Pontera

Chief Marketing Officer

Outreach

As a member of the executive team, I led global marketing for this VC-backed sales execution
platform company with oversight including digital/performance, content, customer, product,
and field marketing. I generated, analyzed and leveraged data to build an understanding of
customers, prospects and business needs. I drove product launches, customer acquisition and
product adoption efforts and directed public relations, analyst relations, communications,
brand, and creative. Led a 35+ member team and oversaw development, planning and
execution for the company’s annual conference designed for sales and go-to-market leaders.
Successes included:

 Transforming an underperforming team to power improved outcomes while trimming
$5M in expenses and eliminating 13 external agencies.

 Exceeding pipeline goals for 5 consecutive quarters (up to 128%) after reengineering the
demand gen infrastructure and reimagining market release strategy.

 Reducing customer churn by 15% and raising engaged user rate from 58% to 76% after
convening a marketing task force, leading data-driven solution design, and driving
creation of innovative campaigns.

 Delivering $3M in revenue from Unleash, the company’s annual conference with 2K+
attendees by building product awareness and delivering education to encourage upsell
and expansion.

 Bolstering brand awareness to overtake competitors and reach #1 share of feed on
LinkedIn.

SVP | Head of Global Marketing

The RepTrak Company

Led global marketing strategy across growth, content, product, and customer marketing for this
PE-backed corporate reputation insight and advisory service provider. I oversaw revenue operations, public relations, analyst communications, and brand positioning. Reported to CRO and CEO and led a marketing and revenue operations team.

Highlights included:

 Eclipsing pipeline goals up to 128% for 4 consecutive years by implementing analytics,
attribution and forecasting to monitor channel performance, prioritize marketing
initiatives and mitigate risk.

 Decreasing the sales cycles by 35% and increasing ACV by 20% amid tech industry
headwinds and budget restrictions by designing dynamic territories, focusing on ready-
to-purchase accounts, and elevating alignment between marketing and sales teams.

 Spearheading the company rebrand and repositioning, transforming boutique research
agency into a comprehensive Software-as-a-Service (SaaS) platform and integrated
professional services provider.

 Improving acquisition costs by 92% and engagement by 93%, driving profitability
through strategic, targeted and results-focused spending.

 Evolving a traditional marketing team into a scalable, cost-effective account-based
marketing engine, bringing in new talent and restructuring roles and responsibilities to
optimize performance.

 Establishing revenue operations capabilities and spearheading automation to streamline
the BDR function, increasing pipeline while decreasing costs.

SVP, Head of Global Marketing

- 128% of pipeline goal
- Marketing sourced 82% of revenue
- 15% YoY TCV
- 12% increase in conversion rate from opportunity to Closed/Won 
- Decreased sales cycle by 18%

Vice President of Global Marketing

- 123% of revenue goal
- 100.3% of pipeline goal
- Generated more pipeline in Q1 than all of 2020
- 245% increase in lead generation
- Total Contract Value increased 16%

Senior Director Of Marketing

- 106% pipeline quota
- Reduced sales cycle by 20%
- Increased Total Contract Value by 62%
- Acquisition costs improved 92% and engagement 93%

Director of Global Growth Marketing

Forbes Communications Council

Official Member

Logz.io

Responsible for planning, organizing and executing programs that generate new prospects and advance existing opportunities for the sales team within specific, targeted accounts and contacts.  Acts as liaison between marketing and inside, partner, and field sales teams as well as central demand functions such as inbound/product marketing teams to develop tactics designed penetrate targeted accounts. In addition to ABM program development, responsible for event management worldwide.

- Developed and implemented target account strategy to support account-based selling
- Developed and implemented jointly with sales pipeline generation and acceleration programs for specific, targeted accounts and contacts
- Created annual and quarterly marketing plans and targets for targeted sales accounts and contacts that focused on new logos and accelerated existing opportunities.
- Evaluated, selected and managed vendors that contributed to demand creation programs including platforms, direct mail providers, and fulfillment services
- Designed & executed 1:1, 1: few, and broad-based marketing initiatives to meet pipeline requirements of varied account segments
- Tracked lead flow to ensure the appropriate sales channels followed up on marketing campaigns in a timely manner.
- Deployed ready-to-carry-out marketing tactics and provide sales enablement on an account and industry basis using various channels including digital, events, and social media
- Worked with sales to identify gaps in key personas and contact information within strategic accounts; developed data and insight strategy to add key personas and contacts within accounts
- Created and gained consensus for cross-portfolio GTM plans and marketing plays in alignment with strategic product mandates and sales directives
- Planned, coordinated and managed 3rd party and Logz.io run events to maximize lead, ROI and brand value.

Director of Global Account Based Marketing

riskmethods

riskmethods is a supply chain risk management company that supports procurement and supply chain professionals by digitize their end-to-end supply chain so they can visualize and actively manage their risk exposure. 

Currently, I deliver on a global scale through expert management of marketing programs, campaigns, and assets. Leading a talented team, I increase program effectiveness, forecasting, and ROI, leveraging automation reporting. With a $700k budget, I manage concurrent quarterly and yearly strategy marketing planning. 

I was afforded the chance to step into this role after I realized that our automation efforts could be brought in-house through proper training; which I took it upon myself to complete and earned my Salesforce Certified Pardot SpecialistFp credential.

- Increased marketing qualified leads (MQL) by 30% through automated outreach efforts. 

- Delivered 15% growth in webinar attendance. 

- Leveraged A/B testing to increase web traffic and devise continuous methods for improvement.  

- Reduced lead time from 2 weeks to 3 days. 

- Defined complete solution to seamlessly pass leads and data across systems and departments.

Global Marketing Automation Manager

I initially stepped into riskmethods as the Marketing Manager for North America, charged with executing all aspects of marketing for the North American Operations. Surpassing expectations, I translated global strategies into regional marketing campaigns and programs. I also took the lead in directing marketing functions for the company’s involvement in trade shows and industry events. 

- Created, managed and implemented demand generation programs at scale 

- Produced 4k new leads in 2017, equating to $1.5M in yearly revenue growth. 

- Created engaging and captivating content for email marketing, nurture campaigns, and the blog.

- Media strategy and execution for the region

Marketing Manager for North America

Yesware

Yesware is a fast-growing prescriptive sales platform that assists 800,000+ sales professionals at companies like Groupon, New Relic, and Twitter close more deals.

In this capacity, I focused on originating, developing, and optimizing marketing channels and signature events. I especially excelled at managing all aspects and logistics of lead-generation campaigns and cultivating valuable relationships with strategic partners. Entrusted to control 50% of a million-dollar marketing budget, I diligently tracked and analyzed all available data to create success metrics across channels and marketing spend.

Select accomplishments:

- Earned a reputation as the go-to resource on all things channel marketing by combining fierce self-initiative with elegant design and successful execution of demand-generating programs that fueled sales growth. 

- Spearheaded and coordinated all assets and resources involved in trade conferences, webinars, and speaking engagements.

- Returned positive ROI on both 2014 and 2015 Dreamforce campaigns, which featured multidimensional components, such as guerrilla marketing, a customer dinner, and a gala attended by 3,000.

- Maximized bottom-line results by building mutually beneficial relationships—and negotiating large discounts.  

-  Charged in late 2015 with starting up a comprehensive webinar channel.

- Quickly delivered positive ROI on first two webinars by carefully selecting partners, featuring audience-relevant topics, creating engaging content, and working closely with sales team. Followed up by formulating plan to evolve webinars into webcasts.

Event Marketing Manager

In my initial role at Yesware, I demonstrated immediate value in sales support, event planning and production, and analytics to quickly be promoted.

Select accomplishments:

- Promoted and supported co-branding opportunities and cooperative partner event activities.

- Worked in concert with marketing and sales operations to identify channel marketing opportunities, streamline lead flow, and ensure leads were delivered in real time or as quickly as possible.

- Collaborated with executive sales leadership on sales and technology training; mined and created tools and sales resources to assist sales team members with relationship development and promotion techniques; mentored sales team on best communication and presentation practices.

- Formulated first performance-based metrics and processes for tracking, measuring, and reporting on all touch points throughout purchasing funnel, as well as success / ROI related to original goals.

- Generated and presented periodic board- and executive-level reports on all plans and activities, including costs, proof of performance, and ROI.

B2B Channel Marketing Specialist

University of Massachusetts Amherst

• Taught critical thinking, writing and research skills in top-rated courses to 300+ students
• Gave lectures, led in-class activities and mentored students during one-on-one sessions.
• Developed course materials, curricula and syllabi; made innovative use of social networking platforms to enhance learning experience.
• Collaborated with deans, faculty and staff on matters of academic planning and policy.

University Instructor

Leads high performing marketing organizations that fuel revenue and accelerate growth for
lean, digitally focused SaaS companies. Drives strategies that catalyze marketing capabilities
and builds best-in-class operational frameworks and team cultures.

My mantra: Data, not drama. I maintain a relentless focus on data-driven decision-making,
operational excellence, and team empowerment. My expertise spans digital, social, content,
product, and event marketing—as well as PR, creative and brand—and I craft bold, innovative, 
and analytics-driven strategies that resonate, engage and convert.

I’m a change agent by nature, specializing in modernizing marketing operations, optimizing
systems, and scaling high-impact teams that thrive in fast-moving, high-growth environments. My approach is always collaborative, and I use a clear, compelling communication style to gain
buy-in from executive leadership and cross-functional partners to ensure marketing is a true
growth engine, not a cost center. The teams I lead are empowered to deliver innovative
strategies that elevate brands and solidify market position, achieving results that speak for
themselves.

Specialties include: Strategic Vision and Execution, Revenue and Market Growth, Change
Management, Customer Acquisition and Retention, AI Strategy, Brand Positioning and
Awareness, Go-to-Market (GTM) Strategy, B2B Marketing, Demand Generation, Marketing
Automation, Strategic Partnerships and Alliances, Sales Operations and Enablement, Creativity
and Innovation, Building Workplace Culture, Team Leadership, and Engagement.

Ali Jawin

Avaya

Develop customer relationships, become a trusted advisor, team with our customers, both internal and external, so they succeed in their mission, drive innovation that enhances their customers experience and ensure customer satisfaction with our delivery. Our customers choose THEIR journey!

Customer Success Executive

NewtonX

NewtonX is a leading B2B research company using a proprietary, AI-driven search that scans 1.1 billion professionals across 140 industries to find the exact person to answer any kind of question.

Regional Vice President

GoSecure

During my tenure, consulted clients on legacy solutions to improve security posture. Guided organizations with actionable cyber-security services and provided real-time threat detection and managed security services to prevent breaches.

Major Responsibilities:

Sales Management: Managed and accelerated renewal sales while acting as a global sales leader for cyber security management and improvement. Furthermore, I offered new cyber security managed services and advisory services to new business and legacy clients with a focus on ensuring maximum client satisfaction and retention.

Additionally, I surpassed set sales targets by managing our own territories, targets, lead generation and conducting email campaigns.

Major Deliverables:

• Accomplished 254% of service renewal Quota in 2021 and 215% of cross-selling quota in 2020 (selling new solutions to existing customers).
• Achieved quarterly, annual, and revenue achievement awards by delivering exceptional performances.

Account Director

Allied Telesis

I managed strategic named enterprise accounts within surveillance and security solutions; aimed at improving business client base and profit margins.

Major Responsibilities:

I met/exceeded quota while serving as a solutions sales leader. I started and facilitated IP security/surveillance bundles for new opportunities/meetings to not only provide our product but other components and services for a complete bundle.

Partnership & Relationship Building:
I built and strengthened partnerships (reseller and technology partnerships embedding our solution) within architects and engineering firms.

I acted as a business driver for targeted applications and markets. I established communication between sales, product marketing, professional services and engineering departments. I managed resources and multiple projects to support strategic customers.

Key Deliverables:
•  Promoted to Director to manage top global accounts
•  Top Sales Team of 2013.
•  Achieved highest bookings in 2014

Director, Major Accounts

Chameleon Group

As one of the Co-Founders, I was responsible for evolving the company by generating new business sales into happy clients.

Major Duties:

I oversaw account management, marketing planning, and all business management activities. I secured new clients for the entire company providing outsourced sales services. I led the negotiation of contracts with external parties to support new and emerging business opportunities. I built and maintained strong partnerships to expand service offerings, alliances, and acquisitions. Generated 100% of new business.

VP Business Development & Client Services

Avaya Inc / Lucent Technologies

Major Responsibilities:
Operations Management: I planned and oversaw all aspects of the inside sales organization, including supporting the director in opening and growing offices from 7 to 75 sales representatives (staffing, new hire training, and process management).

Team Building & Leadership: I provided effective leadership and guidance to the sales team of product and service contracts to accelerate sales growth and ensure successful execution of multi-channel sales programs.

Relationship Management: I established and sustained relationships with business partners to enable revenue optimization/business success.

Key Deliverables:

• Led a team of sales professionals with product and service sales cycles from (3) months to (1) year+ in length and generated revenues of $41.7M annually.
• Accomplished at least 100% of Quota every Quarter, including 253% of the plan.
• Produced sales by working with direct account executives, business partners/integrators and customers.

Sales Manager

Cabletron Systems Inc (now Enterasys)

Started my sales career and I was promoted quickly in the company from Inside Sales, Sales Development Manager, Sales Ops Mgr to Regional Sales Mgr.  

Responsiblities included revenue achievement and leadership of managers, sales teams and sales support staff to company/department objectives.   Managed product sales with cycles from (3) months to (1) year in length and generated revenues of $11.5M annually.

Sales Director

B2B Sales Leader | Strategic Account Manager | ValueSelling Certified

I am a Customer Success Executive at Avaya, a global leader in digital communications and collaboration solutions. In my years of experience in sales management, new business development, and renewal sales, I have stayed passionate about the customer-first approach. It's not about the product or solution I offer but rather the solving the unique business challenges for every individual client.

My core competencies include delivering value-based solutions, managing and accelerating renewal sales, and managed services. I am passionate about customer satisfaction, retention, and growth, and I have consistently exceeded sales targets and received recognition and awards for my performance. I am also a certified ValueSelling professional, which enables me to apply a proven methodology and framework to engage and influence decision-makers and stakeholders.

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The Battle

Ali Jawin

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