Colin T. McCann

Leesburg, Virginia

adxu30@r.postjobfree.com 703-***-****

www.linkedin.com/in/colin-mccann-20175

MARKET & COMPETITIVE STRATEGY

•Market Analysis •Competitive Research and Threat Mitigation

•Sales Enablement and Product Strategy •Qualitative and Quantitative Analysis

•Strategic Planning •Technology Evolution and Business Analysis

CAREER EXPERIENCE

Securus Technologies, Inc. Carrolton TX (Remote) Oct 2021 - Present

Competitive Intelligence Analyst

Create and develop the Competitive Intelligence framework, providing non-biased insights to inform revenue-impacting business decisions

•Analyze the impact of the market and competitive environments on current and potential revenue and product development through extensive research, development of multi-dimensional data sets, automated reporting and ongoing feedback

•Provide data-driven recommendations for informed strategic decisions, based on deep dives into competitors’ product strengths, market positioning and anticipated tactics

•Leveraging a wide variety of data sources, collaboratively produce comprehensive competitive insights, and identify the impact of the competitive environment on internal business processes, and ensure sales, marketing, product and operations’ competitive alignment

Hitachi Data Systems / Hitachi Vantara Santa Clara CA (Remote) Feb 2016 - May 2020

Senior Competitive Intelligence Analyst, Strategic Marketing

Optimize sales effectiveness and revenue growth through differentiated strategies based upon high impact holistic competitive analyses.

Formulated 4 incremental best practices and procedures at an organizational level to facilitate more effective sales strategies.

Produced up to 7 types of timely, insight-driven, actionable sales collateral.

Expanded existent competitive analyses to include 3 additional vectors, strengthened product positioning and increased sales effectiveness.

Optimized cross-functional, inter-departmental communications via close collaboration with project and product management, sales operations, strategic pricing and field marketing organizations.

Cisco Systems Inc. Herndon, VA Mar 1996 - Jan 2016

Market & Competitive Intelligence Manager (2002 to 2016)

Using data-driven analyses, provide actionable insights and strategic recommendations to senior executives and other key stakeholders, based upon Service Provider market and competitive trends, building consensus on market trajectory to align and influence their decision-making.

Market and competitive trend analysis, insight generation and TAM forecast modeling for 15 technology categories totaling over $35B globally, ensuring ongoing strategy alignment between product development, marketing and sales operations.

Initiated corporate-wide standard analytics processes and reporting to streamline and optimize addressable market forecast, competitive insights and market share growth potential.

Conducted in-depth quarterly competitive audit and validation with industry analysts to ensure market size, growth and share accuracy, as well as internal vetting of market data prior to release.

Formed consistent, highly interactive relationships across functional areas and industry analyst community to identify and expand growth potential and ensure accurate market representation.

Manager, Systems Engineering, Cisco Systems Inc (1998 to 2002)

Customer success through top quality technical resources based on Global Systems Engineers for both direct and channel partners, increasing opportunity recognition and qualification, direct customer project involvement, and ongoing customer relationship.

Managed a team of 7-9 pre-sales Systems Engineers on 3 continents supporting 4 global regions.

Achieved consistent revenue growth for 4 consecutive years, exceeding organizational goals totaling $380M by year 4.

Drove exponential increases in customer satisfaction rates through exceptional client services, ensuring long-term client loyalty and account development.

Systems Engineer, Cisco Systems Inc (1996 to 1998)

Spearheaded the creation of global, multi-protocol data and voice network as primary pre-sales engineer for a global, inter-company carrier joint venture.

Stabilized at-risk customer, subsequently facilitating customer's technology evolution, resulting in multi-year contract with initial value of $24M for the first year, with incremental growth thereafter.

Earned distinction of SE of the Year for excellence in performance and revenue growth.

ADDITIONAL EXPERIENCE

Sprint Corporation Paramus, NJ, Reston, VA Nov 1988 – Mar 1996

Product Manager – New service creation on Sprint’s international frame relay network.

Consulting Engineer – Create bespoke network architectures based on unique customer requirements

Network Engineer – Pre-sales Engineering for Sprint Business National Accounts Division.

Salomon Brothers Inc, New York, NY Aug 1987 – Nov 1988

Network Control Center (Data Center) Technician

Xerox Computer Services Paramus NJ Sept 1982 – Aug 1987

Eastern Region Network Coordinator

Education & Credentials

Fairleigh Dickinson University, Rutherford, New Jersey BA 1981

Professional Development: Academy of Competitive Intelligence (ACI), Power Base Selling, Solution Selling, ongoing multiple vendor product and marketing training.

Technical Proficiencies: Windows, Microsoft Office Suite, MacOS, Microsoft Business Intelligence, Salesforce.com, Klue

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