QUALIFICATIONS SUMMARY
Seventeen years of diversified and progressively responsible experience in the software, consulting and manufacturing industries. Background includes engineering, program management, management consulting, business development, professional services management, product management and sales management with a strong commercial understanding of business and IT issues facing discrete manufacturers. Recognized as Aerospace and Defense Industry Expert. Ability to develop trusted advisor relationships with clients, creatively develop innovative business solutions and inspire high levels of team performance.
KEY COMPETENCIES
* Sales Management
* Business Development
* Market Analysis and Strategy
* Product Management and Marketing
* Product Lifecycle Management and Content Management
* Vertical/Industry Marketing
* Public Speaking and Presentations
* Professional Services Management
PROFESSIONAL EXPERIENCE
INMEDIUS – Pittsburgh, PA 2007
$9M software company that delivers content and process management solutions for product support information to global manufacturing companies.
VICE PRESIDENT, SALES AND MARKETING
Responsible for revenue growth, go-to-market strategy, sales, marketing, and partner management.
* Grew revenue 50% year over year.
* Manage staff of 10 sales, marketing and product management professionals in North America and Europe in addition to an indirect reseller channel.
* Implemented sales force productivity improvements including CRM, lead generation telemarketing, sales guides, standardized solution selling process, sales metrics, and win/loss analysis.
PTC - Needham, MA 1999-2006
$850M software company specializing in Product Lifecycle Management (PLM) solutions: product data management, project collaboration, content management, workflow, enterprise system integration, visualization.
DIRECTOR, PRODUCT AND MARKET STRATEGY - Alpharetta, GA (2003-2006)
Built aerospace and defense industry strategy from scratch which led to major re-alignment from horizontal, generic go-to-market approach.
* Developed industry thought leadership on primary industry business strategies, processes, and challenges. Created product plans and product positioning/messaging that led to increased PTC credibility and sales in the global A&D market.
* Performed segmentation of global aerospace and defense industry to identify target markets. Developed comprehensive product strategy for A&D industry vertical, including development of product specifications for new industry solutions. Led successful launch of new software solutions targeted to industry, including extensive preparation of the field organization.
* Developed and executed strategic marketing plans and go-to-market programs which generated demand, revenue, market share and mind share in global A&D market, leading to A&D recognized as the largest revenue vertical for PTC ($200M). Provided content and direction for industry collateral, advertising, white papers, seminars and corporate web site. Developed strategic relationships with clients, alliance partners, trade associations, analysts and industry publications. Presented company’s thought leadership as company spokesman with speaking engagements at several industry forums.
* Initiated and led Board of Customer Advisors comprising key industry customer executives. Gathered “Voice of the Customer” to refine definition and priority of industry solutions. Led A&D Center of Excellence for capturing and disseminating best practices throughout the company.
* Provided strategic sales cycle support in all global regions with messaging training, customer value propositions and account planning resulting in large corporate deals, including multi-$M closures at Boeing, Airbus, Raytheon, Lockheed Martin and NASA. Improved customer relationships as the corporate liaison sponsor for the Boeing and Raytheon accounts.
CLIENT MANAGER - Alpharetta, GA & United Kingdom (1999-2003)
Full oversight for winning/delivering PLM consulting and training engagements including customer qualification, forecasting, value propositions, project estimating, proposal development, contract negotiations, project resourcing, quality assurance, and client satisfaction.
* Formally recognized as Global Services MVP, highest number of production "go-lives", and highest level of personal billings.
* Significant international experience building PLM consulting organization covering UK, Benelux, and Israel. Grew PLM services revenue to over $2M per quarter. Formally recognized as most outstanding Business Development Manager in Europe.
* Managed staffs of up to 18 consultants while maintaining high retention level and recruiting top talent to build PLM consulting organization. Led significant contributions to business development and strategic client service methodologies.
BEARINGPOINT - McLean, VA 1997-1999
"Big 5" Professional Services Firm - Product Development Consulting Practice
MANAGEMENT CONSULTANT - Atlanta, GA
Sold and executed product development consulting projects characterized by strategic transformation, business process reengineering and organizational change management.
* Conducted business process reengineering project at the largest commercial shipbuilder in the U.S. Designed new product development strategies, engineering processes, and project-team-focused organization structure. Developed implementation strategy and captured $1M implementation phase. Managed implementation phase and achieved project objectives and client satisfaction on schedule and budget. Implementation benefits included $10M reduction in re-work and 80% improvement in engineering delivery dates.
* Provided consulting in project planning for team of consultants and clients during multi-site implementation of major enterprise resource planning system at large industrial refrigeration company. Developed Management Plan for roll-out of Product Configurator system to enable "engineer-to-order" manufacturing.
* Created program office for managing BearingPoint's largest-ever reengineering project ($250M, 200 consultants, and 30 projects). Developed project management standards for all projects, including deliverable definition and phase and stage reviews, to provide quality assurance and risk reduction.
LOCKHEED MARTIN - Marietta, GA 1995-1997
Major supplier of high-tech military systems - Advanced Design Group
INTEGRATED PRODUCT TEAM LEADER (1996-1997)
Led Integrated Product Development Team in the synthesis of modular, "configure-to-order" aircraft concepts for the U.S. Navy.
* Employed modeling, simulation and rapid prototyping technologies to achieve virtual product development environment
* Reduced design cycle time and improved design quality through coupling analytical design methods and CAD systems. Received bonus and letter of commendation from Company Director for outstanding performance in response to Navy RFI.
PROGRAM MANAGER (1995-1996)
* Recruited as "trouble shooter" to program manage nine troubled technology development contracts related to High-Speed Civil Transport program. Received bonus for leading process improvement initiatives that increased customer satisfaction ratings by 50%, culminating in additional $10M in subsequent years.
* Produced Flight Mechanics department's 5-year core competency technology maturation plan by employing Quality Function Deployment (QFD) tools to correlate line-of-business requirements to specific R&D projects. Methodology was adopted as the division's standard for long-range technology planning efforts.
NORTHROP GRUMMAN - Los Angeles, CA 1990-1995
Major supplier of high-tech military systems - Advanced Technology and Design Center
LEAD ENGINEER (1993-1995)
Leveraged $1.5M in corporate investment in advanced technology R&D programs to successfully penetrate commercial transport marketplace not previously open to Northrop Grumman.
* Implemented marketing and contact strategy which facilitated acquisition of $3M in subcontracts from industry and government. Integrated engineering personnel and technology base of multiple corporate divisions and built effective "virtual company" team for this new business acquisition.
* Led capture efforts for NASA Advanced Concepts Program and managed contract administration as well as technology development and flight test planning. Led integrated product team of 10 engineers in system integration of advanced air vehicles. Developed and patented new technology to provide dramatic improvements in flight efficiency.
AIRCRAFT DESIGN ENGINEER (1990-1993)
Lead engineer responsible for development and application of software for aircraft modeling, including graphical pre- and post-processing tools.
* Integrated developmental software into production environment. Coached and trained users and developed system for software documentation and revision tracking. Led conversion of mainframe based applications to UNIX client-server environment.
EDUCATION
M.S., Aerospace Engineering - The University of Texas at Austin, 1990
Overall Graduate GPA: 4.0/4.0
Fully funded by NASA Fellowship
B.S., Aerospace Engineering (Cum Laude) - The University of Texas at Austin, 1988
Overall Undergraduate GPA: 3.7/4.0
Engineering Honors Program
HONORS
National Merit Scholarship
Joe C. Walters Presidentially Endowed Scholarship
Sigma Gamma Tau Engineering Honor Society
John B. Holmes Presidentially Endowed Scholarship
Golden Key Honor Society
College of Engineering Scholarship
University of Texas Engineering Scholar
Salutatorian of High School Senior Class |
