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Work Background
Independent ConsultantGTM / Demand Gen / ABM / BDR & SDR Consultant
Oct. 2018United StatesIndependent consultant focused on helping companies in the B2B technology space address and solve their most important GTM, demand generation and sales development challenges. Work includes independent projects (1099) of short duration, deliverable-based engagements and long-term term projects of 6+ months (often through agencies). Majority of customers have been SaaS companies looking to scale top line revenue in the run up to a sale. Have also worked with start ups that need help creating the "flywheel" and large global enterprises that are launching new products or trying to introduce an account-based approach to pipeline development.
Digital RiverSr. Director, Demand Generation
Jan. 2017 - Jul. 2018Greater Minneapolis-St. Paul AreaResponsible for Digital River's North American demand generation strategy and plan, and Digital River's global marketing operations strategy and budget. Work included top of funnel demand generation, account-based marketing, regional field marketing, trade shows and events, predictive intelligence and account scoring, lead routing and management, data governance and management, and process mapping and optimization. I also hired and managed Digital River's SDR team and helped implement cadence management software to manage and prioritize their outreach efforts.
U.S. BankHead of Demand Generation
Aug. 2016 - Jan. 2017Greater Minneapolis-St. Paul AreaHired by US Bank in August 2016 to build a modern, data driven GTM function to drive net new pipeline and revenue for their Corporate Payment Systems (CPS) division. Work focused on the development and implementation of a marketing operations infrastructure to support long term growth – this included the implementation of Salesforce.com and the Adobe Marketing Cloud, and the redesign and optimization of usbpayments.com.
Interactive IntelligenceSr. Director, Global Demand Generation
Aug. 2015 - Aug. 2016Greater Minneapolis-St. Paul AreaResponsible for Interactive's global demand generation, performance marketing, and marketing operations strategy in support of its pre-Genesys acquisition push into the cloud contact center software space. This included direct management of the Demand Generation Specialist (DGS) teams in North America and EMEA, development of an account-based marketing process, and development and management of a new marketing operations and reporting function. Served as lead on the implementation of a new demand waterfall and process that helped the business improve the MQL-to-Qualified Opportunity conversion rate by over 25% year over year (Jan 15 to Jan 16). Also developed and implemented a Positive Account Profile engine and that leveraged predictive analytics to identify "in scope" account targets- the basis for a new ABM strategy.
Digital RiverMarketing Director, Demand Generation
Feb. 2013 - Aug. 2015Greater Minneapolis-St. Paul AreaResponsible for Digital River's marketing and demand generation strategy for their enterprise and SMB commerce businesses. Responsibilities include inbound and outbound campaign development and execution, sales enablement, management of the Sales Development Rep (SDR) team, analytics and reporting, development of themes & messaging, and development of thought leadership positions and associated content assets that were used in global top of funnel campaigns. Also worked collaboratively with the sales organization and Tier 1 analyst firms on a series of regional field marketing campaigns.
American MegatrendsDirector of Marketing & Demand Generation, StorTrends by American Megatrends
Apr. 2012 - Feb. 2013Greater Minneapolis-St. Paul AreaHelped StorTrends define its market presence, brand identity, channel communications and enablement strategy, and demand generation strategy for its relaunch into the North American SMB storage market. Managed a team that included a marketing communications specialist, a marketing operations analyst, and three DGRs (demand gen reps) focused on lead qualification and outbound prospecting.
Dell (formerly Compellent)Marketing Director, Demand Generation for Dell Storage
May. 2010 - Apr. 2012Greater Minneapolis-St. Paul AreaLed team (pre and post Dell's acquisition of Compellent) responsible for execution of storage-specific marketing programs, campaigns, and direct & channel sales enablement initiatives. Managed over 20 individual contributors, one trade show manager, and a field marketing manager. During tenure, team was responsible for more than 30% of global net new Dell Compellent revenue. In the first year after the Dell acquisition, our team executed campaigns and collaborative initiatives with the Compellent inside sales team that generated more than $88,000,000 in global product revenue (as measured in Salesforce.com according to a first-touch attribution model).
Lucidity Consulting GroupDirector of Marketing & Demand Generation
Mar. 2009 - Jun. 2010Dallas/Fort Worth Area (worked remote from Minneapolis)Responsible for Oracle software and software services-related demand generation, Oracle alliance communication, brand development, and marketing communications for a Dallas-based Oracle application systems integrator and reseller. Work also included management of the company's first SDR resource.
Apex ITDirector of Marketing & Demand Generation
Feb. 2004 - Mar. 2009Responsible for Oracle software and software services-related demand generation, trade shows and field events, promotion to several industry-related user groups, Oracle alliance communication, brand development, and marketing communications for a Minneapolis-based Oracle application systems integrator and reseller.
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