Sales Marketing Manager

ANGELA M. WILLIAMS

Missouri Remote Office

***.********.*@*****.*** / 816-***-****

SUMMARY

Senior Global Business professional with extensive experience in business strategy and channel/marketing responsibility for $200M+ in P&L. Innovative strategist with proven abilities in global business development, channel/field management, market / go-to-market strategy, segment and buyer persona deployment, digital marketing, portfolio refinement, demand generation, co- partner marketing, promotions, and alliance management. Solid track record in delivering integrated marketing programs, campaigns and business strategies that provide a return on investment, grow revenue, build brand awareness and increase the sales funnel for emerging & established markets in B2C, B2B, M2M and more. Achieved Frost & Sullivan award for Sprint’s cloud/ SaaS portfolio.

*P&L Responsibility and Revenue Forecasting *Sales and Contract Enablement/Support

*Marketing, Product & Project Management *Alliance and Affinity Management

*Channel and Field Management *Executive Briefings and Customer Events EXPERIENCE

SENIOR MARKETING MANAGER, COMMERCIAL INDUSTRIAL PRINT 04/2018- 6/2019 RICOH AMERICAS- Remote Office

Develop comprehensive portfolio strategy and alignment for go-to-market strategy across CIP portfolio. Manage quarterly promotions and work with various sales channels to maximum offerings to close business. Work with business partners to develop demand generation campaigns and target decision makers, influence buyer personas to generate sales leads and customer events. Work with sales channels and solution engineers to build demand, win business and increase deal value through Production Software and Services offerings and value added solutions/services.

Grow market share through strategic marketing initiatives, messaging and account base targeting (ABM) and alignment to omni-channel marketing initiatives & customer events.

Align market strategy and message, deploy Go-To-Market strategy to achieve plan.

Manage and deploy quarterly promotions strategy, set benchmarks/KPIs, manage results & executive reviews.

Manage marketshare quarterly analysis and executive summary to align market strategy. SENIOR CHANNEL & FIELD MARKETING MANAGER 04/2015- 03/2018 RICOH AMERICAS- Remote Office

Lead Channel Development specifically for the Inside Sales Channel and cross-pollination with Direct and Indirect Channels to drive portfolio and distribution strategies that improve Operating Income as well as profitable sales. Marketing strategy development for Ricoh Americas specifically assigned to Channel and Vertical segments including Legal, Healthcare and Financial/Services and market alignment. Ensure strategic alignment and execution through development of sales and marketing tools (i.e. SFDC, Eloqua, Marketo), Voice of Customer and Voice of Field programs, Promotions and Go-To-Market strategies. Drive transformation in Information Management for businesses through hardware, services and cloud technologies. Ensure Key Performance Indicators

(KPIs) are trending to meet or exceed the goals for the channel.

Support exponential channel growth with diversified plans changing the sales dynamics resulting in outstanding growth of 5 times channel size in 2 years, doubling rep productivity and growing channel revenue by 40%. Manage executive briefings for state of the business.

Generated software annuity stream (SaaS) in the sales channel resulting in $5M+ annual sales in professional software with 90+% at 5 year annuity streams.

Built knowledge and best practices across channels with growth in software/cloud solutions

& lead nurturing to drive annuities, retention and increase deal value resulting in 28%+ average deal margin improvement.

Transformed the sales structure for SMB alignment and execution with up-market expansion, new portfolio and go-to-market strategy resulting in a solution led approach, a lower cost of goods and supply chain/distribution cost savings.

Angela M. Williams 816-***-**** Page 2

SENIOR ALLIANCE/PRODUCT MARKETING MANAGER 10/2010- 03/2014 SPRINT NEXTEL- Overland Park, KS

Business & Channel Development for global business applications, cloud & 4G technologies, including voice & SaaS solutions for B2C, B2B, M2M and eCommerce through alliance partners. Strategic focus in SaaS, enabling digital technology advancements, for Field Productivity/Integration & Automation, Business Intelligence/Big Data & Office Productivity/Collaboration. Manage cross-functional areas & disciplines related to contracts, alliance partners, channels (Field/Direct, Indirect, Retail, Online, eCommerce), marketing, portfolio/offer, system infrastructure & processes, media, promotion and sales. Achieved Frost & Sullivan award for best customer value enhancement with cloud offerings.

Evaluate, on-board and manage strategic partnerships for business value-added solutions. Sponsor business cases, forecasts, funding and commercialization of strategic initiatives through various channels and medians; yielding 30-60% margins and growth to $1B+.

Identify, develop, deploy and market solutions to expand SaaS portfolio; including onboarding, contract, offer, technical specifications/design, positioning, tactical plans/KPIs, co-marketing tactics and media, incentives, promotions, executive briefings, sales enablement and support, analyst briefings and customer events to meet SMART objectives.

Develop segment roadmap, product strategy and messaging for mobile applications/SaaS. SENIOR MARKETING MANAGER / ALLIANCE MANAGER 03/2000–12/2009 CENTURYLINK/ EMBARQ / SPRINT-Overland Park, KS

B2B marketing & strategies, with alliance partners, to drive $200M in P&L and expand service footprint from 18 to 33 states for Customer Premise Equipment, Professional Services, IP Telephony

& Value-Added Solutions including security, managed services, wireline, wireless (MVNO) and data technologies. Supervisor & cross-functional/matrix management of diverse teams with 50+ members, alliance management with industry leaders, and sales support to 300+ agents. J.D. Power awarded in 2008 for enterprise voice business customer satisfaction.

Managed budget in excess of $1M plus offset departmental overruns by leveraging co- marketing partner funds in excess of $500K.

Achieved company recognition 3 consecutive years from industry leading partners (Cisco, Nortel/Avaya, GE Capital) for top service provider using vendor co-marketing programs that increased qualified opportunities and exceeded program forecasts.

Managed and refined automated rebate program that grew wallet share, increased contract terms and provided 170% return on investment year over year.

Obtained response rates as high as 28%, increased sales funnel with qualified leads to 200% as well as grew product revenue 7+% year over year through successful integrated campaigns that use a variety of tactics for multiple touch points, end of life product strategies, data mining, solution selling and account segment profiling.

Managed and sponsored national tradeshows/events and developed special event offer, that resulted in $4.1M in sales at a cost of $75K, and Seminar-in-a-box event tool kit.

Conducted profitability study for business line proving 4:1 return and resulted in refinement of sales strategy, margin restructure and operation improvements.

Developed leads process for Salesforce.com and automated return on investment for sales. PRODUCT MANAGER / PROJECT MANAGEMENT 04/1992–03/2000 SPRINT -Overland Park, KS

PRACTICED METHODOLOGIES & TOOLS

Pragmatic Marketing, SWOT Analysis, Waterfall, Agile, RMM, Scrum, Six Sigma, User Stories, Use Cases, Composer, XP, Microsoft Project, Microsoft SharePoint, Excel, Salesforce, Eloqua EDUCATION & VOLUNTEER SERVICE

Masters in Business Administration 12/1991, Emphasis: Marketing and Economics Bachelor of Science in Business Administration 12/1989, Major: Marketing Minor: Communications University of Central Missouri, Warrensburg, MO

President Lake Homeowners Association (2002 to present) - Cedar Hollow, Table Rock Lake Corporate Contributor (1992 to present) - United Way, Women Shelters, Homeless, Harvesters

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