Executive with track record of delivering strategies & revenue growth through exceptional expertise and leadership in:
Strategic Marketing & Alliances
Business Development & Product Development
P&L / General Management
Customer Relationship Management
Startup & Turnaround Businesses
ROI Technology Evaluation
High Impact Strategies Responsible for:
Driving a 400% revenue increase in 12 months, generated 70%+ margins far surpassing 35% company average
Reengineered product marketing group, created strategies, growing revenue from 0 to $3M, launching 2 new products in 6 mos.
Propelling a new account to $105 million annual revenue and top 5 ranking in less than 3 years.
Product marketing and business development initiatives, supporting launch of Intel's Pentium program that grew to $6+ billion quarterly revenue.
Results-focused leader who blends business acumen with marketing insight to drive competitive advantage in emerging markets.
Rescued multi $100 million account; led dynamic presentation, securing on-the-spot contract for next-generation product using creative product marketing techniques.
Negotiated partnership with Lucent also recovered AT&T relationship, eliminating Cisco competition and gaining access to 60% of key market.
Generated $3 million annual revenue after successfully spearheading strategic acquisition.
Market-savvy strategist with proven success in identifying, capturing and growing profitable, global business opportunities.
Key in driving startup company to $7M+ annual revenue in 1 year via product definition and development of state-of-the-art products.
Wrote strategic business plan resulting in $75 million capital for startup network equipment company.
Secured $6 million in 1st-round funding in 6mos, propelling launch into untapped product market.
Built relationships including, Computer co: HP, IBM, Dell, NEC; Telecom co: Lucent, ADC; Cable co: AT&T, Time Warner, Motorola, and Ad co: Seachange, nCube, other VARs and OEMs.
MBA, Marketing, Leavey School of Business, Santa Clara University, CA.
MSCS, Computer Science, minor in Electrical Engineering, Santa Clara University, CA.
BSEE, Electrical Engineering, Rochester Institute of Technology, NY.
PROFESSIONAL EXPERIENCE
SALES & MARKETING ARCHITECTS, Los Gatos, CA, 2008-present
High technology business consulting firm
Business and Technology Strategist,Principal,
Design of Business & Technology Strategies for high-tech clients; provide operations, technical and strategic business solutions for software, semiconductor, communication and networking system companies.
Perform international business development, evaluation and analysis, including SaaS enterprise software.
Designed and developed executive training program.
Perform: project management, new product research, strategic direction, develop strategies for penetrating new markets, strategic planning, product marketing, product development, project planning, pricing strategies, new product introduction strategies and product roadmap for wireless communications including RFID.
Teach Strategic Leadership, Decision Making and Marketing at graduate university level.
RAPPORT, INC, Redwood City, California 2007 - 2008
Startup company with a focus on massively parallel processing reconfigurable solutions
Vice President of Marketing and Strategic Business Development
Performed research, set company direction, developed strategies for penetrating new markets, developed strategy for re-entering the commercial market with new product solutions.
Accomplishments:
Repositioned product to applications that showcase its strength
Repositioned company from semiconductor focused to solutions oriented.
Repositioned company direction from commercial market first to the government sector first, targeting high priority funded programs that lead to early and long term revenue streams.
Built relationships with key companies, organizations and agencies in preparation of the solutions launch in order to propel Rapport solidly into the market place.
BRILLIANT WIRELESS, Campbell, California ● 2004-2006
Startup developer of next generation carrier-class network timing and synchronization equipment
Co-Founder, Senior Executive, Vice President of Marketing
Co-founded the business. Created the business plan and all supporting plans and strategies necessary to secure $6 million in venture capital funding. Managed multiple functions, including hands-on business planning, marketing, engineering, operations and procurement. Collaborated in product design, design reviews, product fabrication and testing.
Accomplishments:
Built the company and its first demonstrable product from the ground up for $1.1 million.
Developed product definition and strategy, including master requirements, product requirements and competitive analysis.
Performed market segmentation and differentiation for traditional telecom carrier, multiple system operator and enterprise application.
Developed Beta Site engagement strategy for partners, value added resellers and customers.
SALES & MARKETING ARCHITECTS, Los Gatos, California ● 2006-2007, 2001-2004
Design of sales/marketing strategies for high-tech clients; provide operations, technical and strategic business solutions, including software, networking, system and semiconductor companies.
Business and Technology Consultant, Principal
Delivered engineering assessment, marketing, program management, business planning, business modeling, product evaluation, sales force development strategy and international account management consulting services to a broad range of clients. Utilized a strong systems level background and systems perspective in company environments dominated by engineering. Added a verification feedback loop to the product development gate system to ensure closure of all open issues prior to initial production. Sponsored and delivered marketing training workshops.
Accomplishments:
Enabled a $35 million acquisition by facilitating faster product time-to-market with a new sales/marketing/engineering communications program.
Spearheaded a 33-50% improvement in time-to-revenue for $100,000 packages by restructuring software licensing business models to improve product acceptance and customer relationships.
Facilitated $2 million and $8 million venture capital first round funding for enterprise software and metro networking clients.
Sr.Executive-Marketing, providing leadership and direction for a Real-time IP Communications Enterprise Software Company delivering VoIP also containing embedded firewall technology. Including creation of business plan, marketing strategy and plan, sales strategy and plan, positioning, whitepaper generation, investor presentations for funding.
TERAYON COMMUNICATIONS SYSTEMS, Santa Clara, California ● 1999-2001
Cable and DSL infrastructure and customer premise equipment supplier with $308 million sales
Vice President of Marketing Worldwide, Product/Channel (acting)
Managed new product definition, product marketing, including pricing, margins, forecasting, messaging and new products division marketing. Built and strengthened relationships with major multi system operators (MSOs), resellers and application companies in the cable, xDSL, wireless, satellite, streaming media and voice over data (VoIP) markets. Interfaced with corporate marketing, other division executives, marketing staff, manufacturing, channel partners and worldwide sales representatives. Spoke at international seminars and sales training events in North America, Europe and Japan. Led a 5-person team.
Accomplishments:
Spearheaded 475% annual revenue growth to $23 million.
Achieved and sustained 70% gross margins by migrating division emphasis to the more profitable product lines, far surpassing the 25% average company margin.
Improved sales and marketing effectiveness by developing a comprehensive sales tool kit for the direct sales and channel sales teams.
Broadened and strengthened the product line by acquiring a company and developing synergistic strategic partnerships.
Initiated and closed a reseller contract with Lucent Technologies.
Increased sales order processing accuracy and efficiency by redesigning the part number system for current and future products.
ENTRIDIA CORPORATION, San Jose, California ● 1998-1999
IP Wirespeed Router fabless semiconductor startup company
Vice President of Marketing
Wrote the companys business plan. Managed all marketing activity, including product definition, product positioning, collateral generation, company positioning, forecasting and channel sales training.
Accomplishments:
Obtained $6 million in first round venture capital funding.
Built productive relationships with industry analysts, investors, venture capitalists, partners, potential customers and suppliers.
NUKO INFORMATION SYSTEMS, San Jose, California ● 1996-1998
Digital video and data networking systems for telecommunications carriers and large enterprises
Vice President of Product Marketing (acting)
Managed new product definition and product marketing with a 4-person team. Set strategic corporate direction, created a business unit and plan, and obtained board approval and funding. Defined products, developed a new-line-of-business plan and managed strategic business development.
Accomplishments:
Spearheaded growth to $10 million annual revenue.
Developed a new product from concept to prototype in 4 months.
Launched product family for interactive video networking, targeting distance learning, business conferencing, tele-medicine, court arraignment, plus streaming video and video-on-demand.
NEC TECHNOLOGIES DIVISION, NEC CORPORATION, Mountain View, California ● 1995-1996
Computer systems and peripherals division with $200 million annual sales
Senior Manager of Product Marketing, Servers
Managed P&L, forecasting, marketing and product development to support launch of the Server Division. Developed marketing strategy and a sales tool kit to launch and drive NEC server sales.
Accomplishments:
Led successful computer server series line startup supporting WinNT and NetWare markets, including enterprise and multimedia applications.
Launched a product around the US to key OEMs and channel sales partners in 6 weeks.
Won profitable delivery-based business by building limited inventory to stock and utilizing forward pricing on long term proposals to avoid losing margin.
Sought out by vice presidents of OEM sales and channel sales to participate in national sales and customer events in recognition of exceptional professional skills and personal performance.
INTEL CORPORATION, Santa Clara, California ● 1992-1995
Computer-related integrated circuits and systems manufacturer with $8 billion annual sales
Platform Marketing and Enterprise Program Manager
Set the direction for the Pentium Pro and Enterprise Software programs. Collaborated on Pentium, P54c, Pentium Overdrive and P7 products. Marketed new products and developed business in Top 20 accounts. Trained and mentored field sales staff. Created a high-speed design presentation for worldwide sales training.
Accomplishments:
Implemented Intels first successful cross-functional platform marketing manager position.
Spearheaded Top 20 status for 2 accounts, growing 1 to $105 million sales in less than 3 years.
Drove revenue growth and product differentiation by collaborating with enterprise and computer game independent software vendors (ISVs) on technology, market trends and new product offerings.
Developed unprecedented clear communications with other functional areas and divisions to improve nationwide customer service and support.
Earned multiple awards and recognitions for superior performance.
Career Note:
Additional history available upon request.
AFFILIATIONS
Adjunct Professor in Leadership, Marketing and eBusiness, National University
Business and Engineering Advisor, Santa Clara University
Reuters Insight Expert Network in Technology Member
Silicon Valley Association of Startup Entrepreneurs
The Brand Compass and MAOR (My Agency of Record) Advertizing Agency
VP Alliances emeritus, SPM eGroup (Software Product Marketing Group)
PUBLICATIONS
(2005). Where is VoIP Today? The Migration from Circuit-switched Voice to Packet-switched VoIP Services: VoIP and Enhanced IP Communication Services, p111-115, International Engineering Consortium (IEC), ISBN 1-931695-29-6 |
