An experienced, motivated marketing and sales professional with a career focused on building channels and sales in emerging high technolgy businesses. Extensive experience in IPTV networking, middleware, software, and Internet security solutions. Experience includes sales, product management, marketing to development. |
SUMMARY
An experienced, motivated marketing and sales professional with a career focused on building channels and sales in emerging high tech businesses. Extensive experience in IPTV networking, middleware, software, and Internet security solutions. Embraces/adapts to new emerging technologies. Experience includes sales, product management, marketing to development.
EXPERIENCE
Start-up IPTV and Nanotechnology Company 2003 to 2006
EVP Sales and Business Development
Responsible for Sales and Business Development for start up company in IPTV and Nanotechnology divisions. Using limited resources, developed relationships with key strategic partners and channels building a substantial sales funnel of opportunities. Developed streamlined processes enabling the business grow as rapidly as market acceptance. Sold inaugural IPTV systems and established trials for all product lines in a highly competitive global marketplace.
• Achievements
• Established/Developed North American, Russian, CIS, Middle East, and European Channels for IPTV product line.
• Launched inaugural IPTV product line and broadband test product line into global channels
• Established partnerships for IPTV and Nanotechnology
• Built a global sales funnel of $75M
• Responsible for worldwide business development for all product lines
• IPTV
• Nanotechnology business segment ( nanobatteries and magnetometers)
• Components/splitters/test access
• Responsible for global business partnership strategy and implementation
• Identification of key relationships for sales, product strategies, product diversification
• Formation of critical business partner relationships/negotiations and contracts
LUCENT TECHNOLOGIES, BELL LABS (AT&T) 1994-2003
Director, New Business Initiatives (Bell Labs)
Led various channel and sales efforts to launch new businesses leveraging non-core Bell Labs technologies:
• New Ventures and Spin-offs:
• channel/distribution strategies
• product positioning/competitive analysis
• business case development/analysis
• Technologies/ventures/partnerships:
• Led channel development and built channel team for Internet Security Products (Firewall/VPN Gateways) internal venture- grew business from zero to $15M in 18 months, including establishing initial reference customers in several vertical industries Gov’t: National Institute of Health, Ft. Huachuca, ISPs: AT&T CN, startup ISPs, Financial: Toronto Stock Exchange.
• 10GbEthernet partnership with external start-up building MPLS switches for Metro Ethernet Service Provider Market – eventually sold for approximately $27M.
• Digital Media/Entertainment (portfolio of products from digital watermarking, MPEG2,4 through Internet video content delivery) initial reference customers in US and China
• Datablitz (RAM based storage Management) internal venture – developed first reference customers with Dow Jones and the National Security Agency.
• Sirius Satellite Radio Receiver Chip prototype board development
• Holographic storage and materials technology
• Business Planning Activities:
• Miscellaneous technologies/initiatives: providing business case analysis, competitive assessments, channel strategies, initial beta sites for video server technology, speech platforms, binary translation, holographic storage and wireless network design tools and PCB Design Engineering Tools.
• Rough estimate of value of these efforts to Lucent is in the neighborhood of $80M - $100M
• Supported Strategic Alliance Initiative with the goal of increased revenue by sales through strategic partners by providing complementary product strategies and offers in Video-over-DSL
• Awards: Bell Labs Advanced Technology Excellence Award for new venture support, Bell Labs Technology Challenge Award from Marketing.
CONCURRENT COMPUTER CORPORATION, OCEANPORT, New Jersey 1986-1993
Director Product Management and Industry Marketing
• Responsible for product marketing and business planning of real-time software tools, compilers, and real-time debugging tools for real-time multi-processor computer systems targeting real-time aerospace, financial, and flight simulation markets.
• Negotiated with layered product suppliers to reduce R&D costs for base technology, increasing investment in differential products
• Awarded R&D Return on Excellence Awards and four international authors awards
SOFTECH, INCORPORATED, TINTON FALLS, NEW JERSEY
Director New Jersey Office
• Responsible for establishing the NJ Office and leveraging corporate experience into new software business areas at the Communications Electronics Command. Grew the business to from zero to $15M in 12 months.
BDM INTERNATIONAL, EATONTOWN, NEW JERSEY
Senior Manager, Software Development/Business Development
• Responsible for new software business development and execution.
• Managed the Advanced Software Development organization developing communications solutions for the U.S. Army and U.S. Air Force.
• Projects included wireless network management tools and simulators, which employed advanced concepts similar to routing protocols used today, communications subsystems for field operations.
EDUCATION
M.S. Mathematics Montclair State University, New Jersey
B.S. Mathematics Monmouth University, New Jersey
Held U.S. Top Secret Clearance, U.S. Foreign Intelligence, NATO Top Secret Clearance. |
