JANIE M. WEST
2450 Shumard Oak Drive ~ Braselton, Georgia 30517
Home: 770.967.4632 ~ Cell: 408.480.8406

BUSINESS DEVELOPMENT / PRODUCT MARKETING 

Results-driven business leader and strategist with a proven track record of
driving advanced performance, growth and profitability of numerous enterprise
software and services companies. Adept at devising and implementing
differentiating sales and product marketing strategies to effectively penetrate
new and highly competitive market segments and generate new revenue streams.
Leverage superior communication and negotiation skills to cultivate strategic
alliances and lucrative partnerships with C-level executives of Fortune 100
companies. Build and spearhead top-performing, cross-functional teams, providing
the guidance needed to drive business success. 

Areas of Expertise:
Product Marketing
Enterprise Software
Change Management
Partner Relationships
Product Management 
Strategic Planning
Strategic Alliances
Process Development
Business Development
New Product Development
Team Leadership
Sales Operations 
Market Penetration
Sales Management
Account Management

   Janie has worked for me for several years in different companies.   She is
one of the most talented marketing individuals I have worked with in my 39 years,
and is very results oriented.   She has very good interpersonal skills, with
strong business acumen, which makes her invaluable in achieving the company goal.
 .   
Joe Cowan, CEO, Interwoven

CAREER HIGHLIGHTS

Played a major roll in delivering 20 straight quarters of YOY revenue growth
with Interwoven by instituting a strategic planning process, conceiving an
integrated vision/product roadmap and developing growth strategies. 
Successfully contributed to bringing Manugistics back to profitability for the
first time in 10 years by instituting process and system improvements in Sales
Operations. 
Successfully built and lead a team that developed a business plan and began the
creation of a new On-Demand Routing & Fleet Management unit to shift Manugistics 
' focus onto new opportunities in the mid-market segment.
Developed an integrated interoperability strategy bridging several Invensys
business unit technologies to allow manufacturing customers to have a fully
integrated suite from manufacturing systems to ERP, and tapped buy the COO to
work extensively with Microsoft to jointly build the development of the Suite.

PROFESSIONAL EXPERIENCE

Vice President, Strategy & Business Development, INTERWOVEN, CA and IL 2007  * 
Present 
* Devise and implement processes and cross-functional teams for the development
of commercial strategies to grow the company  's web solutions and document
management business.
* Created a strategic plan and/or partnerships to deliver social computing, RIA
components and an integrated innovative approach to support the optimization of
web content with Search Engine Marketing (SEM). 
* Successfully identify and pursue profitable merger and acquisition
opportunities and cultivate strong alliance partnerships which spur business
growth and expansion into new and adjacent market segments and increase client
satisfaction by providing the ability to institute new programs focused on key
areas. 
* Perform quarterly operations reviews, monitoring performance and devising
remedial action plans to ensure alignment with business objectives.
* Analyze benefits and tradeoffs of building, buying and partnering to create
strategic and tactical business plans. 
* Present strategies and conduct reviews to secure approval from the Board of
Directors and investors. 
* Collaborate with the internal product management and marketing teams to define
product roadmaps.
* Report directly to the CTO and CEO.

Senior Account Manager, GENERAL ELECTRIC, Atlanta, GA 2007
* Improved GE  's presence and direct involvement with key accounts by
collaborating with regional partners and distributors to establish and strengthen
relationships.
* Managed a portfolio of 15-20 major accounts in the Southeast region of the US
for GE  's Industrial Division.
* Developed direct and indirect sales strategies to cross-sell new software
offerings, to existing accounts. 
* Penetrated 2 new, major software accounts that previously conducted business
with GE  's competitors.
* Cultivated strong client relations to secure new and repeat business.

VP Middle Markets, Business Development, Sales & Partnerships, MANUGISTICS, MD
2004  *  2006 
* Automated the proposal process, reduced department headcount and increased
efficiency and response quality after specifying and rolling out new proposal and
client information systems.
* Generated an additional $5M in service engagements from dormant accounts
within 6 months building a cross-functional team that developed the company  's
first packaged services offering Supply Chain Tune-Ups.
* Renegotiated contracts with major embedded technology partners, realigning
costs structures to address an overall decrease in average deal size by reducing
the cost of goods sold by 30%.
* Directed the business development team tasked with coordinating client
reference programs, generating new sales leads in addition to executing strategic
sales and marketing campaigns. 
* Maximized reseller effectiveness after initiating a formalized channel
program, which involved developing standardized contracts, marketing and sales
communication portals as well as partner sales training tools.
* Built and led a team that developed a business plan for the creation of a new
On-Demand Routing & Fleet Management unit to shift Manugistics  ' focus onto new
opportunities in the mid-market segment.
* Established and managed the channel sales program, negotiating and cultivating
strategic business partnerships and alliances with embedded technology partners,
VARs, resellers and consulting partners. 
* Prepared sales and pipeline forecast reports in addition to managing client
information systems.

INVENSYS, Lake Forest, CA 1999  *  2004 
Director, Wonderware , 2004 
* Championed the development and implementation of an integrated services
strategy incorporating customer requirements for security, technology planning,
systems migrations, business and plant intelligence and more.
* Expanded Wonderware BU  's operations from being exclusively a software
product development company to provide comprehensive support and consulting
services.

Microsoft Alliance Manager, 2003  *  2004 
* Secured management buy-in for a $30M+ joint investment between the 2 companies
to fund the development of a manufacturing integration solution (RTEF).
* Collaborated with Microsoft teams on joint technical development, sales,
marketing and training initiatives.

Senior Product Manager, 1999  *  2003
* Managed the entire portfolio of Wonderware visualization products, including
the flagship InTouch HMI product and coordinated the development and launch of
new products and related services.
* Managed the Baan interoperability technology stack including streamlining the
development of multiple technology stacks into one as well as defining Usability
improvements and adding Business Intelligence solutions to the overall product
mix. 

EDUCATION AND TRAINING

BS, Electrical Engineering, West Virginia University, Morgantown, West Virginia
Additional Training: Management Training, Marketing, Retail, Supply Chain
Management, Web Solutions

TECHNICAL SKILLS

J2EE & MSFT Based Technologies.
Industrial Software Applications: HMI, Supervisory Control, MES & Historian.
Enterprise Software: ERP Systems, Infrastructure, Supply Chain & Content
Management.
Patent: Developed a method and system for administering a concurrent user
licensing agreement on a manufacturing and process control information portal
server, 2002 (US2002069172A1)

AFFILIATION

Search Engine Watch, Institute of Electrical and Electronics Engineers (IEEE)