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Sales Manager

Duluth, Georgia, United States
November 29, 2017

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Duluth, GA ***** (c) 317-***-**** (h) 678-***-****

Product management & product Marketing Professional

Driven to deliver exemplary product definition, launch and business performance

Extensive industry experience with expertise in product management, product marketing, product launch/planning and business development. Background in both consumer and business to business marketing. Proven ability to lead cross-functional teams building relationships to win business or improve business processes. Effective written and oral communication skills.

Demonstrated Strengths:

Leadership, Collaboration & Risk Taking

Profit & Loss Management

Contract Negotiations

Training and Development

Life Cycle Management; Roadmaps

Pricing & Value Positioning

Sales Enablement and Collateral development

Marketing Requirements Documentation (MRDs)

Technical Competencies:

Six Sigma Analysis (Greenbelt)

Data Analysis using Excel (Pivots, VLookUps)


Product Backlog Prioritization

Competitive Analysis & Market Research

Investment analysis (capex & opex)


NCR Corporation

Retail Services Product Manager – Duluth, GA 2015 – March 2017

Provided global services strategy and product management for $31M category of Managed Service offerings including Help Desk / Service Desk, Predictive Services and Software Distribution. Drove cross functional teams – engineering, legal, Services Marketing, Finance, Solutions Marketing and Service Sales Consultants / Account Managers for launch and sustaining activities/deliverables. Key activities included development of product requirements and value proposition, global pricing strategy, product roadmap, competitive analysis, directing cross-functional teaming to drive market share growth.

Uncovered $6M of non-reported Help Desk annuity revenue via research and collaboration.

Outlined market requirements / features for Help Desk / Service Desk, Help Desk Assessment, Software Distribution and Predictive roadmap features, establishing yearly long range investment prioritization based on Voice of the Customer.

Obtained ITIL v3 Foundation certification, facilitating methodology to increase team’s certification by 80%.

Analyzed Managed Services “white space”, leading to $28M annuity revenue opportunity.

Presented sales training for sales managers and customer presentation support for Help Desk and Predictive Services (Lowes, Home Depot, Sobeys, others) and improved Services collaterals, leading to improving customer experience.

Services Channel Offer Manager / Project Manager – Duluth, GA 2010 - 2015

Indirect Channel Services strategy and management ($80M category) – Responsibilities included Services Offer leadership from concept through Services launch including activities ranging from feature / requirements definition to support Channel Account Managers and Channel Partners. Preparing and presenting Services Programs within the Channel. Worked effectively with cross functional teams – engineering, legal, Services Marketing, Engineering, Finance, Solutions Marketing and Sales for launch and sustaining activities.

Executed global rollout of the Interact Partner Program (NAMER, Europe, CLA, MEA, APAC) delivering $2M incremental services revenue; Included global contract negotiations for partners with $500M annual spend with NCR

Supported annual partner conference speakers and demos leading to Retail and Financial increased partner satisfaction

Drove $8M annual revenue by launching a new services program (Shared Maintenance Provider) to US Financial and Retail Channel Partners. Negotiated contract services pricing and terms.

Designed new partner sales enablement tools including a Parts Planning Tool, Retail Reference Guide, Depot Collaterals, Warranty Calculator and SMP Calculator and 2 NCRU Courses enabling channel account managers to be more effective.

Bruce N. Seawood Page 2

Cisco Systems, Inc., Service Provider Video Tech. Group

Senior Product Manager – Lawrenceville, GA 2008 – 2009

Managed non-DVR & accessory product strategy and management ($700M category) – responsible for product line leadership from concept through product launch including activities ranging from feature and requirements definition to support for marketing and sales for MSOs. Prepared and presented product roadmaps internally and externally to a broad customer base.

Defined and developed a low cost remote control with OEM (Philips) in China supporting the transition from analog to digital TV enabling delivery of a low priced Digital-to-Analog converter set top boxes for consumers

Led $100M RFP response for new Set Top Box with a major cable TV provider leading yielding an embedded security set top box being prioritized and delivered

Introduced IR Extender cost, saving yielding approximately $1.5M annually

Managed creation of over 30 data sheets / quick reference guides and directed engineering team in product related design and testing activities, increasing Comcast Cable customer satisfaction through modified product packaging

JDSU (Acterna Networks), Inc., Cable Networks Division (CND)

Product Line Manager 3 – Indianapolis, IN 2006 – 2008 Developed and directed all launch activities, sales communications, tradeshow demos and marcom activity for 2 product lines. Implemented scheduling and types of marketing materials for global outbound marketing for MSOs.

Launched the DSAM V3.0, 3.1 Test Meter & 3.2 ($70M product line) and the QT-1100 MPEG Video Monitoring System, providing expanded product offering in the cable test category.

Grew year/year revenue by 68% from the National Cable TV Coop (NCTC).

Created and implemented 1st case study based sales training in Europe and delivered product sales training in US, Germany (ANGA speaker), Chile’ and Argentina. Provided sales support in Amsterdam, France, Romania, Austria and Hungary all leading to increased global marketing presence and increased sales team satisfaction.

Designed new marcom including: FLASH demo, Cable Networks catalog, product brochures/sales sheets, quick cards and training videos and managed the development of the DSAM Digital Video Impairment Test Set leading to online tool access.

DELL Inc., Consumer Division

Brand Manager - Sr. Marketing Consultant (Asset Recovery Business) - Austin, TX 2005 - 2006

Directed all marketing activities relating to refurbished Dell Electronics & Accessories (Laser, AIO and Inkjet Printers, Axim PDAs and Jukebox MP3s).

Managed a $15M P&L (revenue, units, recovery & margin) through promotions, pricing, channel development and marketing programs based on incoming inventory of E&A products.

Developed a Printer sales program to deliver incremental $1.2 M revenue in Q306.

Lead BPI project, reducing Printer Scrap by $1M/year.

Platform Brand Manager – Sr. Marketing Consultant (Dimension Desktops) - Austin, TX 2002 - 2005

Presented key issues/strategies at Segment Product Councils. Lead monthly catalog marcom planning sessions. Drove timely development of product features and business contracts. Designed and delivered the key deliverables for the launch of new platforms coordinating launch event meetings and sales training for events in all call centers (Nashville, Austin, Waco and Panama). Drove cross-functional team on XLR8 deliverables and tracked financials for Dimension products ($2.5B category)

Implemented Greenbelt Business Process Improvement project yielding cost savings of $3M annually.

Developed online computer user’s market test purchasing preferences, resulting in a 28% total Margin $$ increase.

Sold $1.8M of Dimension / Inspiron computers on QVC in 2 hours setting a new record.

Performed Product Planning with Product Management team, Concept through Launch, driving feature and cost trade-offs. leading to the launch of 6 Dimension Desktop computers in catalogs and online with 75% reduction in online errors.

Served as international consultant, facilitating training for over 1,000 sales reps in Panama, Philippines, TN and TX.

Additional Related Experience --NORTEL NETWORKS, Inc (Telco.)

Sr. Mgr., Market Development - Alpharetta, GA

Sr. Business Manager, AT&T Global Account Sales Team - Alpharetta, GA

Manager, Product Marketing - [Marketing Leadership Development Program] - Richardson, TX

Bruce N. Seawood Page 3


INDIANA UNIVERSITY (MBA) - Management/MIS (Marketing Minor), Bloomington, IN

PURDUE UNIVERSITY (BS), Electrical Engineering, Indianapolis, IN

ANDREWS UNIVERSITY Pre-Engineering Program, Berrien Springs, MI


Dell Inc. - Greenbelt Certification – Business Process Improvement

Project Management Institute Project Management Professional (PMP) # 1597390

ITIL v3 Foundation Certificate in IT Service Management # GR750246294BS


Managing Agile Software Development Course

ITIL v3 Foundation Training

Pragmatic Marketing – Product Marketing Seminar

Advanced Management Program in Telecommunications

Cisco BFS Carousel Structure & Headend/Hub Courses


Toastmasters “Competent Communicator” Award

Seven Toastmasters “Best Speaker” Awards

Two “Toastmaster of the Month” Awards

“Oscer” Marcom Award

JDSU Letter of Merit

Published Article: Kabelkom. “IPTV T&M Equipment”

Four Dell “Director Spotlight” Awards

Dell Significant Achiever & Ovation Awards

Nortel Networks – Optical Strategic Win Award ($10K)

Nortel Networks – Sales Team Award ($3K)

Naval Avionics Special Achievement & Community Service Awards

Executive Producer / Director “Spring Into Praise” CD & DVD

Ben Hill UMC Choir Appreciation Award

Capitol City Church Directors Award

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