Marketing Executive for HW/SW Information Technology Products

Tom Hayes

** **** *** **  Wrentham, MA *****  508-***-****  **********@*******.***

Summary Qualifications

 Over 25 years of experience in high technology marketing, sales and business development, with revenue responsibility of up $2B, management of a 34 person team and $100M annual budget

 Proven ability to exceed sales quota and company revenue targets

 Strong leadership, presentation, and negotiation skills

 Ability to attract, hire, and retain top-quality people at many different experience levels

 Demonstrated ability to build and drive large multi-location and multi-discipline teams to launch new products, establish strong market position and exceed revenue growth targets

 Broad experience in strategy development, product definition, message development, product positioning, market plan development, brand development and worldwide delivery

 In-depth knowledge of a wide range of technologies and products including SW-based management systems, appl., server, database, desktop management, security, networking, VoIP, and wireless

 Broad market experience including North and South America, Europe and Asia, enterprise, Telco, government, and SMB customers, direct and indirect distribution channels

 Extensive experience as company spokesperson to industry and financial analysts, and the press

Work History

CA, Inc. (Enterprise Software Vendor)

VP, Marketing Framingham, MA

6/05 – present

 Built a 24 person product marketing team; restructured the team to be business managers, managing cross-functional teams and focused on driving profitable revenue growth.

 Implement a results-driven approach to achieve $2B revenue target, $650M in new business across 5 major product lines; structure includes 5-year strategic plan, annual business plan and quarterly business reviews.

 Created product messaging and positioning for five product lines, aligned with the CA corporate messaging, with a focus on new product revenue from targeted market segments and specific customer sets.

 Implemented over 20 new product launches, exceeding market coverage and revenue targets.

 Support direct and reseller sales attainment with a comprehensive go-to-market plan, including sales support, training program, sales tools, competitive analysis, qualified lead program and field communication.

 Established customer outreach program to assess market opportunities and customer needs, create customer success stories; worked closely with the business units to identify and define new product requirements.

 Drove Telco vertical marketing program, including strategy, messaging, marketing plan, sales training, and sales support, increasing Telco new business by over 35%, 2008 to 2009.

Concord Communications, Inc. (Enterprise Software Vendor)

Director, Product Marketing Marlboro, MA

11/02 – 6/05

 Managed a 5 person product marketing team focused on driving profitable revenue growth.

 Achieved $150M 2005 revenue plan (2nd half within CA); structure includes strategic 3-year business plan, annual business plan and quarterly operational reviews.

 Developed Concord brand and new product messaging and positioning, tightly linking product value propositions to corporate messaging, with a focus on targeted market segments and specific customer sets.

 Supported direct and reseller sales teams with a comprehensive marketing plan, including sales support, training program, sales tools, competitive analysis, PR, AR, advertising, lead program, field communication.

 Assessed market opportunities and customers’ needs; worked closely with the product management team to identify and define new product requirements.

Technology Marketing Services (Marketing Services Vendor)

President Wrentham, MA

8/01 – 11/02

 Kestrel Solutions, Optical Networking Vendor, San Jose, CA – Developed a complete business analysis, for the metro optical networking space, including market research, segmentation and targeting, messaging and positioning, competition, product strategy, distribution strategy and financials.

 NetSilicon, Systems on a Chip Vendor, Waltham, MA - Developed and presented the NetSilicon business plan to the senior management team; provided recommendations, including market segmentation and targeting, messaging, positioning, competition, product strategy, distribution strategy and product plan.

 Coriolis Networks, Optical Networking Vendor, Boxborough, MA – Provided segmentation, analysis and strategy recommendations for the ITC (Independent Telephone Companies) market.

3Com Corporation (Networking/Telecoms Hardware Vendor)

Senior Director, Worldwide Marketing Marlborough, MA

10/96 – 7/01

 Built a 34-person, worldwide team with $2B revenue responsibility and $100M annual budget.

 Introduced a suite of new products, including VoIP, 802.11b/Bluetooth wireless, VPN/firewall security and internet server appliances, repositioning 3Com in the SMB, enterprise and service provider markets.

 As a member of the Executive Marketing Council, developed the 3Com branding campaign, to establish 3Com in the SMB market. Working with the Lowe agency, implemented a $100M branding initiative.

 Defined and announced the 3Com CoreBuilder switching product family, driving revenue to over $500M annually and establishing a key beach-head in the large enterprise market.

 Drove the 3Com large enterprise marketing strategy, including target customers, partners and channels. Developed vertical industry programs targeting the education, health care and retail markets.

 Implemented a multi-organizational marketing and sales planning process, resulting in a more effective, worldwide, go-to-market strategy.

Harris and Jeffries (Communications Software Company)

Sales Manager Dedham, MA

3/96 – 10/96

 Increased communications software sales from $.5M to over $2M annually; Closed significant Frame Relay and ATM sales agreements with four major communications companies.

 Built a $15M pipeline with opportunities identified in over 50 companies.

Supernetics (Networking/Telecoms Hardware Vendor)

VP Sales and Marketing Norwood, MA

1/95 – 3/96

 Responsible for worldwide sales and marketing, including target customers, channels, commission structure, discount strategy, marketing and sales plans.

 Created a worldwide distribution channel, with over 30 representatives and distributors covering 50 countries. Developed and implemented all partner contracts and sales and marketing agreements.

 Announced the Supernetics SM8 digital local loop multiplexer worldwide with a combination PR, direct mail and distribution sales campaign.

 Identified 12 multi-million dollar carrier opportunities. Traveled to Asia, Latin America and Africa to demonstrate beta-level product and obtain customer feedback; revised the product, engineering plan.

 Developed the Supernetics business plan and met with VCs to pursue series A funding.

Motorola (Networking/Telecoms Hardware Vendor)

Director, Channel and Product Marketing Mansfield, MA

11/83 – 1/95

 As Director of Channel Sales and Marketing, managed a group of 4 marketing managers and 10 regional sales managers. Combined Codex and UDS channel organizations into one $90M operation. Achieved 15% US and 20% Latin American revenue growth, 92 to 94.

 As Director of Product Marketing for the Motorola transmission products business, built a seven-person team of Product Marketing Managers, with $120M revenue responsibility.

 Announced the 3500 TDM/MSU product to the Americas markets; introduced IBM Infiltrator Program to increase success in the retail and finance markets. From 1990 to 1992, achieved 130% of revenue plan.

 As Director Product Management, managed a group of 8 product managers, with worldwide revenue responsibility of $130M. Responsible for annual business plan, 5 year strategic plan, new product strategy, market positioning and plan. Achieved 30% revenue growth, 1988 to 1990.

Honeywell – Microswitch Division (Photoelectric Switch Vendor)

Product Manager, Manufacturing Planner, 10/1979 - 11/1983 Marlborough, MA

10/79 – 11/83

Education

 MBA, 12/1985, Clark University, Graduate School of Management, Worcester, Ma.

 BA Mathematics, 6/1979, Assumption College, Worcester, Ma.

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