High Tech executive with 20+ years experience growing the revenues of global enterprise technology and Software-as-a-Service companies. Successful track record driving both complex cross-functional initiatives at large companies and hands-on delivery at small firms. An intelligent, creative and resourceful leader who has a proven ability to identify new business opportunities, define a market and product strategy to develop them and then drive tactical execution across the company to get results. Skilled in all facets of strategic marketing including product marketing, field marketing, marketing communications, branding, sales enablement/training and demand generation. Consummate business manager who is passionate about technology, possesses a deep product management background, exceptional process skills and a demonstrable track record of helping companies innovate to deliver customer value.
May 2007 - Oct 2008
Vice President of Marketing
Led corporate marketing for mid-sized (180 employees) provider of VoIP-based call tracking, performance management and eLearning solutions for the automotive, media/publishing, healthcare and multifamily industries. Managed team of 5, Salesforce.com CRM implementation, a $2M budget and lead generation for 60 sales reps. - Grew annual revenue by 30%, increased qualified leads by 100% - Built company’s marketing department and online marketing program/infrastructure including hiring/training staff, redesigning website, launching webinar program and tripling size of opt-in email database. - Implemented Salesforce.com CRM and use of metrics to realign marketing investments and reduce CPL by 50%. - Established presence in new markets implementing thought leadership programs including C-Level articles, white papers, webinars and partner marketing program.
Jun 2005 - May 2007
Vice President of Marketing
CMO role for small (10 employees) provider of on-demand Web Content Management System for Higher Education market. - Grew revenue by 50%, increased qualified leads by 300%, doubled number of accounts, and increased average deal size by 35%. - Defined and implemented market and product strategy taking the company from obscurity to a recognized leadership position in the market. - Created strategic partner program, doubling number of partners and personally forging a partnership with the industry’s most influential consulting firm.
2003 - 2004
Senior Director of Products
Citrix Online (formerly Expertcity.com, Inc)
Led product management and product marketing for Enterprise division of company’s Web-based remote access, support and online meetings technologies. Managed team of 5, a budget of $3M and investments for $40M product portfolio. - Built the Enterprise business; Grew revenue by 35%, tripled number of qualified leads and doubled average deal size. - Re-branded and repositioned company’s products in IT market, launching aggressive integrated online marketing campaigns and creating new sales tools. - Built the company’s product management organization, established/led the company’s product planning process and established customer advisory board. - Led a media turnaround, improving reviews by several key industry analysts and gaining inclusion in a key technology report.
2001 - 2002
Director of Marketing
Authoria (formerly Advanced Information Management)
Led corporate marketing for a small (80 employees) supplier of Enterprise Talent Management and HR software. - Re-positioned and re-branded the company including redesigning website and creating full suite of marketing collateral. - Launched online marking campaign targeting SAP customers, adding $1M to sales pipeline.
1998 - 2000
Director of Product Management
Unisys (formerly PulsePoint Communications)
Led product management for supplier of enhanced communications software and systems to the Telecommunications industry (notably Verizon and AT&T). Managed team of 3 and investments for $35M product portfolio. - Helped sell the company to Unisys. - Rationalized release planning, ending 18 months of engineering delays and delivering new platform to beta. - Renegotiated product commitments with Verizon and AT&T enabling sustaining revenue projects to be met. - Developed company’s VoIP and unified messaging strategy.
1996 - 1998
Director, Americas Field Marketing
Led field marketing for one of Oracle’s two US Sales regions. Managed a team of 12 and a $7M budget Delivered all regional programs including seminars, direct mail, telemarketing, tradeshows, advertising and customer events. Led regional rollout for corporate marketing programs. - Grew YOY sales revenue by 20%; Increased qualified leads by 200%. - Built, from the ground up, an organization that supported 27 states, 500+ sales reps and delivered 100+ events/campaigns per month. - Opened SMB market in the region, launching a campaign that delivered $450M in sales. - Pioneered Oracle’s field marketing model developing the best practices adopted by other regions globally. - Re-negotiated marketing agreements with Oracle’s regional alliance partners increasing campaign ROI by 50%.
1994 - 1996
Senior Product Line Manager
Accenture (formerly Andersen Consulting)
Led product management for software development methodology and project management tools business for global management consulting and IT services company. Managed investments for $100M product portfolio. - Revitalized declining business; Grew annual revenues by 100% - Developed requirements and lead engineering team to deliver complete redesign of the product in <6> - Created customer review board and designed/drove a process for integrating customer feedback into product redesign process. - Developed product strategy and pitched it to analysts, leading to endorsement of several key analysts.
1978 - 1994
Manager, Product Management
Hewlett-Packard (formerly Digital Equipment Corporation)
Manager, Product Management 1986-1994 Senior Marketing Manager 1981-1986 Sales Representative 1978-1981 Held positions with increasing responsibility in sales, marketing and engineering in several of DEC’s global application software businesses including business intelligence, applications development tools, and office automation/collaboration tools. - Helped develop and launch the first commercial eMail system. - Developed business plan and secured initial investment to launch business intelligence business. - Helped build DEC’s $1B office automation business.
University of Massachusetts at Lowell
Graduated Summa Cum Laude