Sales Manager

NANCYE R. BECK Phone: 650-***-**** Email: **********@*********.***

SUMMARY: Extensive experience and proven track record:

• Strategic planning and tactical implementation

• Brand creation, management and implementation

• Outbound / Inbound Marketing

• Competitive analysis

• Contract creation, negotiation and implementation

• Content creation and demand generation

• Creating awareness through on-line and print ads, e-marketing and web-based campaigns

• Worldwide Channel / partner / reseller / developer/ ISV/ IHV development

• Executive briefing / presentations

• Employee and customer forums, community relations and event management

EDUCATION: B.B.A. Marketing, University of Texas at El Paso

PROFESSIONAL EXPERIENCE:

ResponseLogix, Sunnyvale, CA 8/08 – 3/09

Sales Executive / Dealer Training Manager

Responsible for software sales to dealers in Bay Area

- Trained and launched 5 auto dealers in Dallas in first month

- Territory increased in second month to auto dealers in entire northern California north of Bakersfield

- Acted for Internet Director at one auto dealer for one month

- Created curriculum and implemented training for all auto dealers across North America

Toyota Sunnyvale, Sunnyvale, CA 9/07 – 8/08

Direct Sales Manager

Responsible for Direct/Internet sales

- Consisently surpassed monthly sales goals, top sales manager

- Assisted in creation of new employee notebook

- Trained new employees on procedures

- Achieved Toyota Certification within one month

Sun Microsystems, Inc, Bay Area, CA 5/95–5/04

Sr. Marketing and Business Development / Channel / Partner Manager, SunTone (Market Development

Engineering)

Responsible for global identification of prospects through execution of SunTone certification for ISVs

and SPs,

and enterprise customers, including competitive analysis, program updates, contract creation and

negotiations,

demand generation, outbound marketing, brand management, e-marketing and web-based

campaigns

rd

- Developed and implemented recruiting and revenue generation from 3 party business partners

- Consistently surpassed goals: number of customer executive presentations, contracts, certifications

- Created and implemented monthly “SunTone Ready” technical conference calls/webinars-

50+attendees

- Identified, managed, rehearsed Sun technical/executive presenters to evangelize SunTone

- Wrote/edited content for SunTone quarterly on-line newsletters and website content-distribution

2,000+

- Managed JavaOne and SunNetwork trade shows and selected events locally and internationally-

30,000+ attendees,

SunTone demos-500+ attendees, technology sessions 30+, message development, plans, production

of marketing pieces,

content production for on-line/print

Sr. Marketing Program Manager, Customer Advisory Councils (Customer Experience)

Responsible for strategic and tactical aspects of Customer Advisory Councils

- Managed four successful focus groups of CXO level attendees with actionable takeaways

- Message development, marketing plan, content creation and production of councils

- Webinar/on-line follow-up meetings with customer attendees of councils

- Identified and created web initiative and outsourcing program for Sun business units

- Created and implemented website, strategy, tactical, content and content editing

Manager, Field Marketing Western U.S., Sun Microelectronics (SME)

Responsible for strategic and tactical Field Marketing for 9 Western states

- Managed long term account development with 10 named major accounts in territory and ROW

- Created and implemented specific account strategies (Including account calls, in house seminars,

joint account

management meetings, marketing plans and implementation)

- Coordination of multi location major accounts (Including forecasting, price strategies, in

house and at customer meetings, marketing plans and implementation)

- Liaison to Product Marketing, management and internal factory for all accounts

- Created and managed demand creation programs and market strategies

- Lead SME program manager for major Sun projects: OEM Executive Summit (500 attendees)

Customized Web Page,

CES and JavaOne trade shows - Java Technology Town

- Sales Department Program Manager on ISO 9001 SunTeam and am certified as an internal auditor

- Responsible program manager for business unit portion of New Hire Sales

Created content, marketing plans and implementation, presented to sales and management

Manager, Sales Training, Sun Microelectronics (SME))

Responsible for internal and external sales training

- Created, designed, and conducted semi-annual Worldwide Sales Conferences including

visibility of product knowledge (300+ attendees)

- Created and drove worldwide training for representatives, distributors and partners

- Created curriculum for professional skills training for worldwide sales organization

- Created and produced semi annual New Hire Training for all new employees (150+ attendees)

- Developed and managed semi annual SME Customer Advisory Council Meetings

Manager, MarCom Sales Programs, Sun Microelectronics (SME)

Responsible for inter-regional programs between Sales, Marketing and MarCom departments

- Created and implemented co-operative strategic and tactical programs with SME developers,

customers, partners and distributors

- Responsible for all seminars, training and major Sun events for SME Catalyst Program -300+

attendees

- Managed sales, product and marketing messaging for internal and external web sites

- Vendor relations (Including promotional items, PR, Advertising, consultants)

- Created new internal/external SME web site (Including performance measurement on ads)

Fujitsu Microelectronics Inc., San Jose, CA Manager, Channel and Product Marketing

4/93–5/95

Responsible for Strategic and Tactical Marketing at all authorized distributors/partners

Supervised two exempt employees.

- Increased sales from $32M to $70M in first year

- Developed sales/marketing strategies and programs to increase sales and visibility

- Developed strategic account program and penetration plan

- Created and implemented sales/marketing forecasting tool

- Created and implemented CD Rom literature program throughout network

(7 distributor corporations, 100+ branches)

Teledyne Components, Mountain View, CA Worldwide Channel Sales/Marketing Manager 1/91-

3/93

Responsible for sales and marketing for all authorized distributors/partners worldwide totaling 86% of

total sales

Supervised one employee and utilized additional personnel as needed.

- Increased worldwide channel sales by 26%

- Managed $5M of inventory worldwide

- Created and produced two Worldwide Sales Conferences (150 attendees)

- Created entire Worldwide Distribution Contract, Policies and Procedures and first price list

Oki Semiconductor, Sunnyvale, CA 4/88 - 11/90

National Channel Sales and Marketing Manager

Consulting Experience:

Sun Microsystems, Menlo Park, CA 10/3/08 – 12/1/08

Marketing / Customer/Partner Advisory Councils

Responsible for strategic and tactical elements for two simultaneous councils

- Managed customer and Sun outbound and inbound input / feedback

- Managed database of all customer and Sun attendance / personal information

- Managed, proofread and submitted customer and Sun conference booklets

Career Closet, San Jose, CA 3/12/07 – 9/10/08

Board of Directors, Vice President

Responsible for marketing, PR, website content creation, San Jose operations

- Created first ever QuickBooks Non Profit edition for Career Closet

- Managed and performed all data entry for last 6 months of fiscal year

- Created and managed all end of year reports, including sales taxes

- Managed all marketing and PR for three public sales, including newspapers, magazines, radio and

TV,

resulting in record revenue and number of shoppers at all sales

- Created and managed four successful fund raising events in Santa Clara and San Mateo Counties

Melanie’s Fine Foods, San Carlos, CA 1/9/07 – 3/10/07

Sales, Marketing Consultant/Retail

Responsible for projects for North American customers,events,sales,marketing,online

activity,customer service.

- Assisted in management of four customer events in San Francisco and San Carlos (5,000+

attendees each)

- Managed all follow up mailing and sales phone calls for all events

- Created multiple website activity in addition to mail company website, increasing awareness and

sales

- Managed all customer service including upselling at most during inbound and outbound calls

- Managed relationship and inventory with warehouses

GD California, Livermore, CA 8/06/06 – 9/1/06

Marcom Consultant

Responsible for marketing communications

- Sourced both internally and externally and submitted four technical articles to trade publications

- Created online customer survey to ensure prompt and accurate feedback

- Created first ever distributor agreement and joint marketing plans

- Managed cross functional teams to accomplish marcom goals

Cal Vet Sales, Mountain View, CA 7/04 – 9/07

Business Development / Marketing Consultant/Wholesale and Retail

Responsible for demand generation programs, outbound sales and marketing, web-based

marketing, on-line newsletters and webinars

- Managed all sales activity with 18+ vendors including VA Hospitals, First Responders, all

government hospitals and other locations

- Created first ever email and newsletter campaign to generate awareness and sales

- Managed all inbound customer requests including multiple websites

- Managed all relationships with manufacturers

- Identified and managed all potential business and sales opportunities

- Increased sales by 28%

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