Sales Project Manager

NORMAN ARKOFF

San Diego, CA ■ Email: ******.******@******-****.*** ■ Ph: (858) 212- 1447

SUMMARY

Accomplished Content Management consultant helping businesses improve how information is

published and retained on large scale public -facing Web sites, corporate intranets, and extranets.

Unique 20 year professional portfolio spans complete project lifecycle within both the software vendor

(sell side) and the IT organization (buy side). Direct experience ensures no disconnects between

software selection and implementation phase, resulting in project success via high user adoption,

benefit optimization, and successful vendor partnership.

■ ■ ■

W eb Content Management Enterprise Content Management Vendor Selection/Analysis

■ ■ ■

Project Management Business Process Management Compliance

■ ■ ■

T echnical Sales Product Marketing Customer Support

■ ■ ■

P&L Management Strategic Planning Financial Services

PROFESSIONAL EXPERIENCE

2004 – 2009

Wells Fargo Advisors (formerly Wachovia Securities)

Consultant/Team Lead

Sourced and implemented Documentum Web content management application for corporate intranet.

Managed complete project lifecycle. Including: multi-million dollar budget, direct and cross -functional

teams, vendor selection, contract negotiations, business requirements, architectural design,

development cycle (SDLC), infrastructure (hardware/software) build -out, performance testing, user

acceptance testing & training, content migration, roll -out, production support, and road map.

Managed over 350,000 pages/documents and 60,000 financial advisors in highly complex and

secure intranet environment.

Improved publishing process and addressed SEC/NASD imposed records retention and

compliance mandates.

Delivered project 22% below forecast expenses.

2002 – 2004

FileNet Corporation (now IBM) - Costa Mesa, CA

Sr. Product Marketing Manager

Interfaced with global sales team, engineering, partners, and customers throughout the product

execution cycle on Enterprise Content Management applications. Worldwide responsibilities: gather

requirements, create MRDs and business plans, define market/trends, product vision/roadmap, product

positioning, competitive analysis, product launches, go-to-market strategy, collateral, pricing,

evangelize, and maintain communication to sales team, partners, prospects, analysts, and press.

Executed on largest product launch in 22- year company history. Efforts directly contributed to

closing 55 customers, beating revenue goal by 157%.

Global responsibility for marketing strategy and execution of three major product lines, selling into

90 countries with total revenues exceeding $22 million in first year.

Conducted numerous joint analyst presentations, company-wide Webcasts, and customer

briefings.

2001 – 200 2

Vignette Corporation (now Open Text) - Austin, TX

Sr. Sales Engineer

Assisted sales team in closing license agreements of Enterprise Content Management solution to top -

tier organizations in Finance, High Tech, Healthcare, M&E, and Public Sector verticals.

Responsibilities: technical ownership, ROI analysis, crafting demonstrations, proof of concept,

competitive intelligence, RFPs, and trades shows. Efforts aided closing: Yamaha, Union Bank of CA,

W arner, and Disney totaling over $3.6 million in license revenue.

Allied with solution partners IBM, Sun, and BEA. Architected joint solution and evangelized

technology to joint customers, prospects, and employees.

Created and delivered weekly prospect Webcast resulting in 18% increase in qualified leads.

1998 – 2000

Retek Incorporated (now Oracle) - Minneapolis, MN

Sales/Business Consultant

Assisted global sales team in closing licensing and/or consulting agreements for enterprise -wide

systems with multi-billion dollar retailers. Including: architecting solutions, generating proposals,

performing product demonstrations, localization, fit analysis, RFPs, and trade shows. Sales cycle could

take over a year to close. Agreements ranged from $200,000 to multi -million dollar.

Provided worldwide consulting services to numerous companies auditing and improving business

processes in Merchandising, Distribution, Data Warehousing, and Predictive Technologies.

Select customers: Nike (Japan), Ingram Micro, Homebase, NTUC Fairprice ( Singapore),

Hudson's Bay (Canada), and El Palacio de Hierro (Mexico).

Developed and implemented Rapid Application Deployment initiative. Required creation of new

methodologies to generate efficiencies in the implementation process. Reduced average

implementation time by 12 months cutting resource allocation costs by 50%.

1993 – 1998

GERS Retail Systems - San Diego, CA

Project Manager/Pre-Sales

T eam lead implementing ERP/CRM soluti ons in 21 different retail companies. Responsibilities:

creating and executing master project plans, managing teams up to 20 people, client expectations,

hardware vendors, integrators, resource allocation and budget constraints. This accounts for 2,882

total users transacting over $5 billion annually.

Provided sales support through architecting solutions, generating proposals, product

demonstrations, fit analysis, RFPs, and trade shows. Efforts aided closing 10 accounts totaling

over $30 million.

Provided consulting services to numerous companies auditing and improving business processes

in Merchandising, Service, Call Center, Distribution, Inventory, and Financials. Select customers:

Verizon, Century Telephone, Qwest, Cablevision, Kansas City Power & Light.

EDUCATION

MBA, International Business - University of San Diego, San Diego, CA 1992

International Business Exchange Program - O xford University, O xford, England 1991

B.A., Management Science - University of California San Diego, La Jolla, CA 1988

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