GARY MENDEL
San Francisco Bay Area - Dublin, CA Wireless: (925) 548-5263
E-mail: gmende01@yahoo.com Home Office: (925) 828-1468
Sales & BD Leader Enterprise, Telecom, Web Software & Services
Led global team to 15 quarters of consecutive revenue growth for NASDAQ company, 112% above quota
Built and managed sales team that increased revenue from zero to $200M, 118% above quota
Closed software/services platform trial with tier one mobile carrier and completed initial sales phases with OEMs, resulting in licensing agreements in excess of $30M
Built a global technology ecosystem with tier 1 providers increasing channel sell through by 54%
Turned a serious problem account into a $2.4M deal in 6 months
$50M P&L management responsibility / closed over $100M in corporate loan commitments
PROFESSIONAL EXPERIENCE
VISION & EXECUTION, San Francisco, CA. 2006 Present
Technology convergence consultancy providing executive business development services - interim executive management, channel strategy, product positioning, channel development and business model design.
Managing Director
Interim Management Nexage, Sonopia, Advisor/BD services for early stage mobile video, social networking and Ad supported mobile services enabler defined verticals/partner channels; built selling methodology, sales funnel and business case. Closed first/subsequent tier 1 media customers.
Advisory engagements Hands On Video Relay, Stealth mode companies Developed channel entry assessments and go-to-market plans targeting carriers, OEMs and media companies defined business ecosystem, prioritized commercial/channel targets and mapped to introductory contacts.
SYBASE, Inc., San Francisco, CA. 2005 2006
Telecom/OEM Business Unit: Newly chartered BU offering first generation content capture/syndication technology platform and hosted services for the mobilization of dynamic web content.
Director North American Sales
Individual accountability for establishing a new mobile content platform in the wireless vertical. Concurrently led a team of enterprise sales executives selling database software and applications to Fortune 500 accounts.
Developed positioning and market entry strategy for pre-revenue content product into mobile carriers, handset OEMs, content platform, portal and mobile media providers.
Personally established verifiable traction and secured trials at tier one providers within each vertical Sprint PCS, Verizon, Virgin, Telus, Verisign, Nokia, Motricity.
Closed $17.3M in enterprise software and services licenses Cisco, HP, CA, and Lucent.
MACROMEDIA, INC., (Purchased by ADOBE in 2005), San Francisco, CA. 2004 2005
Mobile and Devices Division: Flash animation software for mobile devices/ carrier content delivery platform.
World-Wide Vice President Sales
Led global sales/BD team licensing Flash embedded and network infrastructure software to Carriers/OEMs
Closed the first Americas content delivery platform trial with Verizon Wireless, culminating in the companys first nation-wide launch of the Flashcast mobile content delivery platform.
Led early stage strategic selling and channel partner development with technology providers - Nokia, Motorola, and Qualcomm, completing initial sales phases that resulted in revenues in excess of $30M.
Zi CORPORATION, San Francisco, CA. 2000 2004
Global predictive text messaging and search software OEMs/Carriers - over 100M products shipped from 98 licensees (NASDAQ: ZICA) Offices in Beijing, Hong Kong, Japan, Sweden, London, Calgary, Bay Area.
Global Vice President of Sales and Marketing
Senior leadership position chartered with global sales, marketing and public relations
Drove 15 quarters of revenue growth from $4.3M to $17.8M. Tripled revenue in China. Concurrently reduced sales/marketing SG&A by 20%, achieving the companys first positive operating cash flow in FYE 2003. Consistently at least 112% above quota.
Tripled the number of global licensees to 98. Increased channel sell through by 54% in strategic accounts - Sprint PCS, Verizon, T-Mobile, Vodafone, Hutchinson, Nokia, Sony Ericsson, Samsung, LG Electronics, Kyocera, Alcatel, Fujitsu and Sanyo.
Closed a long-term global licensing and services agreement with Nokia displacing AOL on a worldwide basis. The contract provides for Zi to be the lead provider to Nokia.
Established international partnership channels with industry leading technology providers: Microsoft, Symbian, UIQ, TI, Palm, Openwave, Qualcomm, Agere, Infineon, Skyworks, TTP com.
Structured a revenue-based sales compensation plan that drove accountability and teamwork between disfunctional global sales and support teams. Introduced a disciplined enterprise sales methodology, governing territory planning, deal management, sales cycle management, tools usage and funnel forecasting.
Augmented the sales team with professional agents, cost effectively expanding international coverage and improving management of cultural diversity.
SPRINT PCS, a subsidiary of Sprint Corp 1997 2000
Nationwide, 100% digital wireless voice and data carrier. Held several positions leading functional areas of responsibility from start-up through maturity stage of business.
Senior Director Sales and Marketing, Western Region Irvine, CA 1998 2000
Promoted into a regional leadership role functioning as chief of staff to the Western Regional President.
Hired and directed a 22 person regional staff team accountable for the implementation of sales and marketing programs throughout a six-state region with 2,500 employees and $1.6 Billion in revenues Launched the mobile Internet.
Developed, presented to senior headquarters management and implemented regional pricing, marketing and sales programs for the western region, contributing to a 70% increase in annual revenue.
Formally recognized as the lead region for enterprise sales and distribution performance.
Director Sales and Distribution Pleasanton, CA 1997 1998
Recruited to launch Sprint PCSs enterprise sales and distribution channels in the San Francisco market.
Developed sales and distribution strategies, promotions, sales infrastructure and tactical execution plans to drive the sale of voice and data services. Built annual revenue from zero to $200 million.
Increased number of employees from zero to 183, including sales managers, enterprise and retail sales representatives and support staff.
Developed enterprise account segmentation strategy, organizing the channel by segment and negotiated distributor contracts, launching 265 locations. Nationally ranked third highest overall productivity.
PCS 2000, Inc., San Ramon, CA 1995 - 1996
A start-up wireless carrier with fifteen markets in California and Puerto Rico C Block auction winner.
Vice President Sales and Marketing
Recruited to lead sales and marketing function for a start-up wireless carrier with $60 million in initial funding
Key member of senior business development team, authored business plan and presented marketing and sales strategies to the investment banking community, infrastructure providers and alliance partners.
AIRTOUCH CELLULAR COMMUNICATIONS, INC., Sacramento, CA 1993 - 1995
Merged with US West Cellular in 1995 and subsequently purchased by Verizon Wireless.
Director of Sales and Distribution
Set strategic direction for all channels of cellular distribution - national/local enterprise sales, distributors, and company owned retail/service stores - and subscriber equipment procurement and management in a six-market region. Region generated $150 million in annual revenues. Led executive staff of 110 employees exceeding annual growth targets by 15%.
MCCAW CELLULAR COMMUNICATIONS, INC., Jacksonville, FL 1989 - 1993
A national cellular telephone company purchased by AT&T in 1994.
Market General Manager
Profit and loss responsibility for an operation generating $45 million in annual revenue. Directed executive staff, 85 employees, marketing, human resources, local customer service functions and all sales channels - national/local enterprise sales, distributors, company owned retail stores. Exceeded EBIDA targets by 20%.
NATIONS BANK, Orlando, FL 1987 - 1988
Formerly NCNB National Bank, fourth largest U.S. Bank with $115 billion in assets purchased by Bank of America.
Assistant Vice President - Business Development
Personally called on C level executives generating $100 million in commercial loan commitments.
AMERICAN TELEVISION AND COMMUNICATIONS, INC., Austin, TX 1980 - 1985
Subsidiary of Time Warner, Inc., cable television operation purchased by Time Warner.
Director of Business Development launched cable advertising business - $750k annual revenue.
General Sales Manager staffed from zero to 90 reps in four months; Sales Manager of the Year.
EDUCATION
MBA, Finance, Baylor University, TX (GPA 3.75/4.0 scale)
B.S., Business Administration, Miami University, OH (Major: Marketing) Wrestling Scholarship |
