Beth Zonis

marketing professional with 25 years of experience, messaging and thought leadership, business partner relationships, analytical and detail oriented, excellent writing skills, results focused, ranging from startups to ibm. passionate about making a difference with energy efficiency and sustainability solutions to help reduce the impacts of global warming and climate change.

marketing, business development and sales background. market strategy and planning, sales training, demand generation. high energy, collaborative style.

b.a. wellesley college. mba boston university.

Employer:	Eco Marketing LLC – Lexington, MA
Position:	Principal
Time period:	January 2009 - Present
Description:	Independent marketing consultancy focused on the green economy. Enable clean tech organizations to expand their markets. Focus specifically on products and services that help reduce global warming and improve our environment. Marketing services include: value proposition, market research and competitive analysis, sales training, partnerships, lead creation, and measuring and managing success.

Employer:	IBM Global Services – Cambridge, MA and Lexington, MA
Position:	Global Market Segment Manager, Site and Facilities Services (S&F)
Time period:	January 2007 - December 2009
Description:	Led marketing globally for $120m business in energy efficient “green” data centers for mid-sized organizations. Clients typically saved 30% in power and cooling costs alone. Enabled sellers worldwide. Collaborated with alliance partners (e.g., APC, Eaton, and Anixter). Strategized with global and geo marketing and sales leaders to develop successful demand generation programs. Elevated Scalable Modular Data Center (SMDC) to flagship offering status; IBM’s entire data center portfolio now based on scalable, modular design. Helped grow sales of SMDC 125% from 2007 to 2008; expanded annual contribution of the S&F business in General Business from 24% to 27% from 2007 to 2008. Achieved over 70% referenceability for SMDC clients, including press and video testimonials.

Employer:	IBM Global Services – Cambridge, MA and Lexington, MA
Position:	Marketing Program Manager, Optimizing IT / Enabling Business Flexibility / Small Deals
Time period:	January 2007 - December 2007
Description:	Demand generation focus. (1) Optimizing IT. Drove 200% higher attendance than usual at cross-IBM Energy Efficiency road shows, with 100% rating events “good” or “excellent.” Featured cross-brand solutions from hardware, software, services and financing, as well as IBM alliance partner solutions (APC, Anixter, Eaton, Emerson-Liebert, GE). IBM senior executives recognize Energy Efficiency play as model of successful cross-brand marketing and teamwork. (2) Enabling Business Flexibility. Generated over $87m of validated lead revenue at one event. (3) Small Deals. Generated leads that led to over $72m in sales in Q1 2007, over 58% of the annual target in one quarter.

Employer:	IBM Global Services – Cambridge, MA and Lexington, MA
Position:	Marketing Manager, Express Managed Services / Storage & Data Services
Time period:	January 2005 - December 2007
Description:	Managed $1.2 million marketing budget for IBM Express Managed Services through IBM business partner channel. Helped recruit over 100 new business partners. Enabled program to achieve Innovation award from VARBusiness, December 2006. (2) Managed marketing program for Storage and Data Services. Coordinated with other IBM brands, including Sales & Distribution (S&D) and System and Technology Group (STG) on marketing tactics, including obtaining a lead spot on Information Lifecycle Management principals on the customer road show agenda. Collaborated with global team and business partners to create training and collateral. Designed business partner focus group to better understand channel’s objectives and concerns.

Employer:	IBM Global Services – Cambridge, MA and Lexington, MA
Position:	Marketing Manager, Business Resilience / Business Continuity & Recovery Services
Time period:	January 2005 - December 2007
Description:	Managed demand generation to expand the pipeline. Led largest web seminar attendance for Global Services: “Lessons Learned from the 2005 Hurricane Season” with over 2500 attendees and over 96% satisfaction. Led “Motivate to Win” team to promote mentoring and career counseling across IGS. Collaborated with all brands on marketing tactics and metrics. Acted as key subject matter expert on global cross-brand team for Business Resilience, Security and Compliance. Led market analysis that changed business direction. Focused on strategic marketing planning and tactics. Reorganized and simplified portfolio of offerings. Created new collateral, including an executive presentation, fact sheets, questionnaire for opportunity identification and qualification, glossary of terms and education materials. Published article on ERP Continuity.

Employer:	IBM Global Services – Cambridge, MA and Lexington, MA
Position:	National Solution Manager, Business Continuity and Recovery Services
Time period:	January 1999 - December 2002
Description:	Focused on marketing to organizations with distributed ERP systems. Developed industry-focused marketing plans, especially for healthcare, financial services, and ASPs. Rolled out new service offerings (go-to-market strategy and execution) for ERP user organizations. Educated internal account managers. Established and maintained sales channels with external business partners (SAP, PeopleSoft), and “sales linkages” within IBM. Created competitive advantage within industry, primarily through linkages with ERP consulting practices. Enabled transition from hot site sales model to “critical business process” sales model and go-to-market strategy. Provided largest single source of new opportunities for critical business process continuity.

Employer:	Internet Security Advantages (ISA), Concord, MA
Position:	Director of Marketing
Time period:	January 1998 - December 1999
Description:	Internet security solutions firm. Offerings included security strategy and architecture, network security and PKI. Packaged and released innovative “AdvantagePKI” solution, a pre-integrated suite of products designed to provide complete data and communications security. Introduced a “TripleCheck” 3-day security audit of a company’s firewall, email server, and web server. Initiated and cultivated partnerships with security products vendors, including Axent, Baltimore Technologies, ISS, KyberPASS, NCipher, Netegrity, Security Dynamics, ValiCert, and Worldtalk. Gained recognition for Company in press and industry associations, including Advance for Health Information Executives, InternetWeek, Massachusetts Health Data Consortium, Securities Industry Association, and Toward an Electronic Medical Record (TEPR). Positioned Company for $500,000-$1m engagements with Fortune 500 organizations.

Employer:	AppNet Systems, Cambridge, MA
Position:	Marketing Manager
Time period:	January 1993 - December 1998
Description:	SAP and Oracle partner (Research & Planning, Inc. acquired by AppNet Systems, Inc., then by CommerceOne) Established and maintained strategic partnerships with SAP and Oracle. Identified 100% of new prospects with clients such as Bayer, Bose, Boston Edison, Dial Corporation, Digital Equipment, Exxon, Fidelity Investments, Gillette, Kellogg, Lipton, MinuteMaid, NEC, Philip Morris, Reebok, Rhone-Poulenc Rorer, and Smuckers. Facilitated sales growth above 50% annually over 5 years, from 10 employees to over 1000.

University:	Wellesley College
Degree:	Political Science (International Relations) and French , BA

University:	Boston University
Degree:	MBA

Papers:

- Goldcorp's new data center benefits from a dynamic infrastructure, customer testimonial video, 2009 - Art of the Possible: Rapidly deploying cost-effective, energy-efficient data centers, white paper 2008 - Checklist for a smooth sailing server implementation, customer brief 2007 - Put your business on the road to resilience, flash 2006 - Business Resilience: Proactive measures for forward-looking enterprises, executive brief 2004 - Contingency Planning and Management, “Business Continuity for Critical Enterprise Applications,” article 2001

Sports:	Masters swimming
Memberships:	Board member, Friends of the Landlocked Forest (to protect 270 acres of forest in Burlington, MA)
Awards:	Project Big Green Team Leader 2008; Spotlight 2006; Ovation 2006; IBM Thanks! 1 in 2009, 1 in 2008, 3 in 2007 (max. allowed), 3 in 2006 (max. allowed), 2 in 2005, 2 in 2004; Bravo 2004, 2008; General Manager 2001; Informal 2001; Lou Gerstner Stock Option Award 2000.