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Top Marketing Executive Shares Career insights...
Ann-Marie Clark, General Manger, Public Sector Marketing for CDW-G joins Up Close & Virtualu® to share her insights and strategies for success in today’s fast-paced, dynamic business environment. Ms. Clark is responsible for the development and execution of a public sector marketing plan at CDW-G which drives over $1 billion in annual revenues. She discusses the importance of technology, strong communication & customer relations skills, continuing education programs and much more.
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Tell us briefly about your company, your area of expertise and responsibilities:
With over 20 years of experience in marketing in the IT industry, I have worked for major resellers and manufacturers serving the government and education market place. Currently, I am the General Manager of Public Sector Marketing for CDW-G responsible for the development and execution of a public sector marketing plan which drives over $1 billion in annual revenues. Previous employers include hp, Compaq, Digital Equipment and GTSI.
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Describe a day in your professional life...
I actually rotate between the DC metro office and our headquarters office in Chicago. When in the DC area, I spend much of my time working with our sales organization to define marketing requirements and track the effectiveness of the programs. A typical day would include meetings with the sales organization and partners in business to develop plans in support of joint contracts. Hp, our largest vendor partner, has dedicated marketing and sales supporting for the public sector in the DC metro area. We jointly plan marketing activities which will result in sales targeted toward specific government agencies or education markets. When in Chicago at the corporate office, I will meet with my marketing counterparts to see if we can leverage activities from the corporate campaigns into the public sector markets.
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How is technology impacting the nature of your work and how you do your work?
Technology enables me to perform my duties whether in Chicago or in the DC metro office. My laptop keeps me connected to work anywhere I go. A day does not go by where I need to approve a catalog cover, an ad, a radio spot, etc. I am able to hook up to the internet and download my work. I can listen to a radio spot, approve an ad, review an exhibit layout from a hotel room or a remote office.
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What kind of traits/skills or characteristics will a person need to be successful in your industry/company?
It is most critical to have communication skills. Communication includes listening to your customers, partners and co-workers and being able to express your ideas and requirements. It is also important to keep abreast of the customers technology requirements and be able to identify, capture and communicate benefits which will encourage customers to go to CDW-G for their IT needs. It is also important to develop key partnerships in the industry. Most of the IT purchases in the public sector markets are done in partnership with vendors, small service companies or even large system integrators. Your company’s reputation is earned by your business integrity and commitment.Was there a lesson or skill learned from your first job that has been invaluable on your career path?I have been in the IT industry for over 20 years and have learned things from each job that help me even today.
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Has Higher Education been important in your career path? Tell us the path you took to where you are today.
I was fortunate to be able to complete my masters in International Management after I earned a BS in Marketing Management. I graduated in 1981 when jobs were hard to get, and having a master’s enabled me to have one leg up on the competition for entry-level jobs. Later, as I progressed through various companies, it has helped to have the degrees . However, I have found it just as important to continue to learn through continuing education programs in higher education institutions and through industry forums. I have taken business and strategy courses through Wharton’s School of Business, the Chicago Graduate School of Business and industry forums. Each year I go to a minimum of two industry forums and one continuing education program through a business graduate school. In this way, I stay current in business practices and keep up with the targeted market segments.
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| "In today’s dynamic environment, it is important to keep up with professional colleagues and keep active in the market place that serves your company." --Ann-Marie Clark |
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What is your work ethic, and how did it develop? What inspires you?
As one of my bosses once told me, "Integrity is everything." The tech industry is actually close knit, so a person’s reputation is critical. Poor work ethics can absolutely halt a career. I don’t believe that to be an effective business person you need to be cut throat. Strong ethics are fundamental to sound partnerships. Also, we all recognize that the IT industry is dynamic and ever changing. Although it might be a cause for insanity for some, I find it stimulating. In serving the public sector market, I am inspired by helping those who serve our country and educate our future leaders. The customers and partners who serve the government and education markets are truly inspirational. Primarily motivated by their mission for a greater good and not by money, they are refreshing and inspiring to work with.
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What advice would you give to potential job applicants to help them succeed in the ever-changing global marketplace?
Never stop learning! Meet your customers and get to understand their needs. Have your customers understand your value proposition. The marketplace is ever-changing and you need to keep up.
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| "Integrity is everything." The tech industry is actually close knit, so a person’s reputation is critical." -- Ann-Marie Clark |
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Do you have suggestions of any professional associations, trade journals, periodicals, events, etc. that someone pursuing a career in your field should be aware of or attend?
I make a habit of reading all the journals that I advertise in to make sure I see my message in context. When you serve segmented markets such as IT or even public sector IT, there are very targeted publications and industry forums which will keep you informed. I am an active member of Women in Technology and various public sector industry forums that keep me connected to my customers and partners.
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Are there any emerging trends in your industry/company that will impact your hiring criteria?
Being able to adapt to the technology that enhances our productivity is critical in today’s environment. There are such advancements in mobile computing that opened up the market. I also find we need to do more with less.
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Tell us about your Corporate Diversity/Women’s Programs:
My company is committed to providing employment opportunities to everyone based solely on ability. It is our policy and practice to not discriminate against any employee or applicant on hiring decisions or career advancement because of race, color, religion, national origin, age, sex, disability, sexual orientation or any other personal characteristic which is not a relevant qualification to the specific position. In addition to a commitment to provide equal employment opportunities to all individuals, my company will endeavor to employ and advance qualified people from underutilized minority and female groups.
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What challenges have you faced in business because you are a woman? Share your strategies for overcoming them.
Earlier in my career, I found that being a management-level woman made me a minority in the business world. In working with international companies, the prejudice was even stronger. I actually had a gentleman approach me and asked how I could possible have the authority to make this partnership decision since I was a woman. I told him that he should probably speak to my VP, who was a woman. We both laughed and he indicated that the US was much further along in woman’s rights than the Japanese. Today, I do not honestly find so much ignorance.
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What women have inspired you on your career path?
Karen Davis, VP Enterprise Marketing, hp, was the most inspirational manager I have ever had the pleasure to work with in my career. She was fair, hard-working and inspired me to strive for excellence.
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| Advice for Job Seekers:Never Stop Learning! "I have found it just as important to continue to learn through continuing education programs in higher education institutions and through industry forums.... Each year I go to a minimum of two industry forums and one continuing education program through a business graduate school. In this way, I stay current in business practices and keep up with the targeted market segments."
--Ann-Marie Clark |
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How do you maintain balance in your life? or Do you?!
I mentor many young women, and they frequently ask how to maintain a work/life balance. There is no perfect balance but we have choices. You cannot be the perfect mother and perfect career woman, and we need to face that fact. However, there are phases in a woman’s career. My recommendation to young mothers is to put their children and family first. There is no pain like leaving an infant baby with a day care provider. I did that and would not do it again. There are more part time opportunities and work at home options that offer women the ability to focus on family and still keep their toe in the business world. It is also important to have a strong spouse and partner. My husband has been an active partner in the rearing of our son. His career took priority when my son was an infant and now my career is taking priority. My husband is home at 3:00 when my son arrives home from high school and that gives me a great peace of mind.
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Favorite Inspiration Quote or Words of Wisdom:
"We cannot direct the wind, but we can adjust our sails." This sign is hung outside my office.
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Thank you Ann-Marie Clark for sharing your insights and experience!
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