Manage team of 6 responsible for GTM for all products, including positioning, pricing, packaging, and demand generation programs. Rebuilt corporate messaging, launched new brand and revised all collateral. Built content marketing strategy and programs for delivering thought leadership material.

Developed positioning, sales tools, etc. for SuccessFactors’ BizX suite and for Recruiting and (launched) Onboarding products. Developed integrated marketing program and led team to execute – delivering 40% of SF leads in 2013. Developed and managed quarterly product release program, including customer, analyst and press communications. Led analyst program resulting in clear leadership positions in reports by Gartner, Forrester, IDC, Bersin and Ventana. Worked with SKP to overhaul SF pricing/packaging, which led to greater RPU and higher deal sizes across the suite. Led messaging, communications and integration for Jobs2Web, Plateau, Jambok and KMS acquisitions.

Developed and managed the Competitive/Market Intelligence program including: bi-weekly market intelligence blogs; summaries of analyst reports; win/loss program and analysis, competitor playbooks and sales training. Integrated marketing planning across four business units, including budgeting, messaging and support for brand re-launch and new product launches. New corporate positioning project, including brand perception survey and messaging certification for worldwide sales and services teams.

Contributed to revenue growth from $43 million to $200 million by providing critical competitive intelligence to the sales team which improved the win rate from 40% to 60%, as well as running the launch of six new products, which evolved the company from a single product to a full suite vendor. Developed positioning, marketing programs, and sales tools for multiple products in the enterprise suite. Prepared business cases and pricing for new products. Created and delivered presentations for press, analysts, customers and prospects. Sample projects included webcast series, white papers, automated demos, product sunset management, and customer case studies. Developed and managed the Competitive Intelligence program including: win/loss interviews and analysis, competitor playbooks, weekly CI news & analysis and presenting updates to BOD, executive team, and sales teams.

Directed team of 5 product managers responsible for defining and maintaining products and customer retention. Developed overall product roadmaps and presented strategy to executive team. Led company-wide move from client/server to web-based software offering, beginning with market requirements and through to full GTM. Defined product features, created pricing model, services model, negotiated agreements, developed launch plans and managed relationships with key product and technology partners. Directed market research, competitive and strategic partner analysis; developed messaging and created new outbound marketing programs. Managed project schedules using MS Project. Facilitated acquisition of Resumix by HotJobs.com (and later Yahoo) by successfully launching one of the first SaaS offerings.