A proven, 13-year track record in enterprise software, working with Global 2000 customers. Significant experience in the conception, implementation, and evolution of marketing strategies tightly coupled with professional services, product development, sales and business development. Responsible for orchestrating the positioning, branding and worldwide launches of enterprise software solutions for multiple companies - in spaces such as internet, wireless, web services and J2EE. Key member of M&A team for three major technology acquisitions, focusing on integration of product lines, organizational change and new company rollout. Wide-ranging business development experience and strong relationships with vendors: BEA, Intel, Microsoft, Nokia, Oracle and Sun. Deep international experience, in Europe, North America, Australia, Japan and Asia Pacific.
2000 - Present Alameda, California
The 4th largest, independent software vendor worldwide with revenues of $4B, whose products manage and support ebusiness for 99% of the Fortune 500, located in over 100 countries.
2002 - Present Vice President, Strategy and Marketing
New role to lead the Marketing and Strategy teams for the fastest growing new business unit with revenues of $500M. Focused on intelligent information delivery through portals, business intelligence and predictive analysis solutions together with end-to-end lifecycle management. Responsible for defining and executing business strategy, with associated marketing, sales, channel, vertical, competitive and acquisition strategies.
2000 - 2002 Vice President, Marketing
Spearheaded application development solutions business, generating $250M annually, with an annual budget of $3.2M and a team of 12 direct reports. Responsible for business strategy, identifying new market opportunities, branding, product launches, sales campaigns, new product plans, business development and channel definition.
• In the last 2 years, drove sales to exceed quarterly targets by 50% growing revenue by $80M.
• Established channel strategy in North America creating an additional $25M in revenue.
• Re-branded and repackaged solutions to effectively thwart threats from key competitors.
• Directed the acquisition of key, strategic technology in the java application server space.
• Instrumental in driving the company's new wireless initiatives: security, manageability and application development for WAP and i-Mode.
• Led marketing and engineering teams through post-acquisition integration following its acquisition of Sterling Software.
1998 - 2000 Sterling Software
Plano, Texas
Sterling Software, a publicly held company, was one of the top 15, independent software vendors with annual revenues of $800M. The company was acquired by Computer Associates in 1998 for $4B, the then largest acquisition in the history of the software industry.
'99 - '00 Director, Business Unit
• Responsible for Business Unit focused on application development for Windows NT, AS/400 and HP-9000. Directed P&L and a $500K budget with annual revenues of $49M.
• Redefined sales and channel strategies and created marketing campaigns which increased revenue by $3M in first quarter.
• Coordinated international distribution partners to refine sales and marketing initiatives, which generated additional revenues of $25M.
• Repositioned and re-branded solutions into emerging wireless space -- the first application development environment in the world to support both WAP and i-Mode implementations.
'98 - '99 Director, Product Management
• Developed e-business strategy that helped customers identify their e-business needs and deliver transactional web applications, resulting in over $20M of additional revenue. This strategy was adopted across all of the company's business software products.
• Led the transition team during Sterling Software's acquisition of Synon ensuring that Sterling incorporated the best people and processes.
• Delivered complete product positioning and strategy and roadmap to journalists, analysts and customers at the close of acquisition.
• Appointed by the Group President to conceive and direct activities to raise morale and revitalize/stabilize Synon's customer base after the company's acquisition by Sterling.
1991 - 1998 Synon, Inc.
Larkspur, California
Synon, pre-IPO startup, was the leading vendor of application development solutions (Synon/2, Obsydian) for the AS/400, Java and Microsoft platforms. Revenues of over $80M, and winner of the Queens award for Export and Technology, Sterling acquired the company in 1998 for its leadership in the development space.
Director, Marketing
Launched the company's next generation application development tool, co-developed and marketed with Microsoft. 100% revenue growth from 1994-1996, growing $3M to $12M. Engaged with Microsoft to drive an additional $6M in revenue. Pioneered the company's use of the internet to drive $5M through web based marketing campaigns, in addition to providing a virtual community for customers. Directed the design and production for all marketing collateral. As the company spokesperson for technology affairs, delivered product positioning, strategy and roadmap to press, analysts and customers.
'98 Chief Evangelist. Worked with Sales teams to close large deals, resulting in $10M of additional revenue. Spearheaded Microsoft and Java-centric campaigns. Established strategies for entering new markets.
'97 Director, European Marketing. Special assignment from COO to run European marketing organization, and help European Management team prepare for pending IPO.
'95 Senior Product Manager. Spearheaded strategic relationship with Microsoft obtaining funding, joint development, distribution, marketing and sales. Evolved product strategy to enter new Windows NT and Java spaces.
'93 Product Manager. Launched new application development solution- Obsydian. Created market requirement specifications and oversaw their implementation by distributed development teams. Developed competitive analysis, product pricing and supporting collateral. Pioneered developer community, growing to over 900 members that helped guide product directions and developer marketing initiatives.
'91 Senior Technical Support Manager. Hired in UK to bring real-world experience to support organization. Re-located to US headquarters in 1992 to lead beta program resulting in higher quality products, rollouts and successful customer references.
1989 - 1991 MMT Consulting
London, England
MMT Consulting is a major IT solutions group, with revenues of £37M, ($55M) with clients in the Lloyds insurance and re-insurance markets.
'89 Consultant. Worked on systems for the enterprise market in the insurance, financial services, and transportation sectors using Synon/2 development environment.
Education
Bachelor of Science in Physics, University of Sussex, England, 1989
Languages
Bilingual: French/English. Familiarity with Italian, German and Japanese. |
