Sales Customer Service
Resume:
JOHN F. MURPHY
** ******** ****, *********, ** **420
Mobile: 617-***-****, email: ****.******.****@*******.*****.***
HANDS-ON LEADER - ENTERPRISE SOLUTION MANAGEMENT
Hands-on product executive with 20+ years of experience with enterprise software and SaaS companies,
private, pre-IPO and public. Define and operationalize solution strategy for new and existing solutions. Enable
sales, marketing, services and engineering, leading to double-digit revenue growth in segments including
manufacturing, utilities, government and facilities. Successful history of strategic and operational product
leadership, capacity for multiple projects, and innovating for profitable growth and customer success.
EXPERTISE HIGHLIGHTS
Strategy & Execution Sales Support & Enablement Product Messaging
• • •
Solution GM IT & Business Solutions Team Builder & Leader
• • •
Marketing 4p’s Industry / Analyst Spokesperson Customer Focus
• • •
EXPERIENCE AND ACHIEVEMENTS
INFOR GLOBAL SOLUTIONS Framingham, MA
$3B, Third largest ERP provider in the world 2008 - 2012
Global Director, Solution Management and Marketing
Recruited to Infor to define and implement the cross-industry go-to-market and product strategies for $100M+
Asset and Energy Management solutions, on-premise, mobile and cloud. Define and drive solution roadmap,
messaging and sales tool content. Perform enablement, analyst and press relations, and customer advisory
board collaboration. Prepare requirement documents and collaborate closely with R&D.
Lead a 30-member cross-functional team through definition of the strategy and solution portfolio.
•
Produce annual market, business, and portfolio assessment, including global opportunity heat map.
•
Define and execute 1 and 3-year product roadmaps, engineered by a 100-member R&D team.
•
Provide strategic direction, build/buy, and investment business cases, resulting in $16M in incremental
•
R&D, a sustainability solution acquisition, and a world-wide alliance with a field service solution provider.
Work with key stakeholders to prioritize and prepare innovation for iterative development cycles.
•
Mesh corporate and business unit strategy, continually aligning product plans and R&D. Delivered a
•
cross-solution user interface, SOA business process platform, and real-time business intelligence.
Manage launch for new and existing solutions. Added $5M in incremental license revenue in first 18
•
months of a new combined asset and energy management solution, including energy efficiency, carbon
management, ENERGY STAR benchmarking, and utility bill management.
Position Infor solutions, strategy and roadmap with customers, analysts, press, and partners. Achieved
•
#1 ranking in analyst (Gartner Group) and industry assessments.
Drive innovation through focus groups, advisory boards and teaming with visionary customers.
•
Perform as company spokesperson at industry events, customer forums, and keynote sessions.
•
Define and implement pricing and licensing models for on-premise and SaaS solutions. Achieved
•
executive buy-in for 20% price increase and streamlined product structure.
Enable over 1000 account executives and channel partners worldwide.
•
Build thought leadership through whitepapers, collateral, bylines, and industry forum presentations.
•
IMPRESS SOFTWARE Waltham, MA
$10M, ERP specialized software provider to Global 2005 - 2008
2000 companies
Director, Product Marketing
Joined Impress to establish and build a product marketing organization in highly competitive markets.
Led product marketing function, including go-to-market plan, product launches, marketing and sales
•
content creation, and sales enablement for complete product portfolio.
Produced new solution messaging and web copy for IT and industry-specific audiences.
•
Formulated and operationalized pricing models and ROI sales tools.
•
Prepared and implemented lead generation programs, including webinars and panel discussions.
•
MRO SOFTWARE (Acquired by IBM) Bedford, MA
$200M, Industry leading provider of Asset Management solutions 2001 - 2005
Director, Enterprise Sales Support & Operations
Hired to facilitate company’s transition to web architecture and solution-based selling. MRO solutions allow
asset-intensive companies to optimize the performance of production, facility, fleet, linear and IT equipment.
Achieved quota from 2003 - 2005.
•
Managed 20 sales engineers with $4M budget, delivering cross-industry solution leadership globally.
•
Supported strategic wins by advising sales teams on solution strategy and competitive positioning.
•
Orchestrated and delivered worldwide technical sales enablement.
•
Innovated cloud-based demand generation programs to reduce cost of sale.
•
BOWSTREET (Acquired by IBM) Boston, MA
$15M, Raised $140M+ in capital, Web Service Platform Pioneer 2000 - 2001
Senior Product Marketing Manager / Product Manager
Created and launched web service marketplace. Targeted, negotiated and managed 15 partnerships.
•
Managed strategy, partnership and launch of 3rd party products for enterprise portal solution.
•
Defined new financial services solution. Achieved commitment from The Vanguard Group.
•
Created and implemented marketing and sales enablement plan for XML database partner.
•
Prepared solution messaging and content for S1 filing.
•
HP - E-SERVICES Cupertino, CA
$127B, #10 on Fortune 500, Highly visible start-up within HP 1999 - 2000
Senior Product Marketing Manager
Recruited within HP to the start-up venture to commercialize a web service technology, called e-speak.
Challenged to build ecosystem of 3rd party e-speak products. Targeted, negotiated, and managed key
•
partnerships, from evangelizing and recruitment through solution delivery and launch.
Created developer-targeted marketing message platform for HP’s worldwide conferences.
•
HP - OPENVIEW Roseville, CA
$1B+ Software Business Unit 1997 - 1999
Product Marketing Manager / Product Manager
Led definition, creation and launch of a new application and performance management product line developed
by worldwide engineering team (70 engineers) and forecasted to generate $100M in first three years.
Achieved highest product leadership ranking throughout HP career.
•
Advanced four-person team through market and product requirements definition for new product line.
•
Determined pricing, packaging and revenue models; achieved senior management buy-in.
•
Recruited and managed eight customers in “early access” software quality program.
•
THE COMAC SYSTEMS CORPORATION London, England – Boston, MA
$5M, Enterprise Asset Management Start-up 1988 - 1995
Director, Customer Service and Engineering
Earned #1 customer service rating (A.T. Kearney) for continuously exceeding customer expectations.
•
Recognized as “go-to” advisor, providing solution support, training and consulting to the Global 2000.
•
EDUCATION
THE WHARTON SCHOOL, University of Philadelphia, PA
Pennsylvania
Master of Business Administration, Marketing and May, 1997
Finance
Provided consulting services to start-ups through Wharton Business Development Center
•
NORTHEASTERN UNIVERSITY Boston, MA
Bachelor of Science in Computer Science, Cum June, 1987
Enterprise Solution Management Leader, ****.******.****@*******.*****.***, mobile: 617-***-****
Laude
Worked full-time while attending school to
•
finance education
Enterprise Solution Management Leader, ****.******.****@*******.*****.***, mobile: 617-***-****
Contact this candidate