Tom Small

Mobile: 925.997.7901 Home: 512-551-8676 Austin, TX 78704 Email: tsmall51@yahoo.com LinkedIn: http://www.linkedin.com/in/tomsmall

Global Business/Channel Development & Marketing Expertise: Building and leading high-performance marketing and business development teams that produce outstanding results
Highly skilled professional with 15+ years experience in multi-channel sales and marketing organization, development, optimization and leadership. Proven record of fostering team cohesion, boosting morale and performance and capturing significantly increased revenue and margin. Highest-rated manager as measured by EMCs 360-Degree Review and highest-rated department in the Employee Satisfaction Management Survey. Demonstrated ability to deliver outstanding results in time-sensitive environments. Chosen by Tandem Computers for full corporate sponsorship through the Executive MBA program at the University of Texas at Austin, graduated with honors.
Revenue & Margin Growth External/Internal Communication Pricing Negotiations Quantitative/Qualitative Analysis Project/Resource Management Key Account Management/ Retention Relationship Development High Standards of Ethics/Integrity Deadline Management Conflict Resolution Team Building & Leadership Competitive Analysis

   

   

   

Professional Experience
DELL, AUSTIN, TX 2009 to 2011
Senior Marketing Strategist - Responsible for all facets of integrated go-to-market plan to support Dell's desktop virtualization offering.  Planned and executed Go-To-Market integrated plan.  Owned responsibility for creation and implementation of outbound messaging, marketing collateral, sales enablement content, field events, training content and records, analyst briefings, participation in partner events and development of web-based ROI tool.

i3, Austin, Texas & Minneapolis, Minnesota (A division of UnitedHealth Group)

2006 to 2009

Senior Director, Marketing Complete marketing responsibility in the areas of budgeting, planning and execution for brand, advertising, events, collateral, website initiatives and messaging for all 6 business units of a $1 billion software and services company targeting the pharmaceutical and biotech industries.  Successfully designed and executed a marketing turnaround at i3 with new messaging, media placement strategy, website, creative treatment, communications plan, field event participation strategy, and sales collateral.  Rebuilt marketing department, which was in disarray after an extended period without leadership, hiring 80% of direct reports with 0% attrition after 3 years.  Developed and implemented comprehensive marketing analytics and key performance indicators, which proved instrumental in optimizing the efficacy of the marketing mix.  Redesigned and launched website: http://www.i3global.com/Home/. The new site includes an application portal and can be viewed in English, French, German, Spanish, and Japanese.

Tom Small
EMC, Hopkinton, Massachusetts & Pleasanton, California (Headquarters)

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1999 to 2006

(Documentum prior to EMC acquisition. EMC Software, a $1 billion division of EMC, provides content and storage management software and global consulting services to Fortune 2000 companies.) Senior Director, Channel Marketing and Marketing Operations Primarily focused on channel/partner business development, and marketing operations, as well as supporting storage, network and content management software. Reports based in London and 6 U.S. cities. Additionally, managed the budget for all activities in both channel marketing and operations ($4 million annual total.) Drove software pricing, and licensing strategies for EMC software as well as competitive intelligence, program/campaign management and all marketing analytics, dashboards and KPIs.  At Documentum, created and implemented a formal partner program for Independent Software Vendors (ISVs) and System Integrators (SIs) encompassing marketing and technical support, incentives, requirements, and tiers for all partner classifications.  Built and directed business teams that achieved record goals as measured by revenue, new contacts, leads, and marketing touches through the sales cycle.  Achieved zero employee turnover by mentoring and motivating individuals and creating on-going collaboration among formerly separate groups.  Led development of integrated price and licensing guide, now an operational standard for all EMC Software companies.  Instituted quantifiable program management for all channel activities across all business models that resulted in a detailed ROI analysis: total costs, revenue and margin contribution by partner/distribution channel. The resulting analysis allowed investment weighted to our most productive partners and distribution channels.

Sterling Software, Dallas, Texas

1997 to 1999

(Sterling Software supplied data center and network operations software and software development tools to Fortune 1000 companies. Sterling has now been acquired by Computer Associates.) Regional Alliance Director Worked closely with VP of Alliances to design and implement a strategic alliance program with multiple tiers and business models including systems integrators, ISVs and OEMs. Managed and directed reports for business alliance managers and their partners.  Secured more than 100 partner firms and streamlined efforts. Personally managed the EDS relationship.

Compaq Computer Corp, Dallas, Texas

1994 to 1997

(Compaq was the worlds largest personal computer manufacturer, and has been acquired by HewlettPackard.) Director, EDS Relationship Responsible for launching and rapidly growing Compaq/EDS go-to-market programs that surpassed sales goals by 200%.
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Tandem Computers, Amsterdam, Netherlands & Austin, Texas

1986 to 1994

(Tandem originated hardware/software fault-tolerant computers for online transaction processing and was acquired by Compaq.) Business Development Manager Based in Amsterdam, The Netherlands, charged with developing Western European market for workstations and servers. Later based in Austin, Texas, performing the same sales support role for the U.S. and Canadian markets.

Education & Awards

Executive MBA The University of Texas at Austin Compaq Pinnacle Award Outstanding Achievement in Revenue Growth Highest-Rated Manager as Measured by EMC 360-Degree Review Highest-Rated Department as Measured by EMC Employee Satisfaction Management Survey