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OBJECTIVE Obtain senior level marketing/business development position that allows me to apply my skills and experience in developing and managing marketing, business development, sales and public relations programs in the voice, data, wireless and IP solutions marketplace to effectively position and grow an organization.
QUALIFICATIONS More than eighteen years senior level experience in sales and marketing of voice and data communications solutions and services, including contact centers and CRM applications: distribution channel establishment, sales force and marketing staff management, marketing program development, public relations and business relationship building.
EXPERIENCE HigherGround, Inc., Canoga Park, California and Sydney, Australia. International developer 2003 – Present of voice recording, data collection, CRM and analytics solutions for a variety of enterprise vertical marketplaces including healthcare, financial, emergency response and call center applications.
Position Vice President of Marketing - Develop partner program - Identify and establish relationships with key industry organizations, technology partners, resellers, referral partners and consultants - Organize and conduct rollout and kick-off meetings and events for partners - Establish Consultant Liaison Program (CLP) - Develop and maintain relationships with industry analysts - Identify and manage editorial opportunities - Maintain press and media relationship program - Interface with and direct activities of public relations and advertising agencies and conduct periodic reviews of all programs for viability - Identify strategic direction and implement company’s related marketing efforts - Create and manage marketing budget - Supervise marketing staff - Manage development of all traditional and e-marketing tools and collateral including web site redesign and creation of presentations for VP of Sales and CEO - Serve as corporate spokesperson and speaker at various industry events
Accomplishments Created partner program that more than tripled distribution network in one year. Identified and developed partnerships that resulted in a 38% increase in sales in the same time period. Effectively re-branded and repositioned the product line and implemented related marketing and public relations programs that resulted in a 50% increase in actionable leads and a substantial increase in revenue and profits.
EXPERIENCE BITEK, Inc., Anaheim, California.Developer of software for communications usage 2002 – 2003 accounting,billing,telecommunications switch administration and asset management.
Position Vice President of Marketing and Business Development - Identify and enter new vertical markets - Establish a larger market presence in existing markets - Create marketing strategy to differentiate the company from its competition - Develop all new marketing collateral - Create site plan and supervise development of new web site - Identify and develop partnerships to further market reach - Represent the company to industry associations - Establish Consultant Liaison Program (CLP)
Accomplishments Re-positioned the company to capitalize on its key differentiators, which opened several new vertical markets. Created lead generation program that increased leads by more than 25%, resulting in a 31% increase in sales.
EXPERIENCE MTS IntegraTRAK, Inc., Bellevue, Washington. Global creator of software for 1994 – 2002 communications systems applications, including product suites for call accounting and billing, Internet and network usage tracking, and communications facilities management.
Most Recent Vice President of Marketing, Sales and Business Development Positions - Define and lead overall corporate growth strategy - Identify and open new markets - Develop and manage all sales and marketing efforts on a global basis - Hire, train, and supervise sales and marketing staff of 20 - Identify and develop distribution channels and strategic alliances - Establish pricing and packaging for distribution channels and direct sales - Conduct competitive research and analyses - Manage press and corporate communications, including web site development - Build corporate identity and develop product branding - Represent corporation to industry analysts and consultants - Serve as corporate spokesperson and speaker at trade shows and industry events - Establish and manage product definition and development process
Accomplishments Created aggressive sales and marketing campaign and led a nationwide sales team of more than 20 professionals that generated an average annual sales increase of 26% over a 3 year period. Reshaped corporate culture and improved employee morale through sales incentive programs forinternal direct sales staff and distribution channel sales teams, resulting in a 50% increase in sales within one year. Analyzed competitive factors and market dynamics to successfully position new products and services. Increased profits and reduced expenses by creation of inside sales force, which also increased efficiency and provided better service to distribution channels. Secured formal relationships with key distribution channels nationwide, creating the largest dealer network of any competitive provider in the U.S. marketplace. Supervised establishment of Internet-based service bureau and product launches of Internet software applications. Conducted market analyses, developed market plans for new and existing products and directed all marketing activities.
Prior Position IntegraTRAK, Inc., Director of Marketing (1994 – 1996) - Develop nationwide corporate marketing programs - Design and develop all marketing materials - Identify and establish third party vendor relationships - Determine new market and new product opportunities - Establish Consultant Liaison Program (CLP)
Accomplishments Designed, developed and packaged a 25-piece sales and marketing package. Led product development team, placing particular emphasis on market driven solutions and services. Consolidated and streamlined trade show management process resulting in more than 1000 additional qualified new leads in nine months. Created and coordinated national public relations program for IntegraTRAK.
EXPERIENCE Quintrex Data Systems, Cedar Rapids, Iowa. Developers of business management systems for local telephone companies and 1988 - 1994 enterprises with large telecommunications and data technology management infrastructures.
Position Director of Marketing
Accomplishments Created and managed corporate marketing department. Developed both domestic and international market plans. Researched and cultivated new market opportunities. Developed sales tools for staff of seven direct salespeople and dealers. Established business partner relationships and alliances. Managed and evaluated more than 30 industry trade shows/conventions per year. Managed all aspects of new product introduction. Developed new niche market with sales increase of more than 300%. Designed and organized national client conference. Presented seminars for industry associations. Established industry alliance that created network of 51 dealer representatives.
SPEAKING “Leveraging STC Relationships to Gain More Business – A Real-World Project Success Story”, STC Spring Conference, May 2005; ENGAGEMENTS “Do You Know What You’re Missing?”CrossTalk, January 2005; “Maintaining Service Quality in the Contact Center”, AND PUBLICATIONS STC Fall Conference, November 2004; “You’ll Know Quality When You Hear It – Taking the Pulse of Your Contact Center”, CRMMarketplace, June 2004; “Call Recording and Business Intelligence for the Contact Center – Filling the Void”, STC Fall Conference, October 2003; “Enterprise Network Usage Accounting and Management – Seeing the Forest for the Trees”, STC Spring Conference, May 2001; “Real World Applications for Voice over IP”, Just US Conference, April 2001; “Telemanagement for 2000 and Beyond”, ACUTA National Conference,January 2000; “Unmanaged Cable Networks Cost You Money”, ACUTA National Conference, 1998 and InDUG National Conference, 1997; “Optimize Your Phone System with Traffic Analysis”, InDUG Western Regional Conference, 1997; “Managing Your Telephone System with Call Accounting”, MTA Journal, July 1996; “Using Call Accounting Software as a Management Tool”, Telemarketing & Call Center Solutions, June 1996; “Fighting Phone Fraud”, Puget Sound Business Journal, February 1996.
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