Marketing Manager, Marketing Director
Resume:
John P. Regan
San Jose, California. 95120
Phone: 408-***-****
********@*****.***
Profile:
My goal is to join a team committed to growing Sales “pipeline” through the effective execution of demand generation campaigns and integrated programs using the latest technology available. To bring predictability to Marketing by improving funnel efficiency, conversion and continuous measurement of results. To ensure the right messages get to the right audiences at the right time.
Core Qualifications:
Director, Americas Marketing Operations – Qlik: May 2015 – Present.
Manage the Americas Marketing Operations team responsible for the infrastructure, process, optimization and execution of Marketing Campaigns designed to drive pipeline growth.
Manage the planning, scheduling, setup and execution of ~200 campaigns per year including physical events, on-line campaigns, 3rd Party events, webinars and telemarketing campaigns.
Own, maintain and grow the Contact Database in both quantity and quality resulting in the growth of 3x usable contacts each year. Improving the contact coverage and detail allowing for more “reach” and precise targeting by location, segment, industry, role, level, persona and account.
Manage, monitor and optimize email deliverability resulting in improvements in delivery, open, click through, and unsubscribe rate effectiveness to within 98% (or better) of industry accepted benchmarks while adhering to all Anti-SPAM regulations.
Drive the penetration of our Total Addressable Markets (TAMs) by identifying accounts that fit our target profile where we do not have contacts in our database and sourcing new contacts, from trusted sources for these accounts. By marketing to these accounts, we generated $13M of additional pipeline, $3M closed business and 450 new “white space” Opportunities.
Transitioned from behavior based lead scoring system to a predictive lead qualification and routing using 6Sense. We targeted marketing efforts at accounts demonstrating “Buyers Intent” and accelerated follow up for them resulting in $6.9M in additional sourced pipeline in 2 quarters.
Defined our Target Account Program process where we use market potential, behavior patterns, intent signals and perceived needs to craft campaigns matching our message with the prospects needs. We sourced $3M pipeline from our initial Account Based Marketing (ABM) campaign.
Work closely with Account Development Reps (ADRs) helping them understand how different signals demonstrated by a prospect provided insights to what their interests / pain points are. Through this “coaching” we saw a significant increase on contextual conversations resulting in more Marketing Qualified Leads (MQLs) and event registrations from fewer calls.
Leverage the SiriusDecisions Demand Waterfall to drive systematic improvements identifying areas in need of optimization. We define improvements and use industry benchmarks to measure of the effectiveness of our improvements.
Developed and maintained reports / analysis for Marketing forecasting, planning, monitoring, as well as Quarterly, Sales, Executive and Board Meetings.
Budget - Managed the Americas Marketing Budget planning & closing to within +- 2%.
Vice President Global Marketing Operations – Axway: August 2009 – May 2015.
Responsible for the Global infrastructure and execution of contact management, campaign delivery, email Marketing, Lead Management, Account Development, and Marketing performance metrics.
Responsible for the management and growth of the contact database, ensuring coverage of key markets growing the database size by 5x focusing on white space accounts.
Managed the flow of leads from all sources from capture, qualification, routing and handoff to Sales. The lead sources included the corporate website, event, webinar, and content syndication with a less than 24-hour turnaround and 98% routing accuracy.
Improved the lead management process and tools to tightened the requirements ensuring that only leads that are “Sales Ready” were qualified. This effort led to a 25% increase in pipeline.
Led the Marketing component of the company-wide Salesforce.com migration. This was completed in less than one year. This focused on enhancing the interface and mobile access.
Led the Lead Management Automation (LMA) tool process improvement efforts resulting in a 60% increase in email delivery, 50% increase in open rate, 70% decrease in unsubscribes, a 60% decrease in undelivered emails and SPAM Trap hits.
Responsible for the definition of Marketing Performance analytics and metrics that measured the return on each Marketing investment (campaign, event, web).
Managed the Global Marketing Operations budget that included all infrastructure, tools, and personnel optimizing our infrastructure, increased our capabilities with a flat budget.
Defined and implemented the Competitive Intelligence group responsible for developing over 55 reusable assets (Battle Cards & Competitive Head to Head Documents) for Sales to use showing “How to Attack,” “How to Defend,” and “How to Win” against each competitor.
Director Program Management Office – Borland: Nov 2004 – August 2009.
Lead the Program Management Team, which ensures that company initiatives are predictably and successfully completed on time and on budget.
Defined and managed the Borland New Product Introduction program that successfully released 100 new products over 12 quarters leveraging Agile development methodology.
Led the definition and implementation of the Product Retirement Process retiring over 21 product versions while driving up-sell, cross-sell and Service opportunities.
Defined and manage the Marketing Programs Go to Market Process resulting in the successful delivery of 37 marketing programs (Bundles / Solutions) over 12 quarters.
Led the Borland Offer Committee, a cross-functional group of leaders that review and approve all proposals for new products, promotions, pricing, packaging, and retirement.
Led the transition to a digital rights management and fulfillment solution supporting downloads and license key requests for more than 60,000 successful downloads.
NPI Program Manager – BEA Systems Mar 2003 – Nov 2004.
Developed, deployed, managed, and continually improved the BEA New Product Introduction Process (NPI). Managed the release of and rollout of 25 products with a 96% on-time rate.
Manager Project Management – VeriSign Inc Sept 2001 – Mar 2003.
Led the New Product Introduction Team that ensured the successful launch of all Internet Security Software products driving 35 successful Enterprise product and SaaS releases.
Program Manager – Cisco Systems June 2000 – Sept 2001.
Leveraged web technologies to develop, deploy, and support applications designed to increase the predictability and scalability of the New Product Introduction Process 12 global Business Units.
EDUCATION
Saint Mary's College (Moraga) - Bachelor of Arts in Business Management
San Jose State University - Completed Cybernetics (Systems Modeling) Program
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