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Sales Manager

Redondo Beach, California, 90278, United States
January 05, 2017

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Home: 310-***-**** Email:

Redondo Beach, CA 90278


Technology-savvy marketer who configures innovative technology solutions into more effective marketing programs to deliver personali zed, interactive, and experiential content which results in increased sales, loyalty and brand recognition.

Global strategic and technical marketer with ability to fuse the alignment of product marketing to sales strategies i n underper forming product sets.

Numerous successes in building industry leading and unique product strategies and equipping the sales teams tasked to a chieve record results.

Fluent in intellectual property, service solutions, information databases, analytics and creating new messaging strategi es by combining non-leader products to establish competitive market advantage.

Unique ability to quickly identify key differentiators, regional advantages and strategies; collaborate with execut ive, market ing, s al es groups to achieve consensus globally to develop winning go-to-market strategies and product offerings.

Amazing ability to research and build compelling value propositions that attract media/press coverage that increase company exposure, credibility and market share.

Exceptional transformation planning, and strategist to modify enterprise business processes through adaption of policies, procedures, and processes in support of new mission, vision and systems. KEY COMPETENCIES

Cloud: IaaS-PaaS-SaaS Branding, Messaging Strategies Enterprise-wide Collaboration

Industry Expertise Big Data - Analytics Market and Product Alignment

Game-changing Solutions Strategic Selling Programs Skilled Negotiator/Presenter PROFESSIONAL EXPERIENCE

AVIGILON, DALLAS, TX 01/2015 – Present

Director Regional and Partner Marketing (1/2016 – Present) Designed and implemented a large-scale sales and marketing transformation project. Benefits of transformation included:

Improved marketing investments for lead generation activities

Established nimble processes for swift adjustment to execute against the needs of the business

Comprehensive analytics to identify trends that influence and attract buyer interest, and identify true cost per customer acquisition

Deployed global marketing campaigns that Influence all sales stages: lead, opportunity, retention

Deployed new lead scoring methodology for improved lead conversation ratios

Implemented KPIs to measure effectiveness of marketing programs

Improved opportunity to win conversion ratios to 48% from 13%

Generated 550% in unique click through, and 64% unique open rates with campaign assets. Significantly higher than industry standard rates of 22% unique click through and 7% unique open rates

Doubled value of won opportunities. Traditional roadshows generated $122K of won opportunities per event, 3600 marketing strategy generated $231K in won opportunities per campaign

Increased average opportunity value by 20%

Senior Manager, Industry and Regional Marketing (1/2015-12/2015) Developed business outcomes industry marketing program that improved conversion ratios of opportunities to leads, increased project scope and reduces sales cycles and pursuit costs. In less than 30 days a partner in Australia applied these methodologies and closed a 79 site opportunities valued at $450,000. Average deal prior to this program was 4-8 months with an average deal size of $40,000

“My very strong recommendation to Avigilon is that the training session delivered to CSD be packaged and delivered to all Avi gilon staff that may need it and made available to all of your SI’s and distributors. I really do feel the content is fit for global delivery.” Matthew Brabender - National Enterprise Sales Manager Central Security Distribution HP - ENTERPRISES SERVICES, Palo Alto, CA 07/2002 – 12/2014 Enterprise Group Industry Marketing Manager (5/2012 – 12/2014) Designed innovative and interactive client facing application leveraging two underperforming services, to promote these services and a broader set of solutions geared to address top of mind business issues. Application benefits included:

Industry tailored business focused discussion with customers and prospects.

Natural progression moves from business issues, solution approaches, and selected products and services

Aligns to clients OPEX or CAPEX buying models

Personalized for a client; providing the account team with insights into client interest, through an automated reporting tool

Interactive and dynamic application focusing on industry specific business issues EVEE BURGARD

Home: 310-***-**** Email:




Marketing content and application positively impacted client perception and understanding of HPs broader capabilities, as par t of the largest deal for Enterprise Services in 2014.

Earned an exceeds expectations performance rating Global Marketing Travel & Transportation Marketing Manager (3/2011 – 4/2012) Responsible for developing Enterprise Services global marketing campaign for Travel and Transportation indust ry segment . Campai gn generated 2x the number syndicated articles in comparison to the previous quarter’s major cloud announcement and tripled resul ts from Vienna cloud announcement. Campaign also attracted the attention of several major clients, globally, resulting additional sal es opportunities. Campaign also positively impacted several deals under negotiation. Develop overall marketing strategy for Transportat ion Industry.

456 WW total articles (60 original articles, 128 syndicated articles and 268 repostings of press release)

152 tweets generated

Earned a P+ performance rating

World-Wide Marketing Campaign Manager (10/2009 – 2/2011) Responsible for overall campaign strategy and tactical execution for HP Enterprise Services’ Business Continuity and Recovery Services (BCRS) and Enterprise Cloud Services

Business Continuity and Recovery Services (BCRS) o Generated and measured over $100M in pipeline opportunity in Siebel o Telemarketing initiative took a deal from cold call to close in under 30 days, a first for HP Enterprise services. Campaign down selected for the 2010 BCI (Business Continuity Institute) “Initiative of the Year” award.

Enterprise Cloud Services marketing program

o Included over 15 client facing assets, and sales enablement tools o Earned P+ rating

Shared Services Manager, EDS Portfolio (11/2008 – 9/2009)

Established standard processes across all portfolios for training and marketing activities.

Established HP Product Awareness Series to educate EDS sales on the value ONEHP

Developed a single standard reporting structure for all Portfolio Training

Standardized grow @hp learning curriculum for Portfolios

Earned P+ rating

Market Readiness Manager, EDS ITO (7/2002 – 10/2008) Over six years of product marketing, training and sales support responsibilities within ITO.

Designed standard training program for ITO service line

Supported and co-authored position papers for ITO services

Achieved rating of exceeded expectations on performance plan GENUITY, (FORMERLY GTE INTERNETWORKING), El Segundo, CA (4/1999 – 7/2002) eServices Consultant, Electronic Business Consultant (hosting and telecommunications services) Top performer

Achieved 130% and 125% of quota

HUMMINGBIRD COMMUNICATIONS, Los Angeles, CA (3/1998 – 4/1999) Account Executive (BI and HTML software solutions) Top performer in North America

Achieved 145% of plan

VISION SOURCE, Torrance, CA (7/1994 TO 3/1998)

Business Development Manager (Software distribution)

Top Business Development Manager

o Attained 100% of annual quota in first three months. o Achieved highest profit margin, 35%, ever earned for commoditized shrink-wrap software sales AMERICAN COMPUTER REPAIR, Gardena, CA (9/1992 – 7/1994) Account Executive (IT Repair Services)

Number one sales executive

Performed at 243% of plan


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MCI TELECOMMUNICATIONS INC., Philadelphia, PA (9/1990 – 9/1992) Sales Executive (Telecommunications services)

Top performer, received numerous awards and won several trips specifically

“Circle of Excellence," for 237% of quota Q3 '91;

"Go for the Glory," for 125% of quota Q2

'91 "Strike it Rich," for 135% of quota Q1 '91;

Sold first point-to-point global network service in North America ALLNET COMMUNICATIONS SERVICES, Philadelphia, PA 12/89 to 9/90 Sales Executive (Telecommunication Services)

Number one sales executive in the region

Performed at 200% of quota for 8 consecutive months. EDUCATION


Bachelor of Science, Communications – Concentration: training and development VOLUNTEER EXPERIENCE/LEADERSHIP


Mentoring highly motivated professionals to be successful throughout their careers REFERENCES

References available upon request. Also reference recommendations on LinkedIn profile -

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