Objective

As a Senior Marketer, I collaborate to create and nurture partnerships and qualified leads to accelerate the sales cycle. I identify specific customer needs and excel at creating measureable campaigns to drive awareness, evaluation and then purchase. My background and experience uniquely positions me to drive S.M.A.R.T. marketing programs to strategically support existing customers and new customer acquisitions.

Success Experience

Program Manager, Service Provider Customer Experience, AT&T—Cisco Systems, 2011
Cisco Systems is the worldwide leader in networking, hardware, software for Service Providers and Large Enterprises

Business Development

• Defined and facilitated alignment of customer deliverables, product solutions and marketing tools to support and enable a sustained sales engagement model for a $1+ billion per year Service Provider customer
• Mapped and tracked features to Plans of Record to "lock in" $800 million of future revenue
• Participated in Customer Experience team JPOR program, enabled over $368 million of new Cisco revenue by re-aligning products to customer needs

Strategic Marketing and Program Management

• Developed and deployed a solid program enabling an improved relationship between AT&T, the Account Team and Cisco Engineering
• Defined and deployed solution 'best practices" for account team and BU adoption and accelerated CDT growth
• Facilitated and enhanced the Cisco CDT web based software development through enhancement requests and user stories
• Delivered on the SPCE charter to Standardize Operational Governance between CDO, Sales, CA, and Cisco SP 3.0 Wave 1 customers
• Participated in and drove JPORs, monthly interlocks, and One-Cisco engagements to meet and exceed customer expectations
• Drove the "Next Generation Customer Experience" for Cisco

Senior Marketing and Sales Executive—Umbra Data, 2009-2010
Umbra Data is a global data-as-a-service provider of network security solutions for service providers, enterprises, organizations and governments to identify infected computers on the Internet and neutralize the contamination without end-user installed software

Executive Sales

• Led the sales and business development efforts that resulted in a multi-million dollar sales pipeline to the largest ISP’s and IaaS companies in the United States and Canada
• Provided business development activities from channel partner identification through support collateral, solution demonstrations and presentations
• Configured and administered the Salesforce.com CRM platform

Strategic Marketing

• Launched the Umbra Data brand, online presence, positioning, messaging architecture and sales tool kit for break-through anti-botnet cybersecurity solutions
• Provided marketing leadership, (PRD's and MRD's), for the initial anti-botnet product development and solution offering from pricing model to launch
• Delivered over 500 qualified sales leads through online and off-line programs including: presentations, industry messaging platform, and events
• Completed the creative strategy development and corporate styleguide—global brand development, collateral, website, competitive research, and vendor management

Marketing and Operations Leadership—MDK Motorsports, 2005-2009
MDK Motorsports was the premier high quality, high performance brand in the motorcycle industry

Operations

• Exponential revenue growth over three years
• Developed requirements and created solutions to shift MDK Motorsports from a racing team to a Uinted States based global operation with multiple business units to meet market opportunities
• Corporate operations, lease negotiations, and operational build-out
• Retail space acquisition and remodel of 24,000 square foot facility

Marketing

• #1 "privateer" brand in the U.S. motocross industry through marketing and business development efforts
• 1,000's of new qualified leads delivered through online and off-line programs including: presentations, sponsorships, industry messaging platform, and consumer events
• Top 5 global brand in the market segment and worldwide creative strategy development—collateral, website, events, competitive research, and vendor management
• Multi-million dollar sponsorship development and contract negotiations—ROI analysis, negotiations, messaging, team and vendor management

Solutions Marketing Manager—ActivCard (NASDAQ ACTI), 2004-2005
Providing Strong Authentication for Trusted Digital Identities

Solution Marketing

• Provided sales and business development support, lead generation and qualification tools, presentations, collateral and RFx responses
• Market sizing, projected revenue opportunity analysis, go-to-market strategy
• IBM strategic partnership co-marketing, demo requirements development and event demonstration
• Product differentiation success—created white papers, solution briefs and case studies

Lead Generation & Media

• 100's of new qualified leads delivered through online and off-line programs including: media planning and buying, webinars, press releases, analyst briefings, competitive research and industry events
• Content strategy development—collateral, website, events, seminars, and briefings
• Primary acquisition and analysis marketing role for Aspace and Protocom acquisitions, respectively—competitive analysis, announcement timeline, messaging and collateral

Strategic Marketing Consulting—Ron Wessels Consutling, Principal, 2001-Present
Cisco Systems, SAP (Virsa Systems), Bristol-Myers Squibb, BayTSP, Sawyer Media and StrongMail Systems and others
Information Security, Network Security, IP Protection, Video on Demand, Enterprise Software for Rich Media and Outbound Marketing Programs

Sales and Business Development

• Achieved 150% of revenue goals—sales conception through close
• Built a repeatable sales model and recurring revenue contracts
• Developed go-to-market and finance round strategy
• Redefined solutions and provided marketing tools to enable a repeatable sales model
• Delivered first new customer in six months within seven weeks of arrival
• Effectively sold into Silicon Valley companies locally and into the Fortune Global 2000
• Collaborated on Channel Sales strategy and developed tool sets

Product Marketing and Product Development

• Defined the product offering, roadmap and “best practices” for a re-launch and sustained growth
• Provided product and marketing requirements, lead generation and qualification tools, presentations, collateral, proposals and contracts
• Market sizing, projected revenue opportunity analysis, go-to-market strategy
• Demo requirements development and event demonstration
• Creation of white papers, solution briefs, problem/opportunity case studies

Lead Generation & Public Relations

• Delivered new qualified leads through public relations programs, partner and channel activities including: press releases, analyst briefings, competitive research and conference presentation materials
• Content strategy development—collateral, website, events, seminars and briefings

Marketing and Sales Executive—Starwire, 1999-2001
A Sequoia Capital Funded SaaS Company, Syndicated Content Management System, Network ASP

Corporate Marketing Communications and Start to Finish Marketing Strategies

• Directed a team of over twenty people with four direct reports: Marketing, Creative, Inside-Sales and Business Development
• Successful deployment of the corporate marketing communications plan, identity system, and user experience

Strategic Messaging and Positioning, and Sales Tools

• Developed business development tools, presentations, collateral, trade show support, seminar support, competitive research, lead generation/management, and global field-marketing support
• $15 million Series B financing round — provided the positioning and messaging

Software Product Development and Product Marketing

• Responsible for overall user experience and launch of enterprise network ASP content syndication/management system — “gap” analyses, requirements definitions, revision cycles, and integration documents

General Manager—USWeb/CKS Onsite Services, 1994-1999
An Integrated Marketing Communications and Professional Services Company

Pre/Post IPO Executive Leadership with Profit and Loss Management

• Built a multi-million dollar business unit from “scratch” with 30% EBITA profit — as general manager, owned revenue and profit goals
• Participated as an executive in the CKSG IPO — planning meetings and presentation to the investment bankers and analysts
• Quarter over quarter, year over year met corporate financial goals, as well as merger and acquisition integration experience

Strategic and Creative Marketing Plans and Collateral

• Launched 100's of products and brands — marketing, PR and creative plans; for example: Columbia TriStar video title releases into the rental and sell-through markets
• Formed a strategic alliance between CKS and Applied Graphics Technologies

Software Production Technology

• C++ CDROM/multi-media project management, database publishing, and asset management systems

President—Accelerate! Computer Services, 1992-1994
An Integrated Marketing Communications Agency and Publisher

Marketing/Sales Experience

• Business plan development and execution
• Direct marketing and sales
• Client relationship management systems and over-sight

Creative Production Experience

• Executed brand identity systems and print advertising, for over 50 key accounts
• Published a four color glossy community news and interest magazine - 100% digital production