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Work experience

Dec 2004Present

Director of Marketing & Communications

An IT professional services consulting firm specializing in systems integration of Oracle E-Business Suite ERP Applications and Oracle technologies. A $14M annual revenue organization with clients throughout the US.

Recruited by president to build and lead marketing and communications department, establish strategic partnerships, and lead the company’s lead generation, communications and proposal writing practices, which are the lifeblood of the company’s revenue.Increased sales by 23% over the last 5 years for new and existing verticalmarkets through streamlined marketing strategies that included company-sponsored roundtable events, webinars, syndicated company white papers, and a larger presence at conferences and shows.Implemented interactive presentations and electronic data collection practices for trade shows and conferences, resulting in a detailed analysis of channel market need which led to focused sales campaigns and marketing collateral.New business from new marketing services and proposal work totaled $41,450,000 from 2005 to 2010.Additional accomplishments include:

  • Generated a 48% success rate of winning interviews from proposals, of which 54% have led to new business.
  • Yielded a cost and time reduction of 30% in proposal writing by instituting a production and tracking methodology that improved proposal content and quality.
  • Change Management and Training Services Lead for multiple projects averaging $5 million for Oracle software implementation services.Conducted these services for 300 to 3000 employees within multiple departments and throughout different locations.
  • Direct all website, collateral, promotional and trade show activities for company products and services.
  • Employee of the Month: May 2009, February 2006
Jun 2001Sep 2002

Marketing Manager

Seismiq, Inc.

A software manufacturing company in the industrial equipment leasing and asset management markets.

Marketing lead accountable for all business proposals and co-manager for product communications and marketing. Worked closely with Director of Business Development and Director of Sales. Advised President on industry analysis, competitive product developments, and authored speeches and presentations on behalf of President and executives.

  • Won business ranging from $1 million to $5 million accounts through strategic marketing practices and proposals that won clients including GE and JLG Industries.
  • Created and directed an intranet/extranet portal for employee training and client training/product documentation, respectively. Portal streamlined company's internal and external training practices and provided up-to-the-minute web-based tutorials and product documentation.
  • Authored technical papers and drawings used by company executives and IT managers in sales presentations and training classes.
May 2000Mar 2001

Manager of Business Communications

Applications Service Provider for a variety of national clients in government, agriculture and insurance industries.

Recruited by ASP start-up company to lead the business communications department in delivering proposals, marketing collateral, technical user guides, computer-based tutorials and training in an accelerated ASP deployment environment.  Was the public voice for the company, responsible for writing speeches, presentations on ASP solutions, and press releases.  Leveraged experience with corporate website development to quickly develop 3 client training portals.

  • Authored all press releases and formal media guides issued to major Chicago newspapers, business magazines and online publications.
  • Directed a 4-person team of graphic designers and programmers on three client portal deployments.
  • Authored company white papers, "Fulfilling the Promise of Business-to-Business Commerce" and "The Outsourcing Advantage", delivered at Oracle Strategic Partner meetings.
Nov 1997May 2000

Publications Manager

Inso Corporation

A content management software company with products integrated into major software and OEM products.

Sole writer and manager for all product documentation, printing relationships, and publishing budget and contracts for commercial software products.Directed company writers and graphic designers for source documents and technical drawings.

  • Streamlined authoring process and increased company-wide collaboration in documenting product functionality by using a combination of applications (RoboHelp, FrameMaker, MS Word)to allow product management, QA and sales to author and upload content.
  • Authored print and online press guides and marketing brochures for media coverage of products and industry conferences.
  • Delivered paper and presentation, “Effective Software Publications Management”, Phoenix, February 1999.
Jan 1994Oct 1997

Commercial Sales Representative

Fitness Warehouse

A commercial and retail distributor of high-end commercial grade and residential fitness equipment.

  • Achieved sales goals in 36 out of 45 months for key, high-end cardio and weight resistance product lines.
  • Promoted to headquarters location in January 1996 to work on the highest profile sales team and accounts.
  • Employee of the Month: December 2004, May 2005 and May 2007.

Education

Jan 2003Mar 2005

M.B.A.

North Central College

North Central College is a highly selective, private, four-year undergraduate and graduate liberal arts college in Naperville, Illinois.  The opportunity of pursuing an MBA degree through North Central's evening program allowed me to work full-time consulting jobs with Computer Associates and Cabot Microelectronics during the majority of my coursework.  This education was self-financed.

Aug 1989May 1993

B.A.

DePauw University is a highly selective, private, four-year undergraduate liberal arts university in Greencastle, Indiana.  DePauw is perennially ranked in the top tier of private liberal arts colleges by The Chronicle of Higher Education, Standard & Poor's, and The Institute of International Education.

I was recognized on the Dean's List for four semesters.  My extra-curricular activities included:

  • One month dogsledding and cross-county skiing excursion in the Boundary Waters of Ely, Minnesota and Canada.
  • Columnist for The DePauw, the University's student newspaper.

Skills

Change Management
Have performed change management services for multiple public sector clients.  Certified in the ADKAR Change Management methodology.
Proposal Management and Writing
Proven success and extensive experience in leading proposal departments and developing proposal management methodologies.  Client industries include both commercial and public sector, specifically: Municipal, State and Federal government; Public transportation, Airport and aviation, K-12 and secondary education; Public utilities. 
Oracle E-Business Suite Applications
Oracle UPK, Oracle CRM, Marketing, Sales Applications.
Website Design and Management
HTML, XML
Marketing Analysis Tools
SWOT Analysis, Strategic Planning, Goldmine CRM, ROI, TCO Valuation
Adobe Applications
PageMaker, Photoshop, RoboHelp, DreamWeaver
Microsoft Applicatiions
Word, Excel, Visio, Project, Publisher, FrontPage, PowerPoint

Certifications

Mar 2005Present

Oracle E-Business Suite Sales Champion

Oracle Corporation
Oct 2009Present

ADKAR Change Management Methodology

Prosci

Proposal Management

LinkedIn

Corporate Websites

Publications & Brochures

Recent Presentations

Professional and Personal Memberships

Some More About Me

  • Husband and father.
  • Avid downhill and cross-country skier.
  • Die-hard Chicago Cubs and Chicago Bears fan.
  • Favorite authors: John Steinbeck, James Joyce, Thomas Pynchon, Kent Haruf, Mark Twain, Mike Royko, Studs Terkel.

Earlier Work

Technical White Paper - Cabot Microelectronics Business Process Reengineering

Technical publication written for Cabot Microelectronics. Created for customers and employees to provide training on and understanding of Cabot's business process reengineering of its semiconductor materials polishing processes. (February 2004) 

White Paper - The Outsourcing Advantage

A business case for outsourcing IT infrastructure and applications, which uses decreased Total Cost of Ownership and accelerated core business processes as justification for outsourcing. (November 2000)

White Paper - Fulfilling the Promise of B2B e-Commerce

How B2B eCommerce and applications hosting can streamline the overall value chain of a business and remove long-standing inefficiencies. (July 2000)

Director of Marketing & Corporate Communications

  • Marketing and communications director with 14 years experience providing B2B marketing, corporate communications and business development practices to Fortune 500, public sector and commercial clients.
  • Directed several integrated marketing and communications campaigns for public sector, public transit, and commercial industries; developed a series of roundtable groups for industry CIOs/CTOs to discuss best practices and technologies.
  • Effective guidance of marketing and proposal departments in current position has brought in multi-million dollar accounts, including $12.5 million in 2010 alone, $41.4 million from 2005-2010.
  • Change Management leader with 6+ years in planning, executing and leading change management strategy for multi-million dollar ERP projects that affect a large and varied client staff experiencing enterprise-wide business process and personnel changes.Certified in Prosci ADKAR Change Management methodology.
  • Experienced in working with press and media outlets in promoting new business services and press releases. 
  • Directed the acquisition of GSA federal sales contract; resultant clients provide over $1 million annually.
  • Superior capabilities as a writer, speaker and trainer who can clearly communicate highly technical and complex concepts, services and products to broad audiences.

Core Competencies

Marketing Strategy Development: B2B Marketing Planning, Branding, Competitive Analysis, Strategic Planning, Channel Strategy, E-Marketing Strategy, Budget Management

Business Development: Proposal/RFP Management and Methodology, B2B White Papers, CRM for Sales and Marketing, Trade Show/Conferences, Media and Public Relations

Corporate Communications: Marketing Collateral, Internal Communications, Internet/Intranet Management, Press Releases, Annual/Financial Reports, Media Relations

Change Management: Project Management, ERP Change Readiness Assessment and Management, Training Development and Delivery; Certified in ADKAR methodology

Tools & Technologies: Photoshop, Dreamweaver, PageMaker, Acrobat, Visio, Goldmine CRM, Sharepoint, Oracle UPK, Camtasia, HTML, XML, MS Office