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Director or VP level - BD or Mkting roles

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Position
Director or VP level - BD or Mkting roles
Location Confidential
No
Location
Northeast USA
Willing to Relocate
Yes
Industry
Computers-Software&Consulting
Function
SALES-MANAGEMENT-and-SALES
Compensation
$100,000 to $200,000

Resume Summary
Career Summary: A self-motivated, results-oriented professional with broad experience in account management, business development, product marketing and technology-oriented sales. Demonstrated results, strong work ethic, enthusiasm, executive presentation skills and presence, and leadership skills to accomplish all responsibilities and goals.

Resume Body      DIRECTOR OR VP LEVEL - BD OR MKTING ROLES

Career Summary: A self-motivated, results-oriented professional with broad experience in account management, business development, product marketing and technology-oriented sales. Demonstrated results, strong work ethic, enthusiasm, executive presentation skills and presence, and leadership skills to accomplish all responsibilities and goals.

Position Objective: A market development position within a leading technology-driven company that offers long-term professional growth and enables me to help lead an organization to proactive, innovative, and opportunistic growth.

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Current Position:

VP of Marketing and Corporate Development (March 2002 to present)

Primary Accomplishments:

· Grew company revenue by 390 percent. Quadrupled the sales pipeline within 6 months and increased monthly Sales leads by 250 percent through a targeted marketing program.
· Consolidated product line from 20 modules to 6, simplifying the selling process. Established clear product value propositions, focusing on customer needs and translating them to product solutions and services.
· Drove Sales force effectiveness by creating a repeatable selling methodology with necessary support documentation that enabled the company to scale.
· Identified new market opportunities and built a structured program to support and generate value added resellers (VARs) and technical partnerships. Signed key VARs, which combined will produce greater than 15 percent percent of company revenues in FY2004.

Responsible for creating and managing all marketing functions and programs. This includes developing a strategic marketing plan, product and company branding, conducting research to enter new markets, developing competitive analysis and developing product sell sheets and sales literature.

Responsible for lead generation, development of outbound marketing campaigns, marketing communications including the development and launch of press announcements, analyst and media relations and collaborating with potential business partners and investors.

Responsible for all channel sales and business development activity. Developed the company partner strategy and program. Built an indirect sales channel by targeting potential partners and forming “C-level” partnerships with full-service VARs. Negotiated licensing agreements, non-disclosures, and reseller and contractor agreements.

Re-launched the product suite. Rationalized and repositioning an overly complex product line through research and feedback with clients and prospects.

Supported the sales organization by producing fundamental sales tools including presentations, value proposition talk tracks and objection handling. Regularly served as a key player in closing new business.

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DIRECTOR, BUSINESS DEVELOPMENT

OCTOBER 1999 TO SEPTEMBER 2001
CRM Software Company ($30 million FY2001)

· Grew channel revenue from 0 to 33 percent of revenue in two years. Key player in building a strategic alliance program and organization. Partners included AnswerThink Consulting, CSC, i2 Technologies and Scient.
· Activities helped generate 33 percent of FY2001 revenues ($9.1m). Activities for FY2000 accounted for 28 percent of revenues ($3.2m). Sales included both direct OEM revenue and indirect leads generated through the system integrator/partner channel).
· Assisted management team in building and executing a business strategy to grow the company brand. Played an intrigue role during the company’s IPO “road show”.
· Participated in building an analyst relations program for both financial and technical analysts.
· Primary contributor to building the business development team from 3 to 15 employees in 12 months. Responsible for managing 5 staff members.

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SENIOR INDUSTRY ANALYST – RESEARCH DIRECTOR

1996 TO OCTOBER 1999
A leading global provider of information technology advisory, research and strategic consulting services to Fortune 500 and technology companies -- $678 million FY1998

· Analyzed marketing opportunity and financial condition of technology vendors and service firms. Developed long-term prognostications on both vendors and core technologies.
· Provided end-user strategy advice for small to Fortune 1000 clients on enterprise applications, and Internet strategies including enterprise resource planning (ERP), E-Business and Internet, and supply chain management (SCM) applications. Clients included Allied Signal, Cummins Engine, Daimler Chrysler, GE, Intel, Microsoft and Timberland.
· Author of numerous research reports regarding vendor and user strategies, “state of the market” reviews and direction, 5-year technology and business trends, and user best practices.
· Assisted sales organization in positioning company services and closing more than $2 million in contracts over a 2-year period.
· Provided marketing strategy and product consulting to technology vendors. Clients included; Microsoft, Oracle, PeopleSoft, and SAP.
· Frequently quoted in industry specific, national and international media publications.
· Accomplished keynote speaker at more than 25 national and international industry events.
· Promoted twice during tenure. Hired and managed support analysts and admin personnel.

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Other Positions - Held various marketing and sales positions with technology companies.

MANAGER, MARKETING AND ALLIANCES --- 1994 TO 1996
ERP Software Company

MARKETING REPRESENTATIVE --- 1992 TO 1994
ERP Software Company

MANAGER OF MARKET RESEARCH & SALES SUPPORT --- 1989 TO 1992
HYPERION SOFTWARE


EDUCATION:

SACRED HEART UNIVERSITY, Fairfield, CT
M.B.A. Finance and Marketing Concentrations, December 1996
Graduated with distinction. Dean’s Award for Academic Excellence

UNIVERSITY OF RHODE ISLAND, Kingston, RI
B.S. Business Administration, May 1989

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