Seasoned Business Development Executive - Over twenty-five years in the technology industry with a unique blend of business, management and technology skills. Solid understanding of the software industry, and its people, companies and technologies. Hands-on experience across the software business life cycle including business development, marketing, strategy, program management, engineering, and customer support. Core competencies in:
Business Development Personal Business Development Methodology developed and refined over 15 years at Unisys, Bluestone, HP and Velocita Wireless.
Contract Negotiation and Deal Structuring - Negotiated partnership agreements with dozens of technology companies including Oracle, Sun Microsystems, Netscape, Rational, Nokia, OpenWave, and Iona.
Relationship Building Built and managed strategic relationships with large companies such as Oracle and Sun Microsystems.
M&A- Evaluated strategic acquisition candidates for HP OpenView business; Acquired Talking Blocks; Performed due diligence on another 10-12 target companies.
Network Strong industry network of technology companies and VCs; Linked In Network 500+; Plaxo 1500+.
Planning & Strategy - Developed and implemented marketing strategies and plans at Unisys, Bluestone, HP and Velocita Wireless.
Marketing Positioning - Developed a wide range of market positioning plans for the key market segments and technology alliances, including Machine-to-machine (M2M), wireless/mobile, middleware and utility computing.
Leadership - Managed organizations of up to 30 people. Excellent written, communication and interpersonal skills.
Technology Domain Expertise - Strong domain knowledge in M2M, Web 2.0, Mobile/Wireless, Middleware, Enterprise, and Utility Computing segments.
PROFESSIONAL EXPERIENCE
Wireless Data Provider for M2M industry
2007 - 2008
Vice President, Marketing and Business Development
Responsible for Marketing Strategy, Product Management, Marketing Communications and Business Development for this wireless data network service provider.
Identified and leveraged strategic partnerships across the wireless M2M value chain. Built relationships with best of breed partners including modem manufacturers and Mobile Operators.
Built industry-specific go-to-market approach for various M2M market segments including Transportation, Utilities, Industrial, Building Automation and Home Automation.
Developed M2M market segmentation and analysis.
Created extensive marketing strategy for Velocita in the Wireless Machine-to-Machine (M2M) industry.
Developed comprehensive product plan to address requirements and strategy for modems, devices and middleware.
Obtained selection to the 2008 M2M 100, the definitive guide for the M2M industry.
Revamped web site with new look and feel and established a regular schedule of content update.
CONFIDENTIAL (Venture Fund under development)
Mid-Atlantic region
2006 2007
Venture Partner
Responsible for identifying early, seed stage level investment opportunities for this new venture fund, raising its initial fund.
Performed due diligence and analysis on potential investment opportunities with a focus on software companies in the web 2.0, mobile/wireless and enterprise infrastructure segments.
Scouted deal flow at regional venture fairs, business plan competitions and entrepreneurial events within mid-Atlantic region
Built out personal network within the local venture community.
SANCHAAR CORPORATION (Stealth Mode SaaS, Enterprise Software)
Philadelphia, PA
2005 2005
Vice President, Marketing and Business Development
Led all aspects of Marketing and Business Development for this early-stage, pre-money company
Supported CEO in effort to land initial funding round from local Venture Capital firms.
Developed market, analysis, segmentation and positioning for Sanchaar target market.
Constructed Sanchaar financial valuation model for use in VC presentations.
HEWLETT-PACKARD COMPANY
Mount Laurel, NJ
2001-2004
Director, Business Development and Strategy, Software Global Business Unit
With a de-emphasis of Bluestone products, took a new role in Development Tools division as Director, Technology Alliances. After HP merger with Compaq, moved into a business development and strategy role. Responsible for developing the partner strategy for Software Global Business (OpenView) and providing insight and business expertise to overall Software strategy and business plan.
Evaluated strategic acquisition candidates in several market segments. Resulted in the acquisition of Talking Blocks, a San-Francisco based web services/SOA company.
Led the Application Developer Operations (ADO) Technology Alliances Group, developed organizational plan for ADO Alliances that detailed organization structure, roles, responsibilities, and technology segments and assignments.
Developed a partner strategy to support the new Adaptive Management Strategy and Co-chaired the Ecosystem task force, defining the way that Software business will manage the intersection of its strategic partners, and its strategic technical initiatives.
Acted as HP Relationship Executive for Rational for calendar year 2002. Renegotiated the Rational contract to reflect a major replan of Rational Itanium deliverables that resulted in an earlier delivery of Rational ClearCase on HP-UX IPF, ensuring commitment to follow-on deliverables on subsequent HP-UX releases.
Developed a market analysis and segmentation of the Utility Computing market.
BLUESTONE SOFTWARE (J2EE Infrastructure) (Acquired by Hewlett-Packard in 2001)
Philadelphia, PA
2000-2001
Senior Director, Business Development
Recruited as Director of Business Development for Mobile/Wireless. Promoted to Senior Director after one month, and department head after three months. After acquisition, continued in the same capacity for the HP Middleware Division. Responsible for the strategy, operations, and the management of the business development organization.
Leveraged large company experience to provide structure, guidance and process in a fast-paced start-up environment while maintaining the necessary sense of urgency.
Directed a staff of business development professionals responsible for over 25 technology alliances including Rational, WebGain, TIBCO, WebMethods, Iona, Nokia, OpenWave, and Sun Microsystems
Developed a mobile/wireless market assessment, strategy and partner plan for Bluestones Total-e-Mobile initiative.
Created a whole product partner strategy that complemented, enhanced, and extended Bluestone product line.
Implemented business processes for partner management covering the full partner lifecycle including partner recruitment, contract negotiations, marketing, and sales implementation.
Developed and rolled out sales pilot programs for content management, development tools and wireless partners.
UNISYS CORPORATION
Blue Bell, PA
1979-2000
Global Alliance Director, Systems and Technology Group (1997-2000)
Recruited to rebuild a declining partnership with Oracle. Led a cross-company virtual team focused on building joint business initiatives with Oracle. Also responsible for the divisional relationship with Sun Microsystems.
Transitioned Oracle relationship from a historical porting relationship to a cooperative strategic partnership. Negotiated a new global alliance agreement with Oracle that established balanced partnership representation at Oracle while preserving competitive royalty rates and expanding worldwide product sales opportunities.
Developed a three-prong relationship strategy focused on optimization of Oracle technologies on Unisys platforms, Unisys solutions built on Oracle technology, and joint marketing programs, achieved annual sales of Oracle Products of $20M.
Increased Unisys mind share, awareness, and reputation at Oracle headquarters. Managed Unisys trade show presence at all Oracle Open World conferences, ensured Oracle participation in Unisys events, sales kickoffs, and marketing launches.
Negotiated the Sun Technology and Distribution License Agreement in incremental phases over a two-year period providing Unisys with over $1M in savings over the traditional style of agreement.
Business Development Director, Alliance Partners, Computer Systems Group (1994-1997)
Responsible for establishing, developing and managing business relationships with Independent Software Vendors (ISVs). Acted as the divisional domain expert in Internet, application development tools, middleware, and business intelligence industry segments.
Developed a partner solutions marketing strategy for the Enterprise Server Division.
Built and managed business relationships with Netscape, Information Builders, Level 8, and Sagent Technology.
Created positioning plan for middleware and development tool products and ISVs. Developed sales pilot programs for ISV products in US and Europe.
Participated in joint marketing and promotional activities with key platform partners including press releases, seminars, and trade shows, coordinated marketing and product launch activity with Microsoft for ClearPath NT servers.
Director, Product Marketing, 2200 Program Management and Marketing, Computer Systems Group (1991-1994)
Responsible for all aspects of marketing the OFIS Link 2200 suite of office products. Recruited into 2200 marketing group to help build out software marketing function.
Developed competitive analysis of office systems marketplace, reviewed and prioritized engineering R&D funding.
Built complete marketing plan, developed go-to-market plans with US and European Sales Divisions, promoted new products at US and European User Conferences.
Participated in two worldwide marketing launches for Open 2200 systems, developed full set of marketing collateral, presented enterprise client/server strategy in customer seminars in US, Canada and Europe.
Director, Software Development, Office Systems (1987-1991)
Promoted to Director. New position leveraged background in customer support and brought a new focus on quality and customer orientation to this engineering organization. Directed a staff of 30 people with an annual budget of $3 million. Also directed the computer center operations with an annual budget of 500K and an installed equipment base of $1.5M, providing computer services for an organization of about 150 people.
Increased annual domestic shipments by 364% and delivered the first zero-defect office product release.
Reduced problem backlogs by 90%, annual problems receive rate by 48%, annual critical problems receive rate by 80%.
Manager, Customer Support, Worldwide Customer Services (1985-1987)
Managed an organization of 24 software support analysts, with an annual budget of $2-3 million, responsible for call center and on-site support.
Product Support Manager, Office Information Systems (1983-1985)
Senior Programmer, Attached Virtual Processor Development (1982-1983)
Programmer, Mini Computer Operations (1979-1982)
NATIONAL SECURITY AGENCY
Ft. Meade, MD
1977 -1979
Systems Analyst
EDUCATION
MS, Computer Science, Villanova University
Villanova, PA
1982
BS, Computer Science, Pennsylvania State University
University Park, PA
1977 |
