IEEE is the world’s largest professional association advancing technology for the benefit of humanity. We are a catalyst for exciting breakthroughs in computing, sustainable energy systems, aerospace, communications, robotics, healthcare, and many other disciplines that improve the quality of life. Discover your future as part of the IEEE team. Consider the following opportunity:
The successful applicant will be responsible for creating and maintaining on-going marketing and sales plans and processes that generate revenue for and create awareness of IEEE Computer Society’s large portfolio of events, publications, education and related products and programs. This position will be responsible for marketing and sales efforts targeted at CS members and customers who work within specific niche segments of the computer and IT industry. This role involves marketing and sales management (inside and outside sales reps), marketing strategy development, marketing production management, market research; and leading a collaborative (with Finance and ED) pricing review of new and existing programs and products, under the purview of Marketing/Sales Department, annually.
This position is responsible for:
Marketing: leading marketing team in working with other CS dept. stakeholders (pubs, meetings, education, governance, etc.) to develop marketing plans (strategic and tactical) for each of their product and program areas; and leading marketing teams to implement plans in partnership with and/or on behalf of stakeholders.
Managing Sales: revenue and expenses. Establishing sales plans to meet revenue, margin, and ROI targets.
Managing Sales: determining the mix of inside and outside sales; is directly accountable for performance of sales teams and vendors. Responsible for research, recruitment, and vetting of sales agents. Fosters and develops all sales channels. Interfaces with the IEEE M&S department to look for profitable synergies.
Market Research: directly responsible for the market research function of the Society. Identifying target audiences, conducting research, communicating and analyzing results, putting findings into action. Pricing Review: working with Finance and Executive Director to develop pricing for products and programs under marketing department’s purview, annually; and based on market and competitive analysis..
Branding/General CS Promotion: implementing programs for lead development, direct marketing, PR, trade shows, and advertising. Owning the relationship with IEEE Corporate Communications.
This role reports to the Executive Director and manages 4-6 direct reports. This position makes strategic and tactical sales and marketing decisions that impact the IEEE Computer Society’s overall revenue and profit.
Marketing Strategies and Tactics (25%): Developing marketing strategies to drive sales; managing marketing team to create tactical plans and implement them; responsible for product pricing, influencing product development; informing product/program teams of relevant findings so as to guide them to success; coordinating with membership marketing strategy.
Sales Management (20%): Directing internal sales manager(s) to define and expand the CS portfolio and customer base worldwide; recruiting and managing relationships with outside sales reps to represent and sell the IEEE CS products worldwide; negotiating agreements and contracts; responsible for increasing revenue via direct sales or partnerships; interfacing with and developing relationships with C-level executives at strategic accounts to drive our programs; providing strategic sales recommendations to other CS Directors as required/requested.
Business Development (15%): Seeking out opportunities to drive CS-related products and services into new channels and regions around the world; creating strategic alliances with companies and organizations that will strengthen the CS brand and drive revenue.
Promotions (15%): Managing all promotions and public relations; products promoted include the Computer Society Digital Library, computer.org, corporate training, professional education, webinars, conferences, publications (including conference publications), and events; coordinating with membership promotion strategy.
Market Research (15%): Providing strategic analysis of markets, competitors, and usage trends to identify opportunities for new business or new products; responsible for setting individual pricing, corporate pricing, geographic pricing, and various bundles and discounts.
Reporting (10%): Reporting sales and pipeline metrics on monthly/quarterly basis for Executive Staff. Helping to define and recommend business analytic tools to drive sales discipline within the organization. Must lead by example and build influence based on trust, coaching, and direct leadership of sales
Education and Experience:
Bachelor’s degree is required, preferably in Business or Marketing
10+ years of Association/Society or other non-profit Marketing and/or Marketing Management experience in technology related field/industry
10+ years in Association/Society or other non-profit sales and/or sales management experience in technology related field/industry
MBA in Marketing or other Master’s degree related to non-profit management desirable
Experience in sales development and market research highly desired
Skills & Other Requirements:
Must have extensive coaching experience and possess deep skill-set to manage both strategic and tactical marketing and sales staff, processes and implementation efforts.
Must have strong analytical skills so as to understand cost structures, their effects on pricing; and the ability to create the most cost-effective relationships possible for CS with marketing/sales related outside contractors and vendors.
Understanding of ROI, margin, and geographical issues that drive pricing and current and future member/customer demand.
Must demonstrate strong relationship building and the highest level of interpersonal skills, presentation and language skills, reporting skills, and organizational discipline.
Excellent problem solving abilities; expected to identify and execute solutions to highly complex problems, seeing the big picture, identifying what’s needed, and developing solutions with the team and leading the execution of these solutions.
Must be a technically savvy knowledge worker who seeks out technology solutions to business challenges.; Strong technology foundation with proficiency in word processing, spreadsheet, presentation, email and database packages a requirement.
Must be willing and able to travel up to 30% as needed.
Join us in an environment where people look forward to coming to work! IEEE offers a competitive salary and comprehensive benefits, including medical, dental, 401(k) plan with company match, a defined contribution retirement plan, a tuition reimbursement program, flexible spending accounts, company paid life insurance, and a business casual dress code.
Only those resumes that go through the URL from the web address will be considered. NO THIRD PARTIES PLEASE.
For information on work demands and conditions required for this position, please consult the reference document, “Physical, Mental, and Work Environment Standards for IEEE Positions.” This position is classified under [Category I—Office Position].
IEEE is an EEO/AAP Employer/Protected Veteran/Disabled
Disclaimer: This job description outlines the general nature and key features performed by various positions that share the same job classification. It is not designed to contain or be interpreted as a comprehensive inventory of all duties and qualifications required of all employees assigned to the job. Nothing in this job description restricts management’s right to assign or re-assign duties to this job at any time due to reasonable accommodations or other business reasons.
Visit www.ieee.org to view details about open positions in one of our four offices: Los Alamitos, CA; New York City; Piscataway, NJ; & Washington, DC.
The IEEE is an Affirmative Action/Equal Opportunity Employer, M/F/D/V.
The IEEE (Eye-triple-E) is a non-profit, technical professional association of more than 377,000 individual members in 150 countries. The full name is the Institute of Electrical and Electronics Engineers, Inc., although the organization is most popularly known and referred
to by the letters I-E-E-E