional product marketing team to repurpose global English content to meet regional localisation needs and also translation needs for non-English APAC sub-regions.
  • Work with Global Head of Corporate Communications to engage local PR agencies to drive PR and brand awareness.

• Partner & Customer Engagement:
  • Manage external relationships with Marketing partners like systems integrators, independent software vendors, and cloud service providers, maximizing yield from investments.
  • Cultivate strong relationships with APAC customers, leading initiatives to invite and support their participation as speakers at trade shows and webinars.
  • Support partner recruitment and enablement, foster joint marketing events and co-sponsored activities with lead generation goals.

• Attract, develop and retain diverse and best-in-class marketing talent
  • Conduct regular 1:1 meeting with the demand generation managers to redirect focus on the priorities and to support them in any challenges faced with their respective local Sales team.
  • Monitor their performance according to the company defined MBOs and the marketing KPIs given and propose any suggested plan for improvement or further development.
  • Partner with in-house recruiting team and lead the recruitment drive for any additional or backfill headcount.

Desired Skills & Experience

• BA/ BS degree with minimum 20 years’ demand generation and field marketing experience in B2B Enterprise software and partner marketing, preferably in a startup environment.
• Strong understanding of the essential marketing mix that works in Asia Pacific (English and non-English markets) including SEO, SEM, social media marketing, and content marketing.
• Proven track record of leading teams in creating and executing integrated marketing campaigns and joint partner campaigns for events and online programs with the high-quality leads that convert to sales opportunities.
• Experience in cadence meetings with regional Sales leaders and local Sales teams to analyze post campaign data, monitor the leads follow up process and conversion progress.
• Familiarity with B2B software sales cycle, and how to guide team to structure marketing programs and work with partners to nurture leads, progress opportunities, and accelerate closing.
• Experience in working with marketing operations to create segmentation lists and list acquisition to build prospect lists for demand generation campaigns.
• Ability to be a self-starter with minimal supervision requirements.
• Excellent verbal and written communication skills in English, knowledge of a native non-English language in Asia Pacific will be a plus. 
• Hands on attitude and creative use of limited resources with high attention to detail.
• Team player, passion for work and willing to generate results.
• Excellent knowledge of Salesforce and marketing automation tools (Marketo or similar) is required. Knowledge of account-based tool like Demandbase is a plus.
• Knowledge of webinar platforms like ON24 is a plus.
• Some knowledge of the latest AI tools and use cases in Marketing and how it can be used by marketers to improve productivity is a plus.
• Available to travel when needed.