Silicon Valley based provider of software used in semiconductor design

Marketing Director, Strategic Alliances
Responsible for the direction of the company’s global strategic relationship with ARM, a leading UK headquartered IP Company. Spearheaded all joint corporate business development to support key customers. Led all commercial contract negotiations with ARM advising our legal team on business goals. Project managed all business and co-marketing campaigns implementing a joint programme of events including the PR strategy, joint product launches, sponsorship and education. Managed all outbound marketing focused on the international ARM developer community, including advertising, email campaigns and tradeshows.

• Worked with European sales team to use the collaboration with ARM as a tool to secure a $30 million software deal, utilising executive relationships to drive closure

• Created 30 new joint events with ARM globally to raise awareness of our partnership to engineers designing with ARM based products; significantly increased our pipeline of sales leads, particularly in key strategic markets such as Taiwan, India, China, Korea and Israel

• Proactively managed relationships with key stakeholders at companies like Samsung, NEC, HP, Nvidia and NXP; secured their engagement in multi-million dollar projects using our tools on the latest ARM based designs

• Leveraged significant internal support within Cadence to gain resources from corporate marketing, sales and product marketing to further our relationship with ARM, resulting in several major joint initiatives

• Secured over 50k of sponsorship from ARM as a headline sponsor for our CDNLive! conference

Appointed to reposition the organisation’s conference business focused on India and exceed revenue targets set for our major conferences. Tasked with expanding the IET’s Innovation in Engineering Awards to create a new event, which would include all of the institution’s educational awards and scholarships supported by industrial sponsors.

• Expanded the IET’s conference business into India, developing two high profile conferences with over 300+ attendees. Project managed both events using contractors and worked with a local PR agency to gain significant media exposure due to the participation of the CEO of Wipro and the Founder of Infosys

• Developed the IET’s Innovation in Engineering Awards, significantly increasing the number of attendees and worked with internal stakeholders to expand the event to include all the IET’s educational awards and scholarships with support from the UK Department of Innovation, Universities and Skills.

• Secured Government funding for a major microelectronics conference in Singapore as part of the UK-Singapore ‘Partners in Science’ initiative, the event attracted a number of well know presenters and over 300 attendees

• Created a new regional innovation awards event in the East Midlands with financial support from EMDA; this became part of a larger event around promoting STEM in secondary schools

• Secured funding from UK Trade and Investment for a research project on UK competitiveness in relation to inward investment in the Indian start-up community
Conference Director April 2004 – Jan 2006
Promoted and challenged to revitalise our conference business focused on key growth areas such as multimedia, telecoms, electronics and healthcare. Set the strategic direction of the business and exceeding revenue targets. Managed a team of seven with P&L responsibility of over £750,000 per annum spread across 40 events.

• Improved the profitability of this area of the business by over 60% through improved cost efficiency, tighter forecasting and substantially increasing revenue generated by sponsorship
• Developed the IET’s first ever awards event, securing twelve corporate partners including BT, Orange, Siemens, ABB in the first year and doubling the sponsorship revenue in year two
• Persuaded the Global Semiconductor Alliance to bring its successful US Conference to Europe as a joint venture; this generated over £300,000 in new revenue for the IET under my management
• Created a network of high profile stakeholders and sponsors to support the development of the IET’s conference business, resulting in a significant increase in revenue and impact
• Highest performing conference producer and manager for four years out of five in a team of 16 staff earning two promotions whilst at the IET

Conference Producer Aug 2002– April 2004
Responsible for establishing and building events for the IET focused on electronics and telecoms, to meet the corporate goal of driving membership growth in these sectors. Managed all the logistics, topic research, speaker invites, venue selection and marketing for over 12 new events per annum.

• Transformed our conference business targeting the electronics and telecoms sectors, creating over £0.5 million of new turnover in the first two years
• Developed a plan to raise additional income from corporate sponsorship leading to the creation of a sponsorship division. This grew into a significant part of the conference and events business by directly addressing the needs of companies and other stakeholders. Trained new sponsorship staff

• Created an on-line community in partnership with magazine editors and the webmaster to promote our technical networks and the related conference and events business
• Represented the IET on the UK Government’s committee on the Future of Microelectronics which led to the establishment of a Knowledge Transfer Network for Microelectronics
• Proactively created a number of member based committees to advise on the development of relevant industry events for the IET
• Secured high profile Government speakers such as Lord Sainsbury to build credibility for our conference programme

Directed all the sales and marketing for this membership-based organisation. Managed the company’s involvement in external tradeshows and events. Responsible for creating new events to support our special interest groups and regional branches.

• Conducted a strategic review into our membership pricing, targeting areas with the highest churn. Reduced annual number of cancellations by over 30%
• Introduced a number of initiatives to improve the communications with key stakeholders using this information to create more customer focused products and services
• Improved the profitability of our membership directory by bring the production in-house and managing the print contractors and ad sales directly