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Sr. Director, Customer and Partner Success Resume Example

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SR. DIRECTOR, CUSTOMER AND PARTNER SUCCESS
Summary
Self-starting, hands-on, marketing and sales executive with more than 20 years of experience in various marketing and sales roles with industry leaders and successful startups. Creative and innovative metrics-driven, results-oriented leader focused on building high performance programs and teams.
Highlights
  • Marketing Strategy
  • Field Marketing
  • Demand Generation
  • Account Based Marketing (ABM)
  • Sales Enablement
  • Channel Strategy
  • Partner Marketing
  • Partner Programs
  • Strategic Partnerships
  • MDF Programs
Experience
01/2019 to 02/2020
Sr. Director, Customer and Partner SuccessKuno Creative - Cleveland , OH
  • RealWear was a client who engaged me to access their marketing and channel strategy. After a month of consulting, they offered me a full time position to take over their inside sales team and channel program
  • In this position I was responsible for sales development, inside sales, channel strategy, channel programs, channel marketing, sales and channel operations as well as field and events marketing
  • Directed design and execution of business transformation initiatives to drive performance, profit optimization and growth opportunities
  • Established personnel performance metrics to encourage efforts toward common goals
  • Aligned department vision, goals and objectives with company strategy to achieve consistently high results
  • Partnered with financial and customer operations teams to drive business transactions using customer data and Lean concepts
  • Fostered work culture of collaboration and inclusion to increase morale and reduce turnover
  • Drove strategic improvements to enhance operational and organizational efficiencies
  • Evaluated service contracts and collaborated with legal counsel on negotiated improvements
09/2013 to Current
Marketing ConsultantAramark Corporation - Omaha , NE
  • 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.
04/2015 to 06/2017
Sr. Director of MarketingAmerican Century Investments - Texas , AL
  • 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
03/2012 to 09/2013
Sr. Director, Partner Marketing & Field MarketingCloudera - City , STATE
  • 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.
06/2011 to 12/2011
Sr. Director, Channel MarketingZenprise (acquired By Citrix) - City , STATE
  • 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.
05/2009 to 06/2011
Director, Americas Field & Channel MarketingRiverbed Technology - City , STATE
  • 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.
12/2007 to 05/2009
Sr. Manager, Global Channel Enablement and Americas Channel & Field MarketingRiverbed Technology - City , STATE
  • 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.
07/2005 to 12/2007
Manager, Global Channel MarketingRiverbed Technology - City , STATE
  • 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.
02/2002 to 08/2005
Manager, Americas Partner Alliance
10/2000 to 01/2002
Global Accounts Inside Sales Manager
09/1999 to 11/2000
Global Accounts Inside Representative
01/1999 to 08/1999
Marketing Communications Coordinator
09/1997 to 07/2005
Various Sales and Marketing RolesNA - City , STATE

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.

09/1997 to 01/1999
Marketing Communications Intern
Education
1999
Bachelor of Arts: Mass CommunicationCalifornia State University - City, State
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Resume Overview

School Attended

  • California State University

Job Titles Held:

  • Sr. Director, Customer and Partner Success
  • Marketing Consultant
  • Sr. Director of Marketing
  • Sr. Director, Partner Marketing & Field Marketing
  • Sr. Director, Channel Marketing
  • Director, Americas Field & Channel Marketing
  • Sr. Manager, Global Channel Enablement and Americas Channel & Field Marketing
  • Manager, Global Channel Marketing
  • Manager, Americas Partner Alliance
  • Global Accounts Inside Sales Manager
  • Global Accounts Inside Representative
  • Marketing Communications Coordinator
  • Various Sales and Marketing Roles
  • Marketing Communications Intern

Degrees

  • Bachelor of Arts : Mass Communication

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