Resume

BILL PETRO

1210 Popes Valley Drive
Colorado Springs, Colorado 80919
719.963.0229
bill (at) billpetro.com
www.LinkedIn.com/in/billpetro

MARKETING LEADER / SALES ENABLER
Accelerating Market Growth for the Enterprise and Its Products
Equipping Sales Professionals to Maximize Revenue

PROFILE

Technology marketing professional who bridges the gap between strategy and execution, having:

Launched obscure technologies internationally to achieve market prominence: Java
Built international marketing program that saved millions of dollars in cost of goods sold: Software distribution
Trained Fortune 100 sales teams to meet and exceed quota: Sales Opportunity Management Process
Coached account teams worldwide to accelerate time-to-revenue: Channels & Alliances Management Process
Helped mature small SaaS startup into power house in the marketplace: USA.NET
Developed social media strategy, web presence, and online communities: Corporations and Private non-profits

A substantial record of achievement in Senior Management roles driving Product Development, Marketing, Strategy, and International Market Development. Successful 9 year career at EMC and 11 years at Sun Microsystems. Proven success in the marketing of: IT Solutions, Storage, Virtualization, Social Media, Service Providers, and Enterprise Management technology.

An exceptional Sales Trainer consistently selected by management to develop today’s markets and build tomorrow’s top sales leaders and organizations. In-demand speaker who has delivered Reseller Sales accreditation training as well as press and customer presentations in Europe, Asia, the Middle East, Africa, and Latin America.

An accomplished Technology Evangelist, Public Speaker, Author and Humorist poised to leverage the leading edge of technology in pursuit of global market growth. Publisher of the widely read blog at www.billpetro.com and a respected Keynote Speaker at several successful technology summits, seminars, and business conferences worldwide.

EXPERIENCE

EMC CORPORATION, Colorado Springs, CO 2000-2009

Senior Manager, Sales & Partner Development 2002-2009

Accelerated time to Revenue for current and new sales professionals. Drove demand generation through high-level customer engagements. Provided global direction to EMC’s direct and indirect sales forces through the delivery of training in products, strategy and messaging as well as sales methodologies and sales skills. Personally sold the EMC product at the enterprise level by delivering high level presentations to clients’ senior management at Executive Briefing Center and customer conferences.

Deliver Demand Generation engagements for: CDW, Tech Data, Ingram Micro, Arrow, Avnet
Drive and implemented Business Development programs with: VMware, Cisco, Brocade, Unisys
Creatively enhance the sales productivity of both Direct and Channel Sales professionals by delivering live sales methodology classes, creating and deploying a VMware Sales Training curriculum and coordinating the development and utilization of eLearning software for Partner Sales Accreditation. Achieved the largest ever number of accredited Partners.
Launch several new products by personally training and developing EMC’s top Direct Sales Reps and Reseller Reps in key VARs and Distributors and received the highest evaluations.
Develop EMC’s future sales leaders by creating worldwide Virtualization Training cross-functionally for Direct and Partner Sales Reps resulting in the delivery of more than 2300 student training modules per year.

Field Marketing Executive 2000-2002

Acting as Chief Marketing Officer for Divisional VP of Sales, personally drive business development and demand generation for the Western US geography. Represent corporate marketing to field sales, translating complex to business use.

Deliver high-level sales presentations to executives to close key account deals.
Drive the relationship for the EMC / Cisco / Oracle partnership, delivering executive customer seminar talks.
Launch new high revenue products, delivering EMC Direct Sales and SE training across US to speed time to revenue.

USA.NET, Colorado Springs, Colorado 1999-2000

Senior Director, Business Development

Recruited by management to realize its vision for new markets, strategic OEM relationships, and more effective technology directions.

Prompted the development of global and strategic business partnerships with large OEMs, platform vendors, and Wireless Information Device manufacturers resulting in preliminary engagement with Palm and Blackberry.
Sold to the executive management of Research in Motion and Sun to promote USA.NET’s outsourced email offerings.

DMW WORLDWIDE, Colorado Springs, Colorado 1998-1999

Director of Marketing

Conceived and established the company’s strategic marketing direction while managing an annual budget. Directed the development of Product Strategy, Definition and Positioning, Channel Strategy, and Product Release in close alignment with personally managed Marketing Communications initiatives including PR, Advertising Agency Management and Budgeting, Trade Shows, Press Relations and Product Launches.

Refocused the company’s marketing direction by advocating the restructuring of its product portfolio and the practice of online ad placement to achieve a differentiating value proposition for the corporation, resulting in streamlined product line.
Rationalized the organization by managing Product Marketing and Marcom activities resulting in more effective trade show, product management and promotion activities.

SUN MICROSYSTEMS, Colorado Springs, Colorado 1987-1998

International Marketing Development Director 1995-1998

Promoted the launch of Sun products around the globe. Spearheaded critical launch support through the delivery of sales, reseller and partner certification training, press and customer presentations and keynote addresses at numerous Telecommunications Summits, Enterprise Computing Advantage Seminars and business conferences.

Led 3 waves of launch and promotion of Java Technology as Sun evolved the platform to educators, government officials, military, students, and corporate executives across numerous industries worldwide resulting in Sun’s most effective product launch ever.
Drove the adoption of Solstice Enterprise Management product by companies in Europe, Asia, Middle East, Africa and Latin America effectively placing Sun in a stronger competitive position in the management software market.

Senior Product Marketing Manager 1992-1995

Guided the marketing of System Management and Storage Management products. Provided strategic marketing direction through competitive analysis, customer requirement definition, demand forecasting, product pricing and promotion and marketing collateral creation.

Managed full lifecycle of Enterprise Management products: Installation, Administration, Storage Management, Backup, Thin Client products which resulted in more attractive and marketable enterprise management technologies for company.
Regularly advised company President on Software Licensing Strategy for the purpose of protecting software revenue

Early success at Sun as: Solaris Product Marketing Manager, Sales Tools Manager, and Major Accounts Program Manager.

EDUCATION

BA, History, University of California, Berkeley
Grad work toward MBA, Marketing, University of Colorado, Colorado Springs

PAST ASSOCIATIONS

Marketing Advisory Group: College of Business and Administration: University of Colorado, Colorado Springs
Board of Advisers: Colorado Institute of Technology Transfer and Implementation (CITTI)

CERTIFICATIONS & ADDITIONAL TRAINING

The TAS Group Sales Methodology Certified Trainer: Target Account Selling, Selling to Senior Executives, Channel Account Management Process (CHAMP)

EMC Proven Professional

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