Marketing Manager Partner Program

Dennis Dorman

Senior Marketing Manager, Partner Program Enablement

www.linkedin.com/in/dennisdorman1

845-***-**** *************@*****.***

SUMMARY

As a marketing professional with 15+ years of global experience with IBM’s Partner Programs I want to help your Partners achieve greater success by building out the best Partner experience. This includes enablement, value propositions, collateral creation (with translation), and developing Partner executable campaigns & tracking success. Partner program management includes MDF, Partner promotion, events, awards, comms, and budgeting. Teaming with Product Mgrs for content creation and incorporation of Partners into new release activities. Collaborate with Sales in Partner opportunity generation, progression to close and overall pipeline mgmt. Skilled in MS Office, presenting and producing inspirational Partner / Client testimonials.

EXPERIENCE

IBM CORPORATION, New York

Manager, Partner Tools & Benefits, Strategy

Managed team of 5 collaborating with IBM’s Partner Program leads to develop tools, benefits and strategies to expand Software Groups high value Partners to meet anticipated revenue objectives.

Lead efforts to expand MDF funding to more revenue models such as SaaS.

Managed the Building, translated, deployed of tools such as Partner Locator, “Grow your business”, profitability tools, enablement, reimbursement, web syndication programs and co-marketing infrastructure on a global basis.

Increased the role of VAD’s in provide marketing and program management for their Partners

Managed my VP’s Partner marketing budget of 120+ line items for 4 years to within .1% of allocation.

Manager, Partner Product Marketing Enablement

Led team of 7 supporting Partners (RSI’s, SI’s) by creating marketing materials & campaign kits, incorporation Partners into launches & events for multiple software products and training partner sales teams to successfully progress & close opportunities to increasing overall revenue and providing greater client value from our high value Partners.

Drove regular comms to Partners via emails & quarterly webinar with the latest updates.

Directed the Building, deployed of over 20 “event in a box” marketing kits for use for successful execution Partners insuring in uniform messaging, reducing time to start new campaigns.

Grew inside Telemarketing of Partner solutions based on IBM products resulting in validated lead revenue increasing by 36% and win revenue 34%.

Collaborating with Sales in tracking Partner pipeline and program uptake on a weekly basis and agreeing on action plans to correct weaknesses and communicate successes.

Conducted focus groups and surveys to gain Partner resulting in additional recommendations to Product teams and streamline the Partner programs with what Partners needed most.

Dennis Dorman *************@*****.*** Page Two

IBM CORPORATION (Continued)

Product Marketing Manager, Maryland

Teamed with Development, Sales, Press & Analyst group for over 4 years bringing new software solutions to the marketplace on a global basis

Developed and managed delivery of enablement to direct, partner, and telesales teams resulting in a skilled sales force.

Teamed with Sales to deploy promotions, further supporting marketing & progression efforts.

Guided creation of messaging, value props, marketing collateral, video success stories, web pages and published articles on business value.

Developed business case and received approval for new MS Outlook archive product which doubled the market opportunity. Launched globally across Direct, Partner and Tele channels.

Product Marketing Support, Dallas, TX

Worked with software development labs, sales and marketing to train sales force and partners on multiple products for 5+ years.

Developed course ware and managed delivery of sales enablement to direct, partner, and tele sales teams.

Delivered product updates to Sales teams as part of pre-launch activities resulting in skilled sales force that took immediate advantage of announce day hype.

Constructed meaningful solution demonstrations, trained Sales on usage to better articulate solutions value to prospects.

Organized multiple classes & enablement roadshows in Europe and Asia resulting in enhanced local skills

Supported Sales teams with product expertise resulting in shorter sales cycle.

TECHNICAL SKILLS

MS Office: Word, Excel, PowerPoint

Video Production, AWS

EDUCATION

BA, Business Administration, Major: Finance, University of Houston, Houston, TX

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