Summary
Overview
Work History
Education
Skills
Timeline
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Chris Waldo

San Francisco Bay Area,USA

Summary

Tech-savvy innovator with hands-on experience in emerging technologies and passion for continuous improvement. Skilled in identifying opportunities for technological enhancements and implementing effective solutions. Adept at leveraging new tools and methods to solve problems and enhance productivity. Excels in adapting to fast-paced environments and driving technological advancements.

Overview

25
25
years of professional experience

Work History

Head of Enterprise Marketing

Zoom
08.2023 - Current
  • Accountable for revenue generated from marketing sourced pipeline.
  • Led Zoom’s global campaign, prospecting, strategic events and partner marketing functions.
  • Grew marketing's closed won contribution by 12% YoY while reducing marketing budget by 30%.
  • Increased marketing closed won ROI from 1 to 3X.

Head of Pipeline Center of Experience (CoE)

Zoom
10.2022 - 08.2023
  • Hired by Chief Revenue Officer to drive marketing, sales, and channel to generate pipeline to meet revenue targets. Set targets, built KPIs, and established regional pipeline councils.
  • Increased pipe volume by 12% YoY while maintaining close rate

SVP, Worldwide Field Marketing, Partner Marketing, and Sales Development

Automation Anywhere
03.2020 - 08.2022
  • Accountable to the marketing sourced pipeline number that converted to 30%+ of company bookings.
  • Appointed by CRO to lead the turnaround of the global SDR organization. Implemented multiple initiatives that drove a 50% increase in lead to meeting conversion rate in the first 90 days.
  • Implemented personalized buyer’s journey tracks encompassing lead nurture, SDR outreach, and account-based web pages. Strategy increased MQL conversion by 10%.
  • Implemented marketing engagement metric that empowered teams to focus activities on early-stage pipeline. Influenced customers had 2X larger deal size, 2.5X higher close rate, and 15% faster sales cycle.
  • Orchestrated quarterly interlock cadence to align regional execution to corporate marketing strategy. The program resulted in 6 consecutive quarters of marketing pipeline goal achievement and 50% of total company bookings.

VP, Enterprise Marketing

RingCentral
03.2018 - 03.2020
  • Hired as first Enterprise Marketing leader reporting to the CMO. The company grew from $500M to $1B during my tenure.
  • Developed Pipeline POD program to orchestrate marketing, partners, sales, and business development teams to programmatically fill pipe gaps in the US Enterprise segment. The program improved the number of reps with sufficient pipe coverage by 15%.
  • Led ConnectCentral user conference that attracted 2,000 paid attendees and 20 partner sponsors. 20% YoY increase in both attendance and pipeline influence.

Sr. Director, North America Digital Demand Generation, and Campaigns

VMware
08.2015 - 03.2018
  • Built digital demand generation campaigns, standardized and integrated marketing programs, improved quality, reduced costs, and grew YoY marketing sourced pipeline by 18%.

Director, Worldwide Partner Marketing

VMware
03.2011 - 08.2015
  • Designed the Hybrid Storm marketing program that integrated brand and demand gen investments to target a specific audience in a specific market. In 120 days the program grew end-user association by 50% and increased pipeline by 30%.
  • Developed the Value Velocity partner marketing program to grow reseller bookings through distribution. Over 1 year, 60 distributors across 25 countries adopted the program; resulting in $99.4M in bookings from 1,600 reseller partners.
  • Developed the SalesBytes partner sales enablement mobile app that packaged “how to sell” videos, prospecting kits, and probing questions. Grew monthly average users from 0 to 3,000 within 120 days and accelerated pipeline growth by 25%.

Sr. Manager, Partner Marketing and Demand Generation

Nortel
07.2000 - 03.2010
  • Lead Lean Six Sigma project to design and implement global lead qualification and routing engine that increased lead to opportunity conversion rate by 2X. In 20 months generated over 20,000 BANT-qualified leads directly attributed to over $150M in pipeline.
  • Created the Together as One campaign with AT&T. Campaign featured joint value prop, sales enablement, content marketing, paid search, lead capture, and SDR lead qualification. The program generated over 2,000 BANT-qualified leads that resulted in $5M in marketing sourced pipeline.

Education

MBA - Marketing & New Venture Development double major, Corporate Finance minor

Indiana University, Kelley School of Business

Bachelor of Science - Managerial Economics major

University of California, Davis

Skills

  • Account-based marketing
  • Revenue accountability
  • Scaling companies from $50M to $1B
  • Integrated marketing strategies
  • Personalized marketing strategies for accounts
  • KPI strategy and accountability
  • Strategic pipeline planning
  • Multi-team alignment
  • Online marketing strategies
  • Sales and Business Development execution
  • Partner and Channel Marketing
  • Field Marketing
  • Physical and online event planning

Timeline

Head of Enterprise Marketing

Zoom
08.2023 - Current

Head of Pipeline Center of Experience (CoE)

Zoom
10.2022 - 08.2023

SVP, Worldwide Field Marketing, Partner Marketing, and Sales Development

Automation Anywhere
03.2020 - 08.2022

VP, Enterprise Marketing

RingCentral
03.2018 - 03.2020

Sr. Director, North America Digital Demand Generation, and Campaigns

VMware
08.2015 - 03.2018

Director, Worldwide Partner Marketing

VMware
03.2011 - 08.2015

Sr. Manager, Partner Marketing and Demand Generation

Nortel
07.2000 - 03.2010

Bachelor of Science - Managerial Economics major

University of California, Davis

MBA - Marketing & New Venture Development double major, Corporate Finance minor

Indiana University, Kelley School of Business

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Chris Waldo