Marketing Sales

JILL PROVENCAL

Morgan Hill, CA ***** 408-***-**** *********@*****.*** Linkedin.com/in/jillprovencal Director of Digital Marketing

CAREER OVERVIEW: Tenacious marketing analytics and automation senior leader who blends digital marketing, sales enablement and project/program management strengths with a technology background spanning cloud computing, infrastructure, and application development. Earned rapid promotion into pioneering roles at IBM while influencing >$81M in revenue. LEADERSHIP SNAPSHOT: Analytical strategic planner who embraces change while leading solution rollouts in alignment with business and scalability requirements. Fuel data-driven decision-making organization-wide by unifying teams in diverse geographic areas. ACHIEVEMENTS:

Forged new response/lead management business unit discipline from the ground up to $81M in sales in 2 years, refocusing from revenue influence/assist to creation. Established 6% in revenue generated from marketing through inside sales.

Set the stage for >$30M new pipeline through formalization of event response/lead management. Roadmapped and trained inside sales team on face-to-face client engagement at key IBM events; improved opportunity identification 100%.

Enabled +95% attainment of win revenue, steering insertion of lead development teams in marketing events, implementing new marketing automation platform, enabling lead management fundamentals, and managing worldwide management system.

Earned 2 company wide IBM Growth & Transformation Awards for best-in-class campaign development and response/lead management best practices innovations.

MARKETING ANALYTICS & TECHNOLOGY SKILLS:

GLOBAL PERFORMANCE MARKETING PROJECT & PROGRAM MANAGEMENT SALES ENABLEMENT TRAINING

MARKETING INTEGRATION MARKETING CAMPAIGN DEVELOPMENT DEMAND GENERATION

DIGITAL MARKETING MARKETING ANALYTICS MARKETING OPERATIONS

WEB DEVELOPMENT & OPTIMIZATION SALES PIPELINE-BUILDING INSIDE SALES

SALES OPERATIONS & SUPPORT IBM Enterprise Marketing Management Products (Unica) SALES CONNECT (SugarCRM) MARKETING & TECHNOLOGY ACHIEVEMENTS

IBM, San Francisco Bay, CA 2001 – Present

WORLD WIDE CLOUD MARKETING

MARKETING AUTOMATION & INSIDE SALES ENABLEMENT LEAD 2014 – Present Elevated to develop and execute response and lead management strategy for global Cloud demand generation marketing from planning to deployment and monitoring. Developed lead logic flow strategy for all cloud marketing campaigns in IBM Enterprise Marketing Management Product 9.1 (Unica).

Instituted and championed response and lead management best practices via the design and rollout of tools for local geographies, global marketing, and digital teams such as playbooks, templates, how-tos, wikis.

Boosted time-to-market 10%, marketing lead ROI 10%, marketing event ROI 50%, and pipeline efficiency 30%, coaching global teams on response/lead management marketing best practices.

Trimmed troubleshooting from 3 days to 4 hours while positioning $5M in sales.

Authored 2 playbooks for campaign/product managers and event specialists in concert with digital strategy, campaign management, and digital sales teams to streamline lead management.

Realized $80M in wins and $895M in opportunities, innovating a new marketing system. Designed response/lead management strategy and process for cloud business spanning 5 global events and 14 digital campaigns executing in local markets globally.

Influenced the flow and handling of >150K leads to inside sales team; co-authored business rules and feedback loops; and supported local teams in their implementation of worldwide campaigns.

Drove development and rollout of sales enablement for 100-member global sales team that augmented opportunity generation 15%. Increased productivity and conversion rates by streamlining presentations and access to enablement material.

Enhanced the performance of worldwide marketing campaigns through development and implementation of response to lead management plans, lead logic optimizations, customized reports, and cross functional management system with 7 international regions. Maximized campaign quality and delivery in tandem with regional campaign managers and inside sales personnel. JILL PROVENCAL

408-***-**** *********@*****.*** Linkedin.com/in/jillprovencal Page 2 of 2 DIGITAL DEMAND GENERATION LEAD 2013 – 2014

Fueled demand for Cloud, smarter infrastructure, and Pure Application Systems brands, developing and implementing digital marketing, social media, and webcast strategies on a worldwide basis. Drove strategy design for international marketing teams within their local markets and managed social media content and webcast budgets. Crafted social media content and webcasts with external vendors.

Strengthened marketing reach 10% by defining digital demand generation for cloud services and infrastructure brand. Led a team of 5 to weave social media and webcasts into marketing campaigns. SOCIAL BUSINESS MANAGER 2013

Tapped to build out and lead global social media strategies for the IBM WebSphere brand. Created and curated social media content, guided social media output in local markets for worldwide marketing teams, and reported social media KPIs. PROGRAM MANAGER/PROJECT MANAGER 2006 – 2013

Drive global beta and early design client programs for IBM – AIM Customer Programs, including IBM Java, Workload Deployer, WebSphere Application Server Feature Packs, and eXtreme Scale.

Devised and rolled out strategic project plans and programs and guided all phases of project delivery lifecycle from needs analysis and negotiations to development and completion. Leveraged client surveys and presentations to define requirements.

Bolstered technical team new product proficiency by orchestrating and facilitating skills transfer education sessions for partner, support, and enablement organizations.

Increased new product appliance sales $500K and cultivated +50% of client participants as references. Sourced 100+ overlooked client defects, averted 500K in support questions, and saved more than $1M in customer support resources. WORLDWIDE TEST TEAM LEAD – TRIGO & CROSSWORLDS SOFTWARE 2001 – 2006 Influenced QA integration of acquisition companies Trigo and Crosswolds into Websphere suite of products (Product Center and Business Process Management) as a key transition team member. Ensured alignment with test strategy via management of +15-person global QA teams spanning England, India, China, and the US.

Streamlined end-to-end automation development and improved efficiency 100%, overseeing creation/implementation of test processes, tool selection, defect tool migration, and resource identification.

Devised master test plans/schedules and reviewed test suites, product requirements, and release schedules; created quality plans/certifications and risk reports. Led defect triage among cross-functional teams.

Delivered status updates on quality objectives to executive management and the release team.

Improved the product release process by steering test planning, strategy, execution, and hardware identification for functional, globalization, and installation verification phases for main product releases.

Contributed to ISO 9001 certification as team representative; served as team lead for installer development.

Strengthened QA cross-functional collaboration and idea exchange by initiating 1st site-wide quality assessment community. EDUCATION

Master of Business Administration (MBA) ARIZONA STATE UNIVERSITY, W.P. CAREY SCHOOL OF BUSINESS Bachelor of Science (BS) in Business Administration, Marketing & Management HUMBOLDT STATE UNIVERSITY

Elected Outstanding Business Woman of the Year by faculty and staff of the College of Business and Economics.

Voted President and Treasurer of the Business and Economics Club.

Served on the Humboldt State Vocal Jazz Choir.

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