Executive

Resume

Jane Fanning

Watertown, CT *6795

www.linkedin.com/in/janefanning

acxvzt@r.postjobfree.com

860-***-****

Leadership Profile

Global Marketing Leadership Technology Solutions Enterprise Software Customer Centric Talent Management

Revenue Growth Partner Management Business Development Sales Enablement Programs Demand Generation

Go-to-Market Strategy Market Analysis Performance Improvement Product Launch Collaborative Teaming

Revenue-driven marketing and business development executive and entrepreneurial spirit with extensive experience in

technology solutions and a mastery of startup programs in mid- and large-sized organizations. Relationships expert and

skilled collaborator with a talent for building consensus and bringing out the best in people. Known as a sales advocate and

customer champion who consistently delivers world-class results through solutions innovations that enhance customer

experience in ambiguous and changing business environments.

Industries: Technology, Healthcare, Life Sciences, Scientific Research, Education, Enterprise Markets

Professional Experience

DELL, INC. Round Rock, TX

Marketing Consultant Mid-sized Business Data Center Solutions Program 2015 2016

Marketing leadership for $55B global technology company. Developed and executed revenue/pipeline generation plans and

campaigns to steer server, storage, and networking business for medium business segment of 150K accounts (75%

acquisitions). Created sales enablement programs, managed alliance partnerships, budget, and process improvements.

Doubled inside sales pipeline to $3M, surpassed conversion goals, and grew new opportunities to 300 after creating

and launching one-week Server Blitz campaign and associated sales performance contests.

In just two months, grew pipeline by $1.2M and netted 115 new buyers by pioneering hugely successful, fast-track

sales training program to quickly get 380 junior sales staff performing at capacity.

Increased sales pipeline and conversions by 2X by intelligently leveraging Salesforce.com data to cut customer

targets by 40% and optimize sales performance in only three months.

Generated three-fold pipeline growth by developing server and end-to-end solution mail merges with 10% open rate;

led planning, selected topics, wrote content, and coordinated with sales and creative teams.

Collaborated across teams and acted as trusted advisor to sales leadership to influence priorities, orchestrate key

stakeholders, drive marketing activities, and deeply understand customers and competitors.

Worked closely with alliance partners (Microsoft, Intel) to integrate their priorities for MDF-funded campaigns.

Marketing Consultant Large Institution Storage, Data Protection, Converged Infrastructure 2013 2015

Strategic GTM brand leadership, working with sales leaders on planning and development, mitigating impact of negative

trends, capitalizing on positive trends, and spearheading product launch readiness (positioning, sales training, etc.).

Reversed underperforming segment and displaced IBM from #3 market share position by developing holistic,

comprehensive storage campaign including competitive sales training.

Boosted Dells market share as converged solutions provider by 31% (sales plays, eBook, competitive attack packs).

Guided teams in creating powerful email and direct mail storage door-opener campaign that generated 58 meetings

with previously unreachable customers, nine opportunities for $382K pipeline, and $48K revenue win.

Allied with business intelligence and internal teams to direct what was identified as one of the best performing

marketing initiatives in North American commercial marketing.

Led the charge for hot, up-and-coming opportunity developing body-worn surveillance camera solution for law

enforcement; brought teams together, analyzed market, and launched in the segment.

Jane Fanning Page 2

DELL, INC. (Continued)

Enabled successful launch of 13G servers by stepping in to cover critical activities when key team member left

unexpectedly, all while managing regular projects and duties.

Positioned Dell ahead of converged infrastructure competitors and overcame inconsistent, confusing, non-industry

standard messaging by developing E2E campaign including all sales trainings and assets (mobile/online/print).

Storage Brand Manager Global 500 & Large Institution 2012 2013

Conceived and executed GTM brand marketing strategies and business plans for Dell storage, converged infrastructure, and

data protection including market analysis, event marketing, business process innovations, and global sales training.

Governed on-going sales play strategy and training efforts yielding significant pipeline and revenue gains; $10.3M

pipeline and $3.6M revenue in one quarter.

Generated >$2.5M pipeline and $650K in quarterly revenue through data protection sales plays.

Strengthened global brand health and reputation, evolving the brand to focus on end-to-end solutions and capabilities

and achieving significant gains in software/service awareness across the board.

Drove entire strategy and managed cross-functional team for Dells participation at national storage event including

demos, messaging, speakers, and analyst/public relations. Results: $646K pipeline, $155K revenue win.

Storage Field Marketing Manager Large Institutions 2011 2012

Engaged with field sales and customers, and built relationships with sales and product teams to drive solutions pipeline

improvement and uncover new opportunities. Provided content and talent support for marketing assets.

Produced $3M pipeline lift per quarter as SME and evangelist for storage and data protection solutions. Trained field

sales and supported each stage of sales cycle with key marketing deliverables.

Rated 9.9 out of 10 for customer presentations and events on sales staff surveys.

Headed and presented at multiple industry events every year, uncovering eight opportunities to support deals for

$1.25M in Q2 alone. Supported deals with product roadmaps, technical, and solution information.

EMC CORPORATION Norwalk, CT

Senior Account Technology Consultant 2008 2010

Steered sales strategies and campaigns for virtualization, cloud computing, disaster recovery, IP storage, business continuity,

and backup solutions for $24B multinational technology services company.

Became trusted solution advisor to senior tech and line executives, leveraging technical savvy, relationship

development, consultative techniques and in-depth knowledge of customer IT environments.

Achieved $10M+ in healthcare solution sales by defining and executing programs of consecutive Lunch & Learn,

presentations, executive briefings, and sales proposals that strongly positioned integrated solutions.

Established district virtualization sales program, closing first cloud computing sale as emissary to Yale University;

developed opportunities with Yales School of Law and IT department.

Shepherded healthcare system customer through resolution process for archive implementation problems; brought

disparate parties together (services teams, customer, software vendor) and resolved 99% of issues in a few short calls

to successfully get them up and running.

Client Solutions Lead 2005 2007

Sales ambassador leading cross-functional solutions development within target margins. Met customer problems with total

solution offerings and coordinated account teams, program management, and technical resources.

Eclipsed annual goals by >24%, booking $1.386M in TSG Services in one year with customer satisfaction at 110%.

Booked >$1M in annual new hospital/life sciences engagements by showing how services resolved pain points.

Liaised with notable healthcare customer (four hospitals, 80+ medical practices, 25 labs), utilizing tact and customer

insight to artfully overcome resistance and facilitate successful transition of new project manager who is now highly

regarded by the customer.

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APELON, INC. Ridgefield, CT 2003 2004

Director Business Development

Managed business partnerships with commercial customers (AMA, Microsoft, Oracle, Philips), created new product and

consulting opportunities, and improved joint promotions and marketing (sales events and collateral).

Realized 20% increase in healthcare software license royalties; drafted winning $17M licensing proposal.

Enhanced commercial reseller joint promotions and marketing at trade shows and customer/partner events.

Captured 50% more joint sales opportunities by cultivating strong relationships with Oracle.

Delivered webinar presentation and demo program for new web services software, netting over 60 qualified leads.

Promoted Apelon at HIMSS, TEPR, various Users Groups, and AMA Editorial Board, managing exhibits, technical

sessions, press, and industry consultant interviews.

HEWLETT-PACKARD COMPANY Houston, TX

Senior Marketing Manager Oracle Global Alliance 2000 2003

Directed middleware announcements, go-to-market strategies, field collateral development, and relations with Oracle to

increase joint market share, establish HP as the premier marketing partner for Oracle, and outgrow the market.

Managed $6M joint budget for three-year middleware market development initiative with 5X ROI target.

Ran HP platinum sponsorship of OracleWorld; designed booth, created keynote speech for CEO that was lauded by

customers and press, and managed technical sessions resulting in 1,053 customer leads.

Senior Manager Global Enterprise Marketing 1998 2000

Directed 10-person team across six organizations in developing new server/storage consolidation initiative to pursue $5B

globally. Settled intra-team conflicts to gain consensus, devised server messages, competitive positioning, value proposition.

Contributed to >$2M in sales wins by developing a TCO tool and selling guide (New clients: The Hartford, CNRail).

Saved $10M in R&D costs by adopting MS standard release of Enterprise NT vs. developing proprietary product.

Marketing Manager Global Networks Product Launch 1997 1998

Education

Master of Science (MS), Information Management Systems University of Maryland Baltimore, MD

Master of Business Administration (MBA), Marketing Boston University Boston, MA

Bachelor of Arts (BA), Liberal Arts Wheaton College Norton, MA

Technical Skills

Salesforce.com Enterprise Storage Virtualization Disaster Recovery Data Center Solutions Backup Services

Local Area Networking Technologies High Availability/Clustering Graphics and Imaging Cloud Computing

Professional Development & Certifications

Program/Project Management (partial) Project Management Institute (PMI)

VMware Technical Sales Professional Accreditation VMware, Inc.

Dell Social Media Brand Certification Dell, Inc.

EMC Storage Technology Architect Certification EMC Corporation

Awards

Dell Silver Award (2013, 2014, 2015) Dell Gold Award (2014) Dell Bronze Award (2012)

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