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Marketing Manager / Director

Work Experience

Oracle - EMEA Services Marketing Manager - June 1998 - 2000
A new role for the company to market the three Services - Consulting, Support and Education within the company and externally. It involved working closely with the three Senior VPs for their lines of business and to work with the management team to facilitate optimal marketing plans and delivery.
I set-up a department of seven, virtual marketing teams across the three EMEA Service lines (48), auditing the situation, developing and implementing the Services Marketing plan.
Internal communication was a key area with a portal, an intranet and web creative toolkit developed and implemented to ensure access to information and consistent look and feel. An internal communications plan was also developed after running extensive internal focus groups in 11 countries. This featured a 12 page A3 newsletter for the 8500 Services employees, "Ask the Services VPs" personal sessions, Oracle channel broadcasts and references guides, an internal toolkit for the countries and regular content provision.
External marketing included developing the PR positioning for the three Services lines, PR training, planning and a targeted programme for key EMEA analysts. Cross services events include Services VIP room and presence at OAUG and EOUG, and a customer focused seminar programme. Revenue programmes included an upgrade programme for Support, Java Developer and Training CBT. Services "product" activity including the launch of Metalink 2.0 internally and externally, Oracle Business Models for Consulting, developing the plan and implementation for Consulting's Discovery packs and Solution Value Assessment.
Lotus Development - EMEA Web Marketing Manager - Dec 1996 - May 1998
Led the development for the web strategy for EMEA and drove the development of a multi-lingual web site (ten languages). This site was used across EMEA for sales conversion and fulfilment. Worked with channel partners to link to their sites and drive sales to them via the web. The site included an on-line demo of Lotus Domino and workflow to Lotus Business Partners for prospects to run a Domino pilot with them.
Developed a channel web creative toolkit to enable channel partners to build their own e-business web sites.
Representative EMEA on the Lotus e-council and e-commerce initiative to recruit and drive e-business.
Ran monthly training courses for the channel and Business Partners to increase their web marketing knowledge.
Established regular web usage research to measure and track how target groups use web sites as part of the sales and purchase cycle within Europe.
Managed the development of six further web sites including Lotus Europe Customer Services multi-lingual site.
European Direct Marketing Manager - Jan 1994 - Dec 1996
Managed and implemented 85 pan EMEA multi lingual direct marketing campaigns in 1995 and 90 in 1996.
Set-up and managed a team of 24 covering telemarketing, campaign account team, database and fulfilment. Campaigns varied in size from 20k to 500k units in up to eight languages. Managed a budget of $5.5k.
Drove the development and adoption of a campaign management system to run the campaigns across Europe that acted as an extranet internally and with our suppliers.
Developed the strategy for a key account relationship programme - Lotus Gold. Recruited 7000 members and developed ongoing structured communications plan - newsletters, seminars and mailings. Drove the cleaning, enhancement and amalgamation of Lotus' European data into one system.
Rated "1", consistently far exceeds job requirements' and goals at my review for this role.
UK SmartSuite Brand Manager - Feb 1993 - Jan 1994
Championed the SmartSuite and single application products in the UK. Created and implemented full communications plan for each product, which included a heavy channel focus and incentive programme.
Market share for SmartSuite increased from 36% to 45%.
Built a database of 3256 channel partners and ran a channel incentive programme called "SmartMoves". Sell through increased by 8% as a result of this programme.
International Business Development (IBD) Product Marketing Manager - Feb 1991 - Feb 1993
Product manager for all Lotus products for the following regions: Eastern Europe, Africa, India, Middle East, Greece, Turkey and Israel and Latin America.
Managed the translation and launch of Ami Pro 2.0, 1-2-3 3.4 and 1-2-3 2.4 in Greek, Turkish, Hungarian, Polish and Czech.
Set-up pan-region marketing programmes such as product and brand advertising, customer name acquisition and subsequent regular communication and set-up Business Partners in each region.
Worked on secondment for Lotus South Africa as acting marketing manager.
Internal Business Development Sales engineer - Feb 1990 - 1991
Ensured that Lotus distributors and key partners across the region (30 countries) were fully trained and briefed of new product developments. Presented regularly to key corporates and on Lotus road shows across the region.
Technical Support Assistant and product trainer - Aug 1986 - Feb 1990
Supported Lotus products on the technical help desk. Products supported were 1-2-3, Manuscript and Freelance taking 60 telephone calls per day.
Wrote and presented desktop product training courses for Lotus users and corporate IT staff.
Performed the departments administration including handling training course bookings and the administration of the recruitment of Lotus Authorised Training Centres.

Education

MBA for Europe - Brunnel University, 1993. Key dissertations include European channels of distribution for IT products and a feasibility study for Nortel for an IVR and database product.
Diploma in Management Studies - Thames Valley University, 1991, gained a distinction.
Diploma in Marketing - Thames Valley University, 1989.
President¡¦s National Marketing Award - won second place for best marketing plan to launch London as the "City of Music".

Skills

* Thorough understanding of marketing strategy and how it applies to IT software and services companies
* Deliver of marketing programmes
* Management of complex teams
* Excellent communications skills

Other

Developed and implemented the strategic marketing plan for Oracle Europe¡¦s Consulting, Support and Education a $2.5 billion business in EMEA. . This was a new role and involved development of a PR plan, Customer references, development of the services positioning and launch of many new services through the line.
Delivered 28% savings from reduced customer calls by implementing an awareness to sign-up programme for Oracle to get customers to use their e-support systems. Increased on-line registration and use from 14,000 to 58,000 in five months. This resulted in significant cost reductions from their call centre.
Generated $5.9 million per annum. Ran the European direct marketing department at Lotus. Delivered multilingual campaigns (90 per annum ranging up to ten languages and 500k units for direct mail). Utilising a mix of mediums - telephone, mail, print and the web.
At Lotus managed a diverse, multi lingual team of 24 directs and 30 indirect reports across 15 countries ensuring the smooth delivery of 90 campaigns per annum. Managed five marketing agencies and a budget of $5.5 million. At Oracle set-up the services marketing department and managed a team of seven directs reports and 48 virtual EMEA marketing people.
Ran a multi lingual call centre - with a team of 22 people, for database cleaning, to gain paid for seminar attendance and campaign fulfilment
Sold 200 Notes pilots via the web, 94% of which converted to full Notes implementations. Developed the strategy and managed the creation of four multilingual web sites for Lotus. This was implemented in eight countries in five languages.
Awarded best speaker at EuroDirect (IT marketing industry three day event ¡V my topic was implementing a pan EMEA web presence) from forty presenters.

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