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
