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Sales Marketing

Location:
Palo Alto, CA
Posted:
April 29, 2020

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Resume:

805-***-**** • adc0oi@r.postjobfree.com • LinkedIn Profile • Portfolio Website 1

Liam Yu

805-***-**** • adc0oi@r.postjobfree.com • www.jlyucloud.com • https://twitter.com/jlyucloud • www.linkedin.com/in/liamyu • https://github.com/jlyucloud PRODUCT MARKETING • PRODUCT MANAGEMENT

My Passion - I have a passion for changing lives through disruptive technologies - economic game changers that allow us to accelerate change and deliver value to customers. I have had the opportunity to develop skills in market and product requirements, project management, agile methodologies, and communicating data and business analysis to management and executive leadership teams. I also have experience in cloud and digital transformations as well as the advancements of enterprise applications, mobility, security, and automation. This has also given me a unique understanding of how these technology domains apply to market innovations in data analytics, cloud computing, virtualization, and machine learning in ways that dramatically accelerate economic growth and advance the human experience. PROFESSIONAL PROFILE

Alteryx (AYX) Irvine, CA

Director, Product Marketing June 2019 to Current

Leading enterprise product marketing programs for the Alteryx data analytics platform. Doubling large scale institutional sales quarter-over- quarter through the development of C-level marketing engagements designed with innovative presales programs that expand the Alteryx value propositions deep across the enterprise customer. Endgame Inc. (acquired by Elastic) Arlington, VA

Senior Director, Product Marketing August 2018 to June 2019 Responsible for Go-to-Market strategy, messaging, positioning, competitive analysis, product launch collaterals, and sales and partner enablement for the Endgame product and services portfolio of endpoint security solutions. Managed a team delivering marketing programs for advanced endpoint security solutions in machine-learning technology and adversary tradecraft protection techniques to enterprise customers worldwide. Drove projects with R&D and product teams to deliver cloud-based security, threat intelligence and thought leadership. Doubled sales renewals from US Federal Agencies and DoD networks through workshops compliance purchasing programs with the National Cyber Strategy (NCS), US Cyber Command and Department of Homeland Security. ServiceNow (NOW) Santa Clara, CA

Senior Product Marketing Manager February 2017 to August 2018 Responsible defining marketing strategy and launch success for the digital transformation of IT Operations Management. Additionally, drove differentiated messaging and positioning, value propositions and competitive marketing, pricing, programs and market research. Delivered marketing and sales programs to show value in productivity, cost and risk management. Built technical sales solutions demonstrating customer value using machine learning and process automation to IT management. Also marketed cloud service management for enterprises concerned with migrating IT workloads to Amazon Web Service (AWS) or Microsoft Azure services. Led programs that generated $150M in topline revenue within 9 months and compressed the sales cycle by 30%. VMware Inc. (VMW) Palo Alto, CA

Senior Business Solution Architect February 2015 to February 2017 Created the VMware's Insight and Ignite Workshops solution marketing programs turning sales into trusted business partnerships. Engagements apply advisory selling methods and systems thinking thru interactive activities and industry best practices. Partner with KPMG, Accenture, and. E&Y to help realize value for clients going through a digital transformation of their organizations. Senior Product Marketing Manager October 2010 to February 2015 Introduced VMware’s End-User computing though the successful worldwide marketing of the Horizon product line. Responsibilities included

• Leading Go-to-Market strategies, including defining and executing 4ps, roadmap, marketing assets, programs, sales enablement and communications; product messaging, competitive positioning and evangelized vision to market and industry leaders

• Planning and executed field enablement including sales and channel training, playbooks, tools and other collaterals

805-***-**** • adc0oi@r.postjobfree.com • LinkedIn Profile • Portfolio Website 2

• Creating and Managed the Horizon Technology Adoption Program and the Horizon ISV Partner Program Achievements

• Generated $250M+ in sales revenue in 2017-15

• Exceeded quarterly bookings goals, 2010-17

• Achieved 90% Renewal Rate Y-Y

• Developed customer success programs resulting in the leading Gartner Magic Quadrant

• Generated 75% of sales deals directly won with marketing programs and lead gen campaigns Intuit Inc. (INTU) Mountain View, CA

Senior Product Manager June 2006 to October 2010

Created of Intuit’s 1st security services offering, sold to over 1,800 commercial and consumer financial institutions. When I first took the role, security was considered a ‘cost to satisfy’ for Intuit’s hosted Financial institution business. Reversed the security model from a ‘cost center’ to ‘ self-sustaining ‘profit center’ by creating a brand and repositioning security as competitive value-add to the business. Security services were redesigned as solutions under the Deep Defense brand; packaged, priced, and resold as upgrades to Intuit’s SaaS banking and businesses services. As a result, Deep Defense had a 90% renewal rate for competitive offerings such as: Federated IAM, MFA and mobile secure OTP; EFT fraud services, antimalware, identity theft prevention, business continuity and disaster recovery services, and education. Responsibilities

• Managing product delivery and business operation teams to successfully deliver value to market

• Applying Intuit’s ‘Design for Delight’ and customer-driven product requirement process

• Ensuring policies, procedures and product compliance with FFIEC, OCC & FDIC Regulation & Governance guidelines Achievements

• Created profitable SaaS security business, generating $14M+ revenue Y-Y

• Prevented $1B+ in annual fraud losses

• Reduced client bad debt allowances related to EFT fraud by 30%

• Secured Deep Defense FFIEC for Regulation E, 2007-8, best practices guidelines reference

• Won ABA and NACHA product awards three years standing, 2007, 2008, 2009

• Achieved 90% renewal and NPS customer satisfaction for 4 consecutive years Symantec Corporation (SYMC) Mountain View, CA

Senior Product Manager February 1998 to June 2006

Product Manager for Symantec Antivirus Corporate Edition (SAV), delivering successful Go-to-Market plan & launch assets including product messaging, technical publications, certifications, business cases, white papers, customer studies and references program. By 2006, this single product had evolved into a world-class enterprise client and host security solutions with 60% market share worldwide. Responsibilities

• Producing and executing the roadmap and on-time release of product line

• Creating ROM (Revenue Optimization Model) quantitative model for product requirements

• Developing worldwide global price & license strategies for including Symantec’s Direct, Channel & Digital Store

• Product spokesman establishing industry relationships with analysts, thought leaders and press Achievements

• Increased annual revenue from $420 Million to $850 Million; exceeding revenue targets 5 years

• Reduced average time to launch by 30%

EDUCATION & CREDENTIALS

Miami University

B.A., Political Science, Diplomacy & Foreign Affairs Pepperdine University

MBA, Masters, Business Administration



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