Strategic Business Development and Marketing Resume
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EXECUTIVE PROFILE
Accomplished executive with years of experience in both entrepreneurial environments and in established Fortune ’s. Published author. BS Computer Science & MBA International Strategy.
Marketing & New Business Development
Alliance, Partnership, Merger Management Strategic Marketing & Competitive Positioning
Executive Negotiations & Presentations
Press and Analyst Relations & Briefs
Operations Management
Multi-Site Operations
Profit & Loss Management
Asset Management
Technology Product & Service Development
New technology product launch & management
VoIP and Multimedia IP Applications
Website Planning & Launch
Integrator/VAR Certification Program
Sales & Customer Management
Key Account Relationship Management
Customer Engagement & Program Management
Customer Satisfaction & Account Retention
PROFESSIONAL EXPERIENCE
Julia Cotton & Associates ( to present)
Los Angeles, CA
Develop new business, sales proposals, marketing, and press on a national level. Multi-year and short-term engagements. Highlights: Created sales and marketing collateral and established entry into southern California market for an outsourcing company (eTechnosoft), managed long term account with HBO, developed marketing materials for a shipping & logistics firm, created interactive, multimedia CD for a VoIP initiative, developed go to market strategy for a start-up software company, wrote articles and marketing materials for a non-profit, and worked with preschools and kindergartens in southern CA. Most recently worked at marketing communications agency which produced sales materials for an auto manufacturer.
Director Strategic Business Development and Product Management ( - )
ADC Corp., Cranbury NJ (via acquisition of CommTech Corp)
Formulated, presented, and executed the strategy for entering the \\\\\\\"voice over\\\\\\\" market (IP, cable, DSL) for OSS/BSS, switch management, and routing products. Led product management & marketing responsibilities for applications and alliances with softswitch, ERP, CRM, Call Center, & billing software vendors, and with SPs. Products included end-to-end provisioning suite, routing optimization applications, web-based self-provisioning application for consumer use. Responsible for products’ P&L statements, roadmaps, life cycles, competitive positioning, and value statements and for penetrating new opportunities, forecasting and driving revenue, and establishing supportive business case information. Managed and executed initiatives for new product development using emerging technologies. Other responsibilities included: benefit analysis and preparing and conducting customer presentations, and training sales force.
Speaking engagements: ISPCon, IEC panel, DSLCon
Publication: IEC Annual Review of Communications
JULIA COTTON
Director VoIP Market Development () Lucent Technologies, Murray Hill, NJ
Business & marketing responsibilities for VoIP partnerships & alliances for the BU. Focus on press & analyst briefings, identifying new revenue opportunities, creating business cases, developing sales presentations, building alliances & partnerships with applications developers & integrators, & developing means to optimize the proposal process. Work closely with the field & go on sales calls.
* Planned & deployed Lucent’s first partner pavilion at a trade show. Successful event with partners, received press & analyst coverage, & positive feedback from the partners. Engaged other BU’s and held second partner pavilion event.
* Developed strategy & operations plan for the VoIP Alliance Program.
* Worked with industry & financial analysts. BU recognized as the industry leader in VoIP gateways. Attained # worldwide market share status for successive quarters. Received positive press & international coverage.
* Briefed analysts on post Lucent-Ascend merger VoIP strategy.
* Speaking engagements: Broadband Week, Lucent’s Analyst Conference, Lucent’s Full Circle Conference, N+I, & Supercomm.
Manager Strategic Planning & Business Development () Lucent Technologies
Strategic marketing, strategic planning, and new business development responsibilities for IP Communications. Focus on voice, video, data IP applications for Enterprise & Service Provider markets & Lucent’s cross BU Enterprise solutions (IP & ATM). Core responsibilities also business & product plans, external partnering, next generation product concepts, & global field support.
* Developed IP Communications strategic marketing messages & presentations for service provider & enterprise market segments used to announce the gateway solutions, position cross BU VoIP initiatives & future announcements, & train the field.
* Briefed analysts & press in US & Europe on VoIP solution announcements. Received extensive, positive press & analyst coverage and a New Product Achievement award (ComNet).
* Managed the business planning ($M+) aspects for the launch of VoIP gateway (nd on market) & web-based softphone application products. Launched in countries through direct & indirect channels within one year from development. Softphone product received Best of Show award (CT Expo).
* Created market awareness through international speaking engagements at trade shows, customer, press & analyst briefings, & road shows. Increased funnel, press coverage, & revenue.
* Initiated & managed corporate sponsored customer trials for direct & indirect channels (international SP & Enterprise markets). Reduced lead times by %, increased customer satisfaction %, improved competitive position, established successful closure rate & reference customer relationships.
* Participated in new product concept teams (business/marketing leader) & successfully presented to the board. Resulted in the development & launch of two product sets for SP & Enterprise markets. Made make versus buy decisions.
* Evaluated internal (Bell Labs) streaming video, caching, and storage technologies to meet market demand. Determined viable product with business plan that went to market.
* Member of corporate Strategic Alliance Team & cross business unit Strategic Marketing Council.
* Speaking engagements: Comdex panelist, Pulver Conference, Supercomm, Comnet, Lucent’s European Customer Symposium, Lucent’s Full Circle Conference.
JULIA COTTON
VP IT & Telecommunications () Comedy Central, New York, NY
Managed all aspects of IT & telecommunications across five sites for cable TV channel. Reported to CFO, EVP Finance & Operations. Responsibilities included: strategic plans, capital & expense budgets, data & voice networks, applications development, operations, fixed assets, & contract negotiations.
* Formed strategic partnerships (as content provider) with SP’s & related media firms.
* Initiated, planned, & executed channel’s Internet presence. First cable channel to launch. Launched with “near real time” video.
* Designed & installed secure enterprise-wide voice & data network.
* Proposed & installed phone & voice mail system (% annual savings, / year payback period).
* Implemented long distance carrier conversion from parent company plan (% annual savings).
* Managed development & operations of multiple systems - financial, HR, advertising & affiliate sales, marketing, legal, programming, scheduling, EDI, Intranet, & desktop video conferencing.
* Implemented sites on commercial online services (AOL, CompuServe, Prodigy).
* Member of Time Warner Telecommunications Committee.
EDUCATION
Fordham University Graduate Business School, New York, NY
MBA, Management, Specialization: Competitive Strategy International Business
Kennesaw State College, Kennesaw, GA BS, Computer Science
University of Massachusetts, Boston, MA Majors: English & Computer Science
