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Work experience

2015

Business Development

Business Development Sales Management Generating Sales Leads— Masterful use of Web-based surveys and high level assessments to create thought-leadership point of view documents, white papers, articles and executive reports that establish credibility and create interest. Adept leadership skills, working effectively in highly matrixed environments to bring marketing and sales together producing measurable results. Revenue and Market Share Growth— Advanced skills in selling solutions by leveraging channel partners. Excellent ability to translate complex information into common terms and stories to promote understanding and gain consensus. Ability to develop“ learning organizations” that focus on both current realities and the desired state in order to execute channel strategies that deliver sustainable success. Content Marketing Expert— Strengths in analyzing and quickly improving complex solution selling processes. Deft skills in viewing the market through the“ voice of the customer” and designing go-to-market strategies to generate interest, leads, sales and enhanced profitability. American Marketing Association“ Content Marketer of the Year.”
20072014

Chief Marketing Officer

Social Media Expert—
Chief Marketing Officer, cmo temps, llc, www.cmotemps.biz Key Initiative: Build content-based marketing programs supported by engaging social media channels for organizations interested in leveraging interim CMO business models. Sample of Accountabilities and Strategic Challenges ▪ Responsible for DocuStar's(now VYA Systems) marketing organization, including; social media marketing, advertising, public and analyst relations, and corporate communications. Actions & Results ▪ Designed and implemented the DocuStar Local-Ready Assessment. This assessment is a high-level lead generation tool that creates credibility, generates interest and provides better access to senior-level decision makers. ▪ Sold, designed and implemented the Dayton Sharks digital and print marketing campaign resulting in recognition from the Cincinnati American Marketing Association for the“ Marketing Pinnacle Award.” ▪ Successfully designed and implemented new digital media marketing strategy. Improved Search Engine Optimization(SEO) and Search Engine Marketing(SEM) results through the use of social media; including, LinkedIn, Facebook, Twitter, YouTube, corporate blogs, ebooks, white papers and video. Increased monthly online leads by 275% Increased Twitter followers of@ DocuStar over 650% Increased Twitter followers of key DocuStar executives from 300 to over 30K Increased Klout score over 70% ▪▪▪
20112012-12

Chief Marketing Officer

Social Media Expert—
Chief Marketing Officer, Mindleaders, www.mindleaders.com(acquired by Skillsoft www.skillsoft.com) Key Initiative: Recruited to transition MindLeaders into a Social Media Marketing 2.0 organization. Sample of Accountabilities and Strategic Challenges ▪ Responsible for the company's national marketing organization, including; social media marketing, advertising, public and analyst relations, and corporate communications. Actions & Results ▪ Designed and implemented the MindLeaders Talent-Ready Assessment, Learning-Ready Assessment and Leadership-Ready Assessment. These assessments are high-level lead generation tools that create credibility, generate interest and provide better access to senior-level decision makers. Created over 3, 000 sales leads in 3 months at a cost per lead of less than $40. ▪ Successfully designed and implemented new digital media marketing strategy. Improved Search Engine Optimization(SEO) and Search Engine Marketing(SEM) results through the use of social media; including, LinkedIn, Facebook, Twitter, YouTube, corporate blogs and video. Increased Twitter followers over 500% Increased Klout score over 54% Increased LinkedIn Group members over 220% ▪▪▪
20092011

Chief Marketing Officer and Vice President

Berry Network Inc., an AT&T
Chief Marketing Officer and Vice President, Company, www.berrynetwork.com Key Initiative: Recruited to transition Berry Network from a print-centric CMR to a digital marketing agency. Sample of Accountabilities and Strategic Challenges ▪ Responsible for the company's national marketing organization, including; social media marketing, product marketing, marketing research, advertising, creative services, public and analyst relations, and corporate communications. Actions & Results ▪ Designed and implemented the Berry Network Social-Ready Assessment. The SRA is a high-level social media marketing assessment tool that creates credibility, generates interest and provides better access to senior-level marketing decision makers. Increased sales leads 1, 000%. ▪ Designed and implemented the Berry Network Amplifying Media Performance(AMP) Assessment. The AMP Assessment is a high-level assessment tool that provides a comprehensive view of how well an organization is marketing across the four stages(Awareness-Search-Evaluation-Purchase & After Sale Support) of the consumer buying process. ▪ Designed and implemented the Berry Network YP Deals(Daily Deals) program on Twitter with funding secured through the AT&T Innovation Pipeline program. ▪ Successfully designed and implemented new digital media marketing strategy. Improved Search Engine Optimization(SEO) and Search Engine Marketing(SEM) results through the use of social media; including, LinkedIn, Facebook, Twitter, YouTube, corporate blogs and video. Founding member of the AT&T Social Media Council and Twitter Ambassador Group. ▪▪▪
20072008

Vice President of Marketing

Seapine Software, www.seapine.com University of Phoenix
Vice President of Marketing, Key Initiative: One year consulting engagement reporting directly to the CEO & founder with the express mission to develop and deliver a strategic marketing initiative capable of supporting a new solution-based sales model. Challenged to create and launch a new social media marketing program. Sample of Accountabilities and Strategic Challenges ▪ Oversee the company's worldwide marketing(including $2M budget), advertising, public and analyst relations, corporate communications and worldwide alliances. Actions & Results ▪ Designed and implemented the Seapine Software Quality-Ready Assessment. The QRA is a high-level assessment tool that creates credibility, generates interest and provides better access to senior-level software development decision makers. Increased qualified sales leads 7% over 2007 results, while coming under budget by 24%. Research data from the QRA provided material for content-based marketing programs through the development of new thought-leadership white papers, articles and press releases. QRA related press releases resulted in a 114% increase in media coverage over the previous year. Sales organization set three consecutive monthly sales records as well as three consecutive quarter sales records during the campaign launch. ▪ Successfully implemented new social media marketing strategy. Improved Search Engine Optimization(SEO) and Search Engine Marketing(SEM) results through the use of social media; including, LinkedIn, Facebook, Twitter, corporate blogs and podcasts. Developed and launched the Seapine Software User Group on LinkedIn, Facebook and Twitter. ▪▪▪
2007

Senior Vice President and Research Director

AberdeenGroup
Senior Vice President and Research Director— Business Intelligence Research,, a Harte-Hanks Company, www.aberdeen.com Key Initiative: Tapped by the CEO for a short-term consulting engagement to build a fact-based research practice and solidify Aberdeen's presence in the Business Intelligence(BI) market space. Overall Accountabilities/Strategic Challenges ▪ Orchestrate administrative and marketing aspects of launching the new research practice, while developing new personnel. Document direction and construct processes for the BI practice by creating the BI research agenda and programs. Led marketing and customer identification by analyzing opportunities and targeting client development of medium-sized U.S.-based software houses. Actions & Results ▪ Secured quick ROI and market credibility by publishing first benchmark report within 90 days of practice start-up. Acquired new company sponsors who had never before engaged in business with Aberdeen. Accelerated team development to realize fast revenue return on investment. Positioned the new practice to produce benchmark reports in 90 day cycles. Doubled industry sales presentation average(secured 40 vendor briefings within first 90-day cycle) by leveraging personal reputation as industry expert and thought-leader. Guided business development team and participated in> 80% of client sales calls. Pinpointed practice's“ vision” by articulating type of topics to be researched for the BI market. Set in place BI research agenda to continue practice's momentum for balance of the year. ▪▪▪
20062007

Marketing Representative

Teradata University of Phoenix
a division of NCR Corporation, www.teradata.com Key Initiative: Recruited back to NCR to leverage the alliance channel to increase sales of Teradata solutions by introducing new partner applications that increase the size of data warehouses. Create alliances with partner companies to bring solutions to market that convert unstructured data into structured information. Overall Accountabilities/Strategic Challenges ▪ Advance strategic Independent Software Vendor(ISV) program by integrating and managing marketing and alliance activities. Coordinate partnership joint sales strategies after articulating the“ rules of engagement and value proposition” to the joint sales forces. ▪ Drive incremental revenue opportunities and solution portfolio offerings by identifying, evaluating and tracking joint sales opportunities. Explained benefit to internal constituents to promote use of joint technology solution with intended results of increasing the sales funnel value of partner initiated sales opportunities. Actions & Results ▪ Doubled sales funnel value of key partnership to $2M in 3-month time frame— increased Teradata's market awareness and coverage by linking complimentary technologies to boost value of“ partner lead” sales motions. ▪▪▪
20032006

Senior Marketing Strategist

SAS Institute University of Phoenix
Senior Marketing Strategist, www.sas.com Key Initiative: Establish credibility and generate interest in SAS Customer Intelligence-related solutions. Overall Accountabilities/Strategic Challenges ▪ Drive SAS Customer Intelligence-related solutions by shaping and delivering marketing content and by managing marketing and partnering strategies. Centering on the front-end of complex solution sales cycle, deliver thought-leadership Webinars, byline articles, research benchmark reports and conference presentations. ▪ Identify and evaluate partnerships to enhance new customer acquisition and solution offerings. ▪ Devise market segmentation and mapping strategy for SAS financial industry vertical market coverage including mid-market segmentation and targeting strategy. Actions & Results ▪ Conceptualized and launched“ The CMO's Strategic Agenda: Building the Marketing-Ready Enterprise,” which stimulated interest and demand for SAS Customer Intelligence solutions. Initiated Customer Intelligence sales motions at key accounts by using the new Marketing-Ready Enterprise assessment tool. ▪ Surpassed revenue objective by 15% resulting in $16M in sales after successfully increasing collaboration between financial industry direct sales force and alliance partners. ▪▪▪
20002002

Manager, Crm

Cap Gemini Ernst & Young
Manager, CRM Strategy Management Consultant, www.capgemini.com Key Initiative: Identify improvement opportunities in client Customer Relationship Management(CRM) capabilities. Overall Accountabilities/Strategic Challenges ▪ Evaluate and assess processes culminating in the design of new customer insight strategy capability. ▪ Develop business strategies— channel management and go-to-market strategies— for diverse consulting projects in functional areas including; sales, sales management, strategic alliance(Partner Relationship Management), product management, product marketing and sales process improvement. Actions & Results ▪ Generated $1M in consulting revenue after developing“ thought-leadership” point of view(POV)—“ Intelligent Customer Growth.” Infused life into the POV by leveraging Business Intelligence technology through strategic partnership with Hyperion. ▪ Achieved steady pace of incremental growth totaling> $1M in sales after launching and managing CGE&Y CRM Index campaign(CRM maturity model) for company's High Growth consulting business unit. ▪▪▪
19982000

Senior Sales Director

Financial Solutions Division
Senior Sales Director— NCR Corporation, www.ncr.com Key Initiative: Create strategic plan and robust P&L for the Payment Solutions Value Added Reseller(VAR) channel. Overall Accountabilities/Strategic Challenges ▪ Promote strengths and benefits of the VAR channel through close interaction with the NCR field sales organization and the VAR sales organization. Provide market intelligence while managing direct reports throughout the U.S. and Brazil. ▪ Focused on winning“ mindshare” at all levels within VAR partner organizations. Actions & Results ▪ Boosted sales of VAR channel to reach> 50% of key product sales worldwide, garnering annual revenues of $65M.
19871993

National Sales Director

Financial Solutions Division
Senior Director— Product Marketing and Management, National Sales Director,, Marketing Director,, Executive Account Manager
1996

Marketing Director

Financial Solutions Division
Skyrocketed sales 276% in (versus 1993 sales) on $52M in orders as Marketing Director. Selected for“ NCR Great Performance Recognition Program.” ▪ Surpassed gross margin annual objective by 8.5% while propelling unit sales over 60% year over year. ▪ Ranked as Top Performer with 140% average annual quota attainment. Earned NCR Century Point Club recognition and NCR Consistent Achiever Award. Additional Professional Experience

Education

M.B.A

Abilene Christian University

B.B.A

Abilene Christian University

Skills

Email Marketing
Social Networking
Market Planning
Sales Process
Executive Management
Alliances
Strategy Development
Integrated Marketing
Business Strategy
Management Consulting
Cross-functional Team Leadership
Web 2.0
Channel
Management
Solution Selling
Business Alliances
Go-to-market Strategy
Demand Generation
Customer Relations
Enterprise Software
Data Warehousing
B2B
Customer Service
Organizational Development
P&L Management
Customer Engagement
Marketing
Leadership
SEM
SEO
Business Intelligence
Business Development
Marketing Management
Market Research
Start-ups
Analytics
B2B Marketing
Product Management
Thought Leadership
Competitive Analysis
Sales Management
Social Media
Strategic Planning
Marketing Strategy
CRM
Product Marketing
Social Media Marketing
Digital Marketing
Strategy
Lead Generation

Certifications

Associate Faculty