Sales Marketing

Matthew P. Leary

*** **** ***** ****, ****** Compton, RI 02837

Direct 401-***-****, Mobile 401-***-****, *********@***.***

Profile

Senior Marketing and Sales Consultant and Business Developer

Senior strategy and program consultant, selling and leading advisory and training projects into Global 1000

companies. Accomplished business-to-business sales and marketing professional, with extensive

experience in bringing new concepts to market, building marketing campaigns, creating new revenue

streams, building relationship-based sales campaigns, and developing/managing major accounts. Deep

knowledge of the technology solutions marketplace with recent account relationships in major IT and

telecommunications firms.

Professional Experience

Solutions Insights, Westwood, MA 2008 - Present

A leading B-to-B consultancy focused on helping large service and technology providers develop profitable

solutions businesses. Solutions Insights delivers research, marketing strategy, and marketing and sales

enablement programs that create internal alignment, market distinction, and faster routes to revenue.

Principal and Co-Founder

Responsibilities include:

• Assist in the concept development, go-to-market plan and launch of the consultancy

• Win and deliver marketing consulting and training projects, including:

• Develop and publish thought leadership content for public distribution and new client development

• Participate in ongoing partner development and marketing activities

Recent Projects:

• Account management process research, design, development and training for a large system

integrator

• C-level research and marketing/positioning consulting for a large software firm

• Sales, development and delivery of a solutions sales bootcamp for a large telecom firm

• Research and co-development of thought leadership material for an international tech firm

ITSMA (Information Technology Services Marketing Association), Lexington, MA 2000 – Present

An industry leading marketing research, consulting and training firm focused on technology services and

solutions. 100+ global member firms including Accenture, Cisco Systems, HP, IBM and Siemens.

Senior Associate and Partner (current)

Director, Member Engagement (2000 – 2008)

Responsibilities included:

• Propose, sell, manage, and deliver consulting, training and research projects – spanning ITSMA’s

marketing and sales consulting/training expertise and capabilities

• Advise clients on technology solutions marketing, sales, delivery and organization trends, including

presenting at industry conferences and management meetings

• Drive global major account relationships with top F500 firms, including Alcatel-Lucent, AT&T,

Avaya, Cisco Systems, Northrop Grumman, Siemens and Verizon Business

• Develop specific marketing campaigns, presentations and proposals for repeatable

consulting/training offers

• Work independently to drive key market segment growth and direction, including goal setting, team

management and reporting

Accomplishments:

• Top performing program manager: largest company client, project and total consulting

revenue/profit stream 2007

• Developed three of the largest account relationships in firm history

• Exceeded account and project objectives in last 5+ years, producing $M’s

• Successfully managed and delivered multi-year client-centric solutions sales project for a leading

global telecom firm, resulting in the training of thousands of field salespeople

• Successfully managed and delivered multi-year project for one of the largest government tech

suppliers, resulting in a new solutions management and account-based selling model

• Delivered services and solutions sales training to four global region account teams in a

international technology firm, resulting in high performance grades

Matthew Leary – Page 2

cMarket, Cambridge, MA 2008

Developer of the top online charity auction marketplace for schools, nonprofits and corporate foundations.

A venture funded technology start-up that has raised over $50M for 5000 clients including the United Way,

MDA, the National PTA and other national and regional nonprofits, schools and arts organizations.

Vice President, Business Development

Responsibilities included:

• Explore the hospitality, entertainment, tourism and other consumer goods/services markets for

potential partners for product placement in a network of affluent consumers

• Target and build relationships with Hyatt, Ruth’s Chris, IHG, NYC and Co., Planet Hollywood,

Miami Visitors Bureau, Lindblad/National Geographic Tours, and Legoland

• Create all outbound marketing and sales support materials to support partner development

• Create relationships with intermediaries, advertising/promotion firms and relevant associations

Accomplishments:

• Built new, strong relationships with marketing and sales executives for new industry concept

• Developed a substantial pipeline of partnership opportunities ranging from $25K -- $400K

Horizon House Publications, Inc., Norwood, MA. 1998 – 2000

A leader in telecom and IT publishing for over 35 years, Horizon House publishes Telecommunications

magazine and other industry periodicals and books, and produces world-class industry educational

conferences. Custom project clients included Lucent, Cabletron, Unisphere and Uunet.

Manager, Business Development

Responsibilities included:

• Contributing to the launch of a new conference and custom programs unit, building $1M run-rate

• Directing all unit sponsorship marketing and sales activities

• Developing new clients and markets for educational programs, including proposal development

• Managing conference group attendee direct marketing activities

• Directing major account development and sales for a Canadian tradeshow.

Accomplishments:

• Drove 50%+ of event revenue for a regional technology tradeshow

• Developed and sold anchor clients for new custom unit with deals ranging from $100K -- $400K

Telecomp, Inc., Rochester, NY 1997 – 1998

Call Center Director, training and managing 60-100 employees and junior managers raising $M’s for

multiple regional and national nonprofits

The Memorial Art Gallery (University of Rochester), Rochester, NY 1995 – 1997

Supported major donor and development programs, including record-breaking $10M capital campaign

The David and Alfred Smart Museum (University of Chicago), Chicago, IL 1993 – 1995

Managed new membership program, supported Executive Director in overall museum management

Education, Training and Involvement

Education

University of Chicago, Bachelor of Arts, 1994. Concentration: Anthropology

Training

Completion of client-centric marketing, solutions marketing, training management and facilitation courses

Completion of CRM training courses – knowledge of Salesforce, Siebel and other similar CRM programs

Completion of industry training in telecommunications and networking

Recognition and Involvement

First recipient, The President’s Award, ITSMA

Member, Mass Tech Leadership Council

Former Board Member, SE New England Chapter of the American Marketing Association

Member, HSMAI

Co-chair, St. Philomena’s School Fair

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