Manager Sales

Marc W. Carroll

** ******* *****

Durham, NC ****3

http://www.linkedin.com/in/mwcarroll

919-***-**** ************@*****.***

PROFESSIONAL SUMMARY

Marketing Manager with comprehensive background in demand-generation

marketing, marketing planning, budget management, results analysis, product-

launch marketing, channel marketing, business partner communications and

applying metric analysis learning to future plans within public sector,

channel (business partner) and partner marketing communications industries.

Extensive agency interface, negotiation and management experience.

Recognized for meeting or exceeding expectations by translating business

strategy into measurable marketing programs. Known as a straightforward

communicator with an entrepreneurial spirit and demonstrated success

leading teams. Expertise includes digital marketing, social media, SEO,

SEM, content syndication, brand building and advertising.

PROFESSIONAL EXPERIENCE

IBM, Research Triangle Park, NC 2007 - 2013

SAP Alliance Demand Programs Marketing Manager 2011 - 2013

Partnered with NA SAP Alliance MSM to determine business priorities and

develop quarterly and annual plans. Managed cross-functional team in

planning, development and execution of joint IBM and SAP cross-brand

marketing programs with objective of driving pipeline and progressing

solution sales. Built relationships and collaborated with extended IBM

team, including marketing discipline peers (MSM, MI, and Brand), SAP Global

Alliance sales leaders, and WW teams.

. Served as team lead for NA SAP and Oracle Demand Programs team,

establishing and driving regular cadence of collaboration on best

practices, alliance and IBM strategic priorities and development of

executive-level presentations.

. Collaborated with extended MSM team from Global Alliances and Brands,

integrating right mix of demand-generation campaign and thought

leadership activities. Interlocked with extended team, defining IBM -

SAP value propositions, targeted audiences and product / solution

offerings and routes to market for specific campaigns and routes to

market.

. Drove IBM mindshare, thought leadership, pipeline and sales by designing

and managing IBM presence at key SAP conferences and events.

. Drove action plans and recommendations for performance improvement

through analysis of campaign activities.

. Managed base program budget of $2.3M for expected ROI. Sourced

additional funding from multiple sources, including co-marketing with SAP

(as much as an additional $2M annually).

. Served as subject matter expert for team of 42, maintained 100%

compliance by mastering wide range of marketing tools required for Demand

Programs and IBM processes including BAT, MEPT, Unica, Event Solution

Tool, MFR and CTEBA.

BPOI Manager 2010 - 2011

(Business Partner Opportunity Identifier) Co-Marketing

Launched new demand generation co-marketing program. Served as Business

Partner Opportunity Identification Manager, ensuring BPOI marketing

targets were met or exceeded in each respective region by developing

agency-assisted model programs. Assisted TBPR (territory sales

representatives) as manager for MSV portion of marketing plan. Worked

with sales to analyze partner base within region and prioritize importance

of each partner to TBPR from marketing perspective to assist TBPR in where

to engage for best leverage.

Marc W. Carroll ************@*****.*** Page Two

IBM (Continued)

. Served as single Point of Contact for all territory sales reps for

questions / marketing needs / agency questions, ensuring strong linkage

and timely response. Identified OI strengths and weaknesses for

marketing by brand and provided corrective action as needed.

. Increased focus by TBPRs on business partner co-marketing 70% as a result

of local marketing assistance.

. Grew number of overall campaigns 67% by working with sales reps and

prioritizing partners.

. Increased TBPR interaction with marketing ecosystem and insights into

TBPR needs, ensuring long-term success (varied by territory) by

implementing customized marketing management systems.

Demand Programs Marketing Manager: Run Rate 2007 - 2010

Led development of IMC plan in support of Americas High Volume program,

Express Seller. Led the partnership, as part of program launch, with

Marketing, Global IMC, Ogilvy & Mather, Market Intelligence and the brands

(STG, SWG, GTS) in developing, monitoring and analyzing in-market tests

and testing for tactical and campaign level improvements.

. Refined marketing mix, messaging and promotional offers, optimizing

customer response and channel sales-in / sales-out measurements.

. Managed marketing budget of approximately $9M annually, with no audit

exposures.

. Increased overall RunRate performance 57%, by studying and optimizing

tactics ongoing for future campaigns.

. Led team of campaign managers responsible for execution of tactics within

plan.

LENOVO (acquired IBM PC Division 2005), RTP, NC 2005 - 2007

Marketing Communications Plan Manager

Served as communications plan steward for both Small and Medium Business

(SMB) Public Sector (Gov. and Ed.) and Reseller, VAR (Business Partners)

campaigns. Developed campaign strategy, oversaw execution of strategy

including determining mix of tactics and cadence to meet agreed-to

business goals.

. Led re-branding and new product launch efforts.

. Managed advertising and DG program budget (approximately $17M annually)

with no audit exposures.

. Led team of campaign managers handling execution of tactics within

various segment plans.

. Partnered with agency account and media buyers as well as market

management and corporate marketing teams, maximizing marketing priorities

and financial goals.

- Drove 8% increase in annual return-on-investment ratio for overall ROI of

20%, yielding $340M in tractable revenue, 2004.

- Drove overall ROI up 1 point to a 21% DG ROI yielding $425M in trackable

revenue (YTY revenue of increase 25% ), 2005.

IBM CORPORATION, RTP, NC 2000 - 2005

Direct Marketing Strategist / Team Lead

Functioned as strategic team lead of 4 direct mail marketing

communications specialists within PC division. Managed highly successful

(world-class) B2B cross-brand catalog with average circulation of 1.5M

small and mid-market businesses. Directed execution and integration of

various tactics, including catalog, direct mail pieces, pay per click

programs, outbound telemarketing, brand buliding, as well as email.

Developed testing plans for each catalog execution, analyzed results and

implemented changes based on results.

. Drove 29% decrease in catalog production costs within first 18 months.

. Managed an annual DM budget of $4.5M.

. Generated average of $35M in annual revenues from DM.

. Recognized for exceeding expectations by IBM catalogs being voted #2

catalog worldwide (based on sales effectiveness) by premier DM

publication "Catalog Age" for years 2000 - 2004

(http://www.specialissues.com/lol/dispLOLMagazineDetail.cfm?Magazine_ID=CA

TALOG001).

Marc W. Carroll ************@*****.*** Page Three

PAVLOV'S BARK MARKET, INC., Hudson, OH 1998 - 2000

Founder/President of Operations

Developed and executed business plan to build retail and web-based

business from ground up, including production facility and 2 retail

outlets. Conducted market intelligence on customer relationship

management, competition and marketplace preferences to develop entire

product line, set pricing and effectively promote products via customer-

driven distribution channels.

. Developed business promotion plan by utilizing advertising, promotions,

web, public relations, press releases, direct marketing, events,

catalogs, co-marketing and provided / edited web content.

. Entire product development, worked with Department of Agriculture for

ingredient and nutrition listing.

. Granted patent for unique marketing delivery method for services or

products.

. Sold business, along with patent, to well-known pet products company for

profit.

ADDITIONAL EXPERIENCE

UNIVERSITY OF AKRON, Akron, OH

Marketing Director - Food Service / Catering Events Manager

Directed management staff of 5 with total management responsibility for 35

employees to include operations and events marketing and sales.

Represented executive management in collective bargaining agreement issues.

Implemented cross-unit integrated marketing campaign through use of

advertising, events, direct marketing and PR.

Visiting Professor / Instructor

Developed curriculum and teaching format. Taught courses in Sales and

Marketing, Systems Management, Event Management, Cost Control and others.

Counseled students and served as faculty advisor. Led student managers

during functions, events and banquets as part of student's class credit.

JUST CATERING, INC., Miami, FL

Event Sales and Marketing Director

Worked with agencies to develop printed material such as menus, brochures,

as well as advertising. Sold, designed and managed off-premise events up to

1,000 guests. Developed cost controls, processes, and best practices for

consistent profitable performance.

DEPARTMENT OF DEFENSE, Darmstadt, Germany

Club General Manager

Managed P&L and all finances for $3M+ operation, including dining room,

banquet facilities, pool, and cocktail lounge operations. Supervised and

trained management staff for events and functions for top ranking officials

and local government dignitaries during time of the Gulf War.

EDUCATION

Course work completed towards EdD, University of Akron, OH

MS, Management, Florida International University, Miami, FL

BS, Hospitality Management, Florida International University, Miami, FL

Contact this candidate