Sales Manager

KRISTIN LYNN PENNEY

*** **** ****** • Manhattan Beach, California 90266

310-***-**** • **************@*****.***

SENIOR-LEVEL MANAGEMENT: Product Marketing Manager

Visionary marketing strategist, executive, and leader, with 15 years of experience driving profitability and performance by marketing software-as-a-service (SaaS) and cloud computing solutions. Expertise elevating product recognition and revenue through skillful implementation of innovative business-to-business product marketing, product launch, and sales operations excellence programs. Strategically allocates human / material resources to implement marketing plans and deliver effective messaging, positioning, and go-to-market strategies. Proven team builder focused on delivering value-based products and services, developing customer success programs, and exceeding goals.

Areas of expertise:

Team Leadership • Marketing Strategy • Market Development • Corporate Marketing • Consulting • Win / Loss Analysis

Business Analysis • Process Improvements • Project Management • Research • Competitive Intelligence • Budgeting

Branding • PR • Event Planning • Campaign Management • Marketing Collateral • Database Marketing • Research

Product Lifecycle Management • Product Launches • Product Positioning • Integrated Marketing Communications

Due Diligence • Report Creation • Reporting and Data Analysis • Client and Project Presentations • SEO • PPC

Solution Evaluation • Analyst Relations • SWOT Analysis • RFP Processes • End-User and Sales Training

PROFESSIONAL EXPERIENCE

PRACTICE GREEN IT, Manhattan Beach, California • 2008-Present

Consulting firm dedicated to helping technology providers and small, emerging businesses find common ground.

Owner, Managing Director, and Principal Consultant: Founded company to provide product marketing and software evaluation consulting services, including market assessments, product marketing management, sales enablement, needs analysis, and requirements gathering. Direct consulting engagements for leading technology, cloud-based, and SaaS software companies including NetSuite, OpenAir, Seagate/i365, BazaarVoice, and hulu. Consult with clients to understand project requirements and provides project services, including win / loss analysis, competitive research, sales campaign development, program management, training support, and partner, pricing, and marketing medium analysis. Create marketing collateral, case studies, web content, and sales kits.

• Increased client revenue 50 percent by designing and managing highly effective product marketing initiatives.

• Improved productivity for numerous clients by assessing and optimizing SaaS, cloud-based solution offerings.

KNOWLEDGE INFUSION, INC., Manhattan Beach, California • 2005-2008

Provider of HCM industry analysis and management consulting services.

Director, Product Marketing and Principal Consultant: Managed product marketing projects for clients, including Taleo, HumanConcepts, Oracle, Cornerstone OnDemand, Vurv, Workday, and DoubleStar. Served as interim director for vendor clients to develop go-to-market strategies, product positioning, and messaging. Created marketing collateral and product and sales training. Performed market research and competitive analysis. Led demand generation and sales enablement projects. Maximized employee adoption of new HR initiatives by providing marketing and communications support, training, and implementing behavioral change strategies at client locations.

• Accelerated sales by performing competitive analysis, developing product positioning, messaging, go-to-market strategies, and marketing collateral, and providing product / sales training for vendor client business.

• Facilitated launch of online collaborative HR community service by performing research and creating messaging and positioning for service.

• Grew revenue by creating effective sales strategies / playbooks, key messages, and marketing strategy maps.

KRISTIN LYNN PENNEY • Page 2 • **************@*****.***

PEOPLESOFT, INC., Redwood Shores, California • 2003-2005

Leading provider of HRMS, financial management, supply chain management, and CRM software.

Senior Market Intelligence Manager – Headquarters, Corporate Communications: Led development of positioning for flagship HCM product. Directed research of competitor features, functionality, and technical architecture by collecting data from employees and industry analysts. Partnered with business unit leaders to discover competitive comparisons in vertical markets. Developed detailed product comparisons. Educated product teams about industry trends, competitor product roadmaps, and product gaps. Developed product strategy recommendations. Created sales tools and facilitated training sessions for field sales staff. Earned 2 consecutive Outstanding Contributor Awards.

• Augmented product sales by developing highly effective competitive positioning for high profile HCM product line.

ORACLE CORPORATION, Redwood Shores, California • 2001-2003

The most complete, open, and integrated business software and hardware systems company in the world.

Senior Product Marketing Manager – Headquarters, Worldwide Marketing: Spearheaded development of integrated Global Retail Marketing Plan. Led market assessment to identify market needs and determine scope of retail market opportunity. Managed marketing program and communication teams, including event management, PR, analyst relations, broadband, web communications, and training staff for Oracle direct, field sales, and global regions. Developed and implemented integrated marketing communication strategies and tactics, including media and analyst relations, communications, broadband, and events. Joined company as Senior Product Marketing Manager for Advanced Planning Solutions in support of SCM team initiatives.

• Raised revenue by directing corporate launch of Oracle Retail E-Business Suite and infrastructure solutions.

• Enhanced customer satisfaction and sales by leading Customer Advisory Boards and authoring customer case studies to share best practices.

i2 TECHNOLOGIES (FORMERLY SUPPLYBASE, INC), San Francisco, California • 1999-2001

Leading provider of supply chain management software and services.

Senior Product Marketing Manager – i2 SRM Solutions: Led development of product messaging / positioning for Supplier Relationship Management software, including creating value propositions for several industries. Served as internal subject matter expert for supply chain solutions, including product development collaboration, product lifecycle management, procurement, online negotiation, and contract management. Developed marketing plans and strategies. Performed build / buy analyses. Joined company as Partner Program Manager.

• Grew revenue by leading product launch of industry-leading Supplier Relationship Management product.

PEOPLESOFT, INC., Redwood Shores, California • 1998-1999

Leading provider of HRMS, financial management, supply chain management, and CRM software.

Marketing and Business Development Manager: Innovated website, email, and direct mail marketing communication campaigns to promote education services. Collaborated with internal and external partners to plan and execute quarterly User Group meetings. Created training content and delivery programs. Facilitated all training workshops for end-users in Western Region. Recruited partners and customers to take part in focus groups.

• Drove new revenue opportunities by developing first regional marketing channel for education services.

Note: Additional positions include Sales / Account Executive and Program Manager at KNOWLEDGE UNIVERSE.

EDUCATION

Bachelor of Science in Business Administration

Pepperdine University, Malibu, California

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