Manager Sales

JEFF MASSAMILLO

Austin, TX ***** Cell: 512-***-**** ***********@*****.***

MARKETING VICE PRESIDENT/DIRECTOR

20+ years of experience in marketing & product management with industry leaders such as Dell, Sun

Microsystems, and AT&T. Proven leader of cross functional, global teams. MBA in Marketing.

Strong leader who inspires others to excel, instilling passion and commitment at all levels. Balances strategic

mindset with practical execution abilities and hands on management style. Highly creative thinker with talent

for creating compelling sales and marketing materials. Outstanding history of penetrating new markets and

positioning a company’s products/services as premier options. Personal traits: Driven, direct, honest, fun.

Selected LinkedIn endorsements:

“I’d work with Jeff again in a heartbeat, anywhere, any time, on any project.” Senior Program Manager, Sun

Microsystems

“Jeff is a great leader because he led by example. I’d follow him anywhere!” Former subordinate, Kana

“Jeff always delivers on commitments while exhibiting immense managerial courage.” Global Practice

Manager, Sun Microsystems

PROFESSIONAL EXPERIENCE

EMERSON NETWORK POWER, AVOCENT PRODUCT DIVISION – Austin, TX 2008 Present

Senior Director, Product Marketing/Marketing Services

Brought in to build and revitalize struggling department hit hard by organizational change and economic

downturn. Responsibility for driving the integration and adoption of enterprise level solution messages across

Avocent and LANDesk marketing teams. Solutions strategies consisted of hardware and software products, and

services, as well as the development of corporate messaging to drive global AR/PR efforts. Additional

accountabilities include go to market strategies and planning, value propositions messaging, full demand

generation, and brand awareness.

Overview: Rebuilt the department into a world class enterprise marketing organization, revitalized team

members, rekindled the creative spark, led major rebranding, and improved sales pipeline 25% while

increasing percentage of qualified leads.

Rebranding: Led repositioning and rebranding initiative that moved the organization from a focus on ‘products’

to ‘solutions, and redesigned all messaging to support the new strategies and brand refresh.

Go To Market Supported broad portfolio solutions consisting of hardware, software, and

services through messaging, demand generation strategies, and messaging platforms to drive

revenue. New segment targets boosted revenues 10% on targeted products by creating carefully

researched segmentation strategies supported by focused messaging and outreach through

demand generation strategies, AR and PR stratefies.

JEFF MASSAMILLO, 2

Cost Containment – Reduced services budget by 50% in one year while driving 10x increase

in lead generation and sales enablement. Drastically reduced marketing costs by improving

production processes and tools.

Web redesign – Transformed outdated, fragmented web presence into dynamic lead generation

tool, completing project on time and under budget. Increased traffic 30% while drastic

reduction in Adword costs.

Systems Improvements – Complete overhaul of Avocent.com in under 4 months. Global

launch transformed, streamlined, and integrated with integrated demand generation strategies.

Implemented marketing automation platform, and marketing project system/processes that

increased project completions from 400 to 1,300 in 1 year and boosted efficiency of marketing

spend through improved operational analytics.

DELL – Round Rock, TX 2008

Director

Directed global integration of existing and emerging technologies into professional service offers. Managed

strategic definition and coordination of cross functional efforts comprised of Architecture, Marketing, Product

Development, and field account teams. Provided the thought leadership in developing a key framework for

ITSM, systems management, and automation tools.

Assessment Methodologies – Implemented framework that leveraged modular infrastructure IP and

components to accelerate sales/deployment of services based assessments to large enterprise customers.

SUN MICROSYSTEMS – Multiple Locations 2001 2008

Global Manager, Strategic Initiatives

Senior Product Marketing Manager/Six Sigma Black Belt, Professional Services Global Operations Team

Developed customer based programs to drive incremental revenue gains following burst of dotcom bubble.

Subsequently asked by senior executives to take on strategic role turning new technology into a marketable

product, with full go to market responsibilities. Oversaw team of cutting edge technologists located in the US

and Europe.

Dynamic Infrastructure Solution – Product marketing and program managed efforts to develop

strategies for consolidated data center servers, software, and services solution leveraging automation

and virtualization technologies for rapid deployment into the cloud. Captured deal worth over $50

million as a result of work while cutting time to deploy from 6 months 3 weeks. Additional

deployments generated over $150 million in revenues in under 2 years.

Assessment Methodologies, Architectures & Tools – Product marketing and program managed efforts

to create assessment and service methodologies for service management. Published Sun BluePrint for

service management, this framework/assessment services yielded over $10 million in 2 years as well as

millions in remediation services and products. Performed product marketing role for full go to market

JEFF MASSAMILLO, 3

strategies including collateral, messaging, and assessment toolkit to ensure consistent delivery and

tracking.

Process Improvements – Modified Sun offering and factory build processes to cut lead time 30%, thus

securing over $30m in additional revenues from 3 major customers.

KANA SOFTWARE – New York, NY 1999 2001

Region Manager, Customer Advocacy & Support

Built and oversaw the East Coast practice comprised of 11 account managers, with a focus on establishing and

maintaining long term relationships to drive the successful implementations of Kana’s solutions.

Product Deployment – Drove immediate increase of customer satisfaction scores by 12% for new

deployments.

Kana Success Methodology – Developed the Kana Success deployment and management methodology

and marketing plan that improved satisfaction to over 95%, with sales of new modules driving 25%

revenue gain.

WALL DATA

Eastern Region Solutions Manager Advanced Product Specialist (1997 1999)

As Solutions Manager, assembled team of consultants for delivery of professional services to the Eastern U.S.

region. As Product Specialist, introduced the company’s Cyberprise product line in a joint effort with Field

Sales.

AT&T

Product Manager Sales Operations Manager Account Manager (1989 1997)

As Sales Operations Manager, led technical sales operations team of 5 along with 45 temporary employees to

build web based account assignment system. Delivered project projected to take 15 months, in just 3 and spent

only $500,000 against an initial budget of $8 million. As Account Manager, achieved 143% attainment in sales

over a 4 year period, including ranking as regional high performer for 3 separate quarters.

PROFESSIONAL DEVELOPMENT

Master of Business Administration in Marketing Capella University, Minnesota, MN (2009)

Bachelor of Science in Management Science/Marketing Kean University, Union, NJ (1989)

Professional Development: Solutions Sales Training; Six Sigma Black Belt Training; Pragmatic Marketing

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