Sales Manager
Resume:
DEBBIE KENNY
***********@*******.***
www.linkedin.com/in/debbiekenny
SUMMARY
Dynamic, results-driven business executive with exceptional mix of sales, operational, financial,
marketing, technical, and communication skills. Sought-after thought leader and speaker on content
management, structured authoring, single-source publishing, and related topics. Proven track record
achieving top and bottom-line results with limited resources. Key contributor to growth of fledgling
start-up business to over 100 employees with distribution partners in more than 30 countries, $25
million in worldwide revenues, and a loyal base of Fortune 500 and government clients.
EXPERIENCE
INFORMATION MAPPING, INC., WALTHAM, MA
A premier software, consulting, and training company helping leading organizations worldwide
efficiently capture, communicate, and manage information throughout the Information Lifecycle to
improve performance and results.
Vice President and General Manager, 2004 – 2009
• Held P&L responsibility for global, multi-million dollar software and training business.
• Directed 50-person team responsible for sales, marketing, product development, operations,
delivery, technical support, and customer service.
• Set strategy and direction, developed plans and programs, implemented new systems and processes,
designed organizational structures, developed and led teams, established compensation and
incentives, determined pricing and distribution strategies, launched new products, managed budgets,
and forecasted sales and expenses.
• Managed performance of distributors in over 30 countries, traveling and communicating frequently
with business leaders in North America, EMEA, and Asia Pacific to improve global sales.
• Established thought leadership position through white papers, newsletters, articles, Webinars, and
frequent speaking at international, national, local, and online conferences and events.
• Negotiated contracts with Fortune 500-level clients in hi-tech, telecommunications, financial
services, life sciences, healthcare, energy, and government.
• Board Member of Information Mapping Europe and Information Mapping Ventures, and
Leadership Team member of Information Mapping, Inc.
Select Achievements
• Turned around 4 years of falling training sales by designing and implementing a new sales model
and hiring and training new sales team. Achieved 7% growth after one year.
• Developed and executed a solution-focused marketing strategy, resulting in 7,000 new inquiries
from Webinars, informational offers, internet search ads, and social networking.
• Grew new, highly profitable, e-Learning programs to 15% of training sales.
• Successfully positioned the company for sale during the peak of the global economic crisis.
• Helped raise $1,000,000 for the development of the Content Mapper™ software product.
• Turned around declining performance from the international business achieving 12% growth in
European royalties and 80% improvement in profitability the first year.
• Achieved over 30% contribution margin year-over-year despite increased costs and fluctuations in
market conditions.
DEBBIE KENNY PAGE 2
Director of Marketing, 1998 – 2004
• Managed Marketing team and all public relations and lead-generation functions, including trade
shows, conferences, events, direct mail, Web site, advertising, and sales tools.
• Created and implemented marketing strategies, plans, and programs, established and managed
marketing budget, and managed the client services, seminar planning, and product management
functions to optimize the customer experience.
• Led cross-functional initiative to define and launch new corporate logo, Web site, and branding.
Product Manager, 1995 – 1998
• Successfully defined and launched a wide variety of training, consulting, and software products.
• Identified, prioritized, and evaluated new market opportunities, developed product specifications,
managed the product development lifecycle, determined product pricing and promotions, and
developed and delivered product training and support tools for the sales team.
Manager, Business Development, 1993 – 1995
• Ensured the on-going growth and success of corporate partnerships and international distributors.
• Created strategic plans and programs, identified and defined new relationships, wrote and
negotiated contracts, and measured and managed partner performance.
Manager, Software Division, 1990 – 1993
• Directed the growth of the Formatting Solutions® software business, increasing sales from $7,000
per year to over $1,000,000 in 3 years, establishing a profitable software maintenance program, and
managing the development and launch of 4 major upgrades.
• Performed and managed new product development, designed and implemented efficient
administrative processes, created new, more efficient product packaging, and developed effective
pricing and marketing strategies.
Manager, Information Systems, 1989 – 1993
Production Manager, 1988 – 1990
SELECTED SPEAKING
Information Mapping Southeast Asia Launch Event, Kuala Lumpur, 2009
•
TACTICS Information Sessions, Melbourne, Canberra, Sydney, Wellington, and Auckland, 2007
•
Channel 5 News Primetime Technology Report, Boston, 2005
•
Information Mapping Webinar Series, 2003–2009
•
The Institute of International Auditor’s 2007 Risk & Control Conference, San Diego, 2007
•
The International Conference on ISO 9000, Orlando, 2008
•
The Performance Improvement Conference (ISPI), New York, 2008
•
e-Learning Guild Annual Gathering, Boston, 2007 and Online Forum, 2006
•
KM World & Intranets, Santa Clara, 2006
•
Society for Technical Communications Summit (STC), Minneapolis, 2007
•
Training Officers Consortium Annual Conference, Norfolk, 2007 and Ocean City, 2006
•
EDUCATION
Northeastern University, Boston, MA, High Tech MBA
Mount Holyoke College, South Hadley, MA, BA in Psychology and Spanish
Magna Cum Laude, Phi Beta Kappa
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