Performance Based Marketing, Sales & Marketing Alignment, Digital Marketing Programs• Create and implement integrated demand gen programs across multiple channels particularly targeted at Enterprise and Commercial accounts.• Work closely with sales to process leads and assist in their outbound prospecting tactics to help qualify and move leads through the funnel and to improve conversion.• Managed a successful launch of the new lead management process, including the training of all users and stakeholders.

• Best Practices Consultant for the Eloqua platform. • Delivered customer workshops on Campaign Strategy & Design and Sales & Marketing Alignment• Conducted pre-workshop discovery calls with clients• Earned Eloqua Master Certification including: email marketing, forms and landing pages, targeting and segmentation, effective nurturing, customer journey, lead scoring/lead quality, sales enablement and revenue performance management

• Facilitated inside sales outbound activities. Increased Federal pipeline from $21M to $67M+ and increased close rate from 2% to 10% within one year via in-person training, vigilant reporting, trouble-shooting sales tool issues, hosting office hours, and implementing a Playmaker Award contest. • Improved the Federal event management process by creating 51 Saleforce.com campaigns and tracking/reporting results.• Managed outside vendor projects including By Appointment Only, On24, and Activate. Surpassed goal of setting up 80 appointments with Acquisition Targets for Storage Sales Specialists, creating 300 leads.• Drove communications between marketing and inside and field sales teams.Conducted Salesforce.com (SFDC) marketing training sessions including required process for launching and executing campaigns helping promote best practices on lead generation, seed programs and partner funding.• Managed planning for North America Public horizontal and vertical marketing teams to align objectives, budget, planning and execution.• Conducted 75+ one-to-one training sessions to coach program managers on creating, managing and tracking campaigns as well as lead loading and execution.• Hosted “office hours” for sales teams providing direction on how to follow-up on lead gen campaigns and account plays as well as leveraging Virtual Sales Kits. • Managed seeds, jumpstart & pre-production units. Contributor as Lattice implementation team member.

• Managed media partners to execute integrated demand generation campaigns with budget of $600K. Utilizing diverse vehicle implementations with each vendor – including webcasts, asset/content development, content syndication, virtual events, live events, email, direct mail campaigns, online programs and search – to ensure effective customer engagement.• Built over 90 campaigns in SFDC, created over 886 sales ready leads and generated $60M in total pipeline.• Delivered 142% and 120% over quarterly lead goals in FY10 and improved lead efficiencies from an average cost per lead (CPL) of approximately $79 to $48.• Compiled a comprehensive list of marketing assets and tactics resulting in exceeding lead gen goals• Utilized 100% of Intel MDF by creating and adhering to processes including biweekly interlocks with Intel counterparts to ensure synchronized messaging, strategy, and execution. • Established standardized vendor reporting to optimize processes and aid in execution. • Developed relationships with Engineering, field marketing, online, lead engine operations, marcom, BI, storage, financial reporting, and sales teams.

Developed, executed and managed regional field marketing programs designed to produce qualified leads and generate incremental sales for Web content management software firm.• Defined appropriate mix of marketing programs to align with sales targets. Worked with regional sales VPs to create robust territory plans to penetrate target accounts and build pipeline.• Served as primary liaison between corporate marketing and field sales team. Fostered close relationships with individual reps and prioritized and championed requests for support. • Conceived and ran campaigns to attract new prospects, including executive seminars, partner events, email and direct mail promotions and sales outreach initiatives. • Managed sales participation at regional conferences and trade shows. Planned and coordinated annual customer user groups in multiple cities across the U.S. and Canada. • Presented lead generation updates at regional sales meetings. Held weekly calls with field sales teams to communicate program results and upcoming activities. • Influenced product launches to ensure field requirements were conveyed and met.• Allocated and tracked marketing budget to enable campaign ROI measurement.

• Responsible for planning, organizing and implementing marketing programs and events within the 14-state Southeastern region for vendor of enterprise systems management software. • Directly supported the regional vice president of sales, three regional sales managers and thirty sales reps/account managers.• Collaborated with cross-functional teams to create and launch field marketing campaigns.

Developed integrated field and partner marketing programs to help achieve sales goals for enterprise software company specializing in asset management and IT service solutions.• Restructured corporate marketing initiatives to meet needs of newly merged sales force. Designed and managed field marketing programs that helped drive $24 million in annual sales. • Directed successful launch of marketing campaigns responsible for sourcing qualified sales leads. Programs included regional trade shows and events, white papers, and sales tools. • Devised marketing communications strategy designed to generate incremental revenue through partner channel.Created and managed Global Partner Program designed to effectively manage and maximize system integrator and reseller relationships.• Established program guidelines to prioritize and manage hundreds of partner inquiries per month. Identified deliverables from other departments and created timelines for completion. Managed partner pipeline process and prepared “Partner Aging” document to track results.• Composed and managed outbound partner communications. Interfaced with 50+ partners and provided knowledge transfer of company information via Web, phone and in person.• Led cross-functional teams and solicited feedback to ensure the program met the needs of the company and the partners. Communicated program objectives and status via monthly updates.

Led a team responsible for developing and managing key strategic partnerships in vertical industries, representing an important new software sales channel for B2B ecommerce firm.• Closed 10 major partnerships in six-month period, giving the company access to 1.7 million potential customers. Managed ongoing relationships to drive Web-based customer acquisition and revenue.• Developed association marketing strategy, including identifying partner criteria and defining program elements and business model. Convinced senior management to adopt strategy.• Working with advertising agency, created marketing plan designed to promote partner programs. Plan yielded more than 100 partner prospects. • Led key marketing communications initiatives, including corporate brochures and videos, direct mail and online and print advertising. Delivered all projects on time and within budget.• Managed all press and events associated with national launch of the first commercially available Internet postage service. Secured extensive broadcast, print, radio and online coverage.• Directed all trade show and event activities, including international expositions and annual shareholder meetings. Served as key spokesperson for press, investor and partner audiences