Manager Sales

BROOKE UPTON

* ****** **** ***** 919-***-****

Greensboro, NC 27455 ********@*****.***

SENIOR MARKETING PROFESSIONAL

Over 20 years of global experience leading corporate marketing initiatives and strategic direction for multibillion-dollar companies.

• Visionary in the development of cross-organizational strategy effectively incorporating business goals, innovation and technology.

• Skilled collaborator in issues, advocating solutions, mobilizing support and facilitating decision-making in complex situations.

• Respected leader of cross-functional teams responsible for product marketing across all industry verticals.

• Successful manager of high-profile product launches including sales enablement and customer-facing collateral. EXPERTISE INCLUDES:

• Superior leadership, problem-solving and

relationship building skills

• Solution, services, program and product

positioning

• Competitive and geographical market analysis

• Focus group and market research

• Corporate marketing strategy development

• Sales enablement and support

• Excellent written and verbal communications

• Influential internal and external presentation delivery

• Successful campaign execution

• Creative team leadership

PROFESSIONAL EXPERIENCE

RED LETTER MARKETING Greensboro, NC JULY 2016 – SEPT 2017 Strategic Account Director

• Serve as virtual CMO for regional MSP and mid-sized technology companies.

• Create long-term strategic marketing plans aligned with clients’ business and revenue objectives.

• Remain current on clients’ industry trends and competitive landscape.

• Develop a brand for clients that incorporates their vision, mission and culture.

• Facilitate the production of great websites and online presence within constraints of time and budget.

• Provide strategic guidance to internal project managers, account managers and creatives.

• Collaborate across teams to inspire effective, innovative work that achieves results.

• Propose recommendations for demand generation and digital marketing campaigns including targeting, positioning and communication strategies.

SAS SOFTWARE Cary, NC AUGUST 2013 – JULY 2015

Senior Global Product Marketing Manager, Financial Risk Management Solutions

• Responsible for worldwide positioning and messaging of SAS financial risk management solutions

• Drive SAS risk solutions' thought leadership.

• Lead the development of outbound marketing strategies to increase market share and revenue.

• Drive execution of new product launch activities and develop persona-based information to support marketing and sales execution.

• Build relationships with and influence analysts and press, and analyze the competitive landscape to provide competitive intelligence to sales and marketing.

• Develop messaging and content for collateral and sales tools, and provide strategic support to key accounts and business partners working with sales, industry and technology practices. APEX ANALYTIX Greensboro, NC 2011 – 2013

Senior Manager, Marketing and Inside Sales

• Managed global marketing activity, strategy, budget, programs, lead generation and inside sales functions.

• Led program strategy and execution of events, webinars, website development, online marketing, social media marketing and collateral development.

• Developed program metrics and reports that articulated details such as program objectives, target audience, key messages and performance.

• Managed and executed three customer events in North America and Europe annually STONEBRANCH SOFTWARE Atlanta, GA 2010 – 2011

Senior Marketing Manager

• Developed product positioning and messaging including market differentiation.

• Created sales tools for the selling process, including website content/redesign and whitepapers.

• Conducted market analysis to gain expertise on buyers, buying criteria and competition. IBM INCORPORATED 1999 – 2010

Senior Offering Manager, Rational Software, Greensboro, NC 2007 – 2010 Responsible for Governance, Risk and Compliance (GRC) strategic direction and marketing for the Rational brand.

• Led cross IBM software group team to determine GRC product direction and definition of overall strategy.

• Owned overall marketing plan including segmentation, positioning, value proposition and marketing programs.

• Collaborated with IBM Research and Rational Chief Technical Office to incorporate innovative technological advancements into new product plans.

• Key resource for worldwide business leaders and sales. Senior Strategy Manager, Rational Software, Research Triangle Park, NC 2006 - 2007 Responsible for development and creation of SAP strategy for the Rational brand.

• Researched and analyzed potential top revenue-generating products for SAP development.

• Analyzed market dynamics and identified, defined, and prioritized requirements based on strategy, competition, sales and customer requests.

• Directed task force to determine partnership priorities.

• Collaborated with IBM SAP Global Alliances to create appropriate market execution. Worldwide Program Manager, System z Software, Research Triangle Park, NC 2004 – 2006 Responsible for sales and marketing management of mainframe software including lead generation, revenue expectations and achievement of profit goals.

• Managed the yearly plan including strategy, market insights, tactic development, execution elements and financial guidance.

• Ensured effective control of revenue and profit goals, taking corrective action to ensure achievement of these goals.

• Responsible for a $131M revenue objective which increased profit by 100% in 2005. Worldwide Product Manager, Tivoli and WebSphere Software, Research Triangle Park, NC 2000 – 2004 Software Product Management in Tivoli and WebSphere brands where responsibilities were strategy, product definition, product marketing plans, market justification, pricing and packaging.

• Analyzed market dynamics and identified, defined, and prioritized requirements based on strategy, insight and external requests.

• Interfaced with sales, customers and business partners to launch and market new products, and release updates.

• Prepared, developed and maintained market plans for product line, led go-to-market team to advertise, promote and position products.

• Participated and interfaced with all internal organizations representing product management in the development cycle.

• Determined pricing structure and packaging in conjunction with finance and sales. BRODEUR PORTER NOVELLI, Raleigh, NC 1996 – 1999

IBM Software Product Reviews Manager

WANDEL & GOLTERMANN, Research Triangle Park, NC 1995 – 1996 Product Marketing Manager and Marketing Programs Coordinator EDUCATION

BA, Communications: Public Relations Concentration, North Carolina State University, Raleigh, NC 1993 PROFESSIONAL DEVELOPMENT AND COMMUNITY INVOLVEMENT

• Marketing-Based Public Relations, Harvard Business School

• Finance for Marketing Professionals, Duke Corporate Education

• Greater Greensboro United Way Marketing Committee

• Western NC Red Cross

• Glenwood Ministries Tutoring Program

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