Gabe Graham Email & Phone Number

San Ramon, Ca, Us

San Ramon, Ca, Us

Responsible for enterprise demand generation and YOY marketing driven pipeline growth with an emphasis on new business. Exceeded first year marketing driven pipeline goal by 34% utilizing the below strategy.• Took an always on, broad-based, “loudest voice in the marketplace” approach utilizing solution specific benefits, enterprise platform messaging and thought leadership which contributed to 231% increase in inbounds.• Launched campaign to communicate benefits of Accela’s enterprise platform capabilities in additional to solution-based messaging already in market• Incorporated intent monitoring (DemandBase, DelTek) to monitor buying signals and get ahead of RFPs.• Utilized competitive takeover webinars, events and tactics to engage prospects and message Accela benefits vs competitive offerings • Overhauled accela.com inbound process to simplify ability for prospects to engage with reps and/ or request a demo. • Worked closely with sales team to (re)define AQLs, MQLs and SQLs and clear process of handoffs between Marketing and Sales which contributed to material YOY increase in the progression of MQLs (64% stage 2 or higher).First year results include:• 162% growth in YOY marketing driven pipeline. Exceeded FY pipeline goal by 34%.• Total marketing driven pipeline accounts for 42% of total pipeline (vs 25% industry benchmark)• 64% of MQLs reached stage 2 (discovery) or higher. • 97% of pipeline was new business• 231% YOY increase in inbounds.

Led 12-member Marketing Strategy team in the development of go-to-market plans for H&R Block enterprise including in-person tax preparation, digital tax preparation and human help via digital (virtual) platforms. Owned $10M annual marketing budget• Gained deep understanding of enterprise business objectives, working with Senior Leadership Team on strategy and priortization.• Developed all go-to-market plans including H&R Block retail, Block Advisors, online, software and virtual platforms.• Collaborated with business partners across functions, including Client Insights, Retail Operations, Franchisees, Performance Marketing, Communications – as well as external agency partners to develop, execute and adjust plans throughout campaigns.• Consistently monitored business and marketing channel performance throughout campaign and made necessary adjustments. • Managed national discount and referral programs which contributed over 300k in annual client redemptions.• Presented regularly to CEO and Senior Leadership Team, providing results of programs in real time and gained alignment on recommended modifications and large-scale changes.- Led transformation of tax preparation assistance from in-store (retail) to virtual platforms, through digital initiatives including video chat and integration with the consumer app. Changes resulted in 300% increase in volume in three years.• Re-engineered go-to-market plan for 11,000+ retail locations during Covid pandemic, which outperformed forecast by $100M in revenue.• Overhauled national referral program resulting in $10M savings and 83k incremental redemptions.

Responsible for leading all field marketing plans and activities for western half of United States• Led and managed a team of over 100 marketing and sales associates across 20 States with over 3,000+ retail locations (Company and Franchise) and $1+ billion in annual revenue.• Managed a multi-million dollar marketing P&L, driving growth through execution of innovative and relevant local marketing plans.• Matched the national programs to local promotions which would attract new clients at the local level (big cities down to rural communities). Executed national and local campaigns such as e-mail, on-line, print, radio, social media, sports sponsorships and co-promoting with retail partners.• Drove efficiency through cost and ROI diligence for all programs.• Outperformed other US markets in achieving business results when taking on field marketing leadership role. In my first year, the West market (3,000 + locations) surpassed the other markets in new client growth and held the #1 ranking until I left the role (3 years).

Responsible for a variety of marketing functions including marketing strategy, marketing tools and systems, direct marketing and project management• Owned and managed the integration of a new local marketing platform to be utilized by company office and franchise associates. Integration included extensive work with IT department and external vendors.• Responsible for conceptualizing, designing and implementing H&R Block’s late season marketing programs including Block Live, Second Look, Free Extension and Referral.

• Conceptualized and designed a new product line of on-hold messaging (Patient Pro) specifically for dentists. • Successfully marketed Patient Pro through the Internet, direct mailers and referral relationships. Exceeded 1st year sales goals by 24%.• Designed the database, invoicing and accounts receivable processes for Patient Pro. • Successfully established referral relationships with three leading dental consulting firms to promote Patient Pro.EPM Inc-• Conceptualized, organized and managed all marketing campaigns. Responsibilities included the management and maintenance of our Client Marketing Database. Marketing efforts increased revenue in 2001 by 32% over previous year.• Successfully managed annual marketing budget.• Lead consultant to 12 endodontic practices focusing on productivity and proper business systems. On average, each office increased production by 18% on an annual basis.• Organized and conducted seminars for up to 75 doctors and staff. Spoke on topics ranging from marketing to job responsibilities and fee collection.• Developed and maintained EPM website.

• In conjunction with co-managers, fostered relationship with Integrated Homes to deploy networks capable of supplying data, voice and television to newly constructed neighborhoods.• Lead manager of research project deciding Sprint’s future content strategy. Managed the efforts of 6 co-workers.• Lead in the development of a contract with Amazon.com to sell cordless phones on their website.• Key player in the exploration of a relationship with Vtech to Sprint brand their telephone products and sell them over their existing web sites.

Bachelor Of Business Administration (B.B.A.), Marketing And International Business

Master Of Business Administration (M.B.A.), Masters Of Business Administration