Sales Manager
Resume:
Eric Silva
Mansfield, MA *****
774-***-**** http://www.linkedin.com/in/ericsilva1
ab9jro@r.postjobfree.com
SUMMARY OF QUALIFICATIONS
Innovative Marketing executive with proven track record of identifying
market opportunities and executing strategic campaigns to increase revenue
and market share. Skilled in communications, sales training, market
strategy, and building new relationships, teams and services that meet
corporate objectives. Core competencies include:
Marketing operations & field sales Global demand generation planning,
enablement execution and management
PR, AR relations, advertising, website Cloud, Virtualization,& IT Domain
& social media strategy, analysis and Expertise
execution
Sales strategy planning, execution & Customer segmentation and analysis
analysis Sales Tool creation: TCO Tool,
SaaS, PaaS and on premise software Whitepapers, Blogs, Roundtable and
marketing expertise Webinar host
PROFESSIONAL EXPERIENCE
SEPATON, Marlborough, MA 2011 - Present
Director, Marketing
Manage all aspects of operations, global product launch, communications and
content creation for AR, PR, sales productivity, & sales campaign creation.
Speak to Analyst and Press, host all customer and sales events, web
development, social networking, SFDC pipeline trend reporting and analysis,
sales tool creation and sales productivity strategy for enterprise data
protection company. Demand gen execution using Marketo, HubSpot, & SFDC.
Created TCO analysis sales tool and global target accounts campaign to
clearly articulate product value against competitors EMC, HP and IBM and
drive additional opportunities into the pipeline.
. Demand generation results in 10% of all 2012 revenue on plan for 12% in
2013
. Designed and implementing new lead and customer multi-touch nurture
campaign
. Developed VBA sales tool - Excel TCO Model with automated Word whitepaper
creation
. Manage all events: trade shows, Sales Kickoff & Customer visits
EMC CORPORATION, Hopkinton, MA 1998 - 2011
Sr. Manager, Field Marketing, Global Marketing 2006 - 2011
Developed and launched EMC's first central global field & customer
marketing program, website and database supporting global field and channel
sales and corporate marketing. Hired and managed a global staff of 11
technical marketing professionals (3 FT in India, 1 in China), designed 17
SOP's. Designed customer analytic database to enhance market adoption,
upsell and repeat business. Designed and executed quarterly field sales
training as well as related sales and customer incentive programs and
resulting analysis.
. Introduced a new scaleable, product centric Innovator's Roundtable demand
gen marketing program that in first quarter drove $430 Million in EMC
product sales and it influenced over 2000 unique customers in 17
different countries in its first year.
. Co-designed and managed global customer success team (India, Russia,
China, Israel, Egypt, Ireland), created content and analysis for EMC
websites and designed and co-created multi country social and business
networking communities
. Developed EMC's first customer loyalty website supporting global field,
channel sales and product marketing's reference requests. Managed field
sales and customer outreach programs to qualify over 1500 new reference
customers each year by leveraging EMC's annual customer conference and
other forums.
. Created a joint customer/sales incentive program that resulted in 500%
increase in customer testimonials in a 6 month period.
Sr. Manager, Product Marketing 2002- 2006
Managed product marketing team for CLARiiON storage software business unit
as well as integration of EMC's SaaS data protection for the enterprise:
Mozy Pro. Created business cases for new SaaS data protection software
products and enhancements to existing on premise software products; managed
all marketing requirements to bring to market for all phases of LC300
product lifecycle to launch. Developed customer, partner, and field sales
training and sales collateral and delivered as needed. Supported Dell as
prime OEM.
. Developed and delivered technical product content for Product Launches,
Press Releases, Executive Briefing Center, New Hire Training, trade
forums, channel partners and other events.
. Introduced and branded 4 new major software releases to market resulting
in over $58M in annual revenues.
. Increased storage software penetration rate by 5% in 6 months, a net $20M
increase, by revising all related marketing materials to speak to growing
SMB market. Increased Mozy Pro subscription by 38%.
Solutions Architect, Global Channel Sales 2000 - 2002
Served as technical and solutions architect for all Healthcare and FSI
related enterprise customers. Collaborated with clients to design value
based infrastructure solutions then priced and closed solution sale.
Developed healthcare solution messaging and created customer facing
technical presentations and demonstrations.
. Exceeded revenue goals for 8 consecutive quarters.
. Architected solutions representing over $11M EMC & Oracle related sales
each year
Marketing Operations Manager, Product Sales 1998 - 2000
. Sales productivity and field marketing for Symmetrix and EDM product
lines.
PUTNAM INVESTMENTS, Boston, MA 1995 - 1998
IT Operations Director, Enterprise Systems and Communications
Managed team of 2 managers and 32 systems professionals in the 7x24x365
I.T. operations organization. Directed $2.5M global budget for systems and
network resources supporting all business units.
. Implemented over $5.5M of IT hardware / software per year
. Directed a global SAP implementation team
OTHER RELATED EXPERIENCE
FIDELITY INVESTMENTS, Boston, MA - Director, IT Operations
BANK OF AMERICA, Waltham, MA - Sr. Manager, Decision Support Systems
ORACLE, Waltham, MA - Sr. Project Leader, Software Engineering
STATE STREET BANK, Quincy, MA - Sr. Developer, On-Line Client Services
EDUCATION AND CERTIFICATION
MBA, Suffolk University, Boston, MA, GPA 3.7
BA, Economics, University of Vermont, Burlington, VT
Lean
Lean Six Sigma Black Belt Tested - Learn Green Belt Certified
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