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Director, Demand Generation

Requisition No.:  152663
Category:  Marketing
Location:  Santa Clara, CA, US

Do you want to help eliminate barriers between ideas and business outcomes? We want you to bring your unique experiences and creative ideas to the table. CA Technologies provides software and solutions that help our customers to develop, manage, and secure complex IT environments to increase productivity and enhance competitiveness in their businesses. It’s our aim to encourage global collaboration and results-oriented innovation, while supporting and developing our talented people and our communities. CA Technologies will empower you to drive authentic success, for both the business and yourself in the application economy.


Position Summary

This Executive Demand Generation Leader will drive data-driven marketing related to lead generation, customer acquisition, and cross-sell programs. This executive will be a strong digital marketing executive capable of designing and executing integrated B2B campaigns in support of customer acquisition, cross-sell and retention objectives.


Key Responsibilities

The Director, Demand Generation leads, plans, and executes targeted marketing and digital campaigns to drive global demand generation programs for a buying center at CA.


The Director, Demand Generation is charged with establishing scalable lead-gen strategies, executing them and measuring them. Experience in fast-paced environments and a proven track record of building and leading high performance teams is critical to this role. The successful candidate will be results-driven, and comfortable with both the analytical and creative sides of acquisition and retention marketing. S/he will report dotted line to the General Manager of the division.  S/he will report directly to the VP of Global Demand Generation.


About the Role

Demand Generation will be a key element to CA’s success in the coming years. We are building best of breed expertise for generating, nurturing and converting leads through a powerhouse performance marketing team responsible for driving new levels of qualified prospects to the direct sales team for a traditional B2B and growing SaaS portfolio.  This is a rare opportunity to build something from the ground up and see it grow quickly, and as such this role is highly visible to marketing leadership and CA’s executive leadership, too.


Candidates should be Digital Marketing gurus and have a minimum of 15 years of B2B demand generation strategy and execution experience targeting various buyer and user personas from C-level Executives, IT and Tech Manager to industry-specific managers in mid-level growth and Fortune 500 companies. Also, candidates should have experience in generating leads primarily from digital channels as well as establishing integrated demand programs in support of B2B category development.


About CA

CA Technologies (NASDAQ: CA) creates software that fuels transformation for companies and enables them to seize the opportunities of the application economy. At CA, we believe that all technology is not created equal; the application economy is headed toward greater mobility and an always-connected business environment; and chief among these technologies are Security, DevOps, and Agile Management. Our software and solutions help our customers drive enterprise-wide productivity, offer unique user experiences and accelerate business growth.  


Responsibilities Include 

  • Define the demand generation strategy for a business unit and execute the program in support of pipeline objectives.  
  • Manage portfolio of inbound and outbound marketing programs, including integrated campaign management, database and email marketing, webinars, seminars, trade shows, persona-based nurture programs, account-based marketing, search engine optimization, paid search, online programs, corporate website, outbound call campaigns for inside sales team, pipeline acceleration for direct sales and distribution channels.
  • Oversee the demand generation strategies and consistently raise the output of our lead conversion machine.
  • Deeply understand buyer journey marketing and how to launch and execute multi-touch campaigns to produce results.
  • Lead a cross-functional agile team of marketing professionals to drive key business metrics including leads, MQLs, SQLs and Opportunities.
  • Drive digital and content marketing strategies using all necessary tools (e.g. website, email, social media mobile, trials, demos, and blogs).
  • Drive optimization of digital marketing practices for continual improvement especially as it relates to paid search and email marketing to deliver maximum return on investment.
  • Forecast and present to senior management in business units and sales, forging strong communication and service level agreements across the business.
  • Demonstrate a strong understanding of key SaaS business metrics, and use those metrics to set target CPA thresholds per customer segment.
  • Measure and monitor sales funnel activity to ensure predictable pipeline.
  • Analyze and segment customer data to help define prospect and customer with high engagement and revenue growth potential. 
  • Will IDEALLY be located in our Plano, TX, office.  Could possibly be located in our Santa Clara, CA.


Minimum Qualifications

  • 15 years of experience with lead qualification or sales management;
  • Excellent organizational and follow-through skills;
  • Excellent written and verbal communication skills, highly collaborative;
  • Detail-oriented with the ability to manage multiple tasks simultaneously;
  • Bachelor's degree, MBA preferred;
  • Strong virtual team leader. Commands respect via intelligence, experience, knowledge;
  • Proven work experience as a digital marketing strategist or digital marketing manager.


The IDEAL candidate will have 

  • Senior direct, digital and database marketing professional with a minimum of 15+ years in B2B demand generation with a Fortune 500 category-leading company;
  • Experience as trusted advisor to leadership teams and developer of data-driven marketing strategies and programs in matrix organizations;
  • Career focus on delivering measurable marketing ROI with expertise in all aspects of B2B and B2C direct marketing, including database marketing, analytics/segmentation, media planning and all forms of digital marketing;
  • Demonstrated ability to think strategically and creatively as well as the ability to execute and effectively drive results;
  • Experience with developing and managing direct, digital marketing and database marketing budgets;
  • Resourcefulness; ability to influence and collaborate with both internal team members and external agency partners;
  • Excellent analytical, communication and presentation skills; must be action-oriented;
  • Excellent interpersonal skills and commitment to empowerment;
  • Skills as team player with collaborative approach who shares success.


If you want to fulfill your potential, be acknowledged for your achievements, and be given autonomy to make decisions for your business and customers; if you want to work with a company that respects you as an individual - recognizing both your needs at work and your responsibilities outside of it - then CA Technologies is where you belong.


At CA Technologies your passion and expertise can directly impact the business and you’ll help offer our customers practical approaches to delivering new, innovative services and value through IT.


We offer competitive salary, company-sponsored premium Medical/Prescription & Dental Plans, company-paid Holidays, Vacation, Anniversary Service and Sick Days, 401(k) Plan, Education/Training Reimbursement, Charitable Gift Program, Adoption Assistance Program.


Learn more about CA Technologies and this opportunity now at


We and all of our subsidiaries are equal opportunity employers. As such, it is our corporate policy to fill positions with qualified candidates regardless of the candidate’s race, color, sex, age, religion, ancestry, national origin, citizenship status, marital status, sexual orientation, gender identity, genetic information, disability, pregnancy, military status, veteran status or any other protected group status.


Note to Recruiters and Placement Agencies: We do not accept unsolicited agency resumes. Please do not forward unsolicited agency resumes to our website or to any of our employees. We will not pay fees to any third party agency or firm and will not be responsible for any agency fees associated with unsolicited resumes. Unsolicited resumes received will be considered our property and will be processed accordingly.


If you require an accommodation with the online application process, please contact Talent Acquisition at 1-800-454-3788.



Nearest Major Market: San Jose
Nearest Secondary Market: Palo Alto

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