Sales Marketing
Resume:
MARK D. SKOOG
MOBILE: 480-***-****
adkq61@r.postjobfree.com
LinkedIn: https://www.linkedin.com/in/markskoog/
SUMMARY
Proven top performing executive with extensive domestic and international business-to-business marketing experience to commercial and government customers in the manufacturing services(3D printing), enterprise software(SaaS), business process outsourcing and wireless industries. Successful leader with solid managerial skills and expertise in strategic planning, product management, product marketing, marketing communications, service marketing and business development. Have led cross-functional teams to bring products and services to market 23 separate times, each generating millions of dollars in sales. Have managed the corporate marketing function for five successive industry leading corporations. Possess strong background and success in demand generation planning and execution including digital marketing.
KEY SKILLS AND ATTRIBUTES
Strategic Planning Product Development & Launch P & L Management
Acquisitions & Joint Ventures Financial Analysis & Forecasting Pricing Analysis & Strategy
Marketing Communications Channel Partners & Strategy Market Research
International Markets
Company Branding Strategy
SaaS/Cloud Services
Industry & Vertical Marketing
3D Printing
Demand & Lead Generation
PR and Social Media
Analyst Relations
Account Based Marketing
Sales Enablement
Digital & Web Marketing
Event Planning & Management
Content Marketing
CRM / Marketing Automation
Go-To-Market Planning
PROFESSIONAL EXPERIENCE
Stratasys, Ltd., Valencia, CA 2017 – Present
Vice President, Inside Sales & Ecommerce
Vice President, Marketing
Recruited to lead a team of marketing professionals for the global leader in 3D printing technology used by manufacturers to create prototypes, manufacturing tools, and production parts. Annual sales were $636 million. Reported to the CMO. Managed a team of 4 direct and 19 indirect reports.
• Devised the go-to-market strategy for the on-demand parts subsidiary, Stratasys Direct Manufacturing, utilizing a combination of inside and outside sales representatives supplemented with online ecommerce.
• Formulated and executed the brand, positioning and external communication strategy to maximize earned, owned and paid exposure using multiple channels.
• Managed the strategy, design and launch of an ecommerce-optimized website exceeding identified performance metrics.
• Expanded the solution portfolio to include six 3D printing and three conventional manufacturing technologies with optimized pricing strategy to maximize win rate and profitability.
• Managed the strategy, creation and execution of integrated, multi-touch, digital marketing campaigns resulting in +30% qualified leads, +47% marketing sourced pipeline, and +13% sales.
• Inside Sales team achieved 105% of $38M sales quota across on-demand parts, service contracts and software goals. Axway Software SA, Phoenix, Arizona 2014 – 2016
Vice President, Global Marketing
Hired to lead a team of marketing professionals for a leading provider of application integration middleware solutions to over 11,000 enterprise and public sector customers worldwide. Annual sales were $347 million. Reported to the EVP Global Marketing. Managed a team of 4 direct and 22 indirect reports utilizing a $12 million dollar budget.
• Devised the global, strategic, company marketing communications plan based on corporate goals to build brand awareness for all product and services offerings sold through the company’s direct sales force and alliance partners.
• Managed the company’s brand strategy, positioning and market communication in support of new corporate direction.
• Managed the strategy, design and launch of a new company global website exceeding identified performance metrics.
• Managed the strategy, creation and execution of global and regional integrated, multi-touch, digital marketing campaigns resulting in +70% leads, +54% marketing sourced sales pipeline, +30% SaaS ACV. JDA SOFTWARE GROUP, INC., (now branded as Blue Yonder) Scottsdale, Arizona 2010 – 2014 Vice President, Global Marketing
Senior Director, Solutions Marketing
Recruited to lead a team of marketing professionals for a leading provider of innovative supply chain management, merchandising, and transportation and logistics solutions to retailers, manufacturers, and wholesale distributors worldwide. Annual sales were $990 million. Reported to the EVP Global Sales. Managed a team of 6 direct and 14 indirect reports utilizing a $12 million dollar budget. Originally hired as Sr. Director, Solutions Marketing.
• Devised the global, strategic, company marketing plan based on corporate goals to build brand awareness and generate demand for all product and services offerings sold through the company’s direct sales force and alliance partners.
• Organized the marketing team structure, resources, processes and tactics to execute the strategic plan.
• Managed the company’s brand strategy, positioning and market communication to a cloud services provider.
• Managed the launch and promotion of five major product or service announcements that each exceeded initial targets.
• Integrated, multi-touch, digital marketing campaigns designed and executed resulted in a 42% increase in leads. STREAM GLOBAL SERVICES, INC., (acquired by Convergys) Scottsdale, Arizona 2007 – 2010 Director, Global Marketing
Recruited to lead a team of marketing professionals responsible for all company strategic and tactical marketing for a business process outsourcing (BPO) provider delivering outsourced call/contact center services to Global 1000 firms. Annual sales were $300 million. Reported to the SVP Global Sales. Actions resulted in a 16% sales increase YOY.
• Devised the company strategic marketing plan and created tactical sales and marketing plans for the North American, Latin American and European markets. Services sold through the company’s direct sales force and alliance partners.
• Formulated a new company brand strategy and executed all supporting communications and sales tools including website, brochures, client success stories, newsletters, white papers, sales presentations, and audio/video.
• Created and executed electronic and paper direct mail lead generation programs in combination with telemarketing delivering a 20% increase in qualified sales leads and actionable pipeline.
• Improved public and media relations and tripled the number of press releases and articles placed in printed and on-line industry publications. Press mentions increased 70%. Increased the number of industry awards won.
• Developed a formal alliance strategy covering research firms, sourcing advisors, strategic consultants, brokers and solution providers resulting in incremental company inclusion in industry reports and participation in numerous RFPs. AFS TECHNOLOGIES, INC., Phoenix, Arizona 2003 – 2007 Vice President of Marketing
Hired to lead a team of marketing professionals responsible for all company strategic and tactical marketing for an enterprise software company delivering supply chain (ERP, WMS, Replenishment, BI, Mobile) solutions to North American distributors and retailers. Reported to the CEO. Actions collectively resulted in a 200% organic sales increase and return to profitability.
• Developed a new company brand and positioning strategy and supporting marketing communications and sales tools.
• Formulated, developed, and launched five new products utilizing a Service Oriented Architecture (SOA).
• Managed P&L for six products representing 40% of company revenue. Generated 20% EBITDA.
• Identified, negotiated and managed five new strategic partnerships.
• Devised the company’s direct and indirect distribution channel strategy.
• Created and executed lead generation programs resulting in a 400% increase in actionable pipeline.
• Planned and managed the completion of multiple acquisitions increasing the company’s revenue to $40 million. SYNTELLECT INCORPORATED, Phoenix, Arizona 2000 – 2003 Director of Marketing / Acting Vice President of Marketing Recruited to lead a team of marketing professionals for a software company delivering customer relationship management (CRM) solutions to the call center industry. Annual sales were $48 million. Responsible for planning and executing integrated company marketing communications. Reported to the CEO.
• Formulated a new company brand strategy and executed all supporting marketing communications and sales tools.
• Developed and managed advertising programs including media selection and measurement. Created and placed print and on-line ads optimizing effectiveness after measuring results. Executed electronic and paper direct mail lead generation programs in combination with telemarketing and webinars delivering a 20% increase in qualified sales leads.
• Planned, organized and executed trade shows, events, and sales seminars generating over one thousand leads.
• Improved public, media and industry analyst relations increasing the number of press releases and articles placed in printed and on-line industry publications maximizing low-cost brand and product exposure to targeted audiences. MOTOROLA INCORPORATED, Schaumburg, Illinois and Scottsdale, Arizona 1985 – 2000 Strategic Marketing Manager, 1999 – 2000
Created the strategy of a start-up division selling revenue management software solutions to commercial, industrial and government markets. Directed a team of marketing professionals. Generated operating and five-year business plans.
• Planned new products and managed the development process. Designed and conducted market research programs. Defined and prioritized new product and feature requirements and specs, managed the development schedule, and provided marketing direction to the development engineering team.
• Launched two software product lines that generated $22 million in new orders within one year of market introduction.
• Planned, negotiated and concluded a strategic alliance with a major business partner. Planned an acquisition. Senior Marketing Manager, 1997 – 1998
Managed a team of marketing professionals providing marketing and business planning consulting to Motorola’s international telecommunications service businesses.
• Created business cases to determine potential valuations of new business opportunities in 15 countries covering Asia, Middle East & Africa, Europe and Latin America.
• Analyzed operations and devised and recommended improvement plans for international cellular service companies.
• Worked as Acting Marketing Director for a cellular service start-up company in Cairo, Egypt. Co-authored company strategic plan. Created and began implementation of the market research plan, communications plan, pricing and services offerings, and distribution plan. Hired and trained local permanent staff of 15 (four direct, 11 indirect). Company increased customer base by 300% during assignment and is very profitable with over two million customers. Product Marketing Manager, 1994 – 1996
Led a team of marketing professionals with business development and product marketing responsibility for a line of software-based wireless communications systems through the start-up and market introduction phases to developing countries resulting in year three sales of $130 million. Exceeded revenue goals by 30%.
• Created global “go-to-market” strategy selling to international telecomm providers working with in-country staff.
• Developed and executed market communication strategy. Launched product line on five continents.
• Participated in business development meetings as product marketing expert. Helped secure major contracts.
• Analyzed competitive offerings and devised winning sales tactics emphasizing company strengths. Supported RFPs.
• Compiled market-based new product / feature requirements for development consideration by product management.
• Designed sales training materials and planned, organized, and delivered sales training programs.
• Became recognized industry expert by speaking at multiple industry conferences. Senior Product Manager, 1989 – 1993
Product Manager, 1985 – 1988
Supervised a team of Product Managers responsible for managing the profitability of a $70 million software-based communications system product portfolio sold to commercial, industrial and government markets. Managed operations consistently exceeding planned revenue and profit goals generating 10% pre-tax income.
• Authored multiple business cases for new product opportunities and received go ahead funding. Planned new products and managed the development process. Designed and conducted market research programs. Defined and prioritized new product and feature requirements, managed the development schedule, and provided marketing direction to the development engineering team. Launched three products achieving 14% sales growth over previous models.
• Developed a product line extension strategy to reposition existing products. Led a cross-functional team to implement the product roll-out plan resulting in 5% share growth (to 65%), 7% volume growth, and a 6% increase in profitability.
• Devised and implemented market development, merchandising and sales promotion plans to attain revenue goals.
• Approved pricing and issued quotes. Answered system engineering design/product questions.
• Created an indirect distribution channel strategy and plan resulting in $7 million of annual incremental sales. EDUCATION
Master of Business Administration, marketing concentration Northern Illinois University DeKalb, Illinois
Bachelor of Science, Finance
The University of Illinois Urbana-Champaign, Illinois
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