Sales Marketing
Resume:
Placement Services USA, Inc
Chicago, IL
Re: Job posting: SENIOR DIRECTOR OF STRATEGY AND BUSINESS DEVELOPMENT
Ladies/Gentlemen,
As a successful leader with 20 years diverse management experience in every aspect of Sales & marketing, I am an excellent fit for this position. I am an extremely focused, driven, and results-oriented leader. Combining key strengths in Business development, B2B sales, IOT, SaaS, sales Operations, marketing sales, and information technology, I am now seeking the opportunity to utilize my unique experience in a company where I can add value as Senior Director Of Strategy & Business Development.
A sample of key contributions includes:
oLead many Non Profit & profit Organizations. Exposure of B2B SaaS solutions with Expleo Solutions as Director
oDirector Level Consulting Experience. 10+ years experience with client facing experience at Management Consulting firm, technical knowledge of Salesforce Marketing Cloud
oBusiness Development,Marketing &Sales Strategy: 20+ years of B2B sales, Software solution selling, marketing strategy, sales forecasting planning, Brand Marketing, Market Research, experience in Technology industry. Designed growth strategies and delivered exceptional business results across industries and business function including a manufacturing firm, High tech industry, engineering services firm, and multiple trade associations. Excellent relationship and communication skills utilized to manage client / customer relationships at both C -level and tactical levels. Managed complex sales cycles and client questions
oHeld P&L responsibility for two firms including multi-site organizations. Also handled market research
oAs Solution Specialist Lead startup business development, Account relationship for Zones inc Technology (value added reseller, VAR 1.4 Billion USD technology VAR) in Chicago and North Central region by providing solutions for intelligent facilities, health care, and hospitality with partners such as Cisco, Dell, IBM, Intel, Microsoft, Oracle and others.
oDeveloped and issued formal proposals quotations, maintained sales forecasting system
oDelivered consulting services for a variety of standards organizations and industry consortia including the ZigBee Alliance, Climate Talk, Open Mobile Video Coalition, Multimedia Over Coax Alliance, Open Identity Exchange, and Tizen
oOrganizational and Team Leadership: Proven leadership with strength in developing high-performing teams that achieves business results. I have led multiple cross functional teams. Examples include quality improvement teams consisting of sales, marketing, manufacturing, purchasing, engineering, and even machine operating personnel. I have launched products where teams consisted of software developers, engineering, PR, MarCom, quality control, and certification and testing personnel. Managed the day-to-day operations of marketing and sales.
oRaised average sale rate by over 26% and market penetration through implementation of standardized sales reviews, sales process, sales training, CRM and mentoring. Ability to work with sales tools and processes
oImplemented sales lead tracking system to connect remote sales representatives
oImplemented sales rep performance monitoring comparing performance to market analysis allowing poor performers to be easily identified.
oDeveloped sales and marketing plan for software development services including sales procedures, target market definitions and advertising program.
oCoordinated development of new sales process and training for all outside sales representatives. Reduced training costs by 31% and quality survey reported 11% increase in rep contacts reported as good or better.
oExpertise in budgeting,Forecasting, analysis& organizational management with the ability to coach staff to manage and develop and implement program strategies
oOperations Experience in internet Application: Architect of operational strategy, I have managed several Internet applications including multi-site ERP, CRM and document management applications. I have also helped design of SaaS application for document approval. Some of the applications were locally hosted and some cloud-based.
oMarketing Strategy: Lead global product marketing, and MarCom efforts for ZigBee Alliance, an organization of over 400 companies in 35 countries developing Internet of Things (IoT) standards including management of trade shows, direction of PR effort and speaking and direct strategic adopter engagement US, Canada, Mexico, UK, Ireland, France, Germany, Netherlands, Japan and China. I held a variety of positions with the Alliance including VP Strategy and Director of ZigBee Certified. & lead marketing and strategy efforts for the Alliance.
oProficiency with marketing tools, Experience in creating and executing integrated online marketing campaigns using tactics that include SEO, email, webinars, digital advertising, content marketing Brand Marketing, Market Research and social media strategies
oStakeholders Management: I have significant experience in developing strategies for multiple organization taking into account diverse stakeholder interest As a leader in the ZigBee Alliance, a trade association of companies creating and promoting Internet of Things communication standards, I often worked with a variety of stakeholders to balance interests of different constituencies, develop consensus, and create strategic plans. At the Alliance, the interests of different stakeholders such as product vendors and product users often appeared to conflict. However, by determining the underlying goals of stakeholders rather than just their stated positions, I was able to align their interests and develop effective strategies.
oPresentation PR & media: I have significant experience in media and PR. I have held responsibility for multi-million dollar PR efforts and have been a spokesperson talking to media and analysts for both profit and non-profit organization. I have helped a press conference with the Governor of the State of Illinois when social impact bonds were introduced (http://goo.gl/yMaZkZ).
Please feel free to contact me at your earliest convenience to arrange a personal meeting, and I would be glad to discuss why Iam the person for the job. I already have a number of ideas that should interest you.
I thank you for your consideration and look forward to speaking with you soon.
Sincerely,
Ryan Maley
****@*****.***
708-497-926
Senior Management Executive with Strategy, Sales, and Marketing Experience
Experienced business-to-business sales leader with over 20 years of international sales and marketing experience in the Technology industry with focus on Internet of Things.
Innovative, experienced, Results-oriented, versatile, and analytical marketing leader .Ties strategic planning with tactical execution and measurement for continuous improvement and maximum return on marketing investment.. Diverse experience in services and product business operations with a talent for making rapid assessments of situational challenges and developing and leading the resulting plans. Has led successfully efforts to open new markets, restructure an organization, acquire and integrate a going concern and positioning a company as a subject matter expert.
Key competencies include:
P&L, Sales Management, Business Development, sales forecasting planning,,Enterprise Sales,Solution Selling, Demand Generation, Sales Methodology,, Lead Generation,Digital marketing, Market Research, SaaS, Cloud, Internet B2B Sales Marketing Communications, Advertising Enterprise sale,, Enterprise sale, CRM, New Business Development, Business Analysis, Product Design & Development - Engineering & Design Management - Supply Chain Management, Financial & Cash Flow Analysis - Cost Accounting - Business Valuation - Mergers & Acquisitions Network & Telecommunication Management - Voice & Data Integration - Systems Security Negotiation - Training - Facilitating - Writing - Public Speaking & Presentation, Marketing Strategy, Brand Development and Awareness, Account Based Sales & Marketing, Integrated Campaign Management, Customer Retention, Customer Acquisition, Event Management, Customer Satisfaction,Management of marketers, Management of Applications Engineers, Roadmap development and product strategy, SEO, Blog, PR strategies, IoT, Product line management, Product definition and positioning, IoT products, Leading Product/services related Integrated Marketing Campaigns with the objective to do Prospecting, Database Marketing, Segmentation & Prospects Relationship Management,Account Relationship Management, High technology and communications industries, b2b and consumer markets, strategic marketing planning, tactical program design and execution, program measurement, channel management, marketing communications, budget management.
Work History
IoT Solutions Specialist, Zones Inc. 2015– Present
Technology value added reseller (VAR) Description: 1.4 Billion USD technology VAR
(Zones make the IoT a reality at business and institutions in a wide range of industries including intelligent facilities, health care, and hospitality. Our projects leverage advanced network intelligence to allow convergence, orchestration and visibility across previously disparate systems. Through these solutions Zones is bringing together people, process, data and things to make networked connections more relevant and valuable than ever before.)
Leads startup IoT business development in Chicago and North Central region by providing solutions for intelligent facilities, health care, and hospitality with partners such as Cisco, Dell, IBM, Intel, Microsoft, Oracle and others.
Personally focused on developing the team’s sales acumen, business intelligence, and technical aptitude.
Managed sales forecasting planning, Lead Generation, Negotiations, Annual,Quarterly forecasting reviews, with monthly results and weekly status
Customized sales pitch to customer’s business, Completed revenue targets by driving performance
Vice President, Global Inventures 2010– 2015
Management services for associations
Lead all activities related to nurturing marketing initiatives and building new marketing platforms and programs for Clients
Covered Lead Generation, Account management,demand generation, sales enablement, marketing planning, marketing training, media, press & analyst relations, marcom, online presence.
Lead all corporate and business marketing communication research and Branding for client companies.
Managed the strategic and tactical aspects and the product marketing team for a portion of the IoT standard portfolio,
Delivered consulting services for a variety of standards organizations and industry consortia including the ZigBee Alliance, Climate Talk, Open Mobile Video Coalition, Multimedia Over Coax Alliance, Open Identity Exchange, and Tizen.
As Director Strategy Lead global product marketing and MarCom efforts for ZigBee Alliance, an organization of over 400 companies in 35 countries developing Internet of Things (IoT) standards including management of trade shows, direction of PR effort and speaking and direct strategic adopter engagement US, Canada, Mexico, UK, Ireland, France, Germany, Netherlands, Japan and China.
Led product management restructuring effort consolidating 16 standards to six permitting a revision of core messaging and simplification of go-to-market approach.
Designed ZigBee 3.0 product launch with redesigned website resulting in 551 global media pickups and 4442% increase in web traffic during three day launch period.
Implemented marketing reorganization reducing expenditures by 18% while increasing lead collection 16%.
Implemented digital marketing program including redesigned website. Developed blogging, social media engagement strategy and CRM and inquiry to sale conversion process.
Implemented marketing reorganization reducing expenditures by 18% while increasing lead collection 16%.
Developed certification programs for three different standards organizations.
Vice President, Software Technologies Group 2007 – 2010
Director of Sales and Marketing, Software Technologies Group 2004 – 2007
Provider of software and hardware engineering services (Product Development Consulting)
Managed the sales planning, forecasting and marketing programs including strategies & execution
Provided effective leadership that will reinforce all aspects of the sales process, including: lead generation, proposal development, presentations, and contract negotiation.
Developed revenue planning and forecasting, territory planning, pipeline management, account development, Hiring, Training, Mentoring and sales compensation systems and processes
Raised average sale rate by over 26%.
Developed sales and marketing plan for software development services including sales procedures, target market definitions and advertising program.
Managed Annual,Quarterly forecasting reviews, with monthly results and weekly status
Completed revenue targets by driving performance
Lead Product marketing, development strategy, positioning, and budget development
Performed search engine optimization (SEO) for company web site. Resulted in #1 search position in multiple keyword categories.
Restructured debt to reduce debt service payments and increasing draw term for line of credit.
Established international strategic partnerships with firms in Belarus, United Kingdom and Taiwan. Partnerships allowed better capacity management and lower costs for increased profitability.
Developed and managed the execution of sales & marketing campaigns using a variety of channels.
Drove test plan development efforts for ZigBee Alliance. Resulted in one of first certified products and increased business opportunities from positioning as subject matter experts.
Established distributor agreements for execution beginning Q3 2010. Provided over $1 million in income internationally in year one.
Lead appropriate marketing research and analytic initiatives to support brand and business building objectives.
Developed standards documents for ZigBee Alliance and IEEE P1451.5. Resulted in technologies being adopted as industry standards.
Created collateral for sales and marketing efforts. Provided complete new marketing message and look for direct mail postcards, trade show literature, signs and on-line advertising.
Prepared speeches and presentations for use by company owners at various functions. Company leadership is now perceived as subject matter expert in low-power wireless networking
P&L responsibility for Software Technologies with employees and development operations in multiple countries including budgeting, cash flow and financial reporting.
Consultant, Self-employed 2003 - 2004
Strategy & Marketing Business Consulting
Developed sales and marketing plan for software development services including sales procedures, target market definitions and advertising program.
Created collateral for sales and marketing efforts. Provided complete new marketing message and look for direct mail postcards, trade show literature, signs and on-line advertising.
Prepared market research analyzing business opportunities in the electronic original equipment manufacturer market.
Reviewed and edited business plans allowing consulting principal to focus on new business efforts while ensuring high quality work for customers.
Redesigned web sites to optimize user experience and provide improved search engine placement.
President / COO, Equipto Electronics Corp 2000 - 2003
VP Information Systems & Asst Oper Mgr, Equipto Electronics Corp 1996 – 1999
Data Processing Manager, Equipto Electronics Corp 1985 – 1996
Manufacturer of sheet metal enclosures for electronics
P&L responsibility for +$13 million company with two build-to-order manufacturing plants as well as all aspects of management including budgeting, cash flow and financial reporting.
Drove the sales, marketing strategy, research, and events
Covered sales methodology, marketing planning, demand generation, sales enablement, marketing training, press & analyst relations, marcom, and online presence.
Acquired and integrated company with complementary product. Facility ran as second location, meeting all profitability projections and became ISO 9001 registered in 6 months.
Developed sales and marketing plan including sales procedures, target market definitions and advertising program.
Managed Annual,Quarterly forecasting reviews, with monthly results and weekly status
Completed revenue targets by driving performance
Managed sales force, including internal sales staff and independent manufacturer’s representatives. Implemented sales rep performance monitoring comparing performance to market analysis allowing poor performers to be easily identified.
Hiring, training & Mentoring: Coordinated development of new sales process and training for all outside sales representatives. Reduced training costs by 31% and quality survey reported 11% increase in rep contacts reported as good or better. Coaching & Mentoring of sales team members for professional development
Inspection: Implemented sales lead tracking system to connect remote sales representatives. Allowed dollar values to be placed on all sales leads to aid marketing decisions and reduce internal staff by two.
Reduced costs after telecommunications market collapse. On 45% drop in core business sales, company sustained only 1% loss and returned to 7.4% profitability next year.
Initiated value-add strategy, adding additional products and services to existing products and customers. On 1% increase in units sales, dollar sales up 18% and profits up 26%.
Led product development of new EMI/RFI shielded cabinets which extended an existing product line to much higher performance characteristics. Product opened up new market in high end military applications and accounted for 16% of sales in following year.
Created corporate strategic plan by leading sales, finance, engineering, purchasing and manufacturing departments. Plan adopted by board of directors to guide ongoing corporate growth and development.
Directed process improvement and documentation of engineering function to improve product development process. Resulting processes and documentation allowed upgrade of ISO 9002 to ISO 9001 registration.
Redesigned advertising program to reduce costs of space ads by 33 percent while number of sales leads stayed the same.
Coordinated redesign of shop floor departments implementing lean manufacturing principles and cell based manufacturing to improve product flow and eliminate bottlenecks. Resulted in shortening delivery times by 18%.
Education / Training
MBA candidate, University of Illinois – anticipated completion 2017
Data Science certificate, a 10-course specialization by Johns Hopkins University, Apr 2016
Digital Marketing certificate, a 6-course specialization by Univ of Illinois at Urbana-Champaign, Jan 2016
BSc, Cum Laude, Business - B.Sc, Magna Cum Laude, Psychology
Español Elemental (Basic Spanish) - Sales Mastery by Selling Dynamics
Seminars by Steven Covey, W Edwards Deming, Jay Levinson, Tom Peters
Information Technology Certifications: CompTIA A+, Microsoft Certified Professional, MCSE
Directorships and Other Relationships
Director The Dunham Fund 2002 - Present
Philanthropic foundation dedicated to charitable giving. Typical projects include the Dunham Early College Academy where student who are not college-bound receive tuition and support for attending dual credit college courses. The board of advisors recommends charitable programs deserving financial support. Served as Chairperson (2009 – 2011.) www.dunhanfund.org
Member Task Force on Social Innovation, Entrepreneurship, and Enterprise
Mar 2013 - Sep 2014
The State of Illinois Task Force makes recommendations on how to strengthen the capacity of Illinois to work cooperatively to create, scale, and sustain innovative social programs and build the capacity of non-profit organizations.
Commissioner Aurora Human Relations Commission 2009 – Present
Commission assists in addressing grievances of unfair housing, equal employment opportunity, access to public services, and facilities within the community of Aurora, the second largest city in Illinois.
Director Expleo Solutions 2010 – 2012
Software-as-a-service Company providing solutions for approving digital content to advertising agencies and consumer package goods companies. Expleo is a publicly reporting startup on a track to become publicly traded.
Director Equipto Electronics Corporation 1996 – 2004
Corporate board director of sheet metal manufacturer selling to the electronic original equipment manufacturer (OEM) market.
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