Sr. Director, Customer and Partner Success Resume Example

• Helping seed and series A B2B companies set, achieve and exceed sales goals through messaging, positioning, content strategy and development, and lead generation.
• Craft strategic marketing programs, launch plans and budgets and manage them from concept through execution. 
• Current and past clients include Nubix, Okera (formerly Cerebro Data), Cascadian Group, CirrusWorks Inc., Rocana, Rebooked Inc.

• Rocana was originally a client who engaged me to manage their launch out of stealth. After 3 months of consulting, they offered me a full time position
• Worked with executive management and sales leadership to develop high level marketing strategy, created the corporate and product launch plans while architecting and executing demand generation activities
• Lead concept development for marketing programs and organized sales and operations resources for execution
• Oversaw all marketing department operations including hiring/managing of agencies, budget planning ($1M) and allocation, etc
• Analyzed performance of marketing programs to identify the best opportunities for optimization
• Created, implemented and refined the Account Based Marketing strategy including technology selection, creative strategy, media mix, target account focus, etc
• Worked with Business Development to define and execute partnering strategy that included partner selection, channel mapping and marketing mix
• Led content framework and strategy for email nurture programs that served as a thought leadership mechanism

• Recruited and managed team of field marketing managers who were responsible for building and executing on regional marketing plans that included direct marketing programs as well as solutions marketing with strategic partners with an annual of budget of $1M.
• Implemented an integrated regional marketing plan that included new messaging and positioning, a thought leadership component, a lead generation campaign as well as a pipeline mover program that resulted in 2000 net-new leads and more than $1M in net new opportunities in 4 months.
• Worked with strategic partners (HP, Dell, NetApp, Oracle, among others) to build go-to-market plans that increased awareness and generated revenue.
• Revamped the Cloudera Connect partner program and grew it from 125 to 650+ partners in 12 months.
• Rebuilt the Cloudera Connect partner portal to improve communication, education and overall partner experience.

• Built the global Zenprise Partner Network program for value-added resellers including the global deal registration program and system to improve partner experience and pipeline development and visibility.
• Collaborated with sales leadership to created the ideal partner profile to help focus recruitment efforts of partners into the Zenprise Partner Network.
• Launched and maintained the Zenprise Partner Portal based on salesforce.com PRM.
• Created and implemented channel communications program that includes hosting monthly webcasts, writing monthly newsletters, and determining communication mediums for product launches, feature releases, program updates, etc.
• Worked with channel partners to create and execute marketing programs based on Zenprise solutions.
• Collaborated with product marketing, product management, business development and sales management to create channel enablement paths and programs.
• Worked with outside consultants, attorneys and agencies as needed for creative and program development.

• Expanded the field & channel marketing team to 8 who were responsible for the planning and execution of all regional marketing activities.
• Maintained business relationships with key channel partners in the Americas and assisted channel sales with developing new partnering opportunities.
• Utilized the messages created by corporate to drive the delivery of enablement and marketing tools for channel partners
• Worked with 3rd party agencies to create integrated and targeted marketing campaigns that were utilized by multiple partners to drive appointments.
• Managed and reported on annual budgets in excess of $3M and monitored progress & measured results of all marketing campaigns, direct and through channel partners through regular pipeline inspection & deal tracking.
• Represented channel and field marketing in multiple cross-department, cross functional projects such as MDF system revamp, Partner Portal system revamp, lead scoring initiative, lead nurturing initiative, global partner training initiative.

• Improved partner relations and retention by creating and executing the company's first in-person global partner enablement program (making stops in 40+ cities in its first year, training 1000+ partner sales and technical reps).
• Launched and managed the North America Partner Advisory Council which eventually grew into a global program.
• Hired the first 3 field marketing managers in the Americas and built out field marketing programs and tool kits to be utilized by both Riverbed field marketing managers and channel partners.

• Built the VAR channel program from the ground up which included the partner program, communications plan, training program, partner portal, technical forum, online ordering system, deal registration program and system as well as proposal based MDF program and request system.
  

Starting as an intern while in college, I was hired full-time prior to graduation as the Marketing Coordinator with primary responsibility for regional events. I was then recruited into the sales organization and was quickly promoted to build and manage different inside sales teams.