Lisa F.

Katze
lkatze15@gmail.com www.linkedin.com/in/lisakatze
PO Box 3841 Vail, Colorado 81658 Office: 970.926.0878 Cell: 970.306.1249

Executive Profile
A visionary executive experienced in the development of third party alliance partners and multi-channel sales who leads with enthusiasm, objectivity, accountability and a consistent track record creating and implementing operational plans to deliver double-digit revenue growth. Resourceful, out of the box thinking, with demonstrated success in developing cohesive teams, building commitment to the vision, and creating an environment where people excel. Outstanding reputation for follow-through, quickly and accurately assessing opportunities and strong execution to deliver results, certified as Green Belt Lean Six Sigma. Recognized as an articulate and persuasive change agent, whose leadership and creative actions improve client engagements, employee morale and customer brand loyalty. Customer focused with extensive experience implementing new and creative ways to drive revenues, manage technology, software and solutions within the Large Enterprise, Public Sector, and Graphic Communications Market Segments.

Career Experience

Xerox Corporation, Norwalk, CT

National Channels Manager Xerox Production Reseller General Manager

1981 - 2012

A $22B multi-national document management and technology corporation that produces and sells color and monochrome printers, multifunction systems, digital production printing presses, and related consulting services and supplies

2009 to 2012

Promoted from within headquarters marketing team, grew revenue and expanded Xerox market share through effective development and management of the Production Reseller Channel. Expanded and maintained strategic relationships at highest levels to build Xerox Production Reseller Channel, resulting in wide acceptance of hardware & software solutions product line for Graphic Communications in Traditional Offset/Litho, Packaging, and Photo Lab/Retailer segments Developed and implemented effective collaborative sales management and revenue forecasting processes Exceeded 10% Year over Year sale revenue growth, growing channel to $50M in new business revenue for Xerox Defined and shepherded comprehensive channel benchmarking plan to identify and manage new resellers with key Industry Analysts Spearheaded planning and development for Reseller Channels Training and Certification driving increased revenues in Offset/Litho, Packaging and Photo Lab/Photo Retailer segments Delivered Reseller branded software, InControl Color Management Suite, to Xerox Third Party Alliance portfolio, enabling new revenue stream for corporation Designed and implemented B2B campaigns for SaaS and Cloud based based go-to-market business plans driving higher brand awareness and new revenue streams Created and facilitated utilization of Social Media tools to drive Reseller Branding and Reseller value-add tools to drive market place awareness and penetration Developed and deployed unique Reseller pricing models to include the first Managed Print Services implementation in Xerox Graphic Communications Market Segment Established new financing portfolio of products for the Reseller Channel from Xerox Financial Services streamlining client credit approval process and increasing profitable revenue growth for corporation

National Product Marketing Manager Workflow

2004-2009

Expanded Xerox Production Printers, Xerox branded workflow, Third Party Partner Alliance software placements. Displaced competitive presence through newly developed sales campaigns penetrating new market segments, increasing buyer awareness. Led and drove strategic transformation of Xerox Direct and Channels Sales force through education and adoption of Xerox branded workflow suite and third party alliance software as a required component in all sales campaigns. Increased new and profitable revenue streams to the corporation through implementations. Implemented a new Workflow Software suite of products and designed associated business development services for the corporation yielding $10M in sale revenues first year to $50M in last year in position Spearheaded all Workflow Marketing Campaigns using new social media tools and created Field Pricing Incentives for improved field sales mindshare and implementation Effectively implemented competitive positioning and landscape collateral for immediate field sales force go-to-market campaigns Created, implemented, and hosted Customer Monthly Webinar Series driving immediate results in new customer/prospect awareness for Xerox & Third Party Software for Cloud and SaaS solutions. Co-authored and implemented Client Workflow Requirements Analysis tool to 400 Xerox Technical Analysts and 2nd level Xerox Hotline teams to build new customer data base and model for Business Consulting practices. Designed and implemented the first National Workflow Roadshow events for customer & non-customer base featuring Key Partners from Third party Partner Alliance program, within 16 geographic regions to generate higher awareness and adoption levels Drove strategic change with the creation and national implementation of the first internal social media tool Take 5 to entire sales channels and customers to increase Xerox and Xerox 3rd party Workflow Brand having immediate impact driving higher customer response and inquiry rates

Lisa F. Katze

Region Solutions Operations Manager Eastern Area

1999-2004

Requiring skill sets from District Managers of Sales Operations, assumed responsibilities for Region Solutions Operations Manager accountable for improved sales results for newly formed Color and Production Monochrome Business Unit. Accountability of $200M dollar operating profit & loss product portfolio Responsible for definition and communication of Xerox Production Groups vision and execution of the business plan, marketing and sales strat egies across all market segments within Eastern Area. Drove Color Hardware Sales Results contributing to #1 Market share in Color Mid-range Printer segment in U.S. (1999 2000) Developed and implemented companys first formal competitive knockout campaign, Dare to Compare , grew employee engagements and drove increased revenues in non-user establishments Delivered new product launch training to 60 Product Specialists within Eastern Area creating renewed motivation and enthusiasm through a unique and participatory process Created the first Customer Webinar Series for new product launch, developing invitations, presentations, and follow up, resulting in greater customer participation and employee satisfaction

District Manager Sales Operations, Xerox of Virginia

1997 to 1999

Selected to assume responsibility for leading direct and indirect sales teams in overachievement of total sale revenue and profit growth with the Xerox portfolio of products, solutions, and service. Implemented the first on-line prospecting update tool with competitive intelligence from Harte-Hanks for sales forces to better uncover and manage opportunities. Led local Xerox Agent Channel, Public Sector Sales team and National Account Manager to secure Commonwealth of Virginia State Contract contributing $3M in incremental revenues in hardware and post-sale annuities for Sales and Service Operations Implemented the first customer collaborative monthly con call selection of top 5 clients and top 5 non-clients for a Why Xerox radio talk show type format tailored to specific market segments

National Facsimile Sales Manager

1995 to 1997

Promoted from within the company, for innovative sales and technical expertise, expanded Xerox market share through direct and indirect channels with portfolio of Xerox manufactured and OEMd facsimile and the first Multi-function Printer to the marketplace. Increased revenues 28% in year 1 with effective bundling campaign with Xerox Copier Marketing Campaign Created National team of Fax Champions to serve as team resources and subject matter experts effectively driving National team participation rates

Region Technical Area Manager Northeast Region

1992 to 1994

Led transformational change with first dedicated team of technical resources responsible for driving professional services and business development revenues for Production Solutions extending to the entire Xerox portfolio and the specific launch of DocuTech. Overachieved Professional Services and Business Development Consulting revenues and ranked Number 1 nationally for 2 consecutive years Developed and coached direct reports and enhanced their skill sets through network certification, sales training, and mentoring processes

Production Sales Manager New England Region

1988 to 1991

Promoted from within the local sales region, assumed accountability for District Production Sales Revenue plan. Led combined team of Production Sales Executives and Technical analysts driving market share and consistently overachieving sales quotas through Printing Systems Portfolio and the launch of DocuTech (1991). Consistent Presidents Club performance in revenue overachievement Increased Xerox presence in Commercial Print (Graphic Communication) market segment with successful implementation and utilization of HarteHanks and AF Lewis competitive Data Base subscriptions by Sales Rep territory

Printing Systems Solutions Executive New England

1985 to 1987

Promoted from within District, to assume geographic responsibility in achievement of revenue goals associated with Production Printing products, software and solutions. Consistently overachieved revenue quota and awarded Presidents Club participation Led sales team in non-user product installations

Marketing Sales Executive New England

1981 to 1984

As a new hire to Xerox, assumed responsibility of a direct sales territory accountable for quota overachievement of light lens technology and newly launched workstation products in dedicated non-user geographies. Consistent overachievement of revenue goals with Par club performance (1981) and Presidents Club performance (1982-1984)

Education
Bachelor of Science, Communication Cum Laude Emerson College, Boston, Massachusetts

Professional Development, Certifications, and Contact

Center for Advanced Management Studies 1994 Dartmouth University Tuck School of Business