Lori West

In this role, I designed a global centralized marketing operations team focused on digital/ technical innovation, including events executions, campaign planning, campaign delivery, performance measurement, and core operations. My achievements are as follows: • Optimized resourcing and provided real-time performance analysis by implementing a fully integrated and automated marketing tech stack, including channel-specific technologies; eliminated 100+ hours of manual reporting per month. • Ensured campaign tactic optimization, content creation / positioning, and account-specific targeting by introducing performance culture with comprehensive data analysis; secured 247x ROI in inflow and 35x ROI in revenue. • Devised marketing technology roadmap, optimized marketing automation, and CRM process / systems, redesigned reporting / budget processes, launched customer journey planning and built a performance measurement team. • Initiated an automated customer engagement program for demand generation, including increased rigor within lead qualification stages through to contract closure. Increased qualified lead creation by 52% YoY within first 3 months.

During this tenure, I built global / repeatable omnichannel campaign development / execution process. I established a company position with e-privacy laws, including setting core MDM standards in stewardship, data acquisition, hygiene, and governance. Furthermore, I instituted consistent program management in executing brand and demand generation programs globally by developing and staffing a campaign manager function. I maintained consistency and developed an impact-led approach in end-to-end campaigns through consistent campaign planning / development processes. My accomplishments within this role are the following: • Eliminated $1M in redundant spending and unlocked an additional $2M to reinvest into the overall marketing plan by leading core operations, including budget planning and management. • Increased engagement by 60% by redesigning outbound channels, including automated workflows. • Received SiriusDecision Marketing Operations Program and Genpact Diamond Award for excellence.

During my time here, I aligned business objectives and optimized marketing focus by collaborating with relevant stakeholders and developing a global marketing plan. In addition, I supported marketing organizational redesign for CSC. Below listed are some of my achievements in this role: • Restructured marketing organization and reduced overall labor cost leading skills analysis and 9-box modeling. • Redefined marketing interlock, roles, and responsibilities by developing and launching an engagement model.

During my time at BT, I drove share of wallet by identifying deep customer insight into key executive decision-makers for company's' top global accounts and interpreting insight into lucrative client conversations and business points of view. During my time at BT, I targeted top accounts by developing an award-winning technology-based global sales engagement process (ABM program). This team drove share of wallet by identifying deep customer insight into key executive decision-makers for company's' top global accounts and interpreting insight into lucrative client conversations and business points of view. During this time, I also led the marketing merger strategy for 13 acquired companies into one global professional services brand. A section of my key contribution includes: • Achieved annual ICV £3B+ and won business £500M+ through 110 accounts in ABM program within two years. • Attained Gartner "Strong Positive" rating, credited by Gartner to KAM and ABM programs three years running. • Grew key account management program by 900% within first six months by restructuring current processes; secured total annual ICV of £2B+ and won business £500M+, contributed to over £5B in won business since inception in 2007.