Sales Manager

WILLIAM S. LANKENAU

***** ********** ****, *******, ** 20171

Home: 703-***-**** ? Mobile: 703-***-****

Email: ****-********@***.***

http://www.linkedin.com/in/lankenau

Software Product Marketing/Product Management Executive

Accomplished manager and leader with over 12 years experience in developing

and executing all aspects of software product management and marketing.

Strategic thinker with proven ability to plan, specify, and position high

growth products from inception to launch as well as re-position and extend

existing products.

> Strategic & Tactical Product Roadmap

> Use Cases, Requirements & Release Mgmt

> Social Media

> Go-to-Market Strategy

> Sales Enablement

> Analyst Relations

> Evangelist & Experienced Speaker

> Search Engine Marketing/ Optimization (SEM/SEO)

> Cross Functional & Distributed Team Leadership

> Business Intelligence, Dashboards & Analytics

> Enterprise Portal

> Software-as-a-Service & eCommerce

Professional Experience

OPNET TECHNOLOGIES 2009 - 2010

Director, Product Management and Product Marketing

Bethesda, MD

Executive responsible for OPNET's portfolio of application performance

management and network operations, planning, and engineering software

products. Managed five product marketing managers.

Managed product strategy, messaging, and roadmap for $120M product

portfolio 20% YOY growth.

Executed over 20 innovative lead generation and customer upsell campaigns

that integrated Google adwords, email, webinars, landing pages, case

studies, and social media.

Achieved top ratings with leading industry analysts including Gartner,

Forrester, and IDC.

Deployed strategic eMarketing programs. Managed SEO leading to a 50%

improvement in organic search results. Specified and launched OPNET's

ecommerce website.

Oversaw sales and technical training of 150 person sales force.

Advised OPNET's President, CEO, and Board of Directors on strategic focus

and investments.

PLATEAU SYSTEMS 2007 - 2008

Director, Product Management

Arlington, VA

Drove performance in product roadmap, requirements, product launch, and

sales readiness for Plateau's SaaS learning management product,

dashboard/analytical applications, and iContent eLearning portal.

Led the introduction of Plateau's strategic, Web 2.0-based 'software as a

service' corporate learning offering. Executed the go-to-market strategy,

guided customer requirements and use cases, and recruited early adopter

customers.

Re-positioned, extended, and brought to market two releases of Plateau's

existing Business Intelligence product using offshore development

resources.

Formulated then directed technology infrastructure improvements in

Plateau's iContent eCommerce portal offering that lowered service delivery

costs by 50%.

Championed the introduction of agile and SCRUM methodologies into new

product development processes resulting in a 25% faster time to market.

ORACLE CORPORATION 1997 - 2007

Senior Manager, Product Management - Oracle Portal

Server Technologies Division, Reston, VA

Lead technical product marketing of Oracle's enterprise portal product -

Oracle Portal. Directed and managed go-to-market strategy, product roadmap,

internal and external training, marketing/sales collateral, lead

generation, competitive analysis, product reviews, events, customer

references, and partner recruitment. Managed a team of five product

managers and three curriculum developers.

Core member of the management team that launched the Oracle Portal product

and guided it to its position as an industry leading portal framework

($40M/year, > 5,000 customers).

Managed and participated in over 15 on-line and 25 in-person lead

generation and sales training events. Formulated and directed demos, hands-

on labs, presentation content, workshop materials at key customer events

including Oracle Open World and Oracle User Group conferences.

Drove product strategy and sales momentum via worldwide go-to-market plans

that included sales kits, implementation guides, demonstrations, in-person

training, hands-on labs, and beta testing.

Retooled the product management and curriculum development functions,

integrating training best practices (e.g. lesson plan, outcomes) into

product management deliverables.

Established and led a customer reference program (80+ customers) used by

Oracle's field sales on a worldwide basis (140+ requests annually) and a 40

member Customer Advisory Board.

Successfully launched Oracle Portal's partnering program and recruited 10

early adopter partners (program subsequently grew to over 120 members).

Frequent presenter at high profile conferences, partner events, internal

workshops, sales kickoffs, and strategic customer briefings on topics such

as enterprise portals and SOA.

Manager, Special Programs - Advanced Technology Solutions

Oracle Consulting, Tysons Corner, VA

Directed the execution of Oracle's 'thin client computer' pilot program to

early adopter, Fortune 500 customers. Managed a team of three technical

consultants.

UNISYS CORPORATION 1995 - 1997

Market Segment Manager - Justice & Public Safety Practice

Information Services Group, Reston, VA

Directed marketing and market development for Unisys' state-level criminal

history records and identification systems business.

M/A-COM, INC. 1994 - 1995

WESTINGHOUSE ELECTRIC CORPORATION 1984 - 1994

Education

Masters of Business Administration - Marketing Concentration: 1991 Smith

School of Business Member, Phi Gamma Sigma University of Maryland

College Park, MD

Bachelor of Science - Mechanical Engineering: 1984 University of

Rochester Rochester, NY

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