|
|
|
|
Strategic Global Business Development, Marketing, and Sales Management Resume
|
| Desired Industry: Marketing |
SpiderID: 20838 |
| Desired Job Location: Bedminster, New Jersey |
Date Posted: 5/4/2008 |
| Type of Position: Full-Time Permanent |
Availability Date: |
| Desired Wage: 100000 |
|
|
U.S. Work Authorization: |
| Job Level: Management (Manager, Director) |
Willing to Travel: |
| Highest Degree Attained: Bachelors |
Willing to Relocate: |
Objective:
-
Experience:
AVAYA, INC. - BASKING RIDGE, NJ OCT 2000–PRESENT
North American Channel Marketing Director, National Partners Feb 2006–Present
- Developed integrated strategic marketing and branding programs with top 10 National Channel Partners to drive increased demand for end-to-end communications solutions and services, marketplace consideration rates, and incremental revenue growth
- Built and cultivated strong marketing relationship across internal channel sales / operations teams and national partner C-level management
- Executed co-branding programs for national market footprints; guaranteed message interlock around new product launch and life-cycle activities among corporate and distribution partners
- Incorporate demand creation funnel activity to increase take-rates for customer / prospect migrations and competitive displacements
- Leveraged end-user experiences and best practices for joint marketing, media/analyst relations, and corporate brand advertising opportunities
- Created and delivered educational engagements focused on CRM platform best practices and database mining fundamentals in alliance with Pennsylvania State University
- Typical annual results: demand generation > 115% of plan, revenues > $500M, average ROMI=20:1
Director of Customer Showcase & Reference Program Feb 2003–Feb 2006
- Created global customer reference program to support all channels revenue growth, positioned top customers for speaking opportunities involving media, product launches and advertisement campaigns, brand management, product / solutions marketing, industry sponsored events, and executive presentations
- Delivered over 200 global customer case studies with 108 published in the globally delivered book "ICONS--Intelligent Companies..Intelligent Communications" , managed team to deliver over 35 whitepapers annually for print media and web-based sales tools
- Improved program awareness and utilization by 20% YOY; managed a $1.5M+ annual budget, consistently increased targeted customer participation by 24% YOY across all global regions--NAR, EMEA, APAC, CALA
- Achieved and exceeded Best-in-Class standards rating against leading IT companies compared to Phelon Group 2004-2005 benchmarking studies program
- Customer participant program satisfaction rating=4.8 on 5.0 scale
- Customer and Channels liaison with Board of Directors & Portfolio Committees from the International Alliance of Avaya Users (InAAU)
- Managed customer focus groups and voice-of-the-customer research sessions through InAAU
- 60% YOY increase in case study sales tools availability with 50% featuring reference customers
Product & Solutions Senior Marketing Manager Oct 2000–Feb 2003
- Assembled and managed cross-business unit and multi-discipline marketing team to launch Enterprise Class IP Solutions (ECLIPS) portfolio. First comprehensive Avaya IP telephony portfolio including software, systems, and services delivered globally.
- Directed a thirteen tier-1 city road show between 10/28/00-12/6/00 that included InfoTech Analysts Keynotes and Avaya Executive Senior Leadership Team presentations; delivered strategic messages and technology demonstrations to 1,227 customers representing 710 companies and 1,008 Avaya business partners
- Shortened sales cycle from launch to revenue generation and achieved $78,098,768 in revenue against program costs of $736,000 (0.94% E:R and ROMI of 1:106)
- Created "Seminar-in-a-Box" to facilitate over 100 subsequent tier-2 and tier-3 cities road shows
LUCENT TECHNOLOGIES–ENTERPRISE NETWORKS GROUP - BASKING RIDGE, NJ
Product Marketing, Offer / Launch Manager Oct 1998–Sep 2000
- Developed positioning and strategic value propositions for voice and data product offerings in the emerging IP Telephony markets
- Directed internal teams / agencies to deliver holistic messages to distribution partners and marketplace
- Facilitated customer-facing seminars to CIO level audiences positioning ENG as the IP Telephony leader while creating relationship foundations for on-going campaigns
- Initiator of the first webcast in collaboration with Yahoo-"Unlocking the Power of IP Communications"
- Doubled Yahoo's audience draw for previous webcasts (700): Goal= 1,000 registrants Actual= 1,459
- Increased incremental revenues and expanded business development with Broadwing, Inc., Winstar, Cincinnati Bell(CBT), Southwestern Bell Communications(SBC), and New England Telephone(SNET)
- Established the first Lucent vendor content presence web-portal (e-business, B2B) in strategic alliance with Bell South Communications and web developer CommerceOne
- Launched the 5th generation multi-platform convergence offer--MERLIN MAGIX Integrated System
- Supported all cross-business unit solution areas at "Telecom '99" International tradeshow Geneva, Switzerland; served as Executive/VIP solutions tour leader and conducted media tours for foreign press from EMEA and Eastern Bloc
- Represented Lucent Technologies at the VIP opening ceremonies with the Secretary General of the ITU
LUCENT TECHNOLOGIES–NETCARE SERVICES - DENVER, CO
Marketing Communications Manager Mar 1997-Sep 1998
- Developed and maintained strategic messaging and brand integrity for NetCare Professional Services & Managed Services Groups
- Developed comprehensive campaign plans including budgets and execution processes
- Managed relationships across all Centers of Excellence within Global Marketing Communications to ensure effective tactical execution
- Worked collaboratively with product and marketing teams within EMEA, APAC, CALA for the Professional Services Group to increase NetCare's international presence
- Directed NetCare presence at the CeBIT International tradeshow with floor staffing management, VIP tours, and co-presented the corporate presentation "Evolution from the Call Center to the Customer Interaction Center"
SIEMENS BUSINESS COMMUNICATIONS SYSTEMS - SANTA CLARA, CA
Marketing Program Manager–National Support Center Apr 1995-Mar 1997
- Responsible for corporate support of US / Canada direct and indirect channels (sales, sales engineering, branch management) for shortening and improving the sales process from quote to cash
- Project Manager for NSC Call Center Re-engineering Project
- Played a vital role in the overall project integration, marketing communications, software evaluation / implementation for consolidation of multiple help-desk platforms
- Core member of a cross-functional team providing marketing support to product management and applications development teams
- Maintained specialist level of expertise for Video, ISDN, and Networking products
- Provided product demonstration support and prospect / customer briefings for Siemens National Customer User Group (NRUG)
EARLIER CAREER
COUNTY OF SAN MATEO CALIFORNIA - BELMONT, CA FEB 1994–MAR 1995
MARKETING MANAGER
WORLD-WIDE ENVIRONMENTAL TECHNOLOGIES - BELMONT, CA JAN 1993-FEB 1994
DIRECTOR OF MARKETING AND SALES
WALDHUBER ASSOCIATES TELECOM CONSULTING - HOUSTON, TX DEC 1991-JAN 1993
PRESIDENT / OWNER
SIEMENS PRIVATE COMMUNICATIONS SYSTEMS, INC. - BOCA RATON, FL JUN 1985-NOV 1991
SENIOR ACCOUNT MANAGER—CHANNEL SALES
MILITARY BACKGROUND
Honorable Discharge, United States Army, 1969-1975
Education:
EDUCATION
- Art Institute of Pittsburgh, Pittsburgh, PA
ASSOCIATE IN ARTS, PHOTOGRAPHY & MULTI-MEDIA PRODUCTION
- Youngstown State University, Youngstown, OH
BACHELOR OF SCIENCE IN MARKETING MINOR IN ACCOUNTING
- Pennsylvania State University, State College, PA
COMPLETED 2-YEARS OF ENGINEERING STUDIES
PROFESSIONAL TRAINING
- Fundamentals of Supply Chain Management, Supply Chain Online
- Executive Presentation Skills, Dr. Glen S. Pfau
- Managing Diversity in the Workplace, R. Taylor O'Neale & Associates
- 1-2-3's of Total Quality Management ISO 9001, University of San Francisco, McLaren Graduate School of Management
- Regis McKenna Monthly Marketing Briefings, Regis McKenna
- Decker Communications Training
- Executive Media Training, James E. Hunt & Associates, Denver, CO
- Media Relations Training, James E. Hunt & Associates, Basking Ridge, NJ
- 12-week Course-Public Speaking & Relationship Building, Dale Carnegie
- Extensive Technical, Sales, Marketing, and Management Training
CERTIFICATION
- Avaya ACNA Certification, 2004
AWARDS & RECOGNITION
- Arrow Award for Marketing, Avaya, Inc.
For leadership & dedication in support of the May 2005 Marketing Launch
- Arrow Award for Marketing, Avaya, Inc.
For global marketing efforts in APAC and CALA regions to further the awareness and utilization of the Customer Showcase & Reference Program to support sales success
- Siemens' Presidents' Club for Outstanding Achievement in Sales Performance
- Top Performer—four consecutive fiscal years
- Selected Photographic Exhibitor—Palo Alto, California Cultural Center
- Photographic Juried Craft Guild Competition—Crafts Guild of Pittsburgh
- Multi-Image Sales Presentation for New England Log Homes selected as a teaching aid for the Art Institute of Pittsburgh
- Lucent GROWS Award for global strategic marketing communications; high performance team achievement award creating consistent strategic messages across multiple communications deliverables
Affiliations:
PROFESSIONAL AFFILIATION
- Alumni Member, Kappa Sigma Fraternity
- Active Member, American Legion
- Former Chairman, Recognition Committee-Human Services Agency / Vocational Rehabilitation Services,
San Mateo County, CA
Skills:
QUALIFICATIONS PROFILE
Seasoned professional with direct and indirect channel experience in global business development, marketing, sales, and program / project management. Strategic and creative thinker with effective communication and writing skills. Detail-oriented and experienced in multi-task management. Proven ability to quickly develop strong client relationships and to promote teamwork across business units and cultures. Measurable skills with entrepreneurial start-ups, as well as, large international corporations in developing and implementing new strategies for sales, marketing, services, customer satisfaction, business transformation and growth.
AREAS OF EXPERTISE
- Direct and Indirect Channel Sales - Global Marketing Strategy and Management
- International Experience—EMEA, APAC, CALA - Strategic Alliances Development
- Consultative Selling - Competitive Market and Product Positioning
- Leadership, Training, and Teambuilding - Budget Management and Cost Reduction
- Superior Interpersonal and Presentation Skills - Problem Resolution and Decision Making
- Customer Relationship Management - Articulate Oral and Written Communication
- Start-Up Ventures and New Enterprises - Branding, Co-Branding, and Strategic Messaging
Candidate Contact Information:
| Name: Albert Waldhuber |
|
| Street: - |
Phone: 908.532.0350 /908.672.1213 |
| City: - |
Fax: - |
| State: - |
|
| Zip: - |
|
| Web Site: |
|
|
|
|
|
|