Sales Marketing
Resume:
Rocky Brown
Leander, Texas 78641
**************@*****.***
Professional Summary
Experienced B2B marketing professional with deep and broad experience in the digital space. Recently led a demand gen team that consistently drove results for the business utilizing $10MM+ in dedicated budget. My goal is to continue to develop my marketing and business skills, continue to leads successful teams, and continue to achieve great results. Having fun and working with great people are also tantamount to any job I tackle. (www.linkedin.com/in/rockyjbrown)
Work Experience
Marketing Director – Demand Generation
4/2014-2/2016 - Dun & Bradstreet – Austin, Texas
Led demand gen/ inbound marketing team (of 15) that drove pipeline and demand for complex B2B product solutions.
Oversaw $10M+ in annual budget management that spanned SEM, display media, content creation, paid social advertising, telecenter management, lead routing and email nurture development.
Worked cross-functionally with many different groups within the company including sales, product marketing, digital properties, digital production, analytics, finance, HR, UXD, and my own design team to achieve desired outcomes.
Conceptualized display/email/SEM/nurture/site merchandising/landing page design and optimization of campaigns through implementation.
Achieved ROI of no less than 40% per year on media spend.
Senior Marketing Manager
2/2007-4/2014 - Dun & Bradstreet / Hoovers.com - Austin, Texas
Oversaw advertising and promotional programs designed to reach target markets and increase awareness of D&B’s products, programs and services among various audiences.
Managed and drove digital (and print) marketing initiatives including media procurement/placement, customer segmentation, creative recommendations, messaging, campaign development, content development guidance and oversight.
Provided creative direction/advice and brand compliance with appropriate advertising techniques to support D&B's marketing and sales efforts.
Responsible for evaluation of effectiveness and cost/benefit analysis in relation to the impact of advertising activities.
Worked with cross functional internal as well as external team members to optimize performance and usability through integration with operations, requirements generation, marketing planning and integration of marketing communication and messaging goals.
Managed small team of pre-qualification sales reps, working very closely with the sales managers and sales teams.
Managed several partnerships including Miller Heiman, AESC and BlueSteps, and sought out and secured a strategic revenue sharing partnerships with SBTV.com and PRNewswire.
Managed the Hoover’s newsletter program (8 unique newsletters) while devising content and merchandising for each one. Worked with 3rd party vendor on new design templates.
Acted as Product Manager for site prototype (bizmazing.com) for new D&B business portal. Created site experience from scratch running on an instance of WordPress.
Managed execution of webinars hosted every other month. Dealt directly with partner organizations like Miller Heiman and recently salesforce.com to ensure the success of the webinars and lead goals for the event are met. Arrange speakers and incentives for events. Managed 100K+ budget responsible for obtaining 600K in new sales.
Worked with internal bloggers (Hoover’s Bloggers) and sister site bloggers (Allbusiness.com) to drive traffic to/from blogs through various initiatives.
Created and monitored work tickets in the internal workflow tool to ensure creative aspects of the site are being developed according to specs and on time. (Jira, @Task, others
Acted as a liaison between programmers and the marketing dept to ensure smooth execution of mini-projects.
Directed and edited the production of seven different series of podcasts, covering various business topics.
Wrote and edited tons of copy for new site pages and internal ads
Used Insight (email marketing program) to construct, send, and track multiple Hoover’s newsletters to prospects and customers.
Devised new content and provided creative direction for multiple aspects of the hoover’s free site, including the Sales Performance Center, Small business Center, Students, and Jobseekers mini sites.
Wrote paid search landing page copy that exceeded 1200 leads a week, initial the goal was 800 leads a month.
Worked with the SEO team to change copy and test new pages in order to drive incremental organic traffic.
Web Analyst
7/2005 – 2/2007 - Hoovers.com - Austin, Texas
Ensure the quality of the Hoovers.com website through testing and monitoring of the functionality and integrity of data.
Updated the Sales Performance Center for the marketing department on the hoovers.com website. This entailed making changes to the actual HTML and writing copy for the pages.
Helped Dun and Bradstreet (delete the parent company reference) successfully launch Phase 1 of their transition to the salesforce.com platform for all US sales locations.
Evaluated and implemented automation solutions
Provided insight/ideas used in the development of the end user experience
Provided copy editing and idea input for marketing materials and other department collateral
Logged and helped resolve issues pertaining to the website.
Vice President/Co-Founder
3/2004 – 6/2006 - Dinner-and-a-Movie.com, L.L.C. - Cedar Park, Texas
Coordinated all of the activities involved with building and maintaining an e- commerce site from start to finish. This included writing the specifications and managing the 2 developers.
Oversaw the development of a WAP enabled version of the delivery dispatch application for the company. This program enabled any user to login with a cell phone or PDA and access the backend to see incoming orders and charge customer credit cards.
Performed Search Engine Optimizations that enabled dinner-and-a-movie.com to gain exposure to search engines.
Used Coremetrics and other web page tracking tools to monitor site performance
Presented and negotiated contracts with local restaurant owners. Maintained client relationships through meetings and constant contact.
Conducted all marketing activities for the organization from concept to production to distribution/implementation. (this included email campaigns, print campaigns and any other promotional products)
Responsible for all purchases and acquisitions (and all other financial decisions).
Managed 4 employees locally, and two others remotely (San Fran, Houston).
Increased sales 25% during 2005 through various marketing efforts.
Oversaw all other projects from idea phase to planning phase to implementation phase
Wrote copy for collateral and created all sales documentation that is presented to potential customers.
Created value proposition used by sales staff to acquire new customers.
QA Analyst
2/2005 - 6/2005 - Fusion Learning Systems - Austin, Texas
Test Flash applications, client HTML web pages and various other web-based projects
Wrote test plans for GE-Apollo group's web-based training program.
Attended meetings regarding ongoing or upcoming projects and provide input.
Test installation and removal of software.
Report/maintain/update/regress defects in a database.
Web Analyst
7/2001 – 2/2004 MyDocOnline.com, Round Rock,
Automated web application using Rational Robot.
Wrote and maintained test cases and test plans for the application.
Assisted in client call meetings, specification meetings, development meetings.
Help to train internal members of the organization to use certain aspects of the web application.
Tested web applications on the Dell Axim handheld unit.
Helped clients resolve issues over the phone from time to time.
Programmer
11/2000 - 3/2001 JMTS Inc., Austin,
Project lead for automated testing of electronic wallet. Entailed writing automated scripts for web application testing (Java). Wrote test cases and test plans
Software Programmer/Analyst
6/2000 - 10/2000 Globeset Inc., Austin, TX
Used WinRunner to automate testing of an electronic wallet. Assisted with the profiling efforts of sites that are used with the wallet, using XML and WebL.
Team Leader/Programmer/Product Analyst
9/1999 - 6/2000 Compuware, Austin, TX
Contracted by Compuware for Globeset. Fulfilled a variety of roles including product tester, profiler (script writing for the electronic wallet), profile leader (oversaw group of about 10 people).
Education
6/2003 Baker College, Flint, MI
Master's Degree
Graduated June 2003 with M.B.A emphasizing computer information systems. Graduated Cum Laude.
5/1999 University of Texas, Austin, Texas
Bachelor of Science in Communications (Radio-Television-Film)
Skills
one-of-a-kind personal communicator, digital marketing, demand generation, marketing strategy, leadership, tactics and execution, contract negotiation, nurture programs, vendor management, purchasing, brand management, campaign development and execution, email development, website content management, site merchandising/reporting/analytics, business development and partnership management, media planning, media buying, conversion and ROI reporting, project management, GTM planning, direct response campaign planning/execution (radio, TV), SEO, SEM, Social.
References
Name
Company
Title
Phone Number
Arturo Coto
Self Employed
Business Mentor
Gregg Glass
Head of B2B Client Activation
Jacqui Kearns
Affinity Credit Union
Senior Vice President
Kyle Sawai
The Richards Group
Principal/Brand Mgmt
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