Sales Engineering, Management and Channel Marketing

PROFESSIONAL SUMMARY

Over ** years diverse experience in direct and channel sales engineering, marketing, and education delivering high impact presentations, developing revenue generating sales, marketing and training tools, creating demonstration content and enabling sales through programs on a worldwide scale.

Reputation for independence, teamwork, communication skills, entrepreneurial use of limited resources, attention to detail, persistence and dependable follow through.

PROFESSIONAL EXPERIENCE

IRINA M. LEWIS

BIZNET SOFTWARE January 2009 – August 2009

Director Sales Enablement

• Collaborated with Development and Marketing to create compelling and understandable presentations of value and functionality of the software solution, (Solution Selling methodology)

• Engaged in technical and value proposition discussions with partners and C-level customers to bridge the gap between the pains of the market, the ability of technology and the value of solutions

• Developed sales support processes and content (demo scripts, presentation decks, sales guides, calling scripts, live/recorded demonstrations, webinars) to assist company in revenue attainment

• Created and delivered impactful demonstrations for use in pre-recorded, standardized or customized presentations, assisting Sales in achieving regular quota and revenue goals

• Designed and implemented formal partner sales enablement program attracting 18 new channel and 2 new ISV partners over 9 month time span

• Created marketing and sales collateral, including value proposition and sales positioning, to drive understanding and awareness of solution among partner community, customer and prospect base

• Drove increase in monthly incremental revenue in first 5 months by training 25+ VAR and ISV partners, across US, Canada and Europe, in technical and functional sales content

• Developed training content and process, successfully rolling out organization’s first formal customer and partner product training course, assisting Services Group in attaining annual revenue goal

MICROSOFT CORPORATION 1998 - 2008

Partner Development Manager (Microsoft Corporation) August 2007 – December 2008

• Responsible for managing $2MM annual education budget enabling partners to improve their sales, application and technical competency leading to increase in revenue generation (Vista, SharePoint, Office, Business Intelligence)

• Created strategic training plans and implement channel education program to fill partner sales/technical skill gaps; resulting in 20,000 individuals across 5,000 partners educated annually (VAR, SI, Distributor)

Technical Product Marketing Manager (Microsoft Corporation) May 2006 – August 2007

• Drove ‘Business Intelligence’ strategy across Microsoft Dynamics through customer, partner and cross team collaboration, resulting in articulated value proposition and clear BI strategic direction across product lines

Technology Specialist Manager (FRx Software, a Microsoft subsidiary) July 2001 – May 2006

• Engaged in in-depth technical and functional discussions with C-level customers and partners to bring understanding between the pains experienced, functionality of technology and the value of the solution

• Created and delivered impactful presentations for use in live, on demand, standardized or customized demonstrations, assisting Sales in surpassing annual quota and revenue goals

• Developed sales, presales, marketing and training content to drive regular revenue achievement

• Managed internal technical sales teams in support of a 26+ partner and 8,000+ reseller channel focusing on enterprise resource planning, financial reporting, budgeting, business intelligence and analytics

• Led internal and virtual partner teams in driving $60+ million annual revenue attainment through goal identification, program planning, sales readiness, relationship management and product awareness

Technology Specialist/Consultant (FRx Software, a Microsoft subsidiary) May 1998 – June 2001

• Delivered custom-tailored presentations of analytic software solutions to meet sales/revenue objectives

• Managed software implementations at Enterprise customer sites: project planning, installation, training

TOTAL PETROLEUM, INC.

Oracle System Administrator and Business Analyst September 1996 – May 1998

• Consulted with end users and Oracle data base administrators to identify, analyze, test and correct inconsistencies occurring in and between modules, contributing to an improved business workflow

• Analyzed financial contract data; contributing to $6 million annual expense savings and increased corporate profitability

EDUCATION

• EuroCentres International Language School – Lausanne, Switzerland, 2000

o French Language Immersion

• University of London – London, England, 1990

o International Business and Culture

• University of Arizona – Tucson, Arizona, 1987-1991

o Bachelor of Science in Business Administration, Economics (Cum Laude)

TRAINING & APPLICATION EXPERIENCE

• Application:

o Microsoft SQL Server

o Microsoft® Office (Word, Excel, PowerPoint, OneNote, Visio)

o Microsoft Virtual PC

o Camtasia® (PC based video production)

o Citrix GoToMeeting®, WebEx®, Microsoft LiveMeeting®

• Training:

o Dale Carnegie High Impact Presentations

o Microsoft Solution Selling certification

ACCOMPLISHMENTS & INTEREST

• Homesteaders (not-for-profit) Board of Directors (2002-2009)

• Microsoft ‘Valued Innovator’ team member award (2008)

• Danskin and Tri for the Cure triathlons (1999-2005)

• FRx Team Player of the Year (nominated ‘03, won ‘00)

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