Enterprise Software & Services Senior Executive
Leadership to deliver results, grow businesses
Hands-on senior executive with strategic and operational experience in both large and small companies. Functional expertise in worldwide sales, marketing, business development, consulting services and engineering gained at IBM enabled me to bring positive results to the COO role at my most recent employer. Successful in defining and growing new business initiatives.
2000 to 2003 Enterprise Software Company - Public
A public enterprise software company specializing in Real Time Computing, e-business middleware for JAVA application servers and high performance database for specialized markets. Annual revenue is approximately $20M per year with offices and distributors worldwide employing 125 employees.
After 19 years with IBM, I left my position as Worldwide Sales Executive for WebSphere to develop strategic initiatives and alliances. I felt that this company’s e-business product had the market potential to address one of the top issues of WebSphere customers by accelerating transaction performance.
2001 to 2003 Chief Operating Officer
To accelerate growth of the company, I developed a strategy to establish this company as a leader in the Enterprise Real Time Computing market. As a major step in executing this strategy, I lead the acquisition of an early stage startup that specialized in Real Time software for the manufacturing sector. This Startup brought Real Time technology (supply chain visibility by connecting plant floor equipment to SAP), domain expertise, installed customers, revenue stream, and a strong OEM partnership with Rockwell. The purchase cost $1.2M in stock, and our market cap increased by $8M in the first two days after the announcement of the acquisition.
Revenue from Database & e-business license sales increased by 8% from 2001 to 2002 while our competitors’ revenue declined. By expanding our focus to industry sectors such as defense, transportation and biotechnology in addition to telecommunications (our core customers), we increased acquisition of new customers from 2001 into 2003 to build a pipeline for more recurring revenue.
We also reduced our operating expenses and lowered our EBITDA losses from <$4.8M> to <$2.2M>. This resulted in reducing our EPS loss from <$0.59> per share to <$.28> per share, putting us on a course toward break-even in 2003. During this period, we sustained $2M – 4M of cash balance each quarter by managing our revenue and cost targets very closely. Cost reductions were achieved by transferring more engineering tasks to our India operation while reducing headcount in Europe and US.
Lead business development to expand our partnership with IBM, which generated $4M of our revenue in 2002 representing 20% of total company revenue. The WebSphere consulting practice that I established in 2000 grew every quarter and delivered $1.5M in 1Q 2003 with a 30% net profit contribution. We continued to earn joint co-marketing funds of $150K to $200K each year from IBM and partnered for joint sales to drive mutual success in license and services revenue.
To prove our e-business product’s ability to generate 50X improvement in performance, I lead a joint performance benchmark project with IBM. We published the results in an IBM Redbook- a technical publication made available to IBM customers via their Redbook website that enjoys over 2 million hits per month. We became one of only two WebSphere partner companies to work jointly with IBM to publish a Redbook.
My P&L responsibilities spanned company operations worldwide (Sales, Marketing, Engineering, Customer Service, Consulting Services, Business Development), corporate strategy and corporate development. I managed 115 employees including President of Real Time division, CTO, 2 General Managers, 5 Vice Presidents, and 11 Directors.
2000 – 2001 Senior Vice President, Operations
Delivery of our e-business product release with critical features had missed its ship date in 8/2000 and product quality of our Database product needed significant improvement in order to serve the market effectively. Therefore I was promoted in 11/2000 to this position to address these critical issues and also took on the role of interim VP of Engineering for 10 months. I replaced key VP’s and Directors with experienced professionals from Oracle, Lotus and IBM. Improvements in customer problem tracking, bug fix management, product management, and communication process between sales, customer service and engineering resulted in reduction of severity 1 problems by 50% and elimination of missed product ship dates. This lead to higher levels of customer satisfaction and additional revenue from our key customers including British Airways for their real-time “seat yield-management” application.
The changes in leadership and business processes along with an executive communication program I initiated improved morale and stopped involuntary attrition - which was averaging one per month.
By expanding our services offering beyond product implementation into systems integration, enhanced customer service packages and special engineering services, our consulting services revenue grew from $500K in 1999 to $7.8M in 2001.
2000 VP of Business Development & Services
Worked closely with IBM to jointly develop their new partner-based consulting program and won a contract to become one of 4 retained companies to subcontract for IBM’s WebSphere engagements. The contract yielded guaranteed minimum utilization of consultants with set hourly billing rates for minimum of 3 years (over the 3 year period, it has generated approximately $10M in revenue and contract was renewed in 2003).
Developed a services partner program to create mutually beneficial relationships where we gain entry into partner clients for license opportunities while we utilize their resources as subcontractors for our engagements. Working with partners enabled us to win joint contracts, which generated over $7M in revenue.
Created & extended partnerships with key technology companies including BEA, SUN, HP, and Bluestone .
1980 – 2000 IBM CORPORATION
1999 – 2000 Worldwide Sales Executive – WebSphere Application Server
As IBM’s first Worldwide sales executive for WebSphere, brought WebSphere to market via direct channel by staffing the first WebSphere sales team and grew annual revenue to $70M, achieving a 160% year-to-year growth.
1996 – 1998 Worldwide Sales Executive – Application Development Tools
Attained annual worldwide revenue of $1.2 Billion for application development software including VisualAge, language compilers, and other application development tools.
1994 – 1996 Program Director - Services Development, Product Marketing
Developed a partnership program from ground up and recruited over 100 partner firms worldwide in 1 year in order to deliver consulting services for VisualAge products. Lead development of services methodology and training to enable consulting professionals. Launched new VisualAge product with marketing collateral, sales support material, press & analyst tour and launch event.
1994 Chief of Staff for VP of Data Management Software
Staff assignment to gain senior executive perspective. Developed VP’s IBM Data Management Strategy presentations. Liaison to key customers, press & analysts. Ghostwrote and published article in industry magazine. Assisted in operation of lab employing 1500 engineers.
1992 – 1994 Senior Development Manager, Data Management Software
Promoted to middle management in San Jose’s Santa Teresa Lab to manage 70 engineers
1987 – 1992 Enterprise Technical Sales Manager/Software Sales Manager
Revenue for the Transamerica enterprise territory increased by 100% two years consecutive. Recognized with Golden Circle, awarded to top 5% of sales achievers.
1986 – 1987 Application Development Project Manager
1980 – 1986 Systems Engineer
EDUCATION:
Bachelor of Science, Business Administration with major in Computer Information Systems
California State Polytechnic University, Pomona - 1980
Mergers and Acquisitions: University of Chicago GSM Executive Education - 7/2000
Over 2000 hours of management, business, leadership, professional development, sales and technical education
PERSONAL:
Born April 18, 1958
Married, 2 children |
