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Sales Marketing

Denver, Colorado, United States
November 27, 2017

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James W. Strohecker

Denver, Colo. *****


Qualification Summary

Successful, measured implementation of business-to-business product introduction, demand generation, social and video marketing, sales development and partner marketing campaigns for enterprise-focused companies. Strong track record in content campaign development, corporate/product messaging and global product introductions.

Innovative capacity to create effective, measurable, repeatable marketing programs that communicate unique competitive advantages and build customer demand. Strong capability in creating product/corporate positioning that delivers global market relevance.

Demonstrated track record in planning/executing successful marketing, Web, video and content-rich Marketo/Eloqua lead-generation programs and events.

Strong sales solution and program development targeted at customers and channel. Successful product segmentation and launch implementation.

Professional Experience

Honeywell Industrial Solutions – LOB Marketing Leader – 06/2015 – current Build measurable, AOP-delivering new product introductions. Create strategic multi-tier demand gen, content and social media marketing campaigns. Analyze customer segmentation, competitive challenges, channel engagement and sales opportunities. Deliver innovative, cross-functional solution selling tools and lead-capture programs.

Manage external sponsorships and supplier co-op:, IAFF, NFFF, FCSN; and supplier co-op program of $695k. Produce issue-driven monthly global seminars. Increased lead attendance 40% y/y.

Direct the creative, Web, digital content and PR team to produce steady cross-LOB content, consistent product and solution sales training and messaging. Increased Web, social media traffic 20% y/y.

Built distributor sales solution engagement programs: innovative product demonstrations, whiteboard video, customer video, tablet-based sales tools and campaigns to increase market sell-through 14% q/q.

Successfully produced annual 25-recipient international scholarship program to FDIC event, that creates thought leadership, extensive digital search, increased customer demand and safety market recognition.

Delivered effective new product introductions: ConneXt Pack, Loneworker; MultiRAE Benzene; QRAE 3; TITAN SCBA; Morning Pride TAILS; ProRAE Guardian SDK/Cloud and FIRST software, Life Guard Hood, et al. RAE Systems by Honeywell – Sr. Global Marketing Manager – 05/2011 – 06/2015 Crafted market differentiation-based positioning, demand generation, product messaging and all content marketing programs. Produced and directed Website SEO and content delivery, lead-generation campaigns via Eloqua, digital and print branding, targeted brand strategy, product launches, social media strategy, and PR for leader in threat detection systems for Oil & Gas, D & A, Industrial, Environmental, Fire and HazMat, and Public Event Safety markets.

Created successful lead generation campaigns via Eloqua, including targeted offers, A/B tests, all email content, landing page development, digital offers, nurturing campaigns – average: 7-20% CTR.

Architected new Website from the ground up: Website SEO, Metatag, cohesive product content. Managed SEO, SEM and Website development: Drupal 6 & 7; SEM campaigns; global optimization of 17 Websites; content optimization and lead capture -- increase in unique traffic q/q 30%.

Orchestrated successful global product launches including targeted messaging, 22-industry awards, video, global promotion, and true story VOC customer references.

Delivered solution positioning and promotions for major events to increase qualified lead-generation. Created: trade-show-in-a-box, traffic-drivers, and real-time lead capture. Increased qualified leads 37% y/y.

Produced creative digital content offers for campaigns: eBooks, two videos/quarter, and email campaign/nurture content for solution-focused lead-generation, on YouTube, and via social media.

Developed focused positioning and branding to elevate company, solution profile to be recognized as the premier, wireless, IoT safety leader – which led to company being acquired by Honeywell for $340 million.

Senior editor and lead contributor for analog and digitally-published localized books: Wirelessly Networked Chemical and Radiation Detection Systems; and the RAE Systems PID Handbook. Qumu, Inc. – Enterprise Video: Director of Marketing/Demand Generation – 06/08 -- 4/11 Developed marketing, lead-generation, content creation, positioning, advertising, PR/AR, video and partner promotion programs for the leader in enterprise video to Global 1000 organizations.

Successful lead generation programs: Produced consistent, effective Eloqua/Marketo campaigns that increased lead-generation 150%; Increased campaigns 400% (16-24x/qtr).

Strong multi-program delivery: Created partner marketing events (1-2/qtr); Webinars (1-3/qtr), Seminars

(1-3/qtr); Analyst video webcasts (1-2/yr); Increased event marketing (from 2/yr to 12/yr), and increased event traffic and lead-generation (200%).

Impactful video and content development: Customer/partner videos (4-8/yr), webcasts (2-4/qtr); Scripted and produced video productions (3-6/qtr). Developed all collateral, sales tools, presentations, eBooks and content for offers (4-8/qtr); Increased content (video and eBooks) 300%. Competitors copied positioning.

Created engaging social media program and conversations that led to sales: Twitter, FB campaigns (4- 8/week) matched up with announcements (3-6/qtr) demos, videos, eBooks, analyst reports. Consultant – Demand Gen, Channel Consulting: Marketo Implementation – 7/07 – 06/08 Consulting engagements included:

Marketo implementation: content strategy planning and marketing team training lead for interactive digital capture company. Developed focused lead-gen campaigns, content, videos, sales tools, messaging. Updated Website to increase SEO. Increased lead gen program 34% y/y and Website traffic 20%/month.

Field Marketing: Produced successful large enterprise and government department-oriented eSeminar lead- gen programs (12/yr) with content development, telesales scripting and channel program development; Created Eloqua programs, tracked effectiveness: inbound leads and leads-to-close metrics. CallTower, Inc., VOIP/Interactive Communications: Director of Product/Corporate Marketing - 10/05 -- 06/07 Built successful North American marketing campaigns; product launch strategy, development and implementation, Website revision, content development, vendor management, sales tools, PR/AR.

Sales Support/Sales lead-gen: Created all sales tools. Developed lead-gen programs, PPC, SEO. Sales training, incentive and competitive positioning programs. Led partner training programs.

Content: Created monthly closed loop email content marketing program, trend insight and all analyst outreach, news content and awards development; speaker placement; customer promotion programs.

Web Site Development: Directed Web Site redesign, created new links and produced/posted new content daily/weekly to increase natural search profile and traffic. Phoenix Technologies, Software and Hardware: Senior Director of Marketing – 10/03 -- 8/05 Responsible for development of worldwide marketing communications programs including corporate and product messaging/launches, Field Marketing programs, Web Site restructuring, PR & AR, sales tools, MDF, joint customer success stories, collateral, and APAC and EMEA programs.

Product Introductions: Defined and drove product launch and communications (PR, AR and Channel Partner) for worldwide product introductions. Launched firmware and software products with $12 million in incremental sales. Evaluated market trends, and captured customer and channel product requirements and translated this into marketing messaging, sales deliverables and worldwide promotional activities.

Channel and Partner Programs: Directed creation of Sales support tools: Flash Demos, Sales Training Materials, e-newsletters, corporate presentations/templates, and new corporate/partner Website. Chordiant Software, Inc., Enterprise Software: Senior Director of Corporate Marketing - 6/00 -- 7/03 Directed all corporate marketing initiatives for Chordiant Software including overall worldwide brand strategy, message/positioning development, segmentation, video, sales tools, customer testimonial and partner programs.

Aggressive communications programs: led to increased awareness, successful product launches, increased market share, and competitive market differentiation for a publicly traded, $100 million, CRM company.

Comprehensive worldwide branding implementation and differentiation: global marketing and product integration plans, corporate and product positioning, branding for four separate company acquisitions.

Increased market awareness: significantly improved market awareness and lead-gen programs, resulting in lead-to-close increase of 30% and eight new analyst reports/recommendations. Education

Bachelor’s degree in Political Science at the University of Washington.

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