Drive optimization and simplification of global demand management processes and practices to deliver world-class customer experiences.Primary Responsibilities:• Work with cross-functional teams – Marketing Technology and Tools, Demand Center Innovation and Enablement, Regional Marketing, and Business Marketing Operations – to define business requirements driving Lead Management process improvements.• Establish, test, document and work with enablement teams to deliver new lead management processes and practices that are part of the end-to-end Demand Management framework.• Support the creation of a model to track lead funnel success and drive continuous improvement.• Drive performance improvement through identification, documentation and implementation of lead management best practices.• Establish standard processes and participate in tools/infrastructure recommendations for lead management.

Developed and managed results-driven strategic marketing and communications programs for clients, including international software developer and analytics / machine learning start-up. Helped define marketing strategies, create and execute marketing plans, grow demand generation and optimize internal processes.

Lead performance marketing for IBM Analytics spanning core database products (SaaS and on-prem), predictive analytics, Enterprise Content Management, developer tools and cloud analytics. Employ innovative digital, social, event, account-based marketing and campaign strategies that deliver global reach to 8 major marketing regions across North America, Europe, Asia Pacific, Latin America and the Middle East.• Drove global pipeline by managing demand generation campaigns, global events, and social and digital communications strategies. • Exceeded goal and achieved 54% marketing contribution with more than $4B in pipeline by leading globally dispersed team of 14 marketing professionals across US, Europe and India in supporting a multibillion-dollar business.• Led WW agency retainer negotiations and media plan development, driving more than $62M in global revenue; managed paid search strategy, yielding 85M impressions and $101M in win revenue.• Directed campaign optimization efforts with 15% annual growth in validated leads and pipeline by developing IBM’s first-ever campaign, modeling and forecasting tool to track targets for organic digital, paid media and event responses.• Designed and executed communications, social strategy and field marketing event plan to reach new audiences, growing community engagement for key SaaS roles.

Led 17-person global (4 countries) demand generation and events team responsible for creation of worldwide campaigns (inclusive of events, direct marketing, digital, tele, and social tactics) for IBM’s Big Data & Analytics, Communications (Telco, Energy & Utilities and Media & Entertainment) and Public (Healthcare, Education and Government) Sectors aligned to business objectives and sales plays.• Produced campaign results 30% more efficient than 2014 despite budget cuts of up to 59%, resulting in $1.425B in win revenue and $3.756B in pipeline. • Provided strategic direction and campaign guidance to worldwide marketing teams to ensure consistent global execution and effective local marketing plans.• Built and staffed demand generation teams to launch IBM’s first industry-focused Analytics campaigns, driving Communications and Public Sector growth. • Spearheaded initiative to add 120 cross-analytics incremental events, partnering with global leaders, coordinating and selecting list of top-priority 3rd party events, overseeing 80+ proprietary events, and managing $6M budget. • Analyzed pipeline trends and campaign results, defining action steps to maximize ROI and support under-performing countries.

Delivered worldwide demand generation strategy and pipeline generation for Enterprise Content Management and Smarter Cities brands within IBM’s Software Group. Developed and executed product launch plans, multi-touch campaigns, and integrated tactics to cultivate prospects through all stages of the buyer journey with oversight of budgets, metrics and ROI. • Launched “Smarter Cities” as a brand and individual program within Software Group, integrating 2 acquisitions to create cohesive customer-facing brand and go-to-market strategy. o Managed external event for 100 press and analysts and 300-person VIP customer launch event.• Designed repeatable campaign development and execution support, enabling global adoption of ECM and Smarter Cities campaigns in all geographies, including go-to-market kits and internal Campaign Alert communications, resulting in 25% growth.

Managed digital, demand generation, and event strategy and execution for FileNet’s and later IBM’s records management, compliance, and analytics business. Launched FileNet’s first email management business.• Achieved or exceeded annual goals for validated leads, lead progressions, and net new pipeline annually.• Launched “Mock Trial” event series, FileNet’s most successful proprietary event, surpassing attendance goals, securing MCLE certification in all applicable states, and generating more than $250k in partner funding.• Led demand generation for ECM component (natural language processing) of IBM’s Watson launch in 2011, inclusive of expert podcast series, monthly webinar series, and roadshow with Watson Jeopardy module.• Led special project to expand IBM ECM’s user conference to a worldwide, demand generation event series and increased leads 690%, lead revenue 272%, and partner sponsorships 57% in one year.

Provided strategic direction for new business and current client pitches. Managed corporate identity and generated agency awareness via marketing and PR efforts. • Managed business development process from initial introduction through transition to client services, contributing to landing top accounts, including Jeep, Dodge, Chrysler, eBay, Nextel Communications, Nextel Partners, Jelly Belly, Dos Equis, and Tecate. • Coordinated business development efforts among 4 operating units and managed networking of new business efforts with parent company, Omnicom Group, as well as other sister agencies, with 100% success rate in reaching final round of all RFPs.• As Senior Manager, Marketing Communications: Managed corporate communications for Alcone Corporate and marketing communications for PromoCity.com - Alcone subsidiary. Increased site traffic 300%, average order size 400%, and repeat orders 42%. Won Gold @d-tech Award for “Best B2B E-commerce Site” (PromoCity.Com).

Directed all areas of marketing communications and public relations, including the management and copywriting of such projects as: brochures, advertisements, press releases, presentations, direct mail pieces, trade show exhibits and web sites. Editor of two quarterly product newsletters. Responsible for editing all marketing and corporate printed materials. Distributed all press releases and public relations materials. Maintained active contact with members of the media for more than 50 publications. Supervised art and marketing teams (8 people) and coordinated sales support for all marketing materials, from creative concept and layout, to production and localization in all major languages. Accomplishments:• Successfully launched two new product lines • Managed all public relations and marketing efforts for the merger with closest competitor• Instrumental in creating a partnership with 3M and Hewlett-Packard for the creation of the world’s first color-printed and graphically-wrapped operational 18-wheel tractor trailer