Sales Marketing

Candidate Summary

Dynamic, self-motivated senior marketing, product marketing, and strategic development executive with demonstrated leadership and results. Skilled at leading cross-functional teams and communicating effectively within and outside the organization. Thrives in a collaborative environment and accustomed to the hard work and long hours often necessary in a high-growth company. Excellent written and verbal communication skills. Sought-after speaker and editorial contributor. Experienced Salesforce.com and Pardot administrator.

Professional Objective

To increase the revenues, brand awareness, and sales effectiveness for a high-growth SaaS or technology company through effective integrated marketing programs, sales tools development, and well-executed go-to-market strategies.

Professional Experience

2016 – Present Azimuth Marketing Partners, Milton, GA

Founder and Principal

Provided product marketing and marketing consulting and content development services to leading enterprise software companies.

Increased free-trial conversion rate by 55%.

Reduced time-to-sale by 30% through effective sales tools development and customer engagement strategies including improved marketing collateral, customer pain sheets, buyer persona-based messaging, and targeted drip marketing campaigns.

Established and managed key analyst and editorial relationships and facilitated briefings on new client company product and market initiatives.

2011 – 2016 HireIQ Solutions, Inc., Alpharetta, GA

Co-Founder and VP, Marketing and Product Management

Accountable for all facets of SaaS talent acquisition product performance including branding, packaging, pricing, P&L performance, market adoption and market messaging.

Increased web traffic in excess of 100% through organic and paid search. Improved visitor conversion rates by a factor of five. Delivered a predictable pipeline of Marketing Qualified Leads (MQL) presented to Sales for closure.

Partnered with internal Sales and external Partner stakeholders, including resellers, distributor, systems integrators, and consultants to deliver campaigns that accelerated the Sales cycle and increased Lead quality.

Developed “prospect journey” Lead nurturing approach and implemented integrated drip marketing that resulted in improved brand and company awareness, increased web site traffic, and increased Marketing Qualified Leads (MQLs) by an average of 42% per year from all sources.

Created “whole-product” based product management process, which resulted in improved product quality, predictable product delivery schedules, increased company readiness, and accelerated customer acceptance.

Created, organized, and hosted online and in-person events including trade shows, hosted webinars, user conferences, and executive “meet-and-greets.”

2006 - 2011 Global Management Technologies (GMT) Corp., Norcross, GA

VP, Marketing and Product Management

Established formal product line P&L reporting and exceeded product license revenue and profitability goals each year.

Developed pricing and margin strategies to achieve product revenue and profit goals.

Increased brand and product awareness through over 140 media placements, reaching over 5.5M impressions.

Pioneered and led client success story program designed to spotlight direct benefits clients received as a result of their use of Company’s products.

Improved company response to competitors’ actions by creating a disciplined approach to gathering and disseminating competitive intelligence including product capabilities, market positioning, partnership strategies, and corporate performance..

Provided product, market, and corporate positioning training to direct and indirect sales staffs worldwide.

Established formal Sales and Pre-Sales training programs focused on product, positioning, and competitive response.

Created customer acquisition and retention strategies including customer satisfaction survey process and Net Promoter Score® program.

Managed third-party public relations firm including development of editorial and contributed article calendars.

1999 - 2006 Witness Systems, Inc., Roswell, GA

Director, Strategic Programs

Expanded product family from two products to seven through organic development, technology and corporate acquisition.

Identified, investigated and executed technology and application partnerships (co-marketing, reselling, OEM) to augment organic product line to satisfy customer requirements and to increase revenues.

Investigated and identified company and technology acquisition candidates and led due diligence teams tasked with detailed evaluation of acquisition targets.

Established “core integration team” methodology to ensure smooth and rapid integration of acquired companies and technologies.

Led core team responsible for integrating 7 acquired companies and technologies, as well as the divestiture of 3 products.

Led third-party OEM Product Marketing team in creating joint market and sales strategies for co-developed products resulting in rapid OEM channel Sales effectiveness.

Analyzed information regarding new market opportunities including new geographies, partnerships, and complementary product and market profiles and provided recommendations to executive staff regarding courses of action

1995 - 1999 Melita International Corp., Norcross, GA

Sr. Director, Product Management

1990 - 1995 BellSouth Telecommunications, Inc., Atlanta, GA

Director, Product Management

1989 - 1990 Ameritech Information Systems, Inc., Chicago, IL

Director, Emergency Services Products

1985 - 1989 Rockwell Telecommunications, Inc., Downers Grove, IL

Senior Product Line Manager

1982 - 1985 GTE Network Systems, Inc., Northlake, IL

Senior Telecom Engineer

Professional Associations

Member, Association of International Product Marketing and Management (AIPMM)

Member, Strategic and Competitive Intelligence Professionals (SCIP)

Member, Technology Association of Georgia (TAG)

Awards and Recognitions

Co-inventor:

US patent 7,853,006, Systems and methods for scheduling call center agents using quality data and correlation-based discovery.

US patent 7,864,946, Systems and methods for scheduling call center agents using quality data and correlation-based discovery.

US patent application 61/707,316, System and method for evaluating candidates for a hiring decision.

US patent application 61/707,337, System and method for scoring candidate audio responses for a hiring decision.

Finalist, Technology Association of Georgia Technology CMO of the Year, 2010

Education and Certifications

Certified Product Marketing Manager (CPMM)

Association of Product Marketing and Management

Master of Business Administration

Illinois Benedictine College, Lisle, IL

Concentrations: Marketing, Strategic Planning

Bachelor of Arts

North Central College, Naperville, IL

Concentrations: Mathematics, Physics, Computer Science

Contact this candidate