Sales Marketing

EDMUND KUDEY – SENIOR MANAGER, PRODUCT MARKETING

*********@*****.*** (C) 925-***-**** https://www.linkedin.com/in/edmundkudey 1

A leadership role responsible for defining and executing a global Product Marketing strategy to increase market share and drive sales and profitability for a growth company. Leadership style is adaptive, articulate, learner, communicative, optimistic, collaborative, empowering, a player coach. Results-driven Thought Leader with a strong background in Marketing, Sales, and Engineering. Respected as a change agent and master of execution who guides organizations in communicating their mission, business relevance, values, and products to drive competitive advantage, sales, profitability, and sustainable growth. Sees possibility and potential in the broader landscape, and leverages interdependencies to optimize systems, operations, productivity, and outcomes.

Revenue & Growth: Transformed a Global Lead Generation operating model, increasing Sales accepted leads (SAL), Sales qualified leads (SQL), Pipeline contribution and Revenue contribution.

Averaged 20% Qtr/Qtr growth in qualified leads – “Qualified Lead Velocity rate “.

Upsell/cross-sell programs, increasing average lead value by 50%.

In partnership with Sales, increased quality of MQL’s and rate of acceptance.

Increased annual sales pipeline (SQL) by 60%, from $425m to $689m in value. Integrated Marketing: Defined how to plan and implement Cisco’s global ‘integrated solution marketing’ campaigns and launches; established a product & solution team, a portfolio of marketing assets, unified programs, and structure for all planning and process implementation of solution led marketing campaigns.

Emphasizing shared value and business relevant messaging of solutions, increasing wallet share and reaching new audiences.

Produced fully integrated campaign experiences and assets for all stages of the buyers journey for global launches; including presentations, whitepapers, solution briefs, landing pages, videos, blogs, webinars, emailing’s, Agent scripts, etc.

Planned and executed Demand Generation programs to attract and drive prospective buyers through the funnel.

Enabled Sales with assets and tools to support the sales cycle, such as sales kits, buyers guides, competitive analysis/battle cards and vertical playbooks as well as assets to compliment marketing demand generation programs.

Partnered with Sales, Product, Engineering and Marketing to determine key benefits and differentiators.

Data Analytics & Intelligence: Leveraged customer insights and analysis from Earned and Owned media, to achieve annual goals as well as meet strategic transformational milestones.

Established operational visibility of marketing’s contribution to the business through the funnel by introducing real-time Demand Generation campaign performance dashboards; influencing campaign and program design, execution and investments.

Reduced and reinvested 25% of annual spend thru a data-driven marketing attribution approach.

Optimized Owned media traffic engagements to reduce out of scope interactions, lowering cost per SQL.

Experienced with CRM (Salesforce.com), marketing automation (Eloqua) and Cloud based Virtual Assistance solutions. Sales: Developed account plans, strategies, and weekly sales forecasts, complimented by AM & SE coverage strategies.

Experience in both Field Sales and Inside Sales operations; SMB, Commercial and Enterprise audiences.

Partnered with Product Line Leadership to address customer trends, competitive landscape, and critical issues, influencing product line requirements and development roadmaps to grow the business and reach new markets.

Set the technical direction and talent development strategy for a Sales territory, for both AM and SE roles. OBJECTIVE

PROFESSIONAL CONTRIBUTIONS

EDMUND KUDEY – SENIOR MANAGER, PRODUCT MARKETING

*********@*****.*** (C) 925-***-**** https://www.linkedin.com/in/edmundkudey 2

CISCO SYSTEMS San Jose, CA

HEAD OF GLOBAL DEMAND GENERATION - DIGITAL MARKETING 4/15-10/16 Responsible for transforming a global B2B demand generation operation, campaign execution operations, marketing automation, and Global BPO Contact Center services for Cisco's global Digital Marketing organization, into a streamlined resource of quality leads for Cisco Sales and Channel Partners. Led Global BPO/Outsourcer relationships, evaluating comprehensive measurements (KPI’s), operating practices and processes, to achieve annual goals as well as meet strategic transformational milestones. Leveraged Data- Driven Analytics approach to optimize lead development from Owned and Earned media. Managed a Global Organization of 3 Sr. Program Managers, 4 extended reports,150 agents; 10 BPO resources. Funnel Management Activities: 80% Lower Funnel, 20% Top Funnel.

SENIOR SALES ENGINEERING MANAGER –GLOBAL INSIDE SALES ORGANIZATION 2012-2015 Responsible for managing and developing a team of early in career Inside Sales Engineers focused on developing, driving, and delivering pre-sales technical engagements. Goaled with both pre-sales KPI’s and developing future Field Sales Engineers, I successfully achieving yr/yr growth in pre-sales business objectives as well as increased placement of inside Sales Engineers into field roles by 25%. Managed an Inside Sales SE team of up to 17 direct reports. HEAD OF GLOBAL PRODUCT & SOLUTION MARKETING – GLOBAL COMMERCIAL MARKETING 2003–2012 Led the global go-to-market team responsible for driving pipeline and amplifying global thought leadership in Cisco’s $10B global Commercial segment. Defined and executed integrated Product & Solution Marketing campaigns experiences for global launches, inclusive of developing portfolios of marketing assets across both Top (Reach) and Lower (Nurture) funnel, and sales enablement programs. Worked close with product management, Sales, Channel Partners, and Field Marketing, to plan and execute global launch strategies with geographical relevance. Introduced shared value messaging of business relevant solutions, differentiating Cisco as the leader in business relevant solutions with associated ROI. Funnel Management activities: 70% Top Funnel, 30% Lower Funnel

SENIOR SALES ENGINEERING MANAGER – NORTHEAST OPERATION 1998-2003 Managed and Developed a Sales Operations Sales Engineering team, responsible for executing fiscal year sales strategies, channel development and achieving market leadership. Developed account plans, strategies, and weekly sales forecasts, complimented by AM/SE coverage strategies. Proven track record of successfully expanding into new markets; consistently exceeding revenue goals and KPI’s. Set the technical direction and talent development strategy for the territory; Sales, SE’s and Channel Partners. Manager of 4 regional Sales Engineering Managers; 36 Pre-Sales Engineers in total and 8 Senior Pre-Sales Consulting Engineers. EARLIER CAREER

1995 to 1998 Cisco Systems - Senior Sales Engineer, Connecticut Enterprise Region - Stamford, Ct 1993 to 1995 D&B Corporation - Sr. Global Communications Systems Architect - Wilton, Ct 1990 to 1993 GARTNER GROUP, INC - Global Data Center Manager - Stamford, Ct EDUCATION

MBA - Sacred Heart University - Fairfield, Connecticut BSEE - Wentworth Institute of Technology - Boston, Massachusetts. Certified Executive Coach - University of California, Berkeley - The Executive Coaching Institute. MS in Telecommunications - Pace University - White Plains, New York, Studies in progress. VMware Sales Professional (VSP 2016), Technical Sales Professional (VTSP 2016) and VSP-NV (NSX2016) PROFESSIONAL EXPERIENCE

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