Dorothy Moore Email and Phone Number

Venafi is a leading cybersecurity software player specializing in machine identity management. Venafi protects, manages and secures TLS, SSH and code signing certificates and keys. Venafi integrates with a wide range of market leading, innovative players to secure machine identities including network, cloud and DevOps players. • Managed small team in the development of story creation, competitive intelligence, win loss and customer insight, substantially improving win rates against top competitors from 40% to 80%.• Created new competitive & market intelligence portal on confluence rapidly building out new customer insight profiles, competitor battle cards, deep dive technical comparisons & pricing tools.• Motivated internal teams to get their best customers to complete Gartner Peer Reviews, quickly growing from only one 5 star review to 100+ reviews.• Developed persona based messaging for ABM campaigns targeted at key verticals.• Regular presenter at sales kick offs, bootcamps and quarterly regional workshops.• Executive briefings and alerts for combatting competitive threats at strategic level.• Winner of Marketing Team Award at SKO in 2019.

Deltek specializes in customer intelligence, collaboration, project management & accounting solutions for specific verticals including government and architecture & engineering. - Managed a small team in the rapid development of deep dive competitive intelligence, battle cards and sales tactics workshops for top 20 competitors. Built entire program from the ground up in 1 year.- Built a competitor portal on the company Intranet responsible for enabling more than 500+ sales people with win strategies against the competition.- Regularly received accolades from product management, sales and marketing on the overall quality of competitive intelligence & the impact it was having on winning business.- Ran monthly competitive workshops in Deltek's largest sector, GovCon, instrumental in substantially improving win rates against top competitors from 50% to 77%.- Conducted competitive workshops in Europe in London and Copenhagen.- Presented at annual sales kick off on winning against the competition.-Made recommendations to product management and the executive leadership team on modernizing the product interface.

Tripwire is a leading file integrity monitoring and vulnerability management cybersecurity software player. -Built the competitive intelligence & win loss analysis program from the ground up, personally developing deep dive technical comparisons for top 20 competitors. - Created sales portal on confluence with battle cards and deep dive decks to enable sales teams- Developed pocket guide, cheat sheets to win against the competition- Presented at sales kick offs- Ran a pricing benchmarking study which was instrumental in helping us get to the right win price in competitive deals.

BT Global Services is a division of United Kingdom telecommunications company BT Group that provides global security, cloud and networking services to multinational companies worldwide, with operations in 180 countries. - Managed a global marketing team of 10+ senior marketing managers across Europe, Asia and the Americas regions.- Lived & worked in Brussels, Belgium on an expat assignment for 5 years, regularly travelling to multiple cities across Europe to help win new business.- Conducted monthly sales tactics webinars and deal specific battle clinics, impacting more than 3,000 sales people and $10bn in pipeline annually.- Collaborated regularly with product experts and specialists to support quarterly marketing campaigns and new product launches annually including go-to-market strategies, messaging and launch collateral.- Created innovative strategy presentations for senior level executives on key markets such as cloud, conferencing, CRM, firewall and VPN technologies.- Developed competitive battle cards and win strategy presentations to help sales teams win against the competition.-Managed $3 million research budget to develop custom studies with leading analyst firms such as Gartner, IDC, Ovum and Forrester.- Developed custom market sizing model for top portfolio market areas segmented by subproduct, country and industry sector.- Developed VPN price benchmarking tool to get to the right win price on key deals, impacting more than $2bn in won new business annually. - Winner of 2003, 2009, 2010 Marketeer of the Year Award.- Winner of Presidents Club nominated by Sales Leadership in 2006.