Dir. VP Professional Service, Dir. VP Services Marketing, Dir. V
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Charles Wiseman 24 Tulip Way, Medway MA 02053 H 508-533-1972 C 805-890- 9601 PROFILE Results driven executive experienced in global service business development and marketing, traditional and professional service management, service strategy pla nning and marketing, strategic alliances, and channel management. Skilled in lea ding and managing Professional Service sales and marketing organizations, managi ng client/partner relationships, service selling, and expanding and growing ente rprise and network services business. Highlights: * Managed professional services marketing organizations with full P&L and custo mer satisfaction responsibility, delivering over plan each year, greater than $1 00M * Developed a professional service consultative process that became the standar d for all customer engagements, for sales and services. Resulting in first close d multi-million deals * Negotiated and closed contracts valued over 50M$ with voice products and serv ices * Drove the development of a High Availability Professional Service that captur ed over 40M$ in equipment and services over a three year contract shortly after introduction * Brought to market unique service offerings for video, voice and telepresence products * Drove development, introduction, and marketing of product and services intern ationally * Strong negotiator, skilled in building enterprise and professional service bu siness through strategic alliances and channel marketing * Referenced by Gartner as "conceiving industry leading innovative professional services" and recognized by market analysts Dataquest and ITSMA as" setting ind ustry benchmarks" EXPERIENCE Polycom, Andover MA. Sr. Dir. Global Services, Marketing 2004 - Present Manage a world-wide service Marketing organization. Responsible for the developm ent of international business and drive revenue from all geographies. Develop al l major Marketing initiatives. Initiate and drive the go-to-market plans and pro duct launches, Responsible for all collateral and Web content. * Market new service offerings to channels and end users * Manage the global services marketing, branding, lead generation, and marketin g campaigns * Work with sales to identify new channel revenue opportunities * Successfully launch several new service products into the market place * Facilitate a Sales Account Based Marketing program generating over $5M from f irst account * Drive multi million dollar revenue enhancement programs through channel partn ers * Represent the service organization to PR and AR community * Responsible for creating annual marketing budgets, strategic and tactical mar keting plans * Drive competitive programs and ensure marketing positions unique value * Conduct and summarize research projects by directing external vendors * Manage the merger and acquisition activity for expanding the professional ser vice business * Work with field resources and channels to identify and close deals * Train Sales on service offerings and how to position and sell services
Alcatel, Calabasas, CA Salem, NH Director of Services Marketing 2001 - 2004 Direct and decisive leadership focused on voice and data product and application solutions, managing professionals consisting of five directors, managers, consu ltants, project managers and technical resources providing Professional Services , Sales and Marketing, and Advanced Integration and Planning. Charles Wiseman * Manage consulting group providing facilitative assessment and implementation of professional services, advanced applications and technology supporting up to $200M in equipment sales * Marketing of professional service strategy and pricing. Develop pricing and m argin models, with P&L accountability, and ensure profitability goals are achiev ed after introduction * Lend expertise and support to sales management in presentations, negotiations and closings * Develop service marketing strategies and plans for new product development an d introduction * Generated revenues that exceeded annual $45M total projection * Successfully set strategies and negotiated joint ventures and cooperative mar keting agreements * Negotiated with key industry players outsourcing non-core competency segments * Conceived, developed and drove key corporate strategies and successful market ing and implementation of "high availability" offering targeting mid to large ra nge enterprises * Built and generated voice service business with creation and development of n ew offerings * Drove development and introduction of new professional services to and throug h channels * Increased customer satisfaction indices and revenue generation from implement ation and solution integration by formulating strategy and directing field manag ement teams CyberMedica, Marlboro, MA Vice President - Professional Service 2000 - 2001 Built, launched and directed organization consisting of Professional Services, a nd Marketing. Accountable for P&L, sales, service and software product strategie s and pricing development. * Established a consultative assessment process and deployment methodology for implementation of Professional Services with growth plan of 40+ professionals an d $40M+ revenue projection * Designed, created and drove development of customer engagement models for pro duct Sales and Service, subsequently becoming corporate models for selling and d elivering to customers * Negotiated and closed three initial $M+ contracts * Directed and developed a multi-million dollar business program delivering WEB site design and development, along with site hosting on in-house infrastructure to existing customer base Motorola Inc., Mansfield, MA Director of Marketing, Wireless &Internet and Networking Division 1994 - 2000 Directed and established marketing strategies, pricing and marketing for the Ame ricas, and Europe * Created new business ventures and received executive approval to develop and implement multi-million dollar businesses within the wireless sector * Added several new service products to portfolio and improved customer satisfa ction loyalty programs that increased ratings significantly towards top box scor es * Expanded the Service portfolio to include a Solutions Integration Group with combined annual revenues over $100M
* Created Video over IP Integration business including development of a joint m arketing arrangement for video products and services, growing to over $20M in an nual revenue * Drove business for Managed Services by expanding NOC and increasing customer base to 100+ accounts * Designed and implemented outsourcing service delivery models, realizing $15M savings * Developed and introduced Telephony Service Integration Businesses for ITSP's with two business models including building infrastructure or outsourcing with c o-location Digital Equipment Corp., Maynard, MA - Previous experience with progressive prom otions. * Line management, Technical Support Management, Int'l Service Line Management Charles Wiseman PATENTS Two Disk Storage Technology Patents awarded in conjunction with Digital Equipmen t Corp PROFESSIONAL ASSOCIATIONS Judge for Annual American Business Awards, Customer Service submissions for Stev ie awards EDUCATION Boston University, Boston, MA - Graduate level, Advanced Management Development Program Harvard University, Salem, NH - Certificate, Marketing Coyne Technical Institute, Boston, MA - Electronic Circuit Design Tulane University, LA, - Masters Strategic Marketing
Alcatel, Calabasas, CA Salem, NH Director of Services Marketing 2001 - 2004 Direct and decisive leadership focused on voice and data product and application solutions, managing professionals consisting of five directors, managers, consu ltants, project managers and technical resources providing Professional Services , Sales and Marketing, and Advanced Integration and Planning. Charles Wiseman * Manage consulting group providing facilitative assessment and implementation of professional services, advanced applications and technology supporting up to $200M in equipment sales * Marketing of professional service strategy and pricing. Develop pricing and m argin models, with P&L accountability, and ensure profitability goals are achiev ed after introduction * Lend expertise and support to sales management in presentations, negotiations and closings * Develop service marketing strategies and plans for new product development an d introduction * Generated revenues that exceeded annual $45M total projection * Successfully set strategies and negotiated joint ventures and cooperative mar keting agreements * Negotiated with key industry players outsourcing non-core competency segments * Conceived, developed and drove key corporate strategies and successful market ing and implementation of "high availability" offering targeting mid to large ra nge enterprises * Built and generated voice service business with creation and development of n ew offerings * Drove development and introduction of new professional services to and throug h channels * Increased customer satisfaction indices and revenue generation from implement ation and solution integration by formulating strategy and directing field manag ement teams CyberMedica, Marlboro, MA Vice President - Professional Service 2000 - 2001 Built, launched and directed organization consisting of Professional Services, a nd Marketing. Accountable for P&L, sales, service and software product strategie s and pricing development. * Established a consultative assessment process and deployment methodology for implementation of Professional Services with growth plan of 40+ professionals an d $40M+ revenue projection * Designed, created and drove development of customer engagement models for pro duct Sales and Service, subsequently becoming corporate models for selling and d elivering to customers * Negotiated and closed three initial $M+ contracts * Directed and developed a multi-million dollar business program delivering WEB site design and development, along with site hosting on in-house infrastructure to existing customer base Motorola Inc., Mansfield, MA Director of Marketing, Wireless &Internet and Networking Division 1994 - 2000 Directed and established marketing strategies, pricing and marketing for the Ame ricas, and Europe * Created new business ventures and received executive approval to develop and implement multi-million dollar businesses within the wireless sector * Added several new service products to portfolio and improved customer satisfa ction loyalty programs that increased ratings significantly towards top box scor es * Expanded the Service portfolio to include a Solutions Integration Group with combined annual revenues over $100M
* Created Video over IP Integration business including development of a joint m arketing arrangement for video products and services, growing to over $20M in an nual revenue * Drove business for Managed Services by expanding NOC and increasing customer base to 100+ accounts * Designed and implemented outsourcing service delivery models, realizing $15M savings * Developed and introduced Telephony Service Integration Businesses for ITSP's with two business models including building infrastructure or outsourcing with c o-location Digital Equipment Corp., Maynard, MA - Previous experience with progressive prom otions. * Line management, Technical Support Management, Int'l Service Line Management Charles Wiseman PATENTS Two Disk Storage Technology Patents awarded in conjunction with Digital Equipmen t Corp PROFESSIONAL ASSOCIATIONS Judge for Annual American Business Awards, Customer Service submissions for Stev ie awards EDUCATION Boston University, Boston, MA - Graduate level, Advanced Management Development Program Harvard University, Salem, NH - Certificate, Marketing Coyne Technical Institute, Boston, MA - Electronic Circuit Design Tulane University, LA, - Masters Strategic Marketing
