Industry Analyst Relations Resume Example OPTIV SECURITY

INDUSTRY ANALYST RELATIONS

Professional Summary

Experienced professional with Product Marketing and Communications, Analyst Relations, Public Relations, and Customer Marketing experience. Thought leadership, public speaking and presenting, Sales leadership, enablement & training, Go-To-Market strategies and tactics, product launches, collateral & presentations. Inbound and Outbound Marketing. Both business and technical expertise.

Product marketing professional with 10+ years experience. Areas of expertise include [skills] .

Skills

Strong verbal communication
Powerful negotiator

Marketing and Communications

Business and technical experience

Work History

Industry Analyst Relations, 01/2017 to Current
OPTIV SECURITY – Cary, NC

Perform all Analyst Relations functions for Optiv Security · Influencing analysts resulted in Optiv placed as "Strong Performer" in Forrester Waves the first time we participated · Review and negotiate contracts to minimize spend and maximize benefits · Educate the analyst community on who Optiv is, what we do, and our differentiators · Educate internal executives on benefits of obtaining analyst feedback prior to launching new services · Train spokespeople on working effectively with analysts · Communicate analyst feedback to executives to help guide business decisions · Create briefings presentations and participate in briefings · Manage the response processes for analyst reports and other RFIs, including briefings, questionnaires, and customer references.

Industry Analyst Relations, 01/2015 to 01/2016
DELL BOOMI – Cary, NC

Responsible for cloud-based integrated platform as a service (iPaaS) product with API Management and Master Data Management (MDM) functionality Subject matter expert, thought leader and evangelist Managed the Customer Advisory Board (CAB), facilitating the exchange of ideas, strategies, etc.
among a select group of cross-industry customers Directed and managed an external public relations agency Increased our share of voice 8% year over year Managed the creation and publishing of press releases Drove the creation of thought leadership blog posts, social media, and bylined articles to communicate solution strategy to the media and analysts Managed all analyst interactions with Gartner, Forrester, and other firms Developed and cultivated relationships with top tier analysts and their firms to drive more positive commentary, recommendations, and coverage Maintained our leader vendor rating in Gartner Magic Quadrants and Forrester WAVE reports Managed analyst events through sponsorship, 1:1 meetings, and securing customer presenters Advised executive, sales, product management, and marketing teams of new analyst reports to help them understand and react to market trends and changes, and competitive threats Performed Sales training on using analyst feedback and reports, market direction, etc.
to influence prospects and to drive inbound inquiries to specific analysts.

Sr. Product Marketing and Communications Manager, 01/2011 to 01/2015
SOFTWARE AG – Cary, NC

Responsible for all aspects of integrated product marketing for API Management, SOA Governance, and Master Data Management (MDM) Drove recognition and advocacy for the brand, growing market share and market awareness Launched new products (on-premises and cloud), writing press releases, fact sheets, customer and Sales presentations, and blog posts, social media, analyst briefings, executing a targeted email campaign, etc.
Defined product strategy, product messaging and positioning, developed competitive intelligence and competitive positioning Presented "How to sell API Management" at regional Sales Kickoff events to >500 Sales Reps Presented to >300 customers at corporate event Delivered Sales enablement training and internal communications Steered product development based on competitive offerings, analyst/customer feedback, target market Created solutions strategies, packaging, and pricing Drove Awareness and lead generation through social media, email marketing campaigns, other tactics Developed Industry Analyst relationships, managed analyst briefings, inquiries, and responses to report RFIs, and created talking points for Sales Created all integrated marketing collateral and sales tools (infographics, presentations, videos, white papers, value propositions, case studies, data sheets, newsletters, customer success stories, web site content, etc) Created Sales plays and guided Sales with win strategies for specific opportunities Identified, acquired, and integrated new partners, tools and technologies to scale demand generation Business partner management strategies, opportunities, defining target market, joint marketing activities.
Initiated, completed, and managed relationships.
Evaluated potential technology partners that could add complimentary, desired functionality to my products Content development and execution that maps to appropriate target audience and customer buying cycle stages Managed external vendors and agencies when outsourcing collateral development Developed & presented pipeline, revenue results, recommendations & strategies reports quarterly.

Portfolio Marketing & Communications Director, 01/2010 to 01/2011
GXS – Raleigh, NC

Responsible for all aspects of integrated product marketing for Product Information Management (PIM), and Data Pool Manager (DPM) for Supply Chain Management (SCM) Drove initiative to make products easier to use and more user friendly (UI/UX) Launched new product, specified product naming, and developed the product roadmap Demand generation activities through webinars, web site updates, SEO and white papers Created sales kit containing competitive information and other sales tools Conducted Sales & Telesales training on new products, features, enhancements, solutions, product updates, competitive news, and selling opportunities Tracked and measured email campaign results and web site analytics Created and maintained business unit web site Created and executed surveys and polls to obtaincustomer feedback, driving future product direction.

Product Marketing Manager, 01/2007 to 01/2009
IBM SOFTWARE GROUP – Research Triangle Park, NC

B2B Business Process Management (BPM) and SOA -System z Coordinated 100+ speakers and rooms for IBM event drawing 4,000+ attendees (Impact 2008) Worked with Sales leaders in other geographies, creating presentations for executive briefings Managed external vendor for creating marketing assets Performed lead generation and thought leadership activities including webinars, e-newsletters, articles, case studies, white papers, podcasts, technical articles, and events Planned and coordinated events, shows and product launches Trained Sales teams on new product features, enhancements, solutions and selling opportunities.

Project (Engagement)/Sales Manager, 01/2004 to 01/2007
IBM RETAIL STORE SOLUTIONS – Research Triangle Park, NC

Self Checkout Systems Managed largest US and International strategic retail customer accounts Led a cross-functional, global virtual team to install & support retail equipment Coordinate, track and schedule the rollout of new equipment & software upgrade for 100+ stores Drove revenue through selling upgrades, services, software, and product enhancements to customers One customer alone drove $13M in revenue annually.
Conducted requirements workshops to obtain customer's specific use cases in software/hardware features, operations and integration with their point-of-sale (POS) equipment Led weekly customer and client team calls for issue resolution and customer satisfaction Created support plans and service level agreements for specific customers Delivered solutions on time and within budget Provided on-site customer support, observations, assistance, recommendations, and training at pilot stores.

Skills

Agile, Analyst, API, agency, B2B, benefits, budget, Business Process, competitive, competitive intelligence, hardware, Content development, negotiate contracts, Creative Strategy, client, customer satisfaction, customer support, Data Management, direction, driving, email, features, functional, drawing 4, UX, IBM, leadership, Magic, Market Planning, Marketing Plan, Marketing Strategy, market trends, marketing, market, marketing collateral, Marketing Communications, meetings, messaging, exchange, win, newsletters, packaging, POS, positioning, presentations, press releases, pricing, processes, product development, product management, product marketing, public relations, retail, selling, Sales, Sales training, service level agreements, stories, strategy, strategic, Supply Chain Management, surveys, white papers, white papers, upgrades, upgrade, web site, web site content, workshops, articles

Education

B.S.C.S: National University - San Jose, California
Magna cum Laude

A.A.S: Electrical Technology, State University of NY -
Electrical Technology Agile Marketing, Inbound Marketing, Pragmatic Marketing, Planning the Entrepreneurial Venture, Writing the Marketing Plan: Creative Strategy, Fundamentals of Integrated Marketing Communications, IBM Market Planning Process, Elements of Marketing Strategy, and Co-marketing with Business Partners coursework

Accomplishments

Managed teams twice in my career

Background in IT, software engineering

Started up Industry Analyst Relations program

Managed IBM's largest accounts in my department

Pragmatic Marketing certification

Influenced industry analysts to change their viewpoint

Presented to 500+ sales professionals, and 350+ customers

Resume Overview

Companies Worked For:

OPTIV SECURITY
DELL BOOMI
SOFTWARE AG
GXS
IBM SOFTWARE GROUP
IBM RETAIL STORE SOLUTIONS

School Attended

National University
State University of NY

Job Titles Held:

Industry Analyst Relations
Sr. Product Marketing and Communications Manager
Portfolio Marketing & Communications Director
Product Marketing Manager
Project (Engagement)/Sales Manager

Degrees

B.S.C.S :
A.A.S : Electrical Technology ,

Industry Analyst Relations Resume Example

Resume Score: 90%

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