Sales Marketing
Resume:
Terrence Flaherty
**** ***** ***** ****. ******, TX 78730
*********@******.**.***
Career Profile
. Senior marketing executive with proven track-record in delivering a
variety of enterprise-level software solutions, including business
process management, IT infrastructure management, talent management,
real-time web personalization, business intelligence and application
development.
. Expert at marketing automation and demand management, maximizing the
value of limited marketing resources through closed-loop integration
of sales and marketing processes.
. Ideal executive for start-ups, with hands-on management style that
delivers a balance of marketing strategy and execution.
. Experienced with all phases of marketing, including demand management,
product marketing/management, product planning, marketing
communications and strategic alliances.
.
Experience
Independent Marketing Consultant 5/2009 to
present
. Acting as virtual Director of Marketing for enterprise software
vendors Iontas (Enterprise process improvement) and DataCap
(Data/document capture).
. Current consulting projects include:
o Marketing automation and demand management. Currently deploying Eloqua
marketing automation for lead acquisition and nurturing. Integrating
Eloqua with Salesforce to streamline the sales and marketing process.
o Corporate positioning and strategic messaging. New corporate
positioning contributed to the successful acquisition of Iontas in Q1
2010.
o Driving in-bound marketing via SEO and pay-per-click optimization.
o Development of social media strategy, sales enablement and analyst
relations.
Vice President of Demand Management and Corporate Strategy, Profiles
International 3/07 to 4/2009
. Drove the justification, requirements specification and implementation
of marketing automation, CRM and web social media tools. Implemented
integrated closed-loop marketing and sales system (leveraging
Eloqua/MS-CRM) that delivered end-to-end visibility of the sales and
marketing process.
. Developed lead acquisition and nurturing programs that increased the
sales pipeline by over 200%.
. Developed programs to expand Profile's presence in the Enterprise
Talent Management market, expanding the offerings from pre-hire
assessments to solutions that span the employee life cycle.
o Packaged series of individual product offerings into holistic Coaching-
based Performance Management platform that was embraced by leading
industry analysts.
o Developed methodologies and tools to quantify the business impact of
improving a corporation's talent profile using Profiles family of
assessment solutions.
Vice President of Marketing, HyPerformix
8/03 to 2/07
. Designed and deployed closed-loop automation and integration of
marketing and sales processes (leveraging Eloqua/MS-CRM) that
produced:
o 260% increase in qualified sales pipeline without increase in
marketing budget.
o 20% acceleration in sales cycle time.
. Spear-headed corporate re-positioning and solutions offerings to
evolve from services/ diagnostic tool model to strategic provider of
decision-support tools to optimize IT infrastructure investments.
. New product strategy reduced time of product deployment (and TCO) by
80%.
. SAP-specific performance and sizing solution expanded reach into 4 new
vertical markets.
. ITIL Capacity Management solution drove key partnerships with IBM-
Tivoli and HP.
. Established company as industry thought leader in predictive capacity
management markets
. Company recognized by Gartner and Forrester as segment leader.
Vice President of Marketing, Lombardi Software
6/00 - 7/03
. Initial marketing executive for this business process management start-
up - successfully established company as thought leader in newly
emerging human-centric BPM market.
o Featured as a visionary vendor in Gartner's BPM "pure-play" Quadrant
2003.
o 2003 BPM product of the Year by Transform Magazine.
. Developed ValueNow, a value-centric sales methodology that used
financial and operational benchmarking to generate budgets for
solutions before BPM was a funded IT initiative.
. Featured in Software CEO for thought leadership on selling software in
a depressed market.
. ValueNow methodology resulted in:
o 8 Global 2000 "flagship" customers and 3 Strategic Tier 1
alliances. Custom demand generation programs with response rates
over 30%.
Director of Product Marketing, KD1/Net Perceptions
5/99 - 6/00
. Recruited to KnowledgeDiscovery One (KD1) to drive market positioning
and acquisition strategy of this $5M retail analytic and merchandising
vendor.
o KD1 acquired by NetPerceptions for $125M in January 2000.
. Expanded revenue from multi-channel retailers by 450% thru development
of value-centric benchmarking methodology for customer acquisition,
conversion, up-selling and retention.
Vice President of Marketing, LBMS 8/97 -
6/98
. Responsible for re-launching the marketing group in this $25M provider
of IT management methodologies and best practice templates.
. Helped the company achieve #1 Culpepper ranking for the highest annual
gross profit margin in the software industry while achieving the 14th
highest growth rate.
. Launched highly targeted demand generation programs and "gorilla"
association sponsorships with Software Engineering Institute increased
pipeline by over 300%.
Marketing Director -Texas Instruments Software
1/95 - 7/97
. Recruited to this $300M application development vendor to launch new
WorkGroup business unit, targeting new markets (departmental
development) and distribution channel (VARS).
. Successfully launched Performer departmental client server tool,
achieving $4M of revenue in first year (100% of target).
. Created and implemented the first channel programs for TI Workgroup
Unit, resulting in the signing of 8 "level 1" channel partners through
Q2 of 1997.
Director of Desktop Products Marketing, KnowledgeWare
2/94 - 12/94
. Recruited to this $200M leader in CASE and client/server application
development to launch marketing for new division targeting the
"desktop" application development marketplace.
. Successfully launched 2 new solutions to market, including ObjectView
Desktop, a 4GL client/server development tool and MAXIM, a business
reengineering tool.
. Identified, negotiated and managed relationships with key resellers
and distributors- generated 1st year revenues of approx $5M (125% of
goal) through new channel.
Vice President of Marketing, CASEWORKS 2/89-
2/94
. Founding marketing executive for provider of UI code generation tools
for Windows and OS/2.
. Grew revenue over 600% from 1989 to 1993, with 1993 revenues of $8M.
. Windows Magazine 1991 Top 100 Products, Software Development Top Dev.
Tool 1991, 1992
. Drove joint-marketing in key OEM partnerships with Microsoft, IBM and
Borland.
Education
Master of Science, Industrial Engineering, Louisiana State University
Bachelor of Science, Industrial Engineering, Pennsylvania State University
Contact this candidate