Scott Mitchell

North Chelmsford, MA
774-245-2445 (C) / smitch3449@gmail.com
http://www.linkedin.com/in/smitch3449
Professional Summary:

A unique combination of skills and experience Marketing/Sales/Financial Management has helped me develop
into a highly-driven B2B marketing executive focused on building demand generation strategies and campaigns
that fill the sales funnel.
Track record of consistently exceeding quarterly KPI metrics and campaign ROI goals.
An analytic at heart that drives measurement, data-driven decision making, reporting and closed loop analysis of
integrated (Digital, Social, Live Events) campaign results for continuous improvement.
Accomplished builder of marketing teams that exceed their goals and have fun in the process.
Builds and maintains strong relationships with Sales as a trusted business partner.

Work Experience:
SDL

Wakefield, MA

April, 2014 to Feb, 2016

Sr. Director Americas Field & Digital Marketing, Inside Sales Managed a team responsible for demand generation - live
events and digital marketing - as well as an Inside Sales team focused on lead qualification, cold calling, account mapping,
and setting discovery meetings for sales. Worked in close collaboration across Sales and Marketing (Sales, Channel/Alliance
teams, Corporate and Product Marketing, our Channel Partners, and Sales & Marketing Operations) to:

Build semi-annual demand generation plans defining Go to Market, pipeline goals, content, and digital campaigns
and exceed all KPIs (Marketing Qualified Leads through the funnel to Marketing Sourced Wins) every quarter by:
o Measuring, tracking, and analyzing program effectiveness from MI -> AQL -> MQL -> SAL -> SQL -> Wins
(goals mapped to Sirius Decisions waterfall for like sized Software companies).
o Weekly reporting of metrics and KPIs distributed to CMO and Sales management to support activities
and recommendations for follow up, further investment or change.
Ensure consistent delivery of messaging through all our digital and live event programs thus reinforcing our brand
initiatives.
Define Persona and Target Accounts and build out the contact database for North America increasing the range,
effectiveness, and return on email campaigns.
Utilize a variety of third party vendors in finding new ways to reach our prospects and to execute programs.
Took over Inside Sales (tele-qualification) managed out underperforming members, refocused their goals to
include tougher definition of SQLs (Sales Qualified Leads) and added requirements for account mapping,
additional contact discovery, meetings, and pain point mapping to help move Leads to Opportunity status.

ESSRX, Inc.

Parsippany, NJ

December, 2012 to April, 2014

Executive Director Business Development Sales for High Tech and Financial Services Sectors for production of closedcircuit, high definition business to business satellite broadcasts and webcasts.
CA Technologies

Framingham, MA

November, 2009 to November, 2012

Vice President Field Marketing & Demand Generation Managed a team responsible for live event and digital campaigns to
drive qualified leads into the top of the sales funnel. Worked collaboratively across Channel, Solutions, and Product
Marketing teams as well Direct and Channel Sales to:

Launch 3 major initiatives focusing on cross selling/up selling to existing major Enterprise accounts, securing new
Enterprise and growth clients, and selling through to mid-market/partner customers.
Build semi-annual demand generation plans aligned to Sales focus, defining pipeline goals, content, and digital
campaigns.
Conceive and launch innovative Executive Roundtable events with simultaneous live broadcasts into restaurant
suites that resulted in over a billion dollars of new pipeline and $280 million in new contracts over a 2-year period.
Generate hundreds of millions $ in marketing pipeline contribution, achieving 245% of annual goal; met additional
annual goals based on Inquiries, Sales Ready Leads, and Opportunities metrics in FY2012.

Scott Mitchell
(774) 245-2445 (Mobile) / smitch3449@gmail.com

Revitalize field marketing organization through a Trusted Marketing Advisor Challenge that included
developmental assignments and the use of data driven decision tools to build confidence and credibility with Sales
leadership.
Drive Partner specific programs and to get Partner participation in as many our Direct programs.
Strengthen and build CIO loyalty through C-level, thought-leadership and relationship building programs.
Serve as a Change Agent implementing a centralized Demand Generation strategy with a tighter focus on solution
sets, incorporating more digital marketing (email, content syndication, webinars, display ads, blogs), and road
shows.

Black Shirt Marketing

Chelmsford, MA

January, 2008 to November, 2009

Co-Founder and Business Director Responsible for Sales, Operations, and Financial management of the firm.
Responsibilities included sourcing and closing all sales opportunities, managing client relations, program management of
lead generation, and financial management
ThinkEngine Networks

Marlboro, MA

December, 2006 to December, 2007

Vice President Marketing Responsible for Demand Generation Programs, Product Marketing, and Communications.
Accomplishments include:

Ran demand creation programs, distributed and tracked all leads through Salesforce.com.
Developed Branding plan for the company with components that included:
o Combining two websites and adding features to promote, demonstrate, and gather leads for sales
o Execution of Analyst Tour (Wainhouse Research, Telespan, Frost & Sullivan, Gartner, Infonetics, and IDC)
to spread the ThinkEngine brand.
o Production of all new sales collateral.
Purchased Salesforce.com licenses, trained sales, drove implementation and built weekly forecasting system.

Presstek, Inc.

Hudson, NH

October, 2003 to December, 2006

Director Consumables & Supplies Consistently met all Quarterly Sales goals while leading a team of product managers
responsible for all product and marketing activities for consumable and supply products, driving productivity of the Inside
Sales team, and Channel sales responsibility for plate products. The consumable and supply products represented 40+% of
the companys revenue stream. Accomplishments included:

Revamped Consumable product offerings after an acquisition consolidating suppliers and decreasing SKUs.
Refocused and drove Inside Sales team to higher margin, larger shopping cart sales, thus decreasing sales orders
while increasing profitability.
Negotiated major new contracts with all leading Channel Partners locking out competitive products.

CSP, Inc.

Billerica, MA

July, 2001 to October, 2003

Vice President Marketing and Business Development Responsible for Sales & Product Marketing activities for the Division
including product management, channel sales, advertising, trade shows, web, product strategy, and public relations. Also
responsible for corporate Business Development including acquisitions, growth strategy, and marketing support for
corporate Investor Relations. Accomplishments included:

Announced and rolled out two new product offerings.

Managed sales activity consistently exceeding sales goals.

Dataware Solutions, Inc.

Burlington, MA

October, 2000 to June, 2001

Chief Operating Officer Tasked with building the non-technical side of the business, including a Business Plan, Financial
Plan, Sales & Marketing plans, Staffing, and Facilities. Increased profitability by 70% by replacing contractors with full time
staff, developed new identity and branding program, and developed the companys first contact database.

Scott Mitchell
(774) 245-2445 (Mobile) / smitch3449@gmail.com

Adept, Inc.

Framingham, MA

April, 1998 to October, 2000

General Manager - Engineering Staffing Service - Hired to build and launch the companys product offering in the Contract
Engineering space. Built a team of nine sales and recruiting personnel who all exceeded their goals for 1999 and 2000, and
grew revenue from zero to $9.0M+ annually in two and one-half years
Stratus Computer, Inc.

Marlboro, MA

July, 1986 to April, 1998

Director of Marketing Programs - Managed a team responsible for the creation of closed-loop Marketing Programs,
Product Launch, and Competitive Analysis.
Built awareness, interest, and preference for products and services worldwide; distributed qualified leads to the field
sales and channels organization, tracking their progress to revenue, and measuring program ROI.
Launched several new products including press interviews, direct mail campaign, analyst briefings, trade show
appearances, product collateral, field training, and local sales calls.
Drove competitive Analysis focusing tactically on aiding the field in closing current product sales, and strategically as a
key member of new product business teams in positioning the competitive landscape for new product design.
Received 1996 Global Leadership Award for driving resolution on International Sales and Marketing issues.
Developed and implemented International FTX (Fault Tolerant UNIX operating system) Roadshow to drive awareness
of new product offering, train Sales and Channel Partners, and inform Analyst community.
Received 1991 - Corporate Marketing Excellence Award.
Negotiated agreements with a key SW Partner to put their products on Stratus Price List that eventually lead to the
acquisition of the company itself.
Received 1990 - Corporate Operations Excellence Award.
Built and managed Analyst relations program (Gartner Group, Yankee Group, IDC, etc.).
Digital Equipment Corporation,

Maynard, MA

February, 1981 to July, 1986

Sales Controller - Western and Central States - OEM (1983 - 86) Managed a team responsible for complete financial analysis
of Revenue through Gross Margin for all OEM sales activity west of Detroit:
General Motors Corporation

Flint, MI

May, 1980 to February, 1981

Financial Analyst - Plant Budgeting

Education:
Masters of Science, Computer Information Systems

Bentley College

1985

Masters of Business Administration

Wake Forest University

1980

Bachelor of Science, Accountancy

Wake Forest University

1978