Michelle Viray Email & Phone Number

San Francisco Bay Area

•Created two Spendsetters Books of 38 new customer stories, which led to over $2.4M of revenue in upsell business and highlighted stories from AstraZeneca, Famers Insurance, GameStop, Lear, Velcro, and Uber. •Implemented and spearheaded themed monthly internal alignment calls which championed new customer stories to ensure content supported quarterly GTM campaigns and product messaging, while driving sales usage and revenue.•Standardized and communicated global story engine, with detailed DACI model, to create compelling solution-based stories with a consistent voice, while collaborating proactively with global stakeholders and presenting story pipeline updates weekly.

San Francisco Bay Area

•Collaborated with CRO and SVP of Global Channels and Sales Ops to design and deliver first-ever global customer advocacy and loyalty program to support all customer PR, media, analyst, event, and sales opportunities, while consistently rewarding active advocates. •Established and executed successful sales reference rewards campaign closing $600K of revenue in less than 3 months while directing the global process and rewards to engaged customers. •Defined and managed all logistics for quarterly global sales and channel “Hall of Fame” awards to promote paramount deals, appreciate partner engagement, and recognize sales excellence.•Constructed global weekly “Wins to Watch” program highlighting new deals to move customers from acquisition to on-boarding and engagement while understanding drivers for buying behavior. •Established in-person, quarterly customer networking dinners to foster 1:1 relationships with active customer advocates, from administrators to executives, while feeding social media content and aligning content and social strategies. •Strategized and executed written and filmed customer stories, while prioritizing dedicated website content, to keep product stories current while distilling complex technical information into digestible, relatable, and valuable information.•Connected with customers to understand individual stories and preferences before conducting in-depth interviews, while simultaneously managing global design agencies, writers, and vendors.

Santa Clara, Ca

•Advanced a fully branded customer loyalty and rewards program to increase worldwide customer, partner, and sales participation while growing “The Place at McAfee” customer community to over 1,300 global, active members. •Maximized global customer engagement with CABs and networking events like “The Place After Dark” at the annual Focus user conferences to recognize customer participation and leadership. •Formulated internal monthly “WinWire” communications highlighting sales booked opportunities which generated revenue from $100K to $10M to share sales success and to maintain sales engagement.•Aligned quarterly customer activities with sales requests and product marketing needs – reporting usage and effectiveness against established KPIs through quarterly CMO updates. •Synchronized customer analyst, PR, and sales activities, written stories, videos, and executive briefings with GTM priorities to target product adoption and expand footprints within existing accounts.

Palo Alto, Ca

•Partnered with sales and channel leadership to integrate marketing campaign information into quarterly sales activities, communicating updates via weekly sales meetings. •Contributed to event planning for North American sales team by executing quarterly events while also recommending event activities based on customer behavior, GTM plans, and sales needs. •Generated top of funnel leads for North American sales team through participation at and sponsorship of industry conferences, trade shows, and training events.

Pleasanton, Ca

•Delivered quarterly CIO Roundtables with CIOs from key enterprise account to progress customers from engagement to expansion and retention, with the goal of customizing campaigns, promotions, and programs towards the C-level audience. •Completed “Documentum Days” with important accounts like Nike, Harley-Davidson, and Caterpillar to deepen the brand relationships and close $200K to $800K worth of upsell revenue.•Authored and launched uniquely branded field online newsletter to increase weekly sales engagement with, and awareness of, upcoming marketing campaigns, plans, customer activities, and events.

Seattle, Wa

• Presented creative concepts and business plans to clients in order to generate agency revenue and build client engagement, while overseeing the creation of all concepts and marketing deliverables from the creative team to ensure messaging and content met the clients’ precise needs.• Tracked the progress of multi-channel outreach, including email, direct mail, events, and webinars to reach customers and test most-effective form of outreach.

San Jose, Ca

• Implemented and owned customer webinar program to drive inbound leads to inside and field sales team. • Collaborated with engineering, product marketing, and technical marketing to execute marketing deliverables, including customer webcasts with an average audience of 2,000 viewers per event to increase company awareness and product demand.