Advise companies on corporate strategy, messaging and positioning, and go-to-market strategy.

Responsible for worldwide marketing. As one of the earliest employees and a key member of the executive team, played leading role in driving strategy and execution as the company scaled to 500 employees and 3,200 customers in 85 countries worldwide, with a 40%+ CAGR for subscriptions over the last 5 years. Highlights include:* Corporate Strategy. Together with CEO & CFO, led executive team in defining company’s long-term strategy (target market, product strategy, and go-to-market strategy). * Financing. Partnered closely with CEOs to raise $165M from Bessemer Venture Partners, JMI Equity, Norwest Venture Partners, ONSET Ventures, Royal Bank of Canada, and Salesforce.com. * Lead Generation. With SVP of Sales, developed processes, systems, and measurements for optimizing lead generation and nurturing campaigns to efficiently deliver high-quality leads to the SDR & sales teams. - Consistently met or exceeded lead and opportunity targets. - Ran extensive programs including email campaigns, webinars, SEM, SEO, webinars, seminars & events. Conducted 200+ worldwide events per year, including annual customer conference which attracted 1400+ participants.- Developed sophisticated systems infrastructure using Salesforce.com and Eloqua. * Corporate & Product Marketing. Defined company & product positioning, as well as specific messages for key industry and company size segments. Drove marketing collateral & sales materials to support each stage of the funnel, from awareness through upsell. * Pricing Strategy. Led process to re-define pricing & packaging of the Adaptive Suite. * Brand Strategy. Successfully re-named and re-branded the company.* PR & Analyst Relations. Developed programs to create awareness and position the company & CEO as thought leaders. Attained #1 share of voice and were 1st cloud vendor to be named a leader in Gartner’s CPM Magic Quadrant. * Management. Hired & developed world-class marketing team, including VPs of key functions.

Drove company’s strategy and go-to-market initiatives within the insurance industry, focused on contact center and organic growth (cross-sell & retention) solutions.* Spearheaded market strategy initiative to focus company on core financial services and insurance segments. Conducted extensive interviews and performed primary research to identify target segments based on market size and trends, company assets (sales, partner, customer, and product capabilities), and competitive position.* Created and executed complete marketing cycle for insurance vertical:- Defined messaging for target customers and buyers;- Developed sales tools and marketing materials; - Created leads through demand generation and awareness activities, including marketing programs (prospect lists, online programs, e-mail campaigns, webinars, industry events, and executive VITO letters), analyst and PR briefings, and speaking engagements;- Supported Sales & Alliances teams on all sales activities;- Provided input on product functionality to product management and engineering.* Instituted best-practice integrated campaigns to drive greatest number of vertical leads

Ran company’s indirect channel sales, which encompassed domestic ASP partners, international reseller partners, and select new business development initiatives.* Grew ASP business from $1.1M to $2.8M annual revenues.* Achieved over 150% of quota. * Managed and supported partners to close $1.8M in new revenues.* Personally negotiated and closed transactions that generated over $500K in revenues.

* Created and executed marketing campaigns that leveraged partners’ assets (lists, funds, and brands);* Developed programs and tools to increase awareness and leads by marketing to partners;* Managed alliances with IBM (Software & Distribution organization), BEA, and Genesys.

Established a new vertical product marketing organization and led the financial services and insurance vertical. Executed product marketing cycle, including opportunity identification, business and solution strategy, messaging, collateral development, and launch. Focused on Sales support, including:* Developed internal & external sales support materials for financial services and insurance* Created landmark up-sell/cross-sell analysis and strategy that was lauded by Sales* Strengthened executive relationships with marquee financial services customers and SIs

Developed new OEM/reseller relationships with ISV channel partners. Identified and pursued partners, managed business and technical evaluations, negotiated terms, created legal agreements, and closed deals. Supported product management in broadening solution offerings via inbound partnerships.* Closed over $2 million in revenue over 3 quarters, exceeding plan by 175%* Established 2 partnerships to extend company’s solution offerings in North America and Europe* Led business development team in number and aggregate size of deals

Established business development strategy and executed numerous deals, including outbound OEM/reseller, inbound OEM/reseller, strategic sales, and SI partnerships. * Identified, negotiated, and closed deal with Peregrine, ultimately leading to $184 million acquisition of Extricity.* Created over 30 relationships that generated revenue, broadened distribution and marketing reach, and extended solution footprint.* Led company’s entrance into new markets, which eventually accounted for 40% of revenues.* Executed product marketing cycle. Developed and closed initial transactions with B2B net market & ISV customers; formalized value propositions, competitive positioning, and pricing models; launched and evangelized new solutions; and supported Sales and partners.

Created and executed demand generation programs, including executive seminar series, webcasts, trade shows, and direct mail campaigns. Developed collateral, presentations, and demos; delivered presentations at seminars and other speaking engagements. Collaborated with customers and partners. * Initiated targeted marketing activity that led directly to key initial customers* Delivered highest-quality prospects to Sales

Ran worldwide pricing and channel promotion activities for HP’s laptop business. Managed ongoing supply/demand matching and created pricing models for current business and new product development.

Member of 9-person organization that reported to the CEO and worked with business unit presidents to set Prudential’s overall strategy. * Performed analysis resulting in disposition of multiple business units * Created models to measure business unit performance and support capital allocation decisionsAs part of a fast-track management development program, held roles in IT project management, financial planning & analysis, and marketing within different business units.