Demand Generation Manager

General Summary: 

The Demand Generation Manager, OT runs go-to-market for the Office Technology (OT) dealer vertical the way a general manager runs a business — owning the pipeline number, the narrative activation, the plan, and how centralized resources (digital, content, paid, outbound, field, and PMM) come together to hit it. This is a GTM ownership role, not a campaign execution role: the Demand Generation Manager owns pipeline creation, campaign strategy, and sales alignment end-to-end, while also activating the large population of dormant dealer program members and building the relationship and event infrastructure that supports both. 

Essential Duties & Responsibilities: 

• Serve as the single point of accountability for the OT vertical's end-to-end GTM motion: the pipeline number, campaign portfolio, sales feedback loop, and how centralized resources across digital, outbound, content, PMM, and field come together to hit it 

• Build and run a target account activation motion for the large population of dormant dealer program members, using account-based outreach, content, and education to convert them into active pipeline 

• Own event strategy and follow-through for OT events: use attendee and account intelligence to prioritize high-value accounts, align on-site messaging with company priorities, and convert post-event follow-up into pipeline. 

• Partner with Sales and RevOps to build reporting rhythms that track pipeline performance, surface leakage, and drive continuous optimization; maintain tight feedback loops with sales leadership on lead quality and campaign effectiveness. 

• Act as the internal champion for the OT vertical, attending cross-industry meetings to stay current on the channel, communicating pipeline status and results to leadership, and surfacing gaps in the demand engine with recommendations to close them. 

• Identify gaps in the demand engine for OT and bring forward recommendations to close them  

Knowledge, Skills, and/or Abilities Required: 

• Track record of owning pipeline targets in B2B demand generation, with the ability to run both broad demand programs and high touch, account based campaigns within a specialized, relationship driven vertical  

• Strong cross-functional instincts: you know how to align with Sales, work with PMM and Field Marketing, and get things done without perfect conditions  

• Experience with event based marketing and turning event presence and attendee intelligence into qualified pipeline  

• Ability to assess what is working and what is not and drive change with conviction  

• Hands-on experience with Martech (Salesforce, Marketo or HubSpot, Outreach or similar) and a solid grasp of funnel mechanics  

• Data-driven mindset: you build reporting as a standard part of your workflow, not an afterthought  

Educational/Vocational/Previous Experience Recommendations: 

• 6+ years in B2B demand generation with a track record of owning pipeline targets and delivering results, not just executing tasks 

• Experience marketing to a channel, dealer, or reseller audience, or comfort getting up to speed quickly in a specialized, relationship driven vertical 

• Experience in a SaaS or IT channel environment strongly preferred 

• Bachelor’s degree in a related field or equivalent work experience 

Working Conditions: 

• 20-30% travel may be required for OT industry events 

• Remote or hybrid depending on location