Alan See

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Alan See

MBA

CMO and Vice President

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  • 45342 Miamisburg
  • United States

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Personal information

Professional experience

  • Employment status
    Executive

Educational background

  • Languages
    English

About me

Alan See is a senior marketing and sales executive with the rare ability to speak Web 2.0 and Sales 101 in the same sentence. He also serves as an associate faculty member at the University of Phoenix where he facilitates courses in Marketing, eBusiness and Management Theory. Alan has contributed numerous articles to trade and business publications and is a frequent presenter with over 25 years of industry experience which covers a broad range of functional areas including marketing, sales management, strategic alliances, sales channel design and operations, sales process design and improvement, product management and product marketing. Alan has performed in senior marketing, senior analyst, management consulting, and sales management roles at Seapine Software, AberdeenGroup, Teradata, SAS Institute, Cap Gemini Ernst & Young, and NCR Corporation. He holds BBA and MBA degrees from Abilene Christian University.


RESUME

ooo MARKETING & SALES EXECUTIVE – CONSULTANT - FACULTY ooo

>>> Evaluating / Revitalizing Social Media Marketing Strategies in B-To-B Software, Hardware & Services Environments.

>>> Developing Content-Based Marketing Assets, Initiatives and Processes That Accelerate Complex Solution Sales Motions and Improve Sales and Marketing Efficiency and Effectiveness.

Strategic thinker with documented P&L accountability and success formulating competitive and differentiated marketing strategies and sales initiatives that advance a company’s brand, while profitably growing revenue. Strategic alliance and team builder known for uniting internal and external organizations to achieve aggressive business goals. Reputation as a visionary leader who can communicate the need for cultural change to support profitable growth via collaborative and cross-functional efforts.


~~~ CORE COMPETENCIES ~~~

** Go-to-Market Strategic Planning

** Published Thought Leader and Presenter

** Change Agent

** Brand Builder and Educator

** Growth and Bottom-line Performance

~~ Generating Sales Leads — Masterful use of Web-based surveys and high level assessments to create thought-leadership point of view documents, white papers, articles and executive reports that establish credibility and create interest. Adept leadership skills, working effectively in highly matrixed environments to bring marketing and sales together producing measurable results.

~~ Revenue and Market Share Growth through Channels — Advanced skills in selling complex solutions by leveraging alliance channels including: VARs, ISVs and SIs. Excellent ability to translate complex information into common terms and stories to promote understanding and gain consensus. Ability to develop “learning organizations” that focus on both current realities and the desired state in order to execute channel strategies that deliver sustainable success.

~~ Go-to-Market Strategy — Strengths in analyzing and quickly improving complex solution selling processes. Deft skills in viewing the market through the “voice of the customer” (including the channel partner) and designing go-to-market strategies to generate interest, leads, sales and enhanced profitability.

~~ Market Research — Ability to conduct comprehensive data analysis and translate key findings into new business strategies. Insightful understanding and ability to illuminate links, relationships and patterns between different ideas and data sources.


ooo EXECUTIVE PERFORMANCE ooo

>> Vice President of Marketing, 2007 to 2008
SEAPINE SOFTWARE, http://www.seapine.com

## Key Initiative: One year consulting engagement reporting directly to the CEO & founder with the express mission to develop and deliver a strategic marketing initiative capable of supporting a new solution-based sales model. Challenged to create and launch a new social media marketing program.

Overall Accountabilities / Strategic Challenges

* Oversee the company's worldwide marketing (including $2M budget), advertising, public and analyst relations, corporate communications and worldwide alliances.

Actions & Results

* Designed and implemented the Seapine Software Quality-Ready Assessment (http://www.seapine.com/qualityready.php). The QRA is a high-level assessment tool that creates credibility, generates interest and provides better access to senior-level decision makers.
– Increased qualified sales leads 7% over 2007 results, while coming under budget by 24%.
– Research data from the QRA provided material for content-based marketing programs through the development of new thought-leadership white papers, articles and press releases.
– QRA related press releases resulted in a 114% increase in media coverage over the previous year.
– Sales organization set three consecutive monthly sales records as well as three consecutive quarter sales records during the campaign launch.

* Successfully implemented new social media marketing strategy.
– Improved Search Engine Optimization (SEO) and Search Engine Marketing (SEM) results through the use of social media; including, LinkedIn, Facebook, Twitter, corporate blogs and podcasts.
– Developed and launched the Seapine Software User Group on LinkedIn, Facebook and Twitter.

~~~

>> Senior Vice President and Research Director — Business Intelligence Research, 2007
ABERDEENGROUP, a Harte-Hanks Company, http://www.aberdeen.com

## Key Initiative: Tapped by the CEO for a short-term consulting engagement to build a fact-based research practice and solidify Aberdeen’s presence in the Business Intelligence (BI) market space.

Overall Accountabilities / Strategic Challenges

* Orchestrate administrative and marketing aspects of launching the new research practice, while developing new personnel. Document direction and construct processes for the BI practice by creating the BI research agenda and programs. Led marketing and customer identification by analyzing opportunities and targeting client development of medium-sized U.S.-based software houses.

Actions & Results

* Secured quick ROI and market credibility by publishing first benchmark report within 90 days of practice start-up. Acquired new company sponsors who had never before engaged in business with Aberdeen.
– Accelerated team development to realize fast revenue return on investment. Positioned the new practice to produce benchmark reports in 90 day cycles.
– Doubled industry sales presentation average (secured 40 vendor briefings within first 90-day cycle) by leveraging personal reputation as industry expert and thought-leader. Guided business development team and participated in >80% of client sales calls.
– Pinpointed practice’s “vision” by articulating type of topics to be researched for the BI market. Set in place BI research agenda to continue practice’s momentum for balance of the year.

~~~

>> Senior Director — Global Alliances, 2006 to 2007
TERADATA, a division of NCR Corporation, http://www.teradata.com

## Key Initiative: Recruited back to NCR to leverage the alliance channel to increase sales of Teradata solutions by introducing new partner applications that increase the size of data warehouses. Create alliances with partner companies to bring solutions to market that convert unstructured data into structured information.

Overall Accountabilities / Strategic Challenges

* Advance strategic Independent Software Vendor (ISV) program by integrating and managing marketing and alliance activities. Coordinate partnership joint sales strategies after articulating the “rules of engagement and value proposition” to the joint sales forces.

* Drive incremental revenue opportunities and solution portfolio offerings by identifying, evaluating and tracking joint sales opportunities. Explained benefit to internal constituents to promote use of joint technology solution with intended results of increasing the sales funnel value of partner initiated sales opportunities.

Actions & Results

* Doubled sales funnel value of key partnership to $2M in 3-month time frame — increased Teradata’s market awareness and coverage by linking complimentary technologies to boost value of “partner lead” sales motions.

~~~

>> Senior Marketing Strategist, SAS, 2003 to 2006, http://www.sas.com

## Key Initiative: Establish credibility and generate interest in SAS Customer Intelligence-related solutions.

Overall Accountabilities / Strategic Challenges

* Drive SAS Customer Intelligence-related solutions by shaping and delivering marketing content and by managing marketing and partnering strategies. Centering on the front-end of complex solution sales cycle, deliver thought-leadership Webinars, byline articles, research benchmark reports and conference presentations.

* Identify and evaluate partnerships to enhance new customer acquisition and solution offerings.

* Devise market segmentation and mapping strategy for SAS financial industry vertical market coverage including mid-market segmentation and targeting strategy.

Actions & Results

* Conceptualized and launched “The CMO’s Strategic Agenda: Building the Marketing-Ready Enterprise,” which stimulated interest and demand for SAS Customer Intelligence solutions.
– Initiated Customer Intelligence sales motions at key accounts by using the new Marketing-Ready Enterprise assessment tool.

* Surpassed revenue objective by 15% resulting in $16M in sales after successfully increasing collaboration between financial industry direct sales force and alliance partners.

~~~

>> Manager, CRM Strategy Management Consultant, 2000 to 2002
CAP GEMINI ERNST & YOUNG, http://www.capgemini.com

## Key Initiative: Identify improvement opportunities in client Customer Relationship Management (CRM) capabilities.

Overall Accountabilities / Strategic Challenges

* Evaluate and assess processes culminating in the design of new customer insight strategy capability.

* Develop business strategies — channel management and go-to-market strategies — for diverse consulting projects in functional areas including; sales, sales management, strategic alliance (Partner Relationship Management), product management, product marketing and sales process improvement.

Actions & Results

* Generated $1M in consulting revenue after developing “thought-leadership” point of view (POV) — “Intelligent Customer Growth.” Infused life into the POV by leveraging Business Intelligence technology through strategic partnership with Hyperion.

* Achieved steady pace of incremental growth totaling >$1M in sales after launching and managing CGE&Y CRM Index campaign (CRM maturity model) for company’s High Growth consulting business unit.

~~~

>> Senior Sales Director — Financial Solutions Division, 1998 to 2000
NCR CORPORATION, http://www.ncr.com

## Key Initiative: Create strategic plan and robust P&L for the Payment Solutions Value Added Reseller (VAR) channel.

Overall Accountabilities / Strategic Challenges

* Promote strengths and benefits of the VAR channel through close interaction with the NCR field sales organization and the VAR sales organization. Provide market intelligence while managing direct reports throughout the U.S. and Brazil.

* Focused on winning “mindshare” at all levels within VAR partner organizations.

Actions & Results

* Boosted sales of VAR channel to reach >50% of key product sales worldwide, garnering annual revenues of $65M.


Additional NCR Corporation Career Progression

>> Senior Director — Product Marketing and Management, 1997
National Sales Director, 1996, Marketing Director, 1993 to 1996, Executive Account Manager, 1987 to 1993

Selected Results (1987 to 1997)

* Demonstrated keen insight in identifying and capturing opportunities. One result: delivered new business development strategy that structured strategic OEM relationship with 5-year business plan projection of >$350M. Spearheaded the go-to-market strategy for the new solution by engaging in productive collaboration with the software and hardware development groups, and product marketing teams.

* Achieved 132% of quota (based on $13M annual objective) during pilot period of new Financial Sales Center. Recruited and trained high-performance sales team to aggressively manage VAR relationships and seamlessly integrate existing outside sales organization to successfully sell complex technology solutions to financial services industry.

* Skyrocketed sales 276% in 1996 (versus 1993 sales) on $52M in orders as Marketing Director. Selected for “NCR Great Performance Recognition Program.”

* Surpassed gross margin annual objective by 8.5% while propelling unit sales over 60% year over year.

* Ranked as Top Performer with 140% average annual quota attainment. Earned NCR Century Point Club recognition and NCR Consistent Achiever Award.

~~~

ooo ADDITIONAL PROFESSIONAL EXPERIENCE ooo

Associate Faculty, 2002 to Present
UNIVERSITY OF PHOENIX, http://www.universityofphoenix.com

Certified to facilitate courses in:

Marketing / E-business / Management Theory / Critical Thinking / Business Ethics

* Compelled to absorb latest research and uncover developing trends while teaching marketing, providing dual benefits: useful information to personally maintain competitive business edge; and substantive knowledge useful in inspiring feedback from adult-age student body while conveying thought-leadership course content.


ooo EDUCATION ooo

MBA (1986), ABILENE CHRISTIAN UNIVERSITY, Abilene, TX
Concentration in Marketing/Management/Finance; Summa Cum Laude

Bachelor of Business Administration (1981), ABILENE CHRISTIAN UNIVERSITY, Abilene, TX
Concentration in Marketing/Management/Finance; Magna Cum Laude
 

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