Robert Henry

Robert Henry

Work History

Work History
Dec 2004 - Present

Director of Marketing & Communications

http://www.astcorporation.com

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 2001 - Sep 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 2000 - Mar 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 1997 - May 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 1994 - Oct 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

Education
Jan 2003 - Mar 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 1989 - May 1993

B.A.

http://www.depauw.edu

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

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

Certifications
Mar 2005 - Present

Oracle E-Business Suite Sales Champion

Oracle Corporation
Oct 2009 - Present

ADKAR Change Management Methodology

Prosci