Senior product/project manager with 25+ years of proven financial results. Proven ability to lead, manage, direct, facilitate, or contribute to matrixed product team activities resulting in customer/revenue acquisition and retention. Able to synthesize complex segmented issues and problems into a practical framework, communicate simply, build consensus, and successfully execute plans. Recognized team player willing to do what it takes to ensure success in complex, highly team-oriented projects, with multiple dependencies and aggressive deadlines. Knowledge and Skills Product Life Cycle Mgmt. *Process Development *New Product/Business Development Project Management *Business Case Development *Vendor Evaluation & Management Analysis & Synthesis *Financial Modeling/Planning *Product Messaging & Positioning Strategic & Tactical Planning *Market Research & Analysis *Sales Tools, Training & Forecasting
Skills
Product development
Conflict resolution
Strategic thinker
Sales strategies
Thought leadership content development
Product lifecycle management
Business case development
Positioning
Effective leader
Project management
Creative and innovative
Work History
Senior Product Marketing Manager, 05/2005 to 03/2018 Microsoft Corporation – Bristow, VA,
Led growth of the enterprise product portfolio to $500M.
Reduced time to quote from 72 to 0 hours and increased sales by 30%.
Acquired/retained strategic customers ($1M+ annual billing) with creative customized solutions.
Drove strategic sales based on situational pricing and competitive analysis, securing $5M contracts.
Managed development, launch, and lifecycle of Hosted PBX, PRI, SIP Trunk, Long Distance Calling Plans, TN Portability (National Numbering), Internet Access, CloudPort, Layer 1, 2, 3 Networking, Dark Fiber, Data Center Collocation, SD-WAN.
Supervised Project Manager and Customer Education Specialists.
Recognized with numerous awards for outstanding sales support.
Senior Product Manager, 05/2004 to 04/2005 Us Bank – Denver, CO,
Orchestrated biggest market expansion in company history, tripling the number for $0 CAPEX.
Launched Managed Firewall and bundled with Internet increasing sales 20%, stemming price erosion.
Reduced churn by 35% in the 2-8 line business customers using integrated Voice/DSL solution.
Senior Product Manager, 12/2002 to 04/2004 Us Bank – Brookfield, WI,
Launched voice, data, Internet, and long-distance products in 4 new states.
Secured sales contracts worth $400,000 within 3 months of launching integrated voice/data over ATM.
Resident Expert" in Verizon federal and state tariffs and interconnection agreements.
Boosted margins from 20% to 65% pursuant to Verizon UNE-P tariff analysis and recommendation.
Developed and implemented sales compensation plans, vertical marketing, bundles, promotional, and up-sell programs to facilitate customer acquisition and retention.
Senior Product Manager, 11/2000 to 07/2002 Us Bank – Knoxville, TN,
Spearheaded 5 product development projects resulting in $14 million first year contract value.
Slashed vendor costs by 45% via contract negotiations.
Automated and streamlined operational procedures resulting in 25% savings.
Developed, presented, and received executive approval on a 1-page business case in 3 days.
Designed pricing, forecasting, capacity planning, and financial analysis models for business cases.
Senior Marketing Manager, 01/2000 to 10/2000 Zenreach – Elizabeth, NJ,
Originated value propositions, sales training, tools, and collateral for Unified Communications platform.
Trained sales professionals on next generation enhanced services platform and OSS issues.
Developed marketing requirements document for OSS programmatic interface.
Performed competitive and market analysis on IP network and services.
Product Manager, 01/1994 to 01/1999 Walt Disney Co. – Saint Cloud, MN,
Developed regulatory stance and defended company position in response to FCC inquiries.
Developed and implemented customer acquisition/retention and marketing strategies for major Telecommunications providers: AT&T, Worldcom, Sprint, IXCs, and CLECs.
Consistently met or exceeded $1 billion annual revenue target for Switched Access.
Established prices that struck a balance among conflicting objectives: maximizing revenues, satisfying customers, maximizing network efficiencies and return on investment.
Developed account plan and forecast, analyzed usage, reconciled gap between actual vs.
forecast.
Administered term/volume discount plans, promotions, and applicable terms and conditions.
Managed and improved customer perceptions through a survey process, financial impact statements, direct customer contacts, and promotional letters.
Developed and maintained complex econometric models to facilitate pricing and decision-making.
Analyzed the evolving competitive, regulatory, and customer demands.
Continually modified the marketing mix consistent with changes in the product life cycle.
Supervisor, 01/1992 to 01/1993 Spartannash – Keizer, OR,
Managed assignment of 2 million voice and data circuits in 70 cities/towns.
Analyzed root causes and increased automated order processing from 85% to 93% within 6 months.
Boosted employee productivity by 15% while reducing re-work and overtime hours.
Assistant Product Manager, 01/1989 to 01/1991 Spencer Gifts, Llc – City, State,
Led collaborative effort to develop Electronic Key Telephone Service.
Secured contracts totaling $3M.
Secured 5 voice messaging service contracts worth $500,000 in six months.
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