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Director, Product Marketing, Cloud Resume

Cambridge, MA

SUMMARY:

Creative hands - on product leader with 15 years of product experience (mostly product management) in the software industry working with organizations ranging in size from startup to multi-billion dollar businesses. Outstanding analytic, creative, and strategic skills with a proven track record in developing and marketing solutions based on customer focused/market driven data. Demonstrated talent for pursuing strategic partnerships that create mutual value. “Can do” attitude permeates work style and team building.

EXPERIENCE:

Confidential, Cambridge, MA

Director, Product Marketing, Cloud

Responsibilities:

  • Led product marketing for Pega’s cloud solutions working with communications, lead generation, social and customer engagement teams as company shifts from on-premises based to cloud native solutions with 2017 ending as most successful in cloud sales. Performed competitive analysis to hone differentiation of cloud solutions; Served as subject matter expert on cloud solutions, partnering and positioning.
  • Partnered with sales and product management to define strategy for cloud product/solutions.
  • Successfully launched Cloud Choice multi cloud partner go to market plan (AWS, Microsoft Azure, Pivotal) based on customer demand; led cross functional team (included sales, legal, support, product management/engineering, and consulting) to drive organizational support for expanded deployment options; directed business development in partner recruitment and go to market activities. Successfully used to close double digit percentage of deals since launch including several large deals.
  • Launched Accelerated Adoption Program that provides white glove support to select customers upgrading to the latest Pega Platform release; Recruited initial customers; Led cross functional team to establish program (team consisted of customer support, program management, sales, consulting, marketing, and legal).
  • Authored presentations, white papers, blogs, video and other assets to promote and explain cloud based solutions (e.g. cloud choice - white paper and hybrid cloud white paper).
  • Led bi-weekly cross functional team meetings focused on managing the market performance of cloud solutions (team consisted of product management, cloud operations, sales, legal, and finance).
  • Evolved web presence of cloud solutions on Pega.com; launched multiple new assets (e.g. Cloud Choice, Pega Cloud page and Pega Trust Center).
  • Evangelize cloud solutions to customers, press, and analysts; Presented at Gartner conference and moderated panels at PegaWorld conferences.

Confidential, Boston, MA

Senior Product Manager / Business Leader

Responsibilities:

  • Developed and maintained the product roadmap; represented the voice of the customer working with agile scrum development team, UX and technical product manager to develop an experience that delights.
  • Managed cross-functional teams to drive key releases.
  • Led inter product integration to unlock more value for the product suite.
  • Worked with product marketing to re-define go to market strategy and pricing model.
  • Drove creation of strategic partnerships with Intuit and ADP.

Confidential, Boston, MA

Senior Product Manager

Responsibilities:

  • Defined requirements and user experience for web based interface of next generation end-to-end underwriting / automated decisioning SaaS solution that is powered by business rules (Drools).
  • Managed teams consisting of business analysts, product managers and user experience designers.
  • Led cross-functional teams in post release planning that includes training, documentation and support.
  • Represented the voice of the customer (VOC) working with development, quality assurance and product support teams in a highly collaborative Agile environment.
  • Successfully delivered solutions to market under aggressive schedules.

Confidential, Cambridge, MA

Principal Consultant

Responsibilities:

  • Worked with clients to develop or extend mobile and web based applications from concept through software design, development and overall product strategy.
  • Provided product management capabilities as part of consultative support to drive through concept, design (user interface, component and platform), development and overall product strategy.
  • Managed multiple project teams consisting of designers and software engineers utilizing an Agile development style to deliver solutions.
  • Drove project and project members to scope, budget and timeline in order to achieve MVP.

Confidential, Danvers, MA

Director - Product Management

Responsibilities:

  • Managed a diversified portfolio that generated over $200M of revenue per year with P&L responsibilities.
  • Portfolio included web-based search/e-commerce, white-labeled SaaS solutions and copyright re-use licenses.
  • Focused on developing revenue growth engines focused within the web-based transactional solutions based upon targeting an increase in customer satisfaction and new transactional revenue opportunities based upon customer abandonment rate via web logs and customer service team data.
  • Drove launch of partner program that was tuned to optimize revenue generation via partner channels.
  • Instituted improvements in product planning and market analysis performed; initiated program to leverage market analysis in assisting sales teams in addressing competitive threats and positioning of the portfolio.
  • Managed team of 6 product managers.

Confidential, Westford, MA

Global Senior Product Manager

Responsibilities:

  • Defined Lotus Notes/Lotus iNotes (sold over 145M licenses) roadmap and product requirements for all server deployment options (i.e. on premise, SaaS, and appliance). Collaborated with engineering teams implementing Agile development methods.
  • Successfully created strategy and led cross-functional team (composed of 12 functions) in the repackaging of Domino client portfolio covering desktop (Windows, Linux, MacOS), mobile (iOS and Android)
  • Reduced product offerings from 11 to 2 and restructured pricing to align with customer purchasing and usage patterns; resulted in increased sales and adoption.
  • Introduced go-to-market channel through creating no charge option for development tools (Domino Designer) that stimulate growth of application development community (press release).
  • Established greater customer value through creative bundling.
  • Created and grew carrier ecosystem to establish a new marketing channel for Lotus products, ecosystem consisting of carriers.
  • Initiated and grew device manufacturer ecosystem to create a new channel for go-to-market, co-marketing, and a technical collaborative relationship, including Nokia, RIM, and others.
  • Led team of product managers in defining the overall Domino client strategy.

Global Senior Product Manager

Confidential

Responsibilities:

  • Developed Lotus iNotes (web client) product requirements, roadmap, and strategy; renamed Lotus iNotes from Domino Web Access, consolidating client brand around Lotus “Notes” brand.
  • Developed MVP requirements, launched and product managed Lotus iNotes ultralight (mobile web client email for Lotus Domino). Successfully lobbied for initial investment; defined solution requirements; led cross-function team (composed of 9 functions).
  • Developed MVP requirements and launched and product managed Launched Lotus Notes Traveler (out of the box wireless email solution). Successfully developed business case including buy vs. build analysis; led cross-function team in developing go-to-market plan.
  • Built marketing partnership with an ecosystem of complimentary mobile business partners (press release)
  • Evangelized solutions to customers, press, and analysts at conferences, panels, and briefings.

Global Senior Product Manager

Confidential

Responsibilities:

  • Defined mobile feature requirements across Lotus product portfolio based on market demands.
  • Defined MVP requirements, launched and product managed Lotus Sametime Mobile client. Successfully developed business case, lobbied for executive sponsorship/investment, defined requirements, and led cross-function team in releasing solution.
  • Penetrated 15% of Lotus Sametime install base (~ 20M users) within only 5 months.
  • Resurrected and grew strategic relationship with RIM that spawned numerous marketing and technical collaborations between Lotus Software and RIM BlackBerry solutions.
  • Created and executed OEM agreements with Avaya and Cisco for unified messaging solution.
  • Evangelized mobile strategy and offerings to customers, business partners, media, and analysts.

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