Susan N. Green

** ********* **** • Aliso Viejo, CA 92656

Cell 949-***-**** • Email: abij8g@r.postjobfree.com

LinkedIn: http://www.linkedin.com/in/susanngreen

Business Development • Sales and Key Account Growth

Professional Services • Publishing • Interactive Media • B2B • Emerging Technologies

Senior level sales, management and strategic business development professional in the high tech, trade, and B2B

space. Solid key account development and growth, with emphasis on customer relationships, program

development, and market positioning presentations.

Effective director of teams dedicated to performance. Creative and critical thinking skills result in solid personal

and team sales results. Strong interpersonal and communications skills resulting in trusted status both internally

and externally. Proven ability to interpret and analyze client needs, translate key messages and develop creative,

successful client programs. Entrepreneurial spirit, balanced with strong business acumen.

PROFESSIONAL EXPERIENCE

GEEKNET INC, Mountain View, CA June, 2007–October, 2010

Online publishing and software development company, “the online network for the global geek

community.” Sites include SourceForge, Slashdot, ThinkGeek, Geek.com and Freshmeat.

Job Description, Role, Tasks:

• Led West Coast Go-to-Market strategy for multi-million dollar online media revenue through

individual performance and direct management of West Coast outside and inside sales.

• Developed sales programs, product and market positioning presentations that provided key

rationale and messaging for Sourceforge and Slashdot.

• Role included strategic business development for key accounts and territory development in the

open source, IT, developer, gaming, software, and social media area.

• Created and delivered executive level presentations to drive unique and cutting edge programs

from sale to implementation.

• Accurate forecasting and sales pipeline development by developing in-depth account sales

strategies.

• Negotiated with Major ad agencies and corporations on programs and contracts.

• Collaborated with internal product and marketing partners to develop and translate key strategies,

corporate objectives and products into saleable programs. Break into new markets, expand sales,

develop profitable programs, packages.

Results, Highlights, Accomplishments:

Solid business development and key account growth including Universal McCann, Mediasmith,

•

Goodby, Godfrey Q, Microsoft, Intel, HP, Adobe, Sony VAIO, Symantec, EMC, Citrix, Eset

Software, NetApp, Warner Bros, McAfee, amongst others.

Grew Microsoft 35% from 2009 to first 2010 by developing key partnerships and business

•

expansion into new areas for Geeknet. Negotiated $1.5 million in advertising programs to Microsoft

and their agency in 2009. Sold Grew Adobe revenue 50% from 2009 to first 2010.

Developed major programs and strategies for Intel leading to largest market share for enterprise

•

programs.

Sold first enterprise programs to Microsoft, NetApp, Citrix, VMware, McAfee and others.

•

Managed over half of the country’s US revenue through West Coast sales.

•

•

•

Susan N. Green Cell 949-***-**** Email: abij8g@r.postjobfree.com Page 2

IDG COMMUNICATIONS, Irvine, CA 1995–2007

Technology media firm that publishes over 300 magazines in 85 countries. Engaged in research, event

management, and venture capital investments. Publications include PC World and InfoWorld.

Promoted to Associate Publisher, West, PC World (1998–2007)

• Grew new and existing business for key accounts including HP, Microsoft, Toshiba, AMD,

Samsung, Sony,and other well known technology and consumer accounts.

• Hired, directed and trained West Coast sales staff.

• Presented major proposals to senior level clients, created and implemented custom publishing

programs and developed market strategies and presentations consistent with client’s brand and targeted

market reach.

• Successfully created and sold integrated programs including print and online advertising solutions

to accounts and their respective advertising agencies using analytical, problem-solving approaches. Key

contributions in development and success selling PC World’s first events, “Digital Duo.”

• Worked closely with ad production department on all magazine-related issues such as layout,

production issues; and with research and marketing on nationwide presentations.

Won multiple awards including Online Evangelist, Multi-year Top Sales award, Multi-year Market

Share, Average Yield, Multi-year New Business, President’s Club

Promotions

Account Manager, Senior Account Manager, Southwest Ad Director, Western Ad Director, Associate

Publisher/Market Development, Associate Publisher/West 2002

Sr. Account Manager, InfoWorld (1995–1998)

• Led and implemented multi-million dollar advertising programs for ALR/Gateway, Kingston

technology, and Iomega.

• Created successful selling programs and proposals for developing new business.

• Trained and developed internal account executives for inside sales and account management.

• Sold digital, print, and integrated media deals for a major tech and business accounts.

Promoted to Sr. Account Manager 1996

•

Winner Salesperson of the year 1998

•

REED ELSEVIER (CAHNERS PUBLISHING), Des Plaines, IL and Irvine, CA 1984–1995

Leading publisher of scientific, technical and medical information products and services. Publishes over

2,000 journals and 20,000 book titles. Approximately 32,000 employees worldwide.

Regional Advertising Sales Manager

• Drove regional advertising programs for the following publications: Restaurants & Institutions,

Plant Engineering and EDN Magazine.

• Award winning sales professional creating top sales revenue, new account and market share

performance in Chicago and on the West Coast.

Susan N. Green Cell 949-***-**** Email: abij8g@r.postjobfree.com Page 3

• Creative selling and development for programs that were adopted nationwide as standard selling

proposals.

EDUCATION

B.S., Marketing Major, Indiana University, Indiana

MORE QUESTIONS AND NOTES ON ACCOMPLISHMENT BULLETS

What do you do better than anybody else – i.e., what is your special technical or functional expertise?–

Among your colleagues, what are you best known for – what are your distinctive strengths that set you

apart? Mention 3 bullet points

• Strength #1 (2 lines max):

• Strength #2 (2 lines max):

• Strength #3 (2 lines max):

What are your top 3 career-defining highlights (AKA accomplishments, results)

Areas of Expertise

New Business Development

Account Expansion

Account Management

Client Relations

Contract Negotiations

Competitive Analysis

Proposal Development

Professional Presenting

Territory Development

Team Leadership

Contact this candidate