Sales Marketing

Jeffrey Knight

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

Address: **** ******* ******

City: Oakland

State: CA

Zip: 94611

Country: USA

Phone: 510-***-****

Skill Level: Management

Salary Range: $100,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Jeffrey W. Knight

4128 Gilbert Street, Oakland, CA 94611

510-***-**** (mobile) 510-***-**** (home) *******.********@*****.***

MARKETING, COMMUNICATIONS, and BUSINESS EXECUTIVE

Innovator of high-tech B2B marketing, lead generation, PR and communications programs and content that builds revenue. Accomplished in developing alliances, channels, sales and marketing tools, events, and direct marketing campaigns that drive sales of software, hardware and services, and serve customers, prospects, sales teams, media, analysts, and channel partners. Will bring new focus and growth to nurturing customers and prospects and building novel and effective marketing campaigns.

CORE COMPETENCIES

Strategic Lead Generation -- Growth Marketing for Start-ups -- Vertical Marketing -- Strategic Planning -- Customer Marketing

Marketing Communications -- Positioning & Messaging -- Advertising/Branding -- International Marketing & PR -- Events

Results-Oriented Marketing -- Channel Marketing -- Content Development -- Enterprise Software -- Entrepreneurial Outlook

PROFESSIONAL EXPERIENCE

Consultant 2009-present

PRODUCT MARKETING, COMMUNICATIONS, and LEAD GENERATION

Delivering turn-key project development and management of product positioning, lead generation, vertical market campaigns, collateral development, competitive guides, webinars and prospect nurturing programs for wireless industry, network infrastructure and enterprise software companies, as well as providing wireless industry advice to investors and analysts. Chief clients include QlikTech and Trapeze Networks, now a part of Juniper Networks.

West Edge Opera, Berkeley CA 2011-present

BOARD of DIRECTORS

Meru Networks, Sunnyvale, CA 2008-2009

DIRECTOR OF MARKETING

Directed public and analyst relations, collateral development, and programs to infuse customer testimonials into all phases of marketing for a leading privately-held manufacturer of wireless IP network infrastructure. Directed PR firms in North America and EMEA, analyst relations, developed market research tools; content development and lead generation for webinars, and created new white papers, and video and printed case studies formats.

** Averaged one release per week, over 50% of which were customer success/ win stories, doubled PR activity in EMEA, launched locally-generated French-language PR in France, and expanded PR reach into Scandinavia and Eastern Europe

** Created method to turn customer win press releases into instant case studies to leverage value of PR expenditures

** Created new program and tools to embed customer testimonials into marketing and sales support

** Created searchable customer quote database for use by sales, webmaster, and in vertical marketing

** Developed nine customer case study videos and first video press release

AirWave Wireless and Aruba Networks, San Mateo, CA 2006-2008

DIRECTOR OF MARKETING

Directed branding, lead generation, seminars, events, PR, collateral, presentations and website development, partner programs, vertical marketing and customer/partner communications for start-up enterprise wireless network management software company. Established market position as only viable enterprise-level vendor-agnostic WLAN management system. Company sales grew from $3.6M in 2005 to $10.5M in 2007; acquired by Aruba Networks in 2008.

** Developed high-return low-cost lead generation and prospect cultivation program based on webcasts (400-900 attendance) and targeted trade shows, supplemented with download programs, partner events, on-line promotions, surveys, and electronic direct mail and ads to provide hot sales prospects in enterprise and targeted vertical accounts

** Grew quarterly leads 400% in two years, from 2,100 in Q2 06 to 8,100 in Q2 08. Total leads grew from 4,800 in 2005 to 27,400 in 2007. Repeat attendance grew from 500 to 5000. Events grew three-fold to 80+ events.

** Recognized for creating company reputation for unique vendor-neutral credibility and expertise in the market by delivering more than one million impressions per year to highly concentrated target IT market

** Targeted lead/sales generation programs generated 100%+ sales growth in higher education, K-12 and retail verticals

** Built customer/prospect database from 46,000 to 100,000, with expanded marketing and intent to purchase data

Coyote Point Systems, San Jose, CA 2004-2006

MANAGER OF CHANNEL MARKETING AND BUSINESS DEVELOPMENT

Expanded sales and channels for start-up enterprise network traffic load balancing company serving mid-tier, government, and enterprise markets. Created premium VAR program, inside support sales function, competitive research tools and strategic alliances. Doubled support sales in 3 months; grew Dell sales ten-fold to $1 million run rate.

Multiple Clients 2002-2004

STRATEGIC MARKETING AND BUSINESS DEVELOPMENT CONSULTANT

Senior marketing and business development resource creating and executing critical marketing programs and tools to meet short- and medium-term needs of enterprise software companies. Focus: IT security, identity management, authentication, smart cards, enterprise XHTML databases, desktop devices, web-based services. Created data sheets, strategic alliance briefs, vertical market web sites, pricing for on-line services, channel program materials, and presentations.

Clients: Software AG, MaxSpeed, ActivCard, Wyse, Topica.

** Created RFP Response system that significantly increased quality and decreased time required to respond to RFPs by software vendor serving large enterprises and government

** Wrote white papers on ID management value, securing new international business opportunities.

Wyse Technology, San Jose, CA 1997 to 2002

SENIOR MANAGER OF STRATEGIC and CHANNEL MARKETING

Hired to revamp strategic and product marketing, channel and lead generation for company transforming itself from a producer of commodity terminals to an enterprise software and thin client appliance leader. Became world leader; market share grew from 21-45% in five years. Corporate spokesman. Developed partnerships, promotions, and sales training.

** Created premium VAR Program, enlisting 65 VARs who delivered 38% of revenues

** Developed integrated vertical market customer acquisition program targeted at CIOs (45% response rate) which grew sales to retail vertical by 150%, to 15% revenues.

Vanstar Corporation, Pleasanton, CA 1993 to 1996

DIRECTOR OF MARKETING

Directed corporate marketing, IPO communications, advertising, positioning, and visibility campaigns for $2.2 billion network integrator. Launched web site, ran IPO marketing, directed external and internal events. Six staff, nine agencies, $5 million budget. Supported 550-person sales force.

** Repositioned and re-branded company as a leading IT service provider with major ad campaign

** Grew company awareness from zero to 31% in target audience (senior IT, C-level executives at G2000 enterprises)

** Campaign won Most Creative and Original Service Marketing Award from Gartner Group.

** Designed award-winning on-line database which kept sales force always equipped with all current sales tools

ComputerLand Corporation, Pleasanton, CA 1985 to 1993

DIRECTOR of DIRECT MARKETING and CATALOG GENERAL MANAGER

Created and ran self-funding catalog business unit for leading ($2B revenue) computer products franchisor and distributor; achieving $21 million annual sales rate in 14 months. Published twelve 5-color catalogs; 3,000,000 total print run.

** Gross profit margins were 30% higher than corporate sales force. Grew average order 100%.

** Increased sales 10% to 25% per month. Return rate was 10 to 30% below industry norms.

PUBLISHER and GENERAL MANAGER, ComputerLand Magazine,

Created, launched and published major high-quality B2B computer magazine (300,000 circulation) which delivered branding, franchisee service, and lead generation and was annually won most effective program rank by franchisees.

** Exceeded $500,000 annual profits, 1988 to 1993. Cut production costs 50% over three years.

DIRECTOR of MARKETING FINANCE and BUDGET

Reporting to CEO, created department to manage $35 million in market development funds. Financial planner for companys superstore. Planned and managed annual marketing budgets with 80 vendors.

** Generated $12 million operating revenue from vendor funds.

EDUCATION and AFFILIATIONS

** JD, Columbus School of Law, Catholic University of America, Washington, DC

** BA, Psychology, Yale College, New Haven, CT

** Past President/Board Member, Child and Family Therapy Center, Martinez, CA

** Past President/Board Member, Small Press Distribution, Inc., Berkeley, CA

** Member, Board of Directors, West Edge Opera, Berkeley, CA

Contact this candidate