head of competitive intelligence resume example with 15+ years of experience
Jessica
Claire
resumesample@example.com
(555) 432-1000,
, , 100 Montgomery St. 10th Floor
:
Summary
Highly motivated employee with desire to take on new challenges. Strong worth ethic, adaptability, and exceptional interpersonal skills. Adept at working effectively unsupervised and quickly mastering new skills. With over 20 years in the IT industry and 15+ years in the backup and data management market, I bring technical expertise and business savvy to the content I create and my interactions with internal and external audiences.
Skills
Public speaking, public relations, media/analyst/influencer relations, presentation development and delivery
Team collaboration and leadership
Multi-channel content creation for executive, business, and technical stakeholders
Expertise communicating with technical, business, and executive stakeholders across verticals, from small/medium businesses, to enterprise, and all levels of government
Able to interact with clients and prospects virtually and face-to-face
Skilled in competitive intelligence practices, analysis, and delivering actionable insights
Proficient in cross-departmental cooperation and collaboration
Technical and solution architecture for environments ranging from on-premises, cloud, and hybrid data and workload needs
Backup, cloud, SaaS, disaster recovery, ransomware data protection, enterprise storage
Adept at identifying gaps, problems and solutions within the market and current vendor offerings
Education and Training
University of OttawaOttawa, ON, Expected in 01/2000 ā āBachelor of Science:Computer Science - GPA:
Magna cum laude graduate
Dean's List Honoree
Data Protection Expertise and Achievements
Formalized and built the Competitive Intelligence program from the ground up at Commvault. Growing the team from a sole member, I led 3 junior analysts globally. Since program inception we have been directly involved in over $100+M USD of pipe- line spread across 100+ sales opportunities
Research and respond to an average of 55+ CI related inquiries per quarter (both internal and external)
Over 20 direct opportunity engagements per quarter, frequently involving multiple internal, partner, and customer meetings, strategic planning, messaging, pricing, and tactical guidance
Deals where CI was leveraged realized a 50% higher win rate compared to those without CI engagement
Consistent cadence of creating and presenting competitive briefs for the Commvault executive leadership and board of directors on a regular basis
Strong presentation creation and delivery skills, with experience presenting at conferences such as Commvault GO (customer conference) on multiple occasions as well as Gartner Security & Risk
Dynamic skillset and experience in meetings and 1:1 sessions with partners, clients, press, and analysts of all levels from IT administrator to senior decision makers and executives
Regular content collaboration and contribution in Commvault analyst submissions for the Gartner Magic Quadrant, Gartner Critical Capabilities, Forrester Wave, GigaOm Radar, and IDC reports
Participation in analyst 1:1ās and briefings with Gartner and Forrester
Expertise in analysis and breakdown of key analyst reports to provide intelligence and positioning of the findings of those reports to the field and leadership within Commvaultādriving enablement and tactical use of these documents
Expert knowledge of Commvault and Metallic technical features, architecture, pricing, solution offerings, go-to-market strategy, messaging and positioning
Deep knowledge and insight of the technical features, architecture, pricing, solution offerings, go-to-market strategy, messaging and positioning for top data protection market vendors including (but not limited to) Rubrik, Cohesity, Veeam, Veritas, and Dell
Vast knowledge and insight of the technical features, architecture, pricing, solution offerings, go-to-market strategy, messaging and positioning for top data protection as a service (DPaaS/BaaS) market vendors including (but not limited to) Druva, AvePoint, Keepit, HYCU, Cobalt Iron, Zerto, and Clumio
Good understanding and insight of the technical features, architecture, pricing, solution offerings, go-to-market strategy, messaging and positioning for niche SaaS and Kubernetes data protection market vendors including (but not limited to) OwnBackup, Kasten, Portworx, and Velero
Strong understanding and insight on the technical features and solution offerings of the cloud-native backup solutions from Microsoft Azure, AWS, Google Cloud and how they compare to other in-market data protection options for cloud-native back- up and recovery
Solid background and perspectives on the latest data protection trends, technologies, and strategies related to artificial intelligence, ransomware and cybersecurity, hybrid cloud, and other key topics
Experience and knowledge working with data center and cloud vendors and their products such as Dell, Pure, Nutanix, Wasabi, NetApp, Backblaze, VAST, and others
Experience
Commvault - Head of Competitive Intelligence City, STATE, 11/2020 - Current
Established a formal and ethical competitive intelligence (CI) program within Commvault catering to the tactical and strategic needs of a diverse global group of stakeholders encompassing every organization within the company
Collected, analyzed, and disseminated key intelligence to those stakeholders with regular cadence was a primary task, as well as collaboration with peers in Communications, Sales, Channel, Enablement, and Marketing to strengthen Commvault's position in the data protection market
Captured and analyzed information, providing stakeholders up-to-date and prescriptive intelligence in order to increase Commvault & Metallic win rates and market share
Constant market research and analysis of competitive information to provide trusted and prescriptive intelligence and actionable competitive insights across cross-functional global stakeholders
Collaboration with marketing and product teams to develop Commvault go-to-market messaging that highlights our competitive differentiation in the market and to expand both our brand and mindshare
Partnered closely with our Public Relations, Analyst Relations, and Communications teams to formulate messaging, and develop appropriate responses for a variety of news and market developments and to understand business needs and changing strategies
Provided strategic input and competitive insights for Commvault leadership to guide product messaging, pricing, roadmap, and go-to-market plans
Created and provided editorial input on marketing materials by writing white papers, solutions briefs, competitive briefs, and the development of presentation and event materials
Worked in tandem with sales and partner enablement teams to provide just-in- time competitive training and content for internal and external teams
Acted as a spokesperson and social media ambassador delivering Commvaultās vision and value proposition to our diverse global audiences
Participated in direct sales, customer, and partner campaigns to detail our differentiation and value in competitive scenarios
Generated reports and obtained data to develop analytics on key performance and operational metrics
Conducted data analysis to prepare forecasts and identify trends
Collected, tracked and reviewed data to evaluate business and market trends.
Provided supporting information to substantiate research findings
Interacted with non-technical stakeholders to deliver analyses and answer questions on deliverables
Audited internal data and processes to identify and manage initiatives, improving business performance
Provided technical support for existing reports, dashboards or other tools
Created, designed, and maintained business intelligence repositories, tools, and dashboards
Collected business intelligence data from industry reports, public information or purchased sources
Communicated with customers, competitors and suppliers to stay abreast of industry or business trends
Disseminated information to internal employees regarding tools, reports or metadata enhancements
Monitored staff performance and addressed issues
Exercised good judgment and decision-making in escalating concerns and resolving issues.
Recruited and hired qualified candidates to fill open positions
Enhanced team member performance through use of strategic and tactical approaches, motivational coaching and training
Led team meetings and one-on-one coaching sessions to continuously improve performance
Communicated company directives and programs to associates and ensured all follow-up items were completed accurately and timely
Worked with the channel, product marketing and technical teams to integrate and continually evolve compelling content for target markets across the Americas and around the world
Collaborated to develop Commvault messaging that resonates with current and future data management trends and industry developments
Supported the Commvault "Activate" (now Risk Analysis) product re-launch and development of associated sales, marketing, and enablement content
Continued Involvement in the creation, execution and delivery of content and experiences for all four Commvault GO customer conferences
Additional responsibilities similar to that of the prior Solutions Marketing Manager role.
Contributed content and creative insight into the successful launch of the inaugural Commvault GO customer events in 2016
Assisted in the successful roll out of Commvaultās rebranding for messaging and content
Aided in the redesign of key internal assets and collaborative spaces to improve the experience for Commvault staff looking for key competitive and product information
Liaised with sales leadership to ensure marketing content was being created to meet their current needs in the field.
Acted as a spokesperson delivering Commvaultās vision and value proposition to audiences across the Americas through strong story telling.
Worked with management team to oversee and monitor marketing strategy
Managed creation of marketing materials, collateral and sales support tools
Prepared and sent proposals to prospective clients
Represented company at local and trade association meetings to promote products
Conducted thorough market research to obtain detailed understanding of consumer needs and trends
Commvault - Senior Enterprise System Engineer City, STATE, 05/2008 - 04/2016
Participated regularly in the Americas System Engineering Advisory Council and was elected to the role of Lead Systems Engineer for Information Management in Canada
Developed several business cases to support and influence customer decisions in favour of Commvault. This included a significant win with Shared Services Canada based on my business and financial justifications
Regularly represented Commvault at industry events as part of the booth contingent, as well as presenting Commvault content
Managed and led internal Commvault projects such as proof of concepts, solution implementations, and resolution of client issues.
Trusted adviser and mentor to clients, partners, and internal Commvault resources
Provided daily consultations with other Canadian System Engineers to aid and support their current campaigns and customers
Key contributor to materials in response to RFPs across Canada and the US, including populating a significant amount of the RFP collateral staged within the corporate proposals team
Excelled in business case creation, delivered training sessions and new hire seminars to share these best practices
Worked with key internal resources to collaborate in the creation of new business case and technical tools
Regular participant in Industry events including being a part of the Commvault contingent for the conference booth presence and client briefings with constant prospect and client interaction for the duration of the events
Organized and coordinated executive and technical meetings, presentations, and events with corporate resources and local clientele
Managed and led cross-functional internal Commvault groups to resolve issues with current clients, and/or execute together on current campaigns and opportunities
Acted as a liaison between the Product Development teams and local client resources who actively partake in stress testing new features and acting as early release candidates to provide commentary and feedback back into the cycle of improving features and functions within the Commvault suite
Built, led, and/or consulted in several key Proof of Concepts
Participated in continual information sharing, training, and interaction with Commvault clients and prospects to expand their familiarity and comfort with the Commvault solution and capabilities
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