Strategic Marketing, Sales Operations

KELLY M. CORRIGAN

Strategic Marketing / Sales Operations / Business Development Professional

**** ** ******* **** • Portland, OR 97219 • 503-***-**** • 503-***-**** • **********@***.***

PROFESSIONAL PROFILE

Sales Process/Lead Development • Vertical Marketing • Global Marketing • Customer Advocate

Marketing/Sales Operations • Channel Development • Business Development • Contracts Manager

• 20 + years experience marketing and selling technology solutions in North America, Europe and Asia

• Six years Director level experience, 13 years managing people, budgets and strategic planning

• Developed and managed inside sales and lead qualification teams; automated sales forecasting and sales lead tracking systems; sales training; CRM selection; eCommerce channel development

• Primary interface between product team and regional sales/customers: pricing, packaging, positioning, messaging, branding and distribution; product training

• Developed and implemented direct marketing strategy; tracked demand creation results to customer purchase; sales analysis and win/loss interviews

• Customer advocate, representing the voice of the customer; market research and competitive intelligence

• Managed world-wide forecast for direct and indirect channels; defined re-seller programs and successful channel promotions

• Capable of successfully balancing multiple responsibilities and priorities; wear many caps to see a process/channel/sale/customer complete; received awards for exceeding goals

• Leadership involves uniting people, systems, programs and process to facilitate incremental revenue, new customers, cost of sales reduction, best practices and trackable results

• Noted for positive-can-do approach, productive relationships, enthusiasm, detail, accountability, teaming for results

• Excellent communication and presentation skills with technical, management and executive teams

EXPERIENCE AND RESULTS

FIOS INC, 2008

Industry Market Manager

Produced internal and external industry specific sales tools including customer facing briefs, data sheets and sales win announcements. Profiled target accounts and competitors as a means to understand market needs, buying behavior and solution differentiators. Worked with product development by providing market and product requirements to produce new offerings and enhance solution positioning. Developed industry training presentations for internal departmental and external prospecting purposes.

SAGE SOFTWARE, TIMBERLINE BUSINESS UNIT, 2004 – 2007

Sr. Vertical Market Manager

Responsible for identifying market opportunities (voice of the customer) within the North American Electrical/Mechanical/Specialty construction markets. Worked with current / potential customers and industry influentials to capture and analyze market information and trends. Reported urgent and potentially profitable market and product problems and opportunities impacting customer loyalty and satisfaction. Identified and monitored competitors and their impact on current business solutions and corporate financial objectives. Partnered with vertical sales management, business partners, channel marketing and lead generation to ensure strategic and tactical sales and marketing plans addressed key market value propositions.

Kelly M. Corrigan Resume Page 2

CHRISTENSON VELAGIO SOLUTIONS, INC. 2003

Director of Sales and Marketing

Developed a business model to facilitate an Inside Sales and Marketing organization for a newly merged business process re-engineering solutions company valued at $30m, positioned to provide Energy Management, Electrical and Technology Solutions to Fortune 2000 customers. Selected and managed outside marketing/PR firm to develop merger and public relations communications. Led product team production of a 12-month rolling revenue forecast tool for internal use and productization. Trained and certified account managers to manage customer sales, account data and forecast reporting. Merged Christenson Electric and Velagio caused a reduction in force.

WESTERN INTERNATIONAL FOREST PRODUCTS, 2003

Trader, Wood Specialty Products

Developed new customers and revenues in a 15 state sales territory for imported pre-finished hardwood and laminate flooring products. Logged 300 plus cold calls per week, on target for annual sales goals. Positioned this short term selling position while networking for technology sales and marketing opportunities.

CADENCE DESIGN SYSTEMS and ORCAD CORP., (Acquired by Cadence July 1999) 1998 - 2002

Director of Sales Operations, World-wide Sales, 2002

Proposed business plans to develop alternate sales channels for high volume Printed Circuit Board product and maintenance businesses ($20m Orcad family). Teamed with Regional Sales Directors to produce day-to-day results and best practices. Developed lapsed maintenance program to recapture $3.5m renewal revenues and customer satisfaction. Developed curriculum, agenda and produced NA Quarterly Sales Director’s Meeting.

Director of Channel Development, Systems Solutions Business (SSB), 2001

Working with Division GM’s and World-wide Sales VP’s, analyzed, proposed and promoted division products through multiple Cadence regional sales channels; $400m business. Developed sales programs and tracked results using customer and prospect lists for product upgrades, competitive replacements, and incremental bookings through Inside, Geography and VAR Sales Channels in North America and Europe. Managed resource and headcount to support APAC Sales Operations for the systematic process of sales leads, order flow, and customer product distribution.

Director of Marketing Services, Printed Circuit Board Solutions Division (PSD), 1998 - 2000

Managed worldwide forecast for direct and indirect channels. Defined re-seller programs and channel promotions to drive revenue and channel growth. Initiated steering committee to deliver new PSD online eCommerce channel in July 2000. Managed the division’s 14.0 Early (Private) Software Release to a select group of 100 key worldwide customers. Established Time Base Licensing (TBL) pricing model for all shrink-wrap products. Produced and published the division’s North American quarterly pricelist. Produced quarterly customer satisfaction surveys to portray the voice of the customer and to achieve customer retention in subsequent product and solution decisions. Referred to as “Chief Mechanic to the Orcad Inside Sales Machine”, annual revenue $55m. Built and managed 10 person Telebusiness group to generate, qualify, disseminate and close sales leads. Created a lead tracking system within the Onyx Contact Management Database System to mark leads touched, passed, and sold. Managed weekly Sales/Marketing/Operations meetings to analyze booking results and strategize lead generation campaigns. Processed approximately 8,000 leads into $3.5m bookings. Achieved President’s Club in 1999 and 2000.

Kelly M. Corrigan Resume Page 3

GEMSTONE SYSTEMS, INC. 1995 - 1998

Inside Sales Manager

Built a Telebusiness team that facilitated the generation, qualification and inside sales bookings for GemStone’s Smalltalk and Java Server software and maintenance products. The Telebusiness charter contributed to 38%

sales growth in 1996, 35% growth in 1997 and produced 118% of maintenance revenue targets year on year.

Total corporate revenues were $12m. Mined the corporate sales database, developed targeted lead generation campaigns, seminar series and sales lead rating and tracking system. Web-enabled order processing, licensing and electronic software distribution.

MENTOR GRAPHICS CORPORATION 1991 - 1995

Marketing Operations Manager

Built and managed a Telebusiness team to maximize lead and revenue growth through event marketing, direct marketing, and outbound lead qualification. Originated product promotion strategies and lead qualification campaigns measured by new sales revenues. Managed seminar and workshop programs and scripted cold calling campaigns. Managed corporate sales lead database; initiated database strategies to source, enhance and maintain data for new account development, prospect segmentation and product awareness. Chartered and produced Mentor Graphics EDA Select Catalog, a progressive series of multi-lingual printed catalogs, and the EDA Select Multimedia CD. These media products showcased Mentor’s EDA products, design processes and solutions as a direct response and sales tool. Managed agency relationships and program budgets in support of marketing and sales campaigns.

TEKTRONIX, INC. 1978 - 1991

Direct Channel Manager, Tek Direct Distribution Channel, 1989 - 1991

Managed sales and marketing operations in support of $5m direct marketing distribution channel called TEK DIRECT, a revenue producing catalog-marketing program generating $100k per week. Mined million-name database. Developed fiscal year revenue and budget plans, managed operating data necessary to measure channel financial performance. Developed merchandising programs and product promotions to maximize customer average order size. Analyzed product and catalog page performance to determine item and page revenue contribution. Managed catalog production, mail list, and outside direct marketing agency.

Sr. Contract Administrator, Customer Service, Design Automation Division, 1981 - 1988

Responsible for preparation, negotiation and administration of multi-million dollar product and service sales contracts. Managed commercial, government and GSA contractual relationships and software license agreements.

Corporate Purchasing Analyst, 1978 - 1981

Identified purchasing leverages and cost savings in engineering and production buying. Created best purchasing practices guides for operational efficiencies and department training.

EDUCATION

University of Portland, Portland, Oregon

Bachelor of Business Administration (BBA) in Marketing and Management

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