CAREER
HISTORY
CardSwipe.net, LLC
2002-Present
Senior Vice President and General Manager
General Manager of startup POS and payment processing firm engaged in providing hardware and
software solutions, including credit, debit, ATM and value-added applications to multiple market
segments, banks and other financial institutions, government agencies, medical and hospitality firms.
Successful hands-on experience in lead development, sales management and marketing. Increased year-
over-year sales by 60% and increased margins by 40%. Processing volume exceeds $15 million a month.
Hypercom Corporation
1998 - 2002
Hypercom Corporation
2001 - 2002
Senior Vice President & Chief Marketing Officer
Responsible for overall marketing and strategic planning for $300 million firm engaged in marketing
numerous technology automation applications and systems, including POS terminals and ATM/Self-
Service kiosk products, telecommunications, payments, smart cards, biometrics and electronic commerce
through a variety of channel partners, including banks, other financial institutions and distributors.
Responsible for providing sales support tools, marketing communications, product management and
marketing, market research and competitive intelligence, business development, product quality assurance,
product testing and technical publications, direct marketing, web site, as well corporate marketing strategy
and assisting field sales and marketing organization in implementing actionable tactical plans to achieve
business volume objectives. Led re-positioning efforts of company and company identity, leading to a
reduction in Selling, General and Administrative expenses of 26% and an improvement in firm's gross
margins from 23% to 37%. Refreshed company's product lines and effected improved channel marketing
strategy, resulting in a turnaround from a US$30 million loss in FY2000 to the firm's first quarterly profit
in six quarters in 4Q01. Contributed to company's stock price increasing almost 300% in twelve months.
Hypercom Corporation
2000
ePicNetz (a wholly-owned subsidiary of Hypercom)
Co-Chief Operating Officer
As co-COO of this pre-IPO Application Service Provider, responsible for development of business model
and leading startup activities for internet-based application, content and delivery services in B2B market
space. Utilizing sophisticated networking technologies and innovative point-of-sale based "web
appliances," delivered new value proposition for financial institutions and retailers, resulting in increased
sales, decreased costs and enhanced efficiencies.
Hypercom Corporation
1998-2000
Senior Vice President, Global Marketing
Senior Vice President, Sales, North America
Responsible for the overall sales efforts, marketing strategy and execution for a $350 million developer of
e-commerce systems and telecommunications products using distributors, Value-Added Resellers and
other channel partners. Introduced new product line and grew market share by over 20% globally, while
increasing revenues in excess of 30% and unit shipments 44%. Responsibilities include providing
management leadership and direction to staffs responsible for market research, product management,
corporate and marketing communications, multi-media development and information development, as well
as four Regional Sales Vice Presidents and accompanying sales, support and administrative staffs.
VeriFone, Inc. (a Hewlett-Packard Company)
1995-1998
Vice President, Marketing & Business Development
Americas Division
Responsible for the development and execution of field marketing strategies for leading manufacturer of
technology automation firm offering POS, payment and electronic commerce solutions marketing to
financial services institutions and retailers in North America, Latin America and the Caribbean. Revenue
responsibility exceeded $400MM. Developed division's product marketing and business development
functions for Internet Commerce, Consumer Systems, SmartCard and client/server solutions. Also
responsible for the development of the division's strategic plan, channel strategies, acquisition strategies,
and new business ventures. Successfully managed product marketing and marketing communications
staff, as well as business development professionals in the achievement of the division's objectives. Led
initiatives in establishing brand awareness strategy at consumer, merchant, and distributor levels,
incorporating all levels of the marketing mix. Revitalized mature businesses resulting in regaining of 10
points of market share in one year, while continuing to establish market leadership in emerging
technologies.
VeriFone, Inc., Atlanta, GA
1993-1994
General Manager
Responsible for managing business units generating in excess of $40 million in revenue, and generating
highest gross margins and contribution margins of any entity within firm. Consistently exceeded quarterly
P&L objectives while providing management and leadership of sales, marketing support , technical
support and engineering staffs. Engaged in developing emerging markets and establishing solid client
base for firm's applications and core technologies in the transaction automation industry.
GO Corporation, Foster City, CA
1992-1993
Director, North American Sales and Support
Responsible for building and managing a national sales, support, and professional services
organization for the introduction of innovative "mobile computing" operating system and applications
for pre-IPO systems developer. Successfully developed numerous Fortune 100 clients and solid OEM
and channel partnerships. Executed OEM agreements with leading workstation and personal
computer manufacturers, and built consumer franchise for retail distribution of firm's products.
Developed "start-up" business and increased revenues ten-fold in first year. Actively engaged in
cross-functional senior management teams to provide product planning, marketing, finance and
engineering direction.
Metaphor, Inc. (an IBM company), Atlanta, GA
1989-1992
Area Manager, District Manager, Branch Manager
Responsible for managing and leading multiple district and branch offices, including sales, technical
support, consulting, and administrative professionals in the marketing, sale, and implementation of
sophisticated enterprise software, including database products and object-oriented decision support tools in
consumer packaged goods., pharmaceutical and other industries. Consistently achieved business volume
and P&L objectives, ranking first overall among all field management. Achieved year-to-year growth of
over 200% in software sales and over 80% in services revenue, while maintaining the highest employee
morale index in the firm. Successfully established Fortune 1000 clients and expanded the firm's presence
in the west, southwest, southeast, and mid-Atlantic regions, including the federal government for pre-IPO
firm which was acquired by IBM Corporation.
Hewlett-Packard Company, Los Angeles, CA
1988-1989
Major Accounts Program Manager
Responsible for developing major account sales programs and establishing firm's presence in large,
multi-national commercial accounts. Successfully managed cross-regional account teams of sales
and technical professionals in the development and execution of Strategic Account Plans. Actively
participated in the development of account planning and professional development programs for
sales staff, including the delivery of skills development utilizing Consultative Selling, Strategic
Selling, Negotiative Selling Skills, Effective Communications, and PAR Training. Achieved
quota performance in excess of 400%, ranking first in domestic sales organization.
IBM Corporation, Tampa, FL
1981-1987
Marketing Manager, Product Manager, Marketing Representative
Successfully completed a variety of sales, product management and marketing management assignments,
including new account sales and large and emerging large account sales. Achieved
significant results in executing sales and marketing programs for workstations, mid-range systems,
large systems, software, and storage and telecommunications subsystems. Developed significant services
business in systems "outsourcing," and led the division in the development of capital and operating lease
business. Managed a group of marketing and technical professionals in support of a major
telecommunications concern, achieving revenues in excess of $120 million, and consistently exceeding
business volumes objectives. Completed competitive "wins" in numerous situations, resulting in the
receipt of the "Phoenix Award" as the outstanding marketing professional. Consistently achieved quota
performance objectives, qualifying for "Hundred Percent Club" in every quota year. Recipient of
numerous awards, including Management Performance Award, "Hustle" Award, and Region Manager
Awards.
EDUCATION
University of Florida, Gainesville, Florida; Bachelor of Science in Business Administration. Major fields
of study in marketing and finance. Degree awarded in May, 1981.
OTHER
ACTIVITIES
Sales and Marketing Executive Association; Data Processing Management Association; University
of Florida Alumni Association; Omicron Delta Kappa Leadership and Scholastic Society; Florida
Blue Key Leadership Honorary; Delta Chi Fraternity. |
