Lou Petrella
San Francisco, CA • 415-632-9963 • loupetrella@yahoo.com


Technical Marketing Program Manager
Motivating and creative leader who drives cross-functional teams (i.e. Marketing, Sales, Design, and Technical Production) to collaborate and introduce new complex high tech solutions, develop new markets, and optimize development processes in all phases of the product lifecycle. Expert communicator skilled at driving results through teamwork, resolving “grey area” problems, and taking the customer perspective.

Experience
Global Software Sales Program Manager, Hewlett Packard, Cupertino, CA (10/07- 12/08).
Defined and drove sales operation improvements for HP’s Business Technology Optimization (BTO) Software sales in HP’s top global corporate accounts for telecommunications, manufacturing, and finance industries (over 50% of HP BTO Software sales annually).
• Defined and identified global sales performance tracking tools and metrics, account planning methodology, global account selection criteria, global sales incentives, and program risks/barriers. Resulted in overall 37% year-over-year sales revenue growth from targeted accounts.
• Managed global account managers worldwide to use of resources, tools, sales teams, and account planning that improved customer relationship and sales in each major sales region, resulting in 30% sales funnel growth.

Enterprise Solutions Marketing Program Manager, Hewlett Packard, Cupertino, CA (6/04 -10/07).
Launched sales and marketing initiatives to increase HP StorageWorks storage and HP Mission Critical Support sales for HP 9000 enterprise servers. Drove partnership across HP businesses and sales regions, increasing field productivity through cross-portfolio tools, training, incentives, and communication while improving alignment across product and support strategies .
• Drove new initiatives in proposal generation, solution ordering/configuration, and cross sales training resulting in breakthrough cross-portfolio sales penetration. Resulted in 60% of server deals including HP mission critical support and 40% of server deals including HP storage products.
• Identified support process improvement areas with over 14 different organizations by mapping the processes and deliverables workflow to and from customers. Improved support tools for proactive problem identification and customer self repair, while simplifying software and hardware support models. Resulted in over 25% cost savings in warranty and support operations.

Customer Advocacy Marketing Program Manager, Hewlett Packard, Cupertino CA (4/02-6/04).
Implemented processes and tools for enterprise customer satisfaction feedback to feed into HP-UX and HP 9000 product usability design and supportability. Tracked customer satisfaction throughout the product lifecycle including vendor/solution customer awareness, solution acquisition and deployment, usage and support, and solution obsolescence and/or upgrade.
• Created a cross-functional technical panel to review customer satisfaction issues, define quality metrics, and recommend corrective action to reduce customer downtime via improvements in reactive/proactive diagnostics, remote system monitoring and problem detection, and speed of diagnostics and repair processes. Resulted in changes in quality success metrics, solution packaging, support product positioning, technical support documentation, and marketing campaigns.
• Developed a customer panel to educate product and diagnostic tool development engineers on new emerging customer requirements for future product design, deployment, and support, resulting in design changes, stronger customer relationships, and higher HP employee morale and customer satisfaction.

Technical Support Enablement Program Manager, Hewlett Packard, Cupertino, CA (1/01-4/02).
Promoted to lead development of processes and technologies that enabled reuse of existent information and web-based technologies and Internet delivery. Managed and developed team of 30-35 indirect reports.
• Consolidated large scale customer documentation publishing and training development processes reducing time and resource savings by 80%.
• Promoted the use of industry standard training metrics (i.e. Instructional System Design) in the development of support tool and process training to optimize trainee performance measurement and development.
• Defined, developed, and motivated virtual teams to define developer requirements via use cases and content management system architecture, development, and configuration to meet requirements for optimal information reuse.

Technical Marketing Project Manager, Hewlett Packard, Cupertino CA (8/1998-1/01).
Promoted to project manage technical marketing of all networking services. Developed strategic and staffing plans.
• Managed diverse, geographically dispersed team of 11 engineers supporting all networking service products, including transport, distributed file systems, directory services, network security and Internet services resulting in high quality deliverables consistently within budget and on time.
• Managed more than 15 Learning Product and Support Planning projects, improving standards for support partnership and development outsourcing.

HP NetServer Product Manager, Hewlett Packard, Santa Clara, CA (4/1997- 8/1998).
Planned and led all product marketing of Intel-based “NetServer” enterprise servers. Defined product specifications and functional requirements, market and product analysis, product pricing, sales training and introduction event planning for field, customer and media communications. Defined and managed development schedule.
• Developed solution briefs, training decks, primers, sales decks and other go-to-market field enablement deliverables, and received sales delivery award for exceptional product introduction leadership.
• Investigated, launched and introduced new flagship high-end Netserver product in collaboration with Intel, reducing development costs and leveraging introduction activities.

Business Development Media Segment Manager, Hewlett Packard, Cupertino CA (4/1995- 4/1997).
Promoted increased market penetration of the HP 3000 and HP 9000 server platforms by recruiting channel partners focused on entertainment industry, developing and managing porting contracts, and coordinating all resources.
• Designed and developed sales training, industry marketing plans, channel partner and customer presentations, sales literature initiating a market presence for HP within the media and entertainment industry.
• Managed HP and Independent Software Vendor (ISV) industry show participation involving over 88 partners, positioning HP as a preferred hardware vendor for media industry solutions.
• Developed a program to broker best-of-class third party solutions with best-in-class resellers and distributors, offering HP support, training, and sales incentives to enhance HP and partner profitability.

Industry Competitive Analyst, Hewlett Packard, Cupertino, CA (9/1991-4/1995).
Tracked major competitor developments, and defined competitive selling strategies. Created program of competitive sales information tools, including award winning field workshops, SR training classes, competitive research, strategic sales “playbooks”, and customer visit presentations.

Other Miscellaneous Past Positions at HP: Network Solution Planning Program Manager, Networking Product Manager, Technical Support Planning Engineer, R&D Development Engineer

Education/Affiliations
• Master of Science: Computer Science, State University of New York, Binghamton, NY.
• Bachelor of Arts: Psychology, Arizona State University, Tempe, AZ, Awarded Phi Beta Kappa.
• Associate of Applied Science: Radio & TV Production, Onondaga Comm. College, Syracuse NY
• Affiliations: Project Management Institute, Phi Beta Kappa