Maureen McCormick

Define ABM strategy and program execution in close collaboration with each strategic account business team resulting in net new logo acquisition, increase in ARR, accelerate deals and foster relationships within the C-suite.

• Created 37 pieces of outcome-focused custom content across five 1 to 1 ABM accounts and helped prioritize buyer intent, value propositioning, and extend networking through flagship executive engagement programs.
• Closely partnered with Sales to help secure critical meetings and accelerate opportunities that resulted in over $14M in sourced pipeline in 2021.

Worked directly with executives and other cross-functional leaders to build and execute account-specific marketing programs:

• Developed and executed 1 to 1 and 1 to Few go-to-market strategies for Okta's East accounts that resulted in over $20M in sourced pipeline and closed 3 NNL accounts.
• Led AMS roll-out of Folloze for Marketing and xDR Teams and partnered closely with Marketing Operations on integration points.
• Okta Award: 2020 ABM Marketer of the Year

• Constructed multi-touch demand generation campaigns for Comodo's Endpoint Security and Valkyrie Threat Intelligence platforms and drove over $3M in sourced pipeline with overseeing staff of 3.
• Developed sponsorships and worked with industry thought leaders to expand awareness at Gartner Risk and Security Summit and Black Hat Conference in 2018. Events drove in 2500+ inquiries, over 100 meetings.

• Developed AMER Mid-Enterprise go-to-market strategy that resulted in $18M in pipeline across both direct and partner marketing campaigns as well as some 1 to 1 programs for Tier 1 accounts.
• Led configuration and implementation of SalesLoft engagement technology for Commercial Sales and generated 64% increase in xDR productivity and 287% QoQ increase in partner registered opportunities.

Responsible for Corporate Marketing, Demand Generation and 1 to Few go-to-market strategies, budget, vendor management, digital presence and industry trade shows such as Gartner Risk and Security Summit, RSAC, and Black Hat.

• Marketing programs contributed to 23% of new business pipeline in 2016.
• Onboarded and managed external xDR team and developed Illusive's Lead Management process and appointment setting programs. The framework resulted in 6x increase in the number of monthly MQLs routed to sales.

Pre-Cisco Acquisition: Transformed underperforming AMER (Sourcefire) Field Marketing and Operations Team in 2 quarters

• Responsible for $12M budget, staff of 7.
• Delivered 19% of revenue in 2014.

Post-Cisco Acquisition: Team Leader for AMER Marketing Field Operations

• Successfully launched Oracle Marketing Cloud Platform and developed the Eloqua Center of Excellence supporting Field Marketing.
• Reduced marketing operating expenses by $1M in year one.

Promoted to create the Marketing Operations function at Trend Micro in 2009 and responsible for the MarTech stack, integration points, data and lead management frameworks and campaign measurement, and reporting leading a team of 4.

• Successfully implemented Oracle Marketing Cloud Platform and created custom API integration with external xDR tele-qualification center. Partnership resulted in 204% increase in pipeline, 134% increase in opportunities, 29% increase in Inquiry to SQL and 11% increase in SQL to Win rate.

Recruited by Trend Micro in 2006 to lead the AMER Field Marketing Team to plan and execute marketing programs intended to increase awareness and engagement across Commercial, Enterprise and Strategic Accounts with a staff of 6.

• Consistently delivered 100%+ of quarterly pipeline goals.
  

Leveraged data insights from surveys, previous campaigns and market research to develop regional retention and acquisition marketing initiatives.

• Consistently generated 6-10% response rates on house lists and maintained 87% inbound contact rates.