Director Channel Demand & Digital

Channel Demand Strategy & Planning

• Define and execute a global channel demand generation strategy aligned to revenue targets.
• Develop tiered partner marketing frameworks based on partner type, maturity, and growth potential.
• Identify priority segments, industries, and use cases to focus demand efforts.
• Establish clear annual and quarterly demand plans with pipeline targets tied to partner contribution.

Integrated Campaign Leadership

• Own the development of integrated, multi-channel campaigns designed for partner execution and co-marketing.
• Translate corporate messaging into partner-ready programs that drive engagement and conversion.
• Build scalable campaign “kits” (content, messaging, assets, plays) for partner adoption.
• Ensure campaigns are aligned across digital, field, events, and partner-led activities.
• Oversee campaign execution engine, ensuring timelines, quality, and scalability.
• Introduce marketing automation, segmentation, and personalization best practices.
• Standardize campaign processes, workflows, and metrics across regions and partners.

Partner Activation & Enablement

• Drive adoption of marketing programs across priority partners.
• Equip partners with tools, training, and guidance to execute high-quality demand programs.
• Partner with Channel/Alliances teams to embed marketing into partner business planning.
• Establish co-marketing motions with strategic partners to maximize reach and pipeline.

Pipeline & Performance Ownership

• Own channel-sourced and channel-influenced marketing pipeline oversite and guidance.
• Implement attribution models to measure campaign and partner impact on revenue.
• Continuously optimize campaigns based on performance data and ROI.
• Build dashboards and reporting that provide clear visibility into demand performance.

MDF Strategy & Investment Governance

• Own the strategy, allocation, and governance of Market Development Funds (MDF) to maximize pipeline ROI.
• Align MDF investments to priority partners, campaigns, and growth segments based on clear performance criteria.
• Establish a disciplined planning and approval framework that ties MDF requests to measurable demand outcomes.
• Partner with Channel and Finance teams to ensure MDF is deployed against agreed business plans and revenue targets.
• Track, measure, and report on MDF effectiveness, including pipeline generated, conversion rates, and ROI.
• Continuously optimize MDF allocation based on partner performance, campaign success, and strategic priorities.
• Drive accountability with partners for MDF utilization, ensuring funds are used in alignment with agreed plans and deliverables.

Digital Marketing Leadership

• Lead the digital marketing team (campaigns, performance, web, automation)
• Re-orient digital from “brand + inbound” → channel-leveraged demand
• Ensure all digital investments: support partner selling motions, generate partner-ready leads, and integrate into reseller pipeline and MDF workflows

Cross-Functional Alignment

• Act as the connective tissue between Marketing, Sales, Channel, and Product.
• Align closely with Sales leadership to ensure demand programs support pipeline coverage and conversion goals.
• Collaborate with Product Marketing on messaging and positioning for campaigns.
• Ensure tight coordination between direct and partner-led demand efforts.

Team Leadership

• Lead and develop a high-performing team spanning channel marketing and campaign execution.
• Foster a culture of accountability, experimentation, and continuous improvement.
• Build capabilities in data-driven marketing, partner engagement, and campaign innovation.