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MICHELLE BUCKNER
Northern California
buckner (AT) dnai (DOT) com
www.mbuckner.com
OBJECTIVE
Senior Product Marketing Manager position leading product strategy, development and marketing programs at aggressive, global technical solutions company
SUMMARY
- 10+ years of success developing and managing global technology products and solutions
- Specific technical background in Internet security, messaging, anti-spam/virus, content control, wireless, databases, backup/recovery storage, data mining, business intelligence, ERP and CRM
- Extensive practical experience working with Engineering, QA, Support, Globalization/Localization teams, Customers and Partners to develop effective product strategy, roadmaps, business development planning, MRD and PRD requirement documents, functional specifications, licensing, packaging, and managing lifecycle through beta, minor and major releases
- Established ability to develop and execute successful global marketing campaigns, product launches, roll-outs and promotions, leading global cross-functional teams with clearly defined objectives and evaluation metrics; working with press, analysts, media and strategic customers for winning results
- Demonstrated strength in performance benchmark testing, building demos for tradeshows and strategic customer presentations, writing technical white papers and in-depth competitive intelligence
- Strong relationship building expertise with Channels and senior executive decision makers at Global 1000, success working in global virtual teams on strategic accounts, and achievement in consultative selling, developing successful RFPs, product positioning, and answering technical questions and objections to close mid-market and million dollar deals, supporting yearly quotas of $2 million plus
EXPERIENCE
Fortinet, Inc., Sunnyvale, CA, 06/08 - 10/09
Sr. Product Manager, Network and Application Security Solutions
- Responsible for growing top line revenues and leading product management and marketing for several UTM appliance lines for integrated network and application security, including emerging technologies in firewall / VPN, IPS, Antivirus, Web filtering, PCI and SOX compliance, and custom ASIC processors for enterprise class security deployments
Check Point Software Technologies Ltd. (CHKP), Redwood City, CA, 09/06 - 05/08
Project Manager, Consumer Products
- Manage worldwide product launches for ZoneAlarm product line, Wireless Router appliances, and Partner projects associated with consumer security solutions including, firewall, anti-virus, anti-spyware, anti-spam, identity theft protection, parental control, and privacy; Work globally and cross-functionally to specify and manage related releases, positioning, messaging, collateral, pricing, promos, demos, retail packaging and ecommerce website production
BoardVantage, Menlo Park, CA, 06/05 - 05/06
Product Marketing Manager
- Manage product marketing for high security enterprise board portal for Fortune 500, including messaging, contacts, calendars, online conferencing, and document mangement
Kerio Technologies, Santa Clara, CA, 12/03 - 06/05
Product Marketing Manager
- Manage channel programs and several Internet security products, including Mail Server, VPN, Personal Firewall, and Network Firewall product lines; evaluate partner anti-virus and anti-spam solutions for integration and resale; lead off shore product and localization teams for timely delivery of major and minor releases
- Launched global channels campaign to bolster active channel partners by nearly 20% in first quarter, including innovative spiff programs for high margin products, contracted with education distributor to nearly double penetration into education market, updated anti-virus and anti-spam partner contracts to raise margins, developed web-based training modules to reduce support calls
Buckner Consulting (via ASSETS UNLIMITED), Campbell, CA, 06/01 - present
Independent Contractor
- Provided technical product management and marketing services to technology startups, homeland security business development, and Web programs; Clients have included BroadWare (acquired by Cisco Systems) and Netline, and Accunet
SENDMAIL, Emeryville, CA, 02/99 - 05/01
Product Marketing Manager
- Lead product management for several Internet messaging product lines with content management and system monitoring integration solutions including anti-spam, anti-virus and filtering for ERP and CRM to more than double annual revenue from 1999 to 2000, and increase channel and direct enterprise sales to 170% of quota by 2000 Q4; Lead TrendMicro anti-virus Interscan resell effort to increase overall revenues by 14% in first quarter sold
- Developed product roadmaps, gathered requirements, wrote trend and market analysis reports using quantitative analysis, produced comprehensive MRD and PRD documents in partnership with Engineering, and drove internal product teams and technology partners for timely releases
- Launched global campaigns, evangelized to press/analysts and customers, developed and implemented strategy, messages, positioning, pricing, packaging, promotions, demos, collateral, sales tools, training, competitive intelligence, beta support programs, and customer success stories
- Presented at field sales calls to close business in several deals exceeding $100,000 in initial revenue at Global 1000 accounts such as Intel, and provided coaching, RFP responses, and aggressive sales support to bring in $1 million deals such as Morgan Stanley Dean Witter
INFORMIX SOFTWARE (now IBM), Menlo Park, CA, 11/96 - 01/99
Product Marketing Manager
- Managed several database tools product lines, collaborating with product teams, support services, public relations, advertising, and partners to lead development of MRDs, globalization/localization plans, roadmaps, competitive intelligence, campaigns, lead generation, demos and sales kits
- Worked closely with external Java and middleware technology partners to drive Universal Database tools worldwide initiatives, and demonstrated dedication to teamwork with collaborative development and internal-selling of successful business case for Informix Developer Network
- Provided support for channels, sales representatives and sales engineers on positioning, technical and pricing questions; delivered presentations at customer visits, partner meetings and trade shows, contributing to sales and validation of product specifications; presented as part of team as evangelist for database tools to close $2 million plus deals for Elite 8 strategic customer program, including customers like Covance and Wal*Mart
AEI (Web division now SF Interactive), San Francisco, CA, 06/96 - 11/96
Webmaster
- Designed Web sites such as Calstart.org using HTML, CGI, Javascript, database and UNIX skills; Drove Search Engine Optimization (SEO) strategy to maximize impressions and click-throughs
FURON (now Saint-Gobain Performance Plastics), Fremont, CA, 05/95 - 06/96
Market Development Manager
- Lead new product development planning, developed sales solution initiatives, directed customer targeting, organized marketing campaigns and lead generation activities, coached global sales team on calls, presented at customer visits nationwide at companies such as Abbot Labs and Genentech
IBM, Somers, NY, 07/94 - 09/94
Financial Analyst (intern)
- Pioneered IBM's Internet Strategy as part of business case team with program revenue in excess of $100 million; conducted market opportunity analysis and price modeling
EDUCATION
CERTIFICATIONS
AWARDS
- Krannert Leadership Award
- Burton Morgan Entrepreneurial Award
- National American Soybean Entrepreneurial Award
- NBMBAA Award
- Bro. Fien Memorial Award for Foreign Service
- Miss San Jose Pageant Award
AFFILIATIONS
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