Description and Requirements

Are you looking for a career opportunity where you feel like you’re part of a family that wants to see you succeed, where you have a direct impact on adding value to the organization, and the thought of leading innovation through change, collaboration, and creativity is exciting to you, then let’s explore further if a new career at BMC awaits!

We are actively seeking an innovative Senior Manager of Business & Marketing Operations, who will be dedicated to optimizing the demand generation and sales functions through process, analysis and tools to reach our revenue objectives. Operations plays a cross-functional role to drive lead management efficiencies, pipeline generation, marketing-sales alignment, and process optimization.

Reporting to the Director of Business & Marketing Operations, the Senior Manager will work closely with marketing, sales, sales operations, and IT leaders to ensure the appropriate objectives and priorities are achieved. 

This includes:

• Advising internal teams on best-practices on lead management and outbound pipeline generation (PG) processes and leading the necessary changes to implement
• Designing reporting and dashboard requirements in collaboration with business stakeholders and working with the Marketing Analytics team to implement
• Supporting the global expansion of the lead management process to include partner channels

Responsibilities:

• Support ongoing cross-functional alignment, strategy, and process improvements across sales and marketing; in particular across inside sales and the integrated demand marketing teams
• Partner with inside sales and the integrated demand marketing leadership to optimize the lead management and outbound pipeline generation process
• Monitor lead management and outbound pipeline generation SLAs and quality indicators
• Make recommendations for optimization and improvements for scoring, routing, follow up and reporting to continually improve the lead management and pipeline generation process
• Proactively deliver insight to leadership teams with a focus on improving productivity, quality, and scale throughout the lead management and pipeline generation process
• Work with inside sales management to inspect sales process quality and identify process bottlenecks, while facilitating continuous process improvement
• Partner with Marketing Analytics team to create dashboards and reporting that supports a system of accountability and continual improvement 
• Implement and manage enabling technologies, while working closely with marketing and sales operations teams to optimize the effectiveness of BMC’s technology investments
• Monitor BMC’s compliance requirements for maintaining CRM data (GDPR, ePrivacy Directives, CAN-Spam, Castle, CCPA, etc.)
• Coordinate training of applicable core tools for marketing, sales, sales management, and sales support personnel
• Help architect and maintain MarTech stack all its connection points and data integrations to allow for fluidity of lead flow and analysis
• Enhance and monitor CDP (Fortella) for accurate data capture and reporting of all data points 

Requirements & Skills:

• Deep understanding of how B2B lead management and pipeline generation processes work 
• Experience working cross-functionally with multiple internal stakeholders including sales, marketing, channels, operations, procurement, and legal 
• Proven track record of delivering initiatives focused on operational efficiency, process improvement, quality, automation and scalability 
• Strong analytical skills including use of tools like Excel, Salesforce.com reporting for addressing KPIs, business insights, data integrity and problem solving, user experience with Microstrategy or Tableau (development in SFDC, Microstrategy, and/or Tableau preferred)
• Experience with Eloqua Marketing Automation and Salesforce CRM
• Compulsive about documenting processes and procedures
• Represent Marketing and Inside Sales in Salesforce customization/development requests
• Exceptional written and verbal communication skills 
• Strong balance of strategic thinking and execution skills critical 
• Ability to prioritize tasks effectively
• Thrive in a fast-paced, unpredictable, and always changing environment
• Proven experience leading direct reports
• Adept at project management and cross-functional collaboration
• Knowledge of ABM a plus
• Experience with some or all of the following technologies is highly preferred – Eloqua, SFDC, Distribution Engine, SalesLoft, Full Circle, LeanData, Fortella, Microstrategy, Tableau, TechTarget, MRP, Integrate, LinkedIn, DiscoverOrg/ZoomInfo, Drift, Informatica

#LI-Remote

From core to cloud to edge, BMC delivers the software and services that enable over 10,000 global customers, including 84% of the Forbes Global 100, to thrive in their ongoing evolution to an Autonomous Digital Enterprise.

It is the policy of BMC Software to afford equal opportunity for employment to all individuals regardless of race, color, creed, sex, age, sexual orientation, national origin, disability, ancestry, citizenship status, political affiliation, religion, gender, transgender, gender identity, gender expression, marital status, status as a parent, disabled veteran or status as a protected veteran, genetic information or other factors prohibited by law, and to prohibit harassment or retaliation based on any of these factors.

If you need a reasonable accommodation for any part of the application and hiring process, visit the accommodation request page.