My C.V.

Joseph "Joe" Orlando

Global  Technology  Marketing Expert

To get better acquainted with “Joe Orlando,” Google “Joe Orlando” and Elster Callisto™; IBM ViaVoice™; Digital Equipment VAXft™; PWC™; and Computerworld.

Successfully positioned CSC as a LEADER in the Gartner Magic Quadrant and in the Forrester Wave as an INNOVATOR in the first year of the commercialized offer of Managed Security Services Provider.

Directed Transformation at Elster Solutions (Smart Grid) to go from 40% requests for proposals to near 60% and proposal wins increases over 55%- revenues up over 22% in a down market.

Led Growth at DIGIPOS Store Solutions (ePOS) from £48 million to over £168 million before the Private Equity investor pressed for a sale in a four-year time period.

Managed Transformation of Motorola’s Energy Systems Group to achieve over 27% growth in the first year after two years of decline.

Grew IBM Speech Recognition Software (ViaVoice) from $11 million to $ 68 million in 18 months and established the retail category segment for shrink-wrap Voice/Speech Recognition software.

 For Medical Clients and Defense Clients, provided SME support for development and implementation for DFARS 252.204-7012; NIST 800-171; Cybersecurity; GRC and GDPR/CCPA/Privacy/Data Protection.  

For Steris Corporation, Medical Devices,
key GDPR SME to Train; Coach; Guide and Lead Initiatives to Ensure Compliance with Regulation Pre and Post May 25 Deadline. Areas included, and not limited to, DPIA; Data Flow Mapping; “Privacy by Design and Default;” Article 32 PII and PHI Readiness; Gap Discovery & Remediation Activities; Policies and Notifications; Vendor Assessments; Systems Registration; Subject Access Request Process; Consent Management; Incident Response; and much more. Set up the Communications Strategy and Tactics to Better Ensure Enterprise-wide Active Involvement; Reporting and Project Management. 

Established PMOs to Launch and Deliver GDPR Readiness. Drive Maturity Modeling and Metrics for Cybersecurity, Risk Management and Governance. This included creating and driving Project Tasks and Objectives; Resource Planning; Task Definition; Reporting; Communications; Training; Data Flow Mapping; System Assessment and Remediations; DPIAs; System Registrations; Subject Data Request Processes & Tools; Explicit Consent Programs; Privacy Policies; 3rd Party Privacy Amendments; Cross Border Data Transfers and more.  

Successfully Managed teams across a spectrum from documenting GRC and risk assessments to comprehensive compliance programs; SIEM; Process and Workflows to address Situational Awareness and Threat Intelligence; CIRT training; SOC maturity; CISSP, NIST, CNSSI Frameworks; well defined security platform programs; to extensive employee – executive – partner threat awareness programs. 

You are invited to review the recommendations graciously provided on my LinkedIn profile at www.linkedin.com/in/jgorlando  Thank you for taking the time to review my resume.

​​PRODUCT MARKETING | DIGITAL STRATEGIES & TACTICS
| CYBER SECURITY PRODUCT STRATEGIES |
MARKETING AUTOMATION & MARKET ANALYTICS

SUMMARY: Driven Global Marketing Executive with strong operational and financial acumen. Strong ability to link marketing strategy to overall business growth and financial goals. Global achievements in Product Strategy / Marketing; Digital Transformation; Branding; Client Facing Communications; Product Management, P&L and Growth. Experience in Financial Services; Information Technologies; Telecommunications; Retail; Utilities; Health Care and Defense. Documented experiences in GCC; EU; UK; Americas; and AsiaPac.

AREAS OF EXPERTISE

 Digital Marketing Strategy                        Product Marketing                              Cybersecurity

Strategic Roadmaps                                Marketing Automation                  Content / Sales Enablement

Customer Relationship Mgt. (CRM)     Cross Functional Leadership   Strategic Alliances and Partnerships

Privacy Compliance                              Digital Transformation                           Solutions Innovation

SELECTED CAREER ACHIEVEMENTS

 Delivered to Elster Solutions (Smart Grid) strategic growth tactics from 40% requests for proposals to near 60% and proposal wins increases over 55% and revenues up over 22% in a down market. New product introduced at Distributech.

Grew DIGIPOS Store Solutions (ePOS) from £48 million to over £168 million before the Private Equity investor pressed for a sale in a four-year time period. Creative & Innovative Cloud leveraged Product Roadmap management.

Implemented transformation in Motorola’s Energy Systems Group that provided growth of over 27% in the first year after two years of decline. Repositioned a business unit from unit sales to solutions marketing.

Steered the development of CSC’s first commercial entry into Managed Security Services Platform (MSSP) through product selections; leadership skills; integration; SOC development; P&L and business planning. Successfully helped to position CSC as a LEADER in the Gartner Magic Quadrant and in the Forrester Wave as an INNOVATOR in Global Cybersecurity.
Expertise in defining/refining User Stories/Personas to Drive the User Journey and Experience.

 PROFESSIONAL EXPERIENCE

 THE TORCHLITE GROUP                                                                                                            2004 – Present   Chief Marketing Officer
                                                                               

Dedicated Technical Growth Marketer providing insights and “hands on” direction from decades of global experience to Private Equity portfolio companies and in Fortune 20 global enterprises. Orchestrated multiple concurrent engagements.

Expertise in SEM, SEO, Online Advertising; Content Marketing; Social Media presence; Enhanced Digital Strategies (data driven marketing; marketing automation; link development; and real time bidding on ad exchanges for online ads); MQL to SQL Tactics that drives Sales; through higher conversions; more click throughs and lower cost per lead. Tactical and strategic direction in driving web traffic; social media presence; email nurturing; and effective lead generation. Developed mobile and IoT strategies to bring work flows to mobile field devices.

SME relied upon for Privacy and Compliance initiatives. Principal for NIST (800-53 & 800 - 171); DoD; and Agencies being served by government contractors. CCPA; GDPR; ARRP; PIPED; et.al. Osana and OneTrust.

Key Specialties in Product Development (AGILE, Software to SaaS, collaborative licensing agreements; path back); 3rd Party Privacy Amendments; DPIAs; DSAR Processes; Policies and Notices; assessments and Remediation; and Training.

Authored, communicated, and executed Global Product Portfolio & Services Plans; Marketing Plans; Budgets, Resource Planning and Metrics over $75 million; Media & Analyst Relations (internal/external); Sales Enablement Programs; Competitive Analysis; Channel Strategies and Partnerships; Customer Acquisition; Trade Events and Product Launches; Pricing; Market Segmentation and Targeting and Campaigns. Working knowledge of Marketo; HubSpot; Oracle and Salesforce.com. Drove numerous migrations to the Cloud and implementing analytics into data driven business processes.

Launched over a dozen globally recognized award-winning disruptive technologies and/or services. Developed numerous SaaS based Business models for greater market capture. Expertise in Product Marketing and Product Management facilitating the collection and communication of product requirements (MRD/PRD).

Introduced many new compelling value propositions for dozens of complex global products and services.

Transitioned Waterfall to AGILE Development to Deliver Web Services based omni platform applications for 5 embedded to SaaS delivery models. Introduced novel User Experiences and UIX for multiplatform mobile platforms.

 PRICEWATERHOUSECOOPERS LONDON, UK                                                                                    2000 – 2004
Senior Director of Strategic Markets & Technologies,

 Recruited to an ExPat assignment to launch & establish strategic technologies center with a dozen senior technologists branded as “Menlo Park Europe” and built a strategic technology advisory practice.

Prepared and directed resource and marketing budgets for 12 skilled resources and a 4 million GBP spend.
Championed 6 novel products and services in cybersecurity; created enhanced digital presence; mobile and proximity marketing; eCommerce; emerging technologies; growth initiatives; branding; pricing and marketing automation.  Fortune 20 global enterprises, MoD, and NHS. SME for Privacy (GDPR; CCPA and other Privacy Regulations).

MOTOROLA CORPORATION                                                                                                             1998 – 2000
Director of Advisory Marketing

Championed 5 new product/market entries, incremental strategic alliances, new partnerships, and e-business development (eProcurement; SFA; CRM; online marketing; market analytics/segmentation strategies) opportunities.

Planned and implemented internal and external global spend budgets (over $25 million) for PR, defined KPIs and metrics, lead scoring, content development; advertising, MarCom, web strategies, webinars, and thought leadership.
Guided a team of 6 Marketing professionals and 11 product managers for white space development and launches.
Played a key role in global creation and rebranding introducing “Hello Motto” and “Digital DNA” with Leo Burnett. Responsibility for exhibit and trade show participation at CES; EMEA Mobility Summit and InterConnect.

 Direct business transformation initiatives (“Gertrude”) to the turnaround of $1B Energy Systems Group whose revenues had slipped to $600M. 

Transitioned a captive supplier into a viable global commercial supplier installing and integrating new systems for MRP/ERP/Financials/ Sourcing/ Project Management/and SFA/CRM systems.
ESG won contracts as 3rd party designer and supplier for Nokia, Symbol, Palm and others as a result.
Revenues rose to exceed $800 million in a little over a year.

 IBM                                                                                                                                                  1996 – 1998
Director, Global Services  

Served as a senior consultant for IBM Management Consulting. SME in Cybersecurity; Data Warehouse; eCommerce; ERP/MRP; CRM and SCM resulting in superior service to IBM’s largest accounts, including GM, American Express, Motorola, and others. Siebel Certified Consultant. PMP Trained.

Primary responsibility for program management team at American Express PMO in a fast-paced environment for database consolidation (SAP) and data warehouse initiatives; member online services with Program budgets of over $15 million. Awarded Engagement Excellence Award from IBM.

Director of Global Marketing, Speech Recognition

Orchestrated global establishment of IBM’s speech recognition brand, ViaVoice™.  Revenue impact of over 400%.

Managed product development, UIX, launch, branding, promotions, marketing, packaging, retail market development funds, and retail co-op funds (MDF) to position ViaVoice as the premiere voice recognition technology in over 18 languages sold in over 30 countries.
Formed and steered an annual global budget and resource requirement for Marketing. Key role in ViaVoice™ featured on the cover of Business Week. 
Relied upon campaign analytics to refine packaging; promotions; advertising; on line sales; customer acquisition; and product uptake across 18 languages and 30 markets.
Managed a team of 8 global marketing resources – matrix to 20. Worked directly with Ogilvy to manage a $20 million PR and advertising budget (collaborated on and broadcasted the one and only product specific TV advertisement from IBM to introduce ViaVoice™ brand.)

 EDUCATION

Stetson University, Bachelor of Arts – Business Marketing & International Business