Thomas Victory

*** *** *******, *****, ** *****

Cell: 408-***-****: ac1ylf@r.postjobfree.com

Executive Profile

Passionate, results-driven demand generation marketing professional with over 20 years of diverse experience in creating highly effective programs and processes to drive brand awareness and increase revenue. Motivated team builder and leader with strong presentation and communications skills.

Skill Highlights

Demand Generation

Pipeline Optimization

Marketing Operations

Marketing Communications

Core Strengths

Revenue Contribution & Systems

Increased marketing contribution to revenue on average by 20%.

Met or exceeded prescribed revenue goals every Quarter.

Managed complex system cutovers and streamlined lead sources and attribution model.

Campaign Optimization

Designed and executed highly effective integrated campaigns with a focus on challenger marketing and thought leadership concepts and content.

Master of agile campaign planning processes leveraging testing to drive ongoing iterations and optimal outcomes.

Skilled at identifying and leveraging highest performing content across multiple channels to drive significant improvements to campaign results.

Professional Experience

Independent Marketing and Demand Generation Consultant

May 2017 to present

Everwise – San Francisco

Providing consulting input on several demand generation projects for Series B talent development and mentoring startup company.

VP/Head of Demand Generation and Marketing Operations

June 2014 to May 2017

SugarCRM – Cupertino

Responsible for driving global demand for SugarCRM including strategy and execution of all inbound and outbound programs for North America, EMEA, Latin America and Asia Pacific core markets.

Met or exceeded net new revenue goals via successful lead acquisition and conversion strategies as well as close collaboration with Sales leadership.

Implemented Challenger marketing approach to messaging and campaigns resulting in net increase of 145% in qualified lead volume and 320% increase in opportunity creation.

Met or exceeded all prescribed warm contact, MQL and SQL goals each Quarter with overall marketing contribution of 70% of net new revenue by end of tenure.

Managed external lead qualification agency and continually reviewed and refined processes to meet sales demand and ensure adherence to SLA’s and positive outcomes.

Strict focus on reporting and analytics to optimize campaign results with commitment to agile processes; consistently employed testing to adjust messaging and offers for optimal results.

Built Demand Generation team of subject matter experts consistently recognized for contribution to sales pipeline and marketing-sourced revenue; functions spanned Marketing Operations, Marketing Automation and Administration, Digital Programs, Data/Analytics and Field Marketing.

Managed all aspects of marketing communications including Analyst Relations and PR.

Senior Director, Demand Generation and Marketing Operations

February 2011 to May 2014 LiveOps - Redwood City, CA

Manage full spectrum of demand generation activities including Eloqua10 marketing automation program, Salesforce.com integration and lead flow, events, campaign strategy, creation and execution of webinar programs and content

Focused on optimization of lead velocity and pipeline conversion rates.

Programs resulted in marketing contribution increase from 18% to 43% of platform revenue.

Optimized utilization of Eloqua tool resulting in 55% increase in lead conversion rates. Contributed to 600% YOY platform pipeline growth of which marketing contributed 270%.

Manage $1.5m budget across full scope of demand generation activities.

Marketing Consultant

November 2004 to February 2011

Independent Contractor - Aptos, CA

Worked with several B2B software companies on a contracted basis to build, implement and optimize demand generation programs, messaging and GTM strategies.

Senior Director, Marketing

September 2003 to November 2004 ePeople - Mountain View, CA

Managed entire spectrum of marketing activities for well-funded pre-IPO company including development and execution of go-to-market strategy, creation and management of demand generation strategy and overall brand and solution awareness with press and analyst community.

Director, Product Marketing and Strategy

May 1998 to September 2003 Oracle - Redwood City, CA

Developed and executed comprehensive product marketing programs for CRM Sales and Marketing applications. Collaborated closely with Executive Staff to define long-term product strategy and vision. Created full documentation and processes to support business flows and solution-based sales model for CRM applications.

Field Marketing Manager, Asia Pacific

February 1995 to April 1998 Oracle - Redwood City, CA

Supported the Asia Pacific Applications Sales team by building sales enablement tools and programs to help meet or exceed quarterly revenue targets.

Financial Consultant

September 1993 to February 1995

Merrill Lynch - Menlo Park, CA

Managed $15 million book specializing in equities and fixed income investments for high net worth clients.

Captain

May 1988 to August 1993

United States Marine Corps – MAG-16, Tustin, CA

Led team of Marines in managing all maintenance, supply and logistics requirements for 12 CH-53E and CH-46E helicopter squadrons. Served in Operation Desert Shield.

Education

Master of Business Administration: 1993

Pepperdine University - Malibu, CA, United States

Bachelor of Science: Political Science, 1988

United States Naval Academy - Annapolis, M D, United States

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