The document is Michael Fox's marketing plan, which outlines his professional objective of obtaining an executive or sales leadership position at a technology company. It summarizes his extensive experience building successful sales teams and developing strategic partnerships. It also lists his competencies in sales, business development, communication, and leadership. The marketing plan identifies his target market as technology companies in the Washington D.C. area that are performance-driven, growth-oriented, and industry-leading. It provides examples of target companies across software, hardware, consulting, and security industries.

1. Michael Fox
3023 Oregon Knolls Drive NW • Washington DC 20015 • 301-343-7643 • vpofsales@comcast.net
MARKETING PLAN
PROFESSIONAL OBJECTIVE: EXECUTIVE AND SALES LEADERSHIP POSITION
To use my extensive expertise in strategy and development of sales organizations to drive
revenue, reduce cost and improve efficiencies in the high-tech market. Primary focus is on
joining a technology oriented organization which values growth and performance based results.
SECONDARY OBJECTIVE: BUSINESS DEVELOPMENT AND CHANNEL/PARTNER
SALES MANAGEMENT
Preferred Functions Include:
• EVP of Sales and Marketing • Regional VP of Sales and Business Development
• Regional Director Enterprise Sales • National Director of SMB and Commercial Sales
POSITIONING STATEMENT: Senior sales leader with extensive experience in building
highly productive teams focused on selling high-tech solutions to the Fortune 500. Effective in
penetrating and capitalizing on emerging markets and transitioning sales teams from SMB to
Enterprise. Exceptional strength in negotiating complex sales with C-Level executives.
Expertise in developing strategic partnerships resulting in improved channel and alliance
performance. Executed territory and vertical sales plans that drove monthly recurring revenue.
Increased new business acquisition, expanded market share and improved productivity. Efficient
financial management reduced cost and operating expense. Improved P&L accountability.
COMPETENCIES AND SKILLS:
MANAGING /
DIRECTING
BUSINESS
DEVELOPMENT
SALES /
MARKETING
COMMUNICATION
Organizational
Leadership
Team Building
Personnel
Development &
Coaching
Process Improvement
Evaluation and
Participation
Strategic Business &
Sales Planning
Emerging Markets
Penetration, Retention &
Expansion
Lead Generation
International Cross
Functional Negotiator
Relationship Selling
Managing Sales
Programs Development
Value Proposition &
Profit Optimization
Online, Web and
Multi-Touch Campaign
Development
Guide, Lead & Teach
Listening
Problem Resolution
Relating to Customers
Escalation Resolution
Public speaker
CxO Consultation

2. Name • Marketing Plan • Page 2 of 2
TARGET MARKET
Geographic Area:
Primary: Washington DC Metro Area - Northern VA - Maryland Technology Corridor
Secondary: Travel - Regional Office: National and International ready: East Coast Office hub preferred
Size of Organization:
Option A: Multinational or International Fortune 1000 Technology Sales Organization: North
American Business Units, Subsidiaries, Intrapreneurial Companies, Spin-Offs and Affiliate companies rolling
up to Holding Corporation. Industry leading recognition and strength.
Option B: SMB/Mid-Market Fast Emerging Growth Technology Companies. Established or
Strong Venture funded firms looking to grow market share in New Technologies. Fast-Mover.
Performance based work ethics and fundamentals.
Organization Culture:
Performance Driven – Growth Oriented – Technology Focused – Flexible- Financially Secure – National/Global
Reach – Career Path Importance – Strong Leadership in Industry – Employee Focused – Solution Based Selling
Types of Industries:
Industry 1 – Business and Internet Services, Consulting, System Integration: BPO, CRM: 541611
Industry 2 – Telecommunications, Hosting, Networking and Data Transit
Industry 3 – Software, ISV, SaaS, ASP, Hardware Technologies
Industry 4 – Security and Managed or Professional IT Services
TARGET COMPANIES
Software /
SaaS/ASP/ISV
Storage / Document
Management/HW
System
Integration/Consulting
Services
Business Services:
Security-Telecom-
Managed Services
Microsoft
Parature
Targus
Neustar
AOL
Revolution Health
Avue
Salesforce.com
Compuware
Opsware
VMWare
Citrix
Message Systems
Symantec
Iron Mountain
QAI
VERITAS part of
Symantec
BAE
EMC
NetApp
Amazon
Cisco
Juniper
F5
Alteon
Notable Solutions
Perot Systems*
EDS*
IBM*
Northrop-Grumman
Accenture
ATS
GP
CSC*
Booz Allen
KPMG
SRA International
SAIC
Lockheed-Martin
Corporate Executive Board
Gartner
Qwest*
ATT*
Verizon Business*
BT
Cable and Wireless
GE
VeriSign
Tata*
Rackspace
Level 3*
AVNet*
Tumbleweed*
SourceFire
IOActive*
ACS *