Demand Generation Manager

Kornit Digital•New York, NY

15h•$160,000 - $230,000

About The Position

The Demand Generation Manager plays a critical role in driving growth for Kornit Digital by identifying, developing, and converting high-value demand-generation opportunities across Kornit's key market segments. This role is responsible for maintaining and building relationships with organizations that create, aggregate, or control significant volumes of customized and on-demand apparel and textile production, including e-commerce platforms, print-on-demand businesses, marketplaces, entertainment companies, brands, promotional businesses, and other high-volume demand generators. The ideal candidate is a hunter, relationship builder, and strategic business developer who understands the decorated apparel ecosystem, how demand is created and how it is licensed, sourced and supplied in the branded and promotional digital apparel ecosystem. This person will proactively identify high-potential organizations, develop executive-level relationships, uncover their business and production needs, and create opportunities that ultimately directly or indirectly drive DTG impressions to Kornit clients, Kornit system sales, and creating recurring revenue from impression growth.

Requirements

5–10+ years of experience in business development, strategic sales, demand generation, account development, or B2B marketing.
Demonstrated hunter mentality with a track record of identifying and developing new business opportunities.
Experience selling into or working with apparel, print-on-demand, e-commerce, promotional products, entertainment, sports/licensing, retail, or digital commerce preferred.
Strong understanding of the customized apparel and textile ecosystem.
Experience engaging VP- and C-level executives and developing strategic business relationships.
Proven ability to research an organization, understand its business model, identify opportunities, and create a compelling business case.
Strong business acumen and financial/ROI analysis skills., especially around supply chain, and financial/ROI analysis skills.
Excellent communication, presentation, negotiation, and relationship-building skills.
Ability to work effectively across Sales, Marketing, Product Management, Applications, and Executive Leadership.
Experience with Salesforce and CRM-based pipeline management.
Strong analytical and organizational skills with the ability to manage multiple strategic accounts and opportunities simultaneously.
Willingness to travel extensively to meet with customers, prospects, partners, and industry stakeholders.

Nice To Haves

A Hunter — Proactively finds opportunities rather than waiting for leads.
A Business Developer — Can create relationships where no relationship currently exists.
Strategic — Understands the customer's business model and connects Kornit's capabilities to business outcomes.
Commercially minded — Thinks in terms of revenue, Operations, ROI, and customer economics.
Executive credible — Can sit across the table from a CEO, President, CMO, COO, or VP of Operations and have a meaningful business conversation.
Persistent — Comfortable with long sales cycles and developing relationships over time.
Collaborative — Knows when to bring in Regional Sales, Strategic Accounts, Marketing, Product, and Applications.

Responsibilities

Identify, target, and develop relationships with high-value demand generators such as Custom Ink, Live Nation, TeePublic, Redbubble, and similar organizations.
Develop a deep understanding of each target's business model, customer base, production requirements, growth strategy, and supply-chain structure.
Identify organizations with significant or growing demand for customized, personalized, short-run, on-demand, and digitally produced apparel and textiles.
Build and maintain a strategic target-account pipeline of current and prospective demand generators.
Research and map key decision-makers across executive leadership, operations, supply chain, merchandising, sourcing, production, and technology.
Develop business relationships that uncover opportunities for Kornit technology to enable new revenue streams, improve production economics, increase speed-to-market, and reduce reliance on traditional manufacturing and decoration processes and the associated balance sheet and P&L impacts.
Identify opportunities where Kornit technology can enable and scale on-demand production, mass customization, personalization, SKU proliferation, localized production, and rapid replenishment.
Work with prospects to develop compelling business cases and ROI models demonstrating that support the value of digital production and supply chain.
Create and execute account-specific strategies to move prospects from initial engagement to qualified sales opportunity.
Work closely with Kornit's Regional Sales Managers, Strategic Accounts, Marketing, Product Marketing, and Application teams to convert demand-generation relationships into qualified opportunities.
Serve as the business-development bridge between demand generators and Kornit's sales organization.
Introduce demand generators to appropriate Kornit production partners, customers, or technology solutions when applicable.
Provide Sales with well-qualified opportunities, including business drivers, production volumes, decision process, timing, competitive environment, and economic justification.
Participate in customer meetings, executive briefings, trade shows, industry events, and strategic account reviews.
Develop relationships across the broader apparel and textile ecosystem, including: Print-on-demand platforms, E-commerce marketplaces, Promotional products companies, Entertainment and live-event organizations, Sports and licensed merchandise businesses, Influencer and creator platforms, Consumer brands, Contract decorators, Apparel manufacturers, Retailers and private-label organizations.
Identify opportunities to connect demand generators with Kornit production capabilities and customers.
Develop strategic partnerships that can generate recurring production demand for Kornit customers.
Maintain accurate account, opportunity, and activity information in Salesforce.
Develop forecasts for demand-generation activity and pipeline contribution.
Track key metrics including target-account engagement, qualified opportunities, production volume potential, conversion rates, pipeline value, and revenue contribution.
Analyze market trends and competitive activity to identify new demand-generation opportunities.
Regularly communicate pipeline, progress, opportunities, risks, and recommendations to sales and executive leadership.