Jul 2022 – Jan 2025 · 2 yrs 6 mos · Atlanta, Georgia, United States · Remote

• -I work directly with Confluent's top sales account executives to develop key account-based marketing targets and strategies for our Strategic Financial Services vertical and then build and fully execute ABM programs to expand business relationships, drive pipeline and accelerate existing opportunities.

Feb 2021 – Jun 2022 · 1 yr 4 mos · Atlanta Metropolitan Area · Remote

• Led the development and execution of Account-Based Marketing (ABM) programs designed to expand revenue within target existing and new logo accounts.
• Worked directly with the respective sales leadership executive teams to progress business opportunities across Okta's top accounts, including Home Depot, Humana and Comcast.
• Carried responsibility for leadership of all internal campaign teams, various stakeholders, outside vendors, seller engineers, and vertical resources that enabled successful lead generation and business progression programs within selected accounts that routinely exceeded established measurable lead, pipeline and revenue requirements, often by more than 100%.

Mar 2016 – Jan 2021 · 4 yrs 10 mos · Atlanta · Remote

• Chosen to lead Dell EMC's first global Account-Based Marketing (ABM) team as I had been testing early customer-tailored content programs across my broader field marketing activities.
• Led development and execution of initial ABM programs across Dell Global Accounts.
• Spearheaded rollout and enablement of inaugural ABM programs across all sales teams, partner channels, marketing functions and lines of business.
• Expanded the company’s business footprint across established Global Accounts including FedEx, ExxonMobil, and Walmart.
• Interacted daily with sales and sales leadership to identify new ABM opportunities and report on key ABM KPI metrics such as pipeline generation and influence, deal velocity and sales cycle length from initial lead to close.
• Drove creative messaging and content-development across all digital platforms, established time-lined, tactic-based action plans that ensured alignment with division and account objectives across the marketing organization and applied additional resources to exceed established measurable lead, pipeline and revenue requirements.
• Carried responsibility for managing discretionary marketing budgets across accounts and reporting success against objectives on a monthly basis to all senior executive teams.

Jan 2014 – Mar 2016 · 2 yrs 2 mos · Atlanta, GA

• Developed integrated, lead-generating marketing programs for domestic southeast, Latin America and the Caribbean divisions for the market leader in converged infrastructure. Led all internal teams, stakeholders and outside vendors, including sales, vertical resources, cloud and product marketing organizations to enable broad demand programs, drove creative messaging and content-development, established time-lined, tactic-based action plans, ensured alignment with division objectives across the marketing organization and applied additional resources to drive aggressive, measurable pipeline and revenue requirements.
• Carried responsibility for managing discretionary marketing budgets across divisions and served as the primary marketing interface to the respective Divisional Vice-Presidents and other sales executives and product marketing leaders. Led all development for and oversaw complete execution of all marketing communication activities across a broad range of formats, including all digital and online functions (including social media and search engine optimization), lead-generating Web-based white papers, case studies, webcasts, industry briefs and event management. Drove and led reporting on the performance of these targeted activities against established business pipeline and revenue objectives on a monthly basis to the senior executive teams.
• Led all channel marketing activities for domestic southeast, Latin American and Caribbean teams including partner engagement, allocation of marketing development funds, activities planning and execution and measuring relationship success based upon established divisional pipeline and revenue metrics.

Jan 2009 – Dec 2013 · 4 yrs 11 mos

• Developed and executed effective, integrated marketing campaigns across each Security Product Line (SPL) offerings by fully adapting product program briefs into comprehensive campaign plans. Managed a team of three event specialists and one database specialist. Led all internal teams, stakeholders and outside vendors, including sales, sector, cloud and global product marketing organizations to enable and execute program funding, drove creative messaging and content-development, established time-lined, tactic-based action plans, ensured alignment with SPL objectives across the worldwide marketing organization and applied resources to drive aggressive, measurable pipeline and revenue requirements.
• Served as primary marketing interface to the business leaders of the SPL from sales executives to product marketing leaders and led all development and execution of all marketing communication activities across multiple formats, including all digital and online functions (including social media and SEO), lead-generating Web-based white papers, “Win Wires”, webcasts, industry briefs and event management. Carried responsibility for driving and reporting on the performance of these targeted activities against business pipeline objectives on a monthly basis to the senior executive teams.
• Generated a thorough understanding of the market and defined overall strategy for the SPL through detailed research (both internal and 3rd party), guided Americas and Global teams on market positioning and messaging, produced offering and internal sales and channel enablement plans..
• Created and developed content for and led execution of IBM’s innovative X-Force Threat Landscape series (both face-to-face events and strong, comprehensive digital, webcast and email components) that began in 2003 focused on hacker attack vectors that has now generated more than $9 billion in total contract value opportunities for the company.

Jan 2003 – Dec 2008 · 5 yrs 11 mos

• Developed all messaging and executed all activities across the marketing spectrum, including federal-specific digital campaign components, webcasts, collateral, white papers and industry technical briefs.
• Personally led execution of more than 50 federal-specific annual trade shows and regional events, third party and proprietary events, and analyst relation activities to maximize company presence and establish thought leadership for ISS/IBM Federal within the industry and against competitors.
• Worked closely with federal sales management to identify, budget and execute opportunities to drive revenue for ISS/IBM Federal, while engaging broader federal team to maximize impact and lead generation.
• Conceived, developed and implemented ISS/IBM Federal's most successful marketing event in more than three years (based on attendance, evaluations, VLR (Validated Lead Revenue) and Win Revenue) in March of 2009 with the GFIRST Casino Night Fundraiser for the USO, which drew more than 400 federal security professionals (prospects/customers), including top Federal CIO’s to a single event at the largest annual federal security trade show in the U.S.

Oct 2001 – Dec 2002 · 1 yr 2 mos

• Led and was solely accountable for the re-branding of an acquisition company's consumer Internet security product (Black ICE PC Protection), including messaging development, copywriting and design elements for product packaging sold in retail stores across North America.
• Was responsible for all marketing communications functions for Black ICE PC Protection, including establishment of re-branded Web presence, developed and executed email campaigns focused on both new customer acquisition and existing customer renewals, led trade show and regional event presence on behalf of the product that exceeded established sales quotas by 32% year-over-year in 2002.

Jan 1998 – Mar 2000 · 2 yrs 2 mos · Greater Atlanta

• Served as Direct Mail Specialist for a global Warehouse Management Systems (WMS) software company, developed, wrote and executed direct mail to generate leads and revenue.
• Promoted within one year to Marketing Communications Manager, focused on advertisement creation, developed, wrote and led execution on more than 25 collateral pieces annually, ranging from postcards to multi-page brochures and 3-D mailers. Developed core messaging for products and worked closely with the trade show, promotional and telesales teams to ensure effective messaging and communications to prospects and customers and drive leads and revenue.
• During interview for this position, conceived and wrote a full-page advertisement within allotted 20 minutes that, after my hire, was featured verbatim in Fortune magazine in April of 1999.