Mary Howe

San Antonio, TX *****

acz350@r.postjobfree.com 210-***-**** www.linkedin.com/in/mary-howe

Senior Marketing & Channels Manager

Marketing Planning & Strategy, Pipeline Generation, Partner Management & Channel Execution

Entrepreneurially spirited, yet pragmatic leader with extensive project leadership experience within enterprise software. Known for quickly establishing credibility among cross-functional teams and senior executive leadership while addressing ambiguity head-on. Motivated and confident professional who believes that collaboration, clarity of message and intentionality is key to business success.

Demonstrated capacity to conceptualize, implement, and measure integrated marketing programs from the ground up. Track record of success building and executing channel marketing programs to increase revenue potentials.

Core competencies include:

Sales Training & Enablement

Project & Program Management

B2B Marketing Strategy

Vertical Industry & Product Launches

Social Media & Digital Marketing

Lead Generation & Campaign Management

Event Planning & Management

Marketing Development Funds & Budget Management

Professional Experience

IBM CORPORATION, San Antonio, TX 2014 – Present

North America Channel Marketing Manager, Watson Customer Engagement and Collaboration Solutions

Enabled and expanded channel ecosystem supporting sale of enterprise industry solutions and collaboration solutions into multiple vertical industries and markets. Delivered brand channel pipeline and revenue objectives both annually and quarterly and provided analysis, insights, and recommendations, to address gaps and improve performance.

Achieved validated lead revenue of $66.1M from channel marketing activity, leading to over $13M in attributable win revenue for North America commerce channel.

Delivered brand channel pipeline and revenue objectives both annually and quarterly and provided analysis, insights, and recommendations, addressing gaps and improving performance.

Developed marketing plans with key set of high value Business Partners (BP), increasing Return on Investment (ROI) by 85x in validated lead revenue and 39x in win revenue.

Drove assessment of overall readiness of channels marketing and sales and, when necessary and built action plans, cultivating BP productivity and influencing pipeline attainment.

Supported BP’s with marketing resources, buyer personas, key sales initiatives, enablement materials, and integrated BP’s into IBM demand generation tactics, driving 150%+ growth in Watson Customer Engagement SaaS solutions.

Grew partner sales in commercial market 98% year-on-year by delivering joint solution materials.

Championed value of channel programs to internal sales and marketing organization. Overcame well-entrenched resistance to change, achieving channel inclusion in pipeline planning and execution.

Established lead progression campaign nurturing and progressing existing channel opportunities, producing $1M + in revenue.

AVNET TECHNOLOGY SOLUTIONS, San Antonio, TX 2011 – 2014

Marketing Manager

Led Avnet software business partners in strategic vertical market planning specific to retail and financial Industries, and IBM software brands, including rational, storage software, security, collaboration solutions, and commerce. Created solution-oriented demand generation campaigns and messaging for channel pipeline generation and growth. Provided event management and support for enablement briefings.

Improved market-to, market-with and market-through, multichannel pipeline generation activities for IBM software brands, generating $30M in Validated Lead Revenue (VLR).

Negotiated vendor pricing and fees, achieving maximum yield on marketing services.

MARY HOWE acz350@r.postjobfree.com Page Two

AVNET TECHNOLOGY SOLUTIONS (Continued)

Selected as SAP marketing and CRM trainer and Subject Matter Expert (SME), enabling and training 100+ Avnet employees during CRM SAP implementation.

Won General Managers award for outstanding contributions by individual in non-sales role, maximizing rebates and cutting event costs by 25%.

Led expansion of channel ecosystem by developing new business development database, partner portal, and recruitment landing page – www.whyavnet.com.

Managed IBM software marketing budget of $1M + annually, maximizing profitability and campaign ROI.

RON BLANK AND ASSOCIATES, San Antonio, TX 2009 – 2011

Director, Continuing Education Academy

Defined strategy and drove execution of 40+ continuing education training events across North America and delivered 8500+ continuing education credits to architects and interior designers. Directed sales, marketing, communications, promotions, event execution, and logistics.

Navigated department from negative $60K operating budget to posting profit within 6-months by negotiating and managing service levels, budgets, deadlines, and resource agreements.

Doubled net sales revenue in 12-months through process standardization and implementation of sales incentives and promotions.

Maintained 100% customer and sponsor satisfaction rating on all events, increasing customer retention rates.

Automated event registration and measurement process and implemented event best practices, ensuring positive results.

AVNET TECHNOLOGY SOLUTIONS, San Antonio, TX 2001 – 2009

Corporate Event Planner 2006 – 2009

Managed all aspects of event execution, including: concept design, organization, budget, content, execution, vendor relationships, and post event analysis.

Created and managed sponsorship programs for 3 large technology conferences, generating excess of $750K in revenue.

Built effective event program strategy, minimizing costs while delivering quality events with high customer satisfaction.

Instituted post event survey process, capturing and evaluating event successes, failures and areas for improvement.

Marketing Project Leader 2001 – 2006

Drove multichannel marketing activities with select BP’s supporting progression and development of new enterprise software pipeline. Developed and executed marketing campaigns focused on product positioning and competitive replacement. Championed Avnet’s marketing services and value to newly recruited partners. Drove channel support of IBM product and new solution launches.

Authored and designed monthly software newsletter distributed to 500 business partners, communicating key sales incentives, promotions, and brand updates.

Sustained IBM Marketing budget of $7M annually, ensuring profit maximization and ROI.

DATASEEK CORPORATION, San Antonio, TX 2001

Marketing Coordinator

Supported sales teams with marketing campaigns and guidance. Directed new brand roll out, including logo and website design, communications, copywriting, ad placement and branding guidelines.

Supervised MDF budgets for multiple brands, maximizing profitability and ROI.

Oversaw marketing alliances with industry leaders, including IBM, HP, and Sun, increasing exposure of co-sell offerings.

Education

Bachelor of Business Administration (BBA), Marketing, Texas A&M University, College Station, TX

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