Sales Marketing

THIRZA DUENSING

904-***-**** ********@*****.***

Strategic Product Marketing and Business Development Specialist

A proven Strategic Marketing Specialist who thrives in assessing markets,

developing new, "Go-To-Market", marketing initiatives that drive, net new

revenue growth. Achievements acknowledged: global marketing and business

development management for, IBM software group in 17 verticals, a variety

of product management roles, leading influencers and key decision makers to

potential business needs and software solutions. Career includes 25 years

of hands-on B2B marketing leadership, creating net new revenues by

identifying and penetrating new or optimizing results within existing

markets thru; new customers, partnerships, alliances, new products, driving

innovative marketing and sales campaigns for net new business development.

Spearheaded roles in multiple cross functional marketing and customer

related sales teams in highly competitive North American and international

environments. Excels in, strategic planning, systematic marketing

leadership and validating initiatives with sales results - efficient and

effective long term growth.

HIGHLIGHTED SKILLS AND STRENGTHS

> Hunter - fast moving, intuitively sharp strategic leader, adroit in;

situational assessments, planning and leadership of exceptional

business development programs with repeated marketing success, in many

verticals. Strong: client relationship management, project

management, communication skills, analyst and team building skills.

> Excels in exploiting unexplored targets and cross selling situations,

a change leader, adept at; identifying new niche markets, penetrating

emerging or optimizing mature market opportunities with innovative

planning and differentiation combining web 2.0, with business

intelligence, product development, packaging and pricing for net new

sales.

> Ability to develop complex technical concepts and products into

successful, Line-of-Business engagements while building compelling

influence for internal and external stakeholders. Propels;

collaboration, development of winning new products and GTM marketing

campaigns, achieving <200% of forecast for, net new business

development.

> Leader with proven track record of delivering quantifiable 300 < 2000%

growth in sales with C-level or SVP sales strategies, extremely

effective one-on-one and group dynamics along with, consultative

selling, pricing and organization of cross functional teams effecting

successful outcomes. Effective in shortening extended sales cycles and

driving solid engagements. Product and brand evangelist.

> Strong execution and communication skills across digital and

traditional channels. Ability to lead with hands-on style in

interdependent product development and launches, product marketing

programs including; development of alliance partnerships,

sponsorships, licensing acquisition, for comprehensive marketing

initiatives and sales executions.

> Effective product and brand evangelist in US and international

countries, launching successful B2B services and sales.

NON-PROFIT

EXPERIENCE

Strategic Advisor to the Clara White Mission - Currently

Entrepreneurial

Director: Originated and directing the deployment of, first Sponsorship

Program for 107 year old mission on the basis of philanthropic economics

to expand outreach.

Chairperson for Art for Hope event 2010, dedicated to funding early

detection and research programs

for Kidney Cancer at The Mayo Clinic Jacksonville, FL. Generated 67%

increase in revenue over 2009, 125% increase in attendance and 1360%

increase in gate sales

PROFESSIONAL EXPERIENCE

IBM Corporation, Armonk, NY 2007 - 2010

Fortune 50 International Technology Company with 400,000 employees, $103.5B

annual revenue

Information Management (IM) Worldwide Marketing Manager, Industry Marketing

(2009-2010)

Key Value Add: Market & Business Development and Business Leadership

Program Development, New Social Media & Web 2.0 Marketing & Sales

-Strategic Influencer, Sales Strategy and Alliance Relationship

Development.

Promoted to position, executed Internet and traditional demand generation

programs, generated pipeline for net new revenue, designed and built e-

communications infrastructure for channel development, sales and

operational support to 17 industries including generating global; value

chain analysis, business models, and marketing for new programs and

products across digital and traditional channels, driving net new sales.

Developed global; e-business assets, collaboration and training for IM

solutions in support of $200M SWG.

THIRZA DUENSING

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Two

IBM Corporation, Armonk, NY continued

Planned and built the compendium of sales assets for IBM's Global Top-Tier

Sales Team for Information Agenda (IA) the Key IBM brands, global

initiative, the Seller's Workplace, which became the main portal to IBM's

strategic selling imperatives for all IBM's top sales teams and related

business objectives across all territories globally. Originated client case

references and business cases to, propagate environments of partnerships,

alliances, client values and sales roadmap. Identified global industry

priorities and buying agenda analytic, critical to drive strategy and sales

planning creating effective online and offline campaign's methodology,

across the top six brands (IA) within IBM. Managed Information Management

(IM) portion of IBM's global annual conference, Information on Demand (IOD)

by project managing, financial leadership of business leadership assets

including; organization of over 120 sessions, business use cases,

sponsorships and, led development and KEY strategic agenda activities for

IBM's top partners and clients within global IOD Conference environment.

. Invited to join International collaboration Influencer System, "skunk-

works" to develop new internal sales marketing strategy - dynamic

sales support concept using social media, web 2.0 and BI/BA with

Haifa, Israel research lab.

. Organizational team member for, "Opportunities for Growth" program,

new internal support program for IBM employees. Participated in three

internal skunk-works projects. Received "Opportunities for Growth"-

Award from IBM Software Group in recognition of collaborative

contribution.

. Invited to join global incubator web 2.0 marketing development

project: "skunk-works". Drove multi-billion dollar pilots in Almere,

France, Rotterdam, Germany and client focus on $1B per annum projects

in USA, Public sector.

Information Management, Business Development Manager, Partner Development

(2007-2009)

Key Value Add: Originated and executed Business Partnership and New

Business Development Programs

Responsible at C-level, for Business Partner campaign strategies,

executions, P&L, lead generation and sales. Established and maintained

multiple Internet presence. Prepared strategy, content, originated creative

for all digital and traditional channels, drove marketing execution across

many verticals, with domestic and international lead generation exceeding

sales objectives.

. Averaged 200% sales growth over program's expectations for Business

Partners and IBM, leading 4-5 complex sales campaigns per quarter and,

tracking of all functions. Refined lead generation process to create

greater WIN ratios, increased internal partner sales penetration by

40%, focused on tightening and creating transparency of marketing-

sales cycle yielding exponential tangible results across team by

improved lead generation training.

. "Creativity Award," placed 2nd in external international competition,

with Business Partner campaign collateral.

WTP, LLC, Houston, TX 2005 - 2007

Strategic Information Organization, in Oil and Gas Industry

Partner, Sales and Marketing Director Business Development

Key Value Add: New Niche Market Identification, Marketing Leadership,

Business Development and Sales

Launched new concept Start-up Company in Oil and Gas Industry; led all

product development, market assessment, implementation of sales and market

development. Acquired new clients at Sr. VP level within four to six months

of launch, including: Baker Hughes, Schlumberger, Thomas Petroleum,

Superior Energy, Spirit Drilling, Key Energy and more,

. Revenues exceeded first year sales forecast, by 300%.

SWEETWATER DESIGN GROUP, Ponte Vedra Beach, FL 2003 - 2006

Strategic Planning Organization / New Market Development, Leadership and

Sponsorship Sales

Project Lead (2005-2006) Business

Development

Key Value Add: National Alignment of Vendors with Minority Business Owners

- Net New Business Development

US Department of Transportation (DOT) Federal level, Jacksonville, FL and

Washington DC

Originated the Department's first DOT interactive US Vendor EXPO Conference

and executed Key Sponsorship Campaign and Sales, including personal

corporate sponsorship program sales and new business development through

establishing effective relationships nationally for sales of new services,

acquiring 48 key vendor partnership alignments.

Director of Sales and Marketing (2003-2005) Business Development

Key Value Add: New Niche Market Identification, New Product and Services -

New Business Development and Sales

Originated market analysis, led; strategic planning, product/services

development, business use cases, ROI based new customer capture, through

successful launch execution for international design company including:

directed and produced company video with National Wildlife Federation,

built and led educational seminars and training programs to high-end

Architectural and Landscape Design firms across the US, while evaluating

market trends and securing new collaborative initiatives to cross-sell net

new business B2C and B2B.

. Net new sales revenues < $3M within 14 months from commercial,

government and high net worth private clients.

THIRZA DUENSING

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ALLSTATE INSURANCE COMPANY, Jacksonville, FL 2000 - 2003

Regional Sales Office - Workplace Products

Director of Sales and Marketing Business Development

Key Value Add: New Strategic Direction, New Marketing Approach - New

Business Development and Sales

Thorough market analysis of worksite-consumer-national-retail insurance

products and marketing, and with effective coordination across multiple

areas of the organization, defined an improved agency strategy to direct

broader, deeper market penetration and redeployed agency assets attaining

greater efficiencies in support of my new strategic planning and marketing

and sales executions in worksite health care, non-health insurance product

sales.

. Built all marketing analysis, customer programs and new business

campaigns and, recruited, trained and led all sales teams and

deployment efforts.

. Generated over $39 million in new premium on an average case size of

$80.00/year within 30 months.

THE ROBIN SHEPHERD GROUP, Jacksonville, FL

1999-2000

Strategic Marketing Firm

Director, New Business Development

Key Value Add: Market Development and New Business Development

Identified market potential and niche focus then successful in, acquiring

technology companies as new clients

COPYWRITE PRODUCTS, Elgin, IL and Cambridge, England 1992-2000

Licensed Products Marketing Organization

Director of Sales and Marketing Business Development

Key Value Add: New Niche Market Identification, Business Development

Retail and Sponsorship Sales

Originated European and US market analysis, subsequently built unique

business premise as strategic cornerstone for acquiring World-Wide

licensing rights for: The World Cup 1994, The 1996 Atlanta Olympic Games

license and others. Drove all creative, marketing and sales efforts for

products produced in Asia, France and Germany. Revenue generated $0 to $3M

+ net new in Partner and Retail sales with each compressed campaign.

Defined product mix, pricing, market integration, led all Sponsorship and

Retail sales while managing 73 global sales groups and initiated Key sales

in all new, customer-base within Fortune 100 companies, license partners

and Key retail customers.

PRIOR TO 1992:

CONNECTICUT MUTUAL INSURANCE, Hong Kong and USA

Life Insurance & Financial Services Company

Director of Sales and Marketing Business Development

Key Value Add: New Market Development, Business Development and Sales

Launched successful Agency start-up in Hong Kong for Connecticut Mutual

Life Insurance Company (CML), built and maintained country management for

APR; established brand awareness, broad introduction and deployment of new

product and service offerings, produced C-Level business solution sales to

new executive and expatriate customers while executing agency and brokerage

training, and market development in Pacific Rim. Hong Kong followed highly

successful 12 year personal sales production in financial and life

insurance product in advanced niche markets, in the US.

KRAFT FOODS, Chicago, IL

Retail, Agriculture, Industrial & Food Service Manufacturer

Representative

Key Value Add: New Product & Market Development & Sales

Quickly exceeded sales quotas in each of Kraft's Consumer Products and

Industrial divisions, chosen for national new product innovation and market

research and development role - Entrepreneurial

. Liaison with R & D, responsible for manufacturing and US sales of new

product development, reporting to BOD.

EDUCATION / COMMUNITY INVOLVEMENT

Coursework, Bachelor of Science (B.S.), International Business Management

University of Phoenix, Jacksonville, FL - Completed 400 level coursework

GPA 3.9 - anticipated graduation 2012

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