Summary
Overview
Work History
Education
Skills
Languages
Timeline

MICHAEL FINDLING

Data Driven Marketing
Weston,FL

Summary

  • ACCOUNT-BASED MARKETING OPERATIONS EXPERT Process-driven Account Growth Marketing expert motivated by developing tactical blueprints that maximize marketing capabilities with technology and data. Passion for building Sales, Product and Customer Success coalitions in order to simultaneously manage and deliver multiple projects resulting in exponential pipeline and revenue growth.
  • Account-Based Marketing
  • Marketing Operations
  • Customer Marketing
  • Demand Generation
  • MarTech Utilization
  • Lifecycle Marketing
  • Activation & Enablement
  • Process Documentation
  • Go-To-Market Strategy
  • Pipeline Management
  • Funnel Optimization
  • Customer Experience

Overview

23
23
years of professional experience

Work History

SENIOR PRINCIPAL PROGRAM MANAGER

RED HAT
RALEIGH, NC
08.2021 - 05.2023
  • SAAS B2B MARKETING AND WEB TECHNOLOGIES, Account-Based Marketing Activation Leader
  • Subject Matter Expert and leader of Account-Based Marketing (ABM) Customer Activation program serving as advisor to 65+, Account-Based Field Marketers supporting 200+ global Enterprise Customers in Financial Services, Telco, Retail,
  • Healthcare and Manufacturing verticals
  • Global operating budget of $6M, developed and implemented new cross-functional programs structure resulting in reduction of go-to-market delivery time of Marketing programs to Sales by 75%
  • Established Account-Based Marketing (ABM) Activation Practice delivering scalable enablement programs providing a platform for both expansion and retention programs complete with Campaign Strategy, Persona based messaging,
  • Digital Content recommendations and interpretation of Sales Enablement materials and Account Intelligence profile and propensity to buy and Operations knowledge base utilized by Sales, Product and Customer Success and attributing to 33% of Global Enterprise pipeline
  • Standardized data gathering requirements for Product Management and Customer Success with documentation and training on distilling large volumes of digital assets embedded in Marketing Technology landscape leading to increasingly effective air cover for Sales and open deals averaging 18% in value of closed won opportunities
  • Produced prescriptive and concise multi-product Customer Lifecycle Playbooks complete with executable flight plan supporting Sales Enablement, Customer Success and Customer Marketing
  • Consolidated multiple sources of content for promoting version control and data governance practices for Global Demand Generation Teams
  • Developed scalable blueprint to identify business challenges and implementing data driven solutions for Onboarding,
  • Adoption, Expansion and Renewal programs focused on AI/ML, Hyperscalers, and Automation customers.

Leader

11.2017 - 08.2021
  • Insights & Analytics Practice, responsible for Demand Generation Metrics and KPIs providing data-driven business recommendations through funnel analysis, and best practices in Integrated Marketing, Product Marketing, and Sales Pipeline
  • Management
  • Supported 95 Campaign and Event team members with training and consulting on all aspects of Marketing
  • Operations including Demand Generation Scorecard analysis, and methodologies for engaging with Sales:
  • Designed and leader of migration of spreadsheet based Scorecard to dynamic Tableau CRM Dashboard measuring all aspects of Sales and Marketing Funnel and reducing process time from an average of 3 business days to less than 2 hours
  • Managing a team of two data architects delivered 100% of functional requirements for the business
  • Directed Sales Activation program for list segmentation and target definition for measuring end-to-end effectiveness across Campaigns, Events and Product Teams resulting in 50% increase in number of programs per quarter
  • Increased Marketing Sourced Pipeline 76% YoY with Scorecard enablement encouraging data driven processes that and action based recommendation through presenting complex analysis to executive and functional leadership teams
  • Achieved 63% YoY increase in Marketing Sourced Annual Contract Value (ACV) helped by establishing marketing measurement approaches including SLAs, conversion benchmarks and pipeline optimization
  • Integrated Marketing Programs for Sales (CRM)

Leader of Enterprise Campaigns

03.2014 - 11.2017
  • For both Sales (CRM) and Service Clouds, responsible for translating sales goals and objectives into actionable, growth-oriented, integrated plans in order to deliver results across multiple products
  • Established Account-Based Marketing
  • Practice through Center of Excellence documenting framework and scope of program
  • Designed methodologies and authored documentation for using propensity to buy data for translating Demand Generation led experiences into Account-Based Marketing Customer Journeys
  • Developed and executed vertical strategy for the operational aspects for 20+ tradeshows including Retail (NRF) and
  • Healthcare (HIMSS) Industry Conferences, resulting average ACV increased by $4M YoY.

SENIOR MARKETING MANAGER

SALESFORCE
SAN FRANCISCO, CA
03.2014 - 08.2021

FINANCIAL SERVICES

Goldman Sachs & Co
06.2000 - 08.2005
  • Self-motivated, with a strong sense of personal responsibility.

Business Analyst

MUFJ Bank
New York
  • Data Warehouse & Credit Risk
  • Standard & Poor’s – New York: Learning Management Strategist
  • Goldman Sachs & Co.– New York: Learning Management Analyst for Global Implementation Technical Skills

DIRECTOR OF DEMAND GENERATION

GET SATISFACTION
SAN FRANCISCO, CA
05.2012 - 01.2014
  • Implemented strategy for inbound and outbound Lead Generation Programs utilizing digital, organic search, tradeshows, webinars, and content syndication
  • Volume of MQLs increase 30% YoY
  • Manager of underperforming Inside Sales members focusing on definition of SQL’s and added requirements for account mapping, additional contact discovery, and pain point identification.

SENIOR MARKETING MANAGER

CROWDFACTORY
SAN FRANCISCO, CA
03.2011 - 05.2012
  • Led Go-To-Market Strategy for optimal mix of programs and channels for lead generation and content: 150% YoY increase in web traffic and for submissions
  • Acquired by Marketo in May 2012

GLOBAL ONLINE MARKETING MANAGER

EMBARCADERO TECHNOLOGIES
SAN FRANCISCO, CA
10.2008 - 03.2011
  • Established SEO and SEM Editorial Calendar, forecasting and budget management as well as EMEA, LATAM, APAC localization.

SENIOR MARKETING MANAGER

SALEMGLOBAL WEBSITE MARKETING
NEW YORK
05.2006 - 10.2008
  • Consistently attained top Google results 90% of clients and first-page response for 75+ keyword terms.

Education

Bachelor of Business Administration - undefined

Boston University

Advanced ABM Certification: DemandBase and Momentum ITSMA programs - undefined

Skills

  • TECHNICAL SKILLS
  • BY CATEGORY & PLATFORM
  • Customer Relationship Platform: Salesforce CRM, Microsoft Dynamics and Hubspot
  • Marketing Automation & Segmentation Eloqua, Marketo Engage, Pardot, Salesforce Marketing Cloud
  • Account-Based Marketing & Intelligence 6Sense, Bombora, DemandBase, HG Insights, and Zoominfo
  • Marketing Insights & Data Analysis Tableau, Business Objects, Adobe Experience and Google Analytics
  • Content Distribution & Experiences Pathfactory, ON24, Brighttalk, Outbrain and Taboola
  • Project Management Asana, Trello, SmartSheets, JIRA and Adobe Workfront
  • Languages & Process SEO, SEM (Paid Digital), HTML, SQL and Javascript

Languages

  • Basic understanding of Brazilian Portuguese, and Spanish

    • Timeline

    SENIOR PRINCIPAL PROGRAM MANAGER - RED HAT
    08.2021 - 05.2023
    Leader -
    11.2017 - 08.2021
    Leader of Enterprise Campaigns -
    03.2014 - 11.2017
    SENIOR MARKETING MANAGER - SALESFORCE
    03.2014 - 08.2021
    DIRECTOR OF DEMAND GENERATION - GET SATISFACTION
    05.2012 - 01.2014
    SENIOR MARKETING MANAGER - CROWDFACTORY
    03.2011 - 05.2012
    GLOBAL ONLINE MARKETING MANAGER - EMBARCADERO TECHNOLOGIES
    10.2008 - 03.2011
    SENIOR MARKETING MANAGER - SALEMGLOBAL WEBSITE MARKETING
    05.2006 - 10.2008
    FINANCIAL SERVICES - Goldman Sachs & Co
    06.2000 - 08.2005
    Boston University - Bachelor of Business Administration,
    - Advanced ABM Certification: DemandBase and Momentum ITSMA programs,
    Business Analyst - MUFJ Bank

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