Karen Wolff is a expert in providing insights into the needs and requirement of customers. With a deep background in both marketing and development, Karen is able to construct studies that quickly provide usable results. Karen is also sought after for her ability to convert research data into meaningful commentary. Her analysis results in recommendations that produce results.
Karen's success is based on her extended experience producing improved sales and profits for both hardware and software products. Karen has directly contributed to the success of HP's printer products. In one of her programs revenue quickly grew to over $400 million. Karen is both a leader and a hands-on expert. She can both lead a team to action and deliver results personally.
Representative Accomplishments
Channel Management: Designed and deployed dual channel for printer solutions and an indirect channel for broad deployment software solutions. Managed vendors for channel research, direct marketing, telemarketing, and telesales. Designed process for selection of channel partners that maximized product revenue and profitability. Defined the optimal long-term business model while managing resource allocation for short term, opportunistic sales.
Business Development: Independently negotiated Hewlett-Packard's largest software sale by leveraging knowledge of customer and channel needs. Generated a direct sales funnel that was 500% of goal. Recruited indirect reseller with national presence that is projected to increase sales by 200% in the first year.
Sales and Negotiation: Created a six million dollar real estate sales business in two years, winning Rookie of the Year, Rising Star, MVP awards, and a charter membership in the Contempo Realty Platinum Circle. Clients were so satisfied with the results that their loyal support generated a 100% referral-based business.
Relationship Management: Successfully managed productive relationships with "co-opetition" suppliers, program vendors, and channel partners. Created successful OEM channel relationships that maximized market penetration and minimized conflict.
Marketing and Program Management: Led interdisciplinary teams of marketing and R&D professionals to develop and deliver product strategy that emphasized a "Time to Money" campaign. Used strengths in operational marketing to manage culturally diverse team of program managers that translated vision into defined deliverables. Successfully kept team aligned with business objectives, provided guidance in making trade-off decisions, and facilitated problem solving. Consistently met budget and schedule objectives, delivering $400 in revenue.
Relevant Professional Experience
HEWLETT-PACKARD COMPANY
Partnership Marketing Manager - OpenView Business Unit
Responsible for maximizing market brand preference and awareness by leveraging OpenView Partner Programs.Marketing Manager - Department Laserjet Division
Responsible for achieving revenue goals for commercial laserjet printer. Manage product strategy, channel strategy, future product planning, and merchandising of products.Business Development and Channel Manager - Electronic Business Solutions Organization
Developed channel and sales strategy for new software business. Closed HP's largest software sales of $2.6 million.Program Management - Computer Systems Division
Managed mass storage, hardcopy, and network products throughout the entire life cycle including investigation, development, introduction, maturation, and obsolescence.Product Marketing Manager - Computer Systems Division
Managed all mass storage, hardcopy, and network strategic planning and marketing programs for HP's major computer business.
PYRAMID COMPUTERS
Marketing and Program Management
Contributed 34% of total revenues with strong I/O products and marketing programs.
Education
Haas School of Business,
University of California, Berkeley, MBA
Biomedical Engineering, Clemson University, MS
Clemson University, BS Biological Sciences, Magna cum Laude