Eleanor Young
Houston,TX
Summary
Accomplished Revenue Marketing Leader in the Software Industry with over 20 years of combined experience in field marketing, global demand generation, and digital program management resulting in proven profitable returns for multiple start-up and global enterprise software companies. Solid track record of leading multiple teams through complex process changes while building & executing best in class integrated GTM plans.
Overview
13
13
years of professional experience
Work History
VP Marketing, Americas
Verint
01.2023 - Current
- Create/d and implement strategic demand generation plans and optimize operational processes.
- In two years: Increased top of the funnel pipeline by 75% YoY.
- Reorganized team for optimal alignment with GTM & sales to increase performance outcomes.
- Implemented intent-driven automated marketing nurtures for ABM/persona specific programs
- Led cross-functional teams (35 ppl.) of campaigns & field marketing, campaign operations, and business development for the successful completion of major initiatives
- Manage/d financial planning and budgeting processes, ensuring fiscal responsibility and maximizing return on investments.
VP and SVP Demand Generation
Thought Industries
10.2020 - 12.2022
- Built and led a team of Demand Generation Professionals inclusive of the Campaigns, Digital, ABM, Marketing Operations and Corporate Events functions.
- Drove demand generation efforts across omnichannel digital campaigns, events and email programs.
- Managed a team of 16 BDRs to drive pipeline via inbound and outbound strategies.
- Responsible for driving 80% of the sales pipeline and drove pipeline to 130% of annual goal.
- Designed cross-functional processes to create efficiencies and effectiveness of programs
- Owned funnel and pipeline modeling, updates and ongoing improvement initiatives.
- Worked with Gartner, Forrester and Winning by Design to leverage demand gen and field best practices and frameworks designed to drive maximum impact for the company.
Senior Director Demand Generation
PROS
03.2018 - 10.2020
- Manage Global Demand Generation, Field Marketing, and Account Development Teams.
- Over-achieved pipeline source and influence goals of 25% and 75% two years in a row.
- Increased top of the funnel MQL volume 20% YoY two years in a row.
- Restructured and rebuilt ADR (BDR/SDR) team processes and operations for optimal lead funnel success improving MQL to pipeline conversion rates.
- Work with the digital team, content team, and marketing operations team to redesign integrated GTM plans from how to collaborate to how to report for optimal efficiencies and results.
- Design the overall corporate Demand Generation strategy, including inbound lead acquisition, outbound ABM strategy, TOFU and MOFU programs and localization plans.
- Create scalable strategies across the customer lifecycle to achieve quality leads, acquisition, up-sell and expansion, retention and referrals.
Senior Campaign Manager
MicroFocus
09.2015 - 03.2018
- Drove over $40M in pipeline through campaigns.
- Accelerated demand & lead generation globally through integrated marketing campaigns.
- Developed fiscal year campaign plans, with both inbound and outbound strategies, utilizing all channels of the marketing mix.
- Directed the marketing design team for the development of all campaign creative & messaging for online banners, Website pages, collateral, event signage, promo pieces, and landing pages.
- Collaborated with the Global Field Marketing Teams to integrate with their plans for consistency of voice, brand and offerings.
Senior Field Marketing Manager
MicroFocus
12.2011 - 09.2015
- Developed & managed over 300 events, including trade shows, executive briefings, product road shows, and webinars - for both the Commercial and Federal sectors.
- Worked closely with sales leadership to accelerate pipeline for both Greenfield and key accounts.
- Identified gaps in pipeline (opportunity stages) and leveraged ABM tools like Terminus and Bombora to close them.
- Managed call campaigns to help drive attendance to events and webcasts, as well as qualify leads to MQL status
Education
MBA - Strategic Marketing
RICE UNIVERSITY
Bachelor of Arts - Psychology, International Business
UNIVERSITY OF TULSA
Skills
Demand Gen & Field Marketing Strategy
Corporate Events Management
SDR/BDR Processes
Lead Funnel Management
Leadership
Communication & Negotiation
Inbound, Content & Email Marketing Certified
Sirius Decisions & GartnerMarketing Disciple
Martech Experience: Marketo,
Eloqua, Hubspot, SFDC, Outreach,
Drift, Demandbase, Uberflip,
ZoomInfo, Canto, Bizible, Bombora,
Terminus, Sendoso, Alyce,
ZoomInfo
Timeline
VP Marketing, Americas
Verint
01.2023 - Current
VP and SVP Demand Generation
Thought Industries
10.2020 - 12.2022
Senior Director Demand Generation
PROS
03.2018 - 10.2020
Senior Campaign Manager
MicroFocus
09.2015 - 03.2018
Senior Field Marketing Manager
MicroFocus
12.2011 - 09.2015
Bachelor of Arts - Psychology, International Business
UNIVERSITY OF TULSA
MBA - Strategic Marketing
RICE UNIVERSITY
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