PATRICIA L. MEACHAM
Redwood City, CA 94065 * 650/654-5930 * firstname.lastname@example.org
INTEGRATIVE MARKETING LEADER WITH A PROVEN RECORD CREATING AND EXECUTING ROBUST BD
SOLUTIONS WHICH CONSISTENTLY SURPASS REVENUE & PROFITABILITY TARGETS
Abbreviations: BD=business development; GUI=graphical user interface; ISVs=independent software vendors; JV=joint
venture; OPEX=operating expenses; SaaS=software as a service; SEM/SEO=search engine marketing /optimization;
SIs=system integrators; SMB=small- to medium-sized businesses; and VARs=value added resellers.
__________ ACHIEVEMENT SUMMARY __________
Hitachi--Executive team member for the 2010 IDEA award-winning systems management solution;
played a leading role assuring the win (provided guidance with respect to look-and-feel, navigation, and
business utility). Opened up a multi -million dollar annual revenue stream.
IBM--Led multi-billion dollar annual revenue growth initiatives. Surpassed 96% of quarterly revenue
quotas throughout tenure, over 80% by double and triple digit percentages.
Intellectual Capital--For both employers, provided significant values in the form of operational and
transformational innovations in the following areas: lead & demand generation programming, channel
self-service, new product/service go-to-market launches, and enterprise footprint enhancement.
CORE STRATEGIC COMPETENCIES
Channel Development & Management--Generated strategies to secure, support, and grow channel partner
businesses. Organized numerous seminars, annual conferences, and events with full responsibility for
crafting messaging and marketing collateral. Presenter at over 100 events since 1997. Negotiated over
500 channel partner agreements. Served as press and analyst relations contact point since late '90s.
Enterprise/SMB Product Marketing--Generated market research strategies to identify emerging trends to
capture market share. Functions as strategic leader in the following areas: competitive analysis, product
positioning, and pricing; digital communications, SEM/SEO, and e-marketing; creative branding and
Executive and Managerial Global Team Recruitment and Development--Recruited, developed, motivated and
ensured staff retention of superior teams; established staff & systems evaluation processes; established
professional development pathways to ensure key personnel retention. Selects and assigns key project
staff. Personally helped recruit over 50 executives, the overwhelming majority subject to subsequent
Operations-- Ensures very high levels of client & channel satisfaction. Aligns business plans and corporate
culture to maximize efficiency. Functions as corporate advisor and senior BD tactician since late '90s with
a cumulative record surpassing $6B in new business. Through serving a wide cross section of channel
partners with diverse logistics and end-user satisfaction assurance challenges, became expert at
consolidating organization structures and generating streamlined workforce planning and change
management systems. Handles the full range of marketing budgeting and cost control functions.
__________ CAREER HISTORY __________
HITACHI DATA SYSTEMS, Santa, Clara, CA Oct. 2007 - Jan. 2011
Wholly-owned subsidiary of Hitachi Ltd.
VP, Software Channel Marketing
Mandate: Launched a new systems management software global channel. Generated the business plan,
strategy and execution tactics. Established strategic partnerships, recruited top-performing global channel sales,
marketing, and technical management teams. Helped develop (in collaboration with product development
executives) the GUI which won the 2010 IDEA Award for intuitiveness and usability. Generated the frameworks
for pricing, solution delivery (including managed services, SaaS, and cloud computing), and channel expansion.
Scope: Expanded department from 3 to 27. Developed and administered a $4M annual marketing budget.
Directed 3 managers and 24 sales, marketing, and technical representatives globally. Led end-to-end product life
cycle marketing; that is, led operations for the following functions: launch, branding, promotions, advertising,
channel growth, and enablement (using web-based technologies).
Patricia Meacham, page 2
Developed the global channel and market segmentation strategies including a fully articulated routes-to-
Generated the virtual business solution deployed as a self-service, multi-tiered, web-based infrastructure
handling software downloads, product content information, and channel programs.
Expanded public profile footprint through SEM/SEO techniques.
Created a network of 150 VARs, 10 SIs and 8 ISVs.
Opened up the global server manufacturer market with an annual pipeline of forty thousand customers.
IBM CORPORATION, San Francisco Bay Area 1990 - 2005
Vice President, Business Development (March 2003-July 2005)
Mandate: Appointed by CEO to lead a JV with AT&T focused on delivering bundled SaaS and on-premise
solutions to SMB customers. Led market research which identified opportunities for portal solution sales featuring
network connectivity with access to third party applications available on-premise or SaaS. Led and managed
contract negotiations; joint marketing agreement; conflict resolution; partner recruiting & education; marketing
deliverables; launch; and forecasting.
Scope: Built and matrix managed a global team consisting of 30 product marketing, sales, and technical support
professionals. Developed the business plan, secured funding, and administered a $15M go-to-market budget.
Established and led an SMB customer advisory board which proved vital for demand generation; after gaining
understanding of ISV, SI, VAR, and distributor channels, generated a comprehensive sales support solution which
won client accolades.
Achieved almost $700M in revenue in year one with a forecasted rate of 20% growth in year two.
Vice President, Channel Marketing (May 2000-March 2003)
Mandate: Established what became a $5B pipeline with a 30%+ closing ratio. Generated strategies to increase
market share with channel partners (ISVs, SIs, VARs, and distributors). Massively improved support to empower
partners to achieve record-breaking sales.
Scope: Directed a global team of 150 through a team of 2 managers (channel enablement, channel
marketing)and 3 directors (marketing, infrastructure, and web enablement). Developed customer seminars,
demand generation tactics, and incentive programs. Deployed IBM's first closed-loop lead (involves sales follow-
up from inception to distribution to contact verification) generation system for the enterprise & SMB marketplaces.
Grew annual revenues by close to $3B while attaining #1 position in channel satisfaction.
Led annual executive conference improving partner satisfaction from 82% to 94%; reduced conference
OPEX from $18M to $15M.
Led deployment of new e-commerce ordering system; reduced order defects by 32%; reduced order
cycle time by 14 days; revenue increased as a result of the deployment of tool from $14B to $17.9B.
Director, Developer Relations (Jan. 1997-May 2000)
Grew annual revenues from $17M to $950M.
Business Development Executive (May 1995-Jan. 1997)
Business Development Executive (Oct. 1990-May 1995)
__________ PROFESSIONAL DEVELOPMENT __________
Education: Bachelor of Arts, Central State University, Wilberforce, OH.
Additional Training: Numerous symposia, conferences, workshops, and mini-courses on a wide range of topics
related to sales & marketing and emerging technologies. Completed numerous employer-sponsored (IBM)
courses on Marketing & Demand Generation at Harvard, Oxford and Indiana universities.
Affiliations: WITI (Women in Technology International), Notre Dame de Namur University.
Recent Recognition: Cambridge Who's Who Top Business Development & Marketing Executive (2011).