TOM SMALL

300 Lamar Blvd., #407, Austin, TX 78704 tsmall51@yahoo.com (925) 997-7901 http://www.linkedin.com/in/tomsmall

GLOBAL MARK ETING EXECU TIVE

Increasing Revenues & Margins Expanding New Markets Overseas Inspiring & Leading Top-Producing Teams Executive Master of Business Administration High-Tech, Pharmaceutical & Biotech Industries
Broad experience in global marketing and business development is showcased by consistent excellence in challenging roles and achievements in producing dynamic business results. International experience living and working in Europe, and conducting business in Switzerland, The Netherlands, Sweden, Singapore, Japan, UK, France, Germany, Italy, and Australia. Exceptional capabilities in effectively managing multiple, concurrently running initiatives in high-pressure, time-sensitive environments. In-depth comprehension of marketing operations combined with advanced analytical and statistical skills. Proven success in recruiting, staffing, organizing, and leading high-performance teams. Uncompromising ethics and integrity. Go-To-Market Strategies Channels & Alliances Marketing Market & Competitive Analysis Team Hiring, Training & Mentoring Marketing Operations Management Web Site Development Key Account Management & Retention Internal & External Communications Business Development Key Performance Indicators Pricing Negotiations Marketing Collateral Development

Acknowledged as the highest-rated Manager as measured by 360-degree review. Led the highest-rated department as reflected by employee satisfaction management survey. Received Pinnacle Award for outstanding achievements in revenue growth. Tom is a highly qualified marketing executive and leader, capable of leading teams and delivering results. I d jump at the opportunity to work with Tom again, and I suspect anyone who knows him would say the same. John Hyde, Senior Manager, Marketing Communications, EMC Corporation

CAREER HISTORY Dell, Inc., Austin, TX 2009-2011

SENIOR MARKETING STRATEGIST

Played a key role in the development and implementation of a go-to-market strategy to promote and advance the sale of the company s virtualized desktop offering. Led development of high-quality deliverables, including all content for training, sales force enablement, demand generation, white papers, and web-based ROI calculators. Supervised 4-person team. Strengthened capabilities of field consultants and account managers by scripting and creating computer-based training that was published globally and in multiple languages (English, German, French, Spanish, Italian, simplified Chinese/Japanese). Enhanced awareness of Dell s virtualized desktop offering by creating, publishing, and distributing a full set of collateral, including one-page leave-behinds, white papers, ROI calculators, case studies, web site content, press releases, industry analyst briefings, and materials for field events and partner conferences.

i3 (division of Ingenix), Austin, TX / Minneapolis, MN

SENIOR DIRECTOR, MARKETING

2006-2008

Successfully filled marketing leadership vacuum and orchestrated turnaround of the marketing organization at a $1B division of Ingenix, a company of UnitedHealthcare specializing in technology services, information analytics, business services, and consulting to solve clients problems across the health system. Marketed software and services to pharmaceutical and biotech companies. Successfully rebuilt and significantly improved performance of the marketing department. Recruited, organized, and staffed a high-performance marketing department that had been struggling due to lack of leadership for an extended time. Hired 80% of direct reports with 0% attrition after 3 years. Replaced an antiquated web site with a more contemporary and effective site that could be viewed in English, French, German, Spanish and Japanese. Instrumental in optimizing efficacy of the marketing mix by developing and implementing comprehensive marketing analytics and KPIs. Enabled a more fully-functional marketing department than had previously been possible by negotiating 50% increase in budget.

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Tom created an atmosphere that enabled colleagues to achieve objectives, often in challenging environments. Thoughtful, intelligent and well-traveled, Tom made a major contribution in the development sophistication of i3 s marketing capabilities. Phil Jackson, Director of International Marketing Planning, i3 Research.

Documentum (acquired by EMC Corporation in 2004), Pleasanton, CA

1999-2006

SENIOR DIRECTOR, CHANNEL MARKETING & MARKETING OPERATIONS

In charge of marketing operations and channel/alliance marketing organizations at Documentum (leading provider of enterprise content management software now delivered by EMC. Scope of responsibility associated with marketing operations included software pricing and licensing, competitive intelligence, internal communications, program management, and all executive dashboards, analytics, and KPIs. Managed a 16-person team that was recognized as the highest-performing group in EMC Software as measured by internal employee satisfaction management survey. Successfully reached and penetrated previously unattainable markets by forging relationships with partner companies and leveraging their channels. Acknowledged as the most sought-after mentor in Documentum/EMC s mentoring program. Optimized efficacy of marketing for EMC Software by creating and executing complex analytics that determined the most effective and efficient types of marketing medium for use in the sales cycle and across geographies of the Americas, EMEA, and APJK (Asia Pacific, Japan, and Korea). Utilized analysis to allocate budget to various types of marketing mediums and geographies. Tom helped form the go-to-market strategy, and more importantly, became heavily involved in the execution of that strategy. Our ability to deliver clear messaging to the market on a nascent joint solution was critical to getting the early wins we needed, and Tom s efforts were essential to our success. Ed Barry, Senior Global Alliances Manager, EMC Corporation.

Sterling Software, Dallas, TX

1997-1999

REGIONAL ALLIANCE DIRECTOR

Instrumental in creating and implementing a channel sales organization for a software company that was acquired by Computer Associates International. Organized and staffed the channel marketing and channel sales team, and recruited/trained third party partners in selling the company s products.

Key Achievements: Recruited over 100 partner/alliance firms for the channel marketing organization.
Served on team that executed acquisitions of multiple software companies. Worked directly on integrating acquired companies into Sterling s infrastructure. Previous Experience: Director, EDS Relationship Compaq Computer Corporation, Dallas, TX (1994-1997). Successfully created incremental revenues through EDS while selling to companies other than General Motors, which owned EDS and was Compaq s largest single customer during this time period. Sold global branch office automation project for Citibank that included several countries (e.g., Haiti) where neither Compaq nor EDS had any legal representation. Displaced competitor Hewlett-Packard, the incumbent for the in-store processor in every 7-11 store in the world. Business Development Manager Tandem Computer Corporation, Amsterdam, The Netherlands / Austin, TX (1986-1994). Worked with Silicon Graphics (SGI) to market fault-tolerant Unix-based servers, and trained Compaq and SGI sales teams in how to sell the value of Unix-based server with almost full fault tolerance. Achieved major breakthrough in dominating the telemarketing industry through using fault-tolerant UNIX servers.

EDUCATION / ADDITIONAL INFORMATION

Executive MBA (GPA: 3.85) McCombs School of Business, The University of Texas at Austin Selected as one of 2 people for full corporate sponsorship through the EMBA program by Tandem Computers BS, Biology (3.6 GPA) Affiliations Stephen F. Austin University Lean Six Sigma Workshops; Economics of New Drug Development Workshops Professional Development

American Marketing Association; Human Rights Campaign; OxFam; Habitat for Humanity