Sales and Business Development Leader
A sales, business development and marketing executive career across global markets in both public and private companies. Expert in the creation and management of technology sales and marketing teams and channels to develop new markets, secure new customers and establish presence in new markets. High energy, strong people manager, exceptional communicator. Hands-on, accessible and highly visible management style. Successful negotiator with customers, strategic partners, including M&A experience.
- Sales and marketing leadership with focus on large customers as well as multiple delivery channels worldwide.
- Extensive IP and software licensing success.
- Critical relationships in Consumer Electronics, Networking, Security, Graphics and Storage markets.
- Leading edge technology expertise including imaging, graphics and encryption.
- Developer of worldwide delivery channels including direct, OEM, VAR, dealer, manufacturer’s representative and distribution.
- Extensive sales, business development and start up experience in China, Japan, Taiwan, South Korea, North America and Europe.
Vice President, Worldwide Sales and Marketing
2002 – 2007
NASDAQ network security, encryption and data reduction to network and storage OEMs like Cisco, Nortel, Lucent, Nokia, EMC, and Network Appliance.
Recruited by the CEO during a turnaround after the 2000 Internet bubble. Critical need to grow revenue and establish new customer relationships. Led 35 person worldwide team including sales, application engineering, marketing, and sales operations.
Reset sales strategies and grew revenues from $19 to $43 million.
Expanded Cisco business from $2 to $22 million annually.
Focused team on customer acquisition resulted in 340 new design wins including Brocade, Cisco, EMC, HP, Huawei, IBM, Nokia, Nortel and Quantum.
Developed and executed a company changing storage product strategy on track to generate $10-12 million of revenue this year.
New storage strategy increased ASP 4 fold and accelerated time to revenue by 2 quarters; secured design wins EMC, Quantum, Sun-StorageTek, Network Appliance, HP and IBM.
Major contributor to the establishment of subsidiary in Hangzhou, China.
President and Chief Revenue Officer
1999 – 2002
Start up Web company focused on solutions for the consumer imaging market.
Spin out from previous company. Developed the initial product concept, business plan, drove fund raising efforts, organizational development, staffing and sales channel development. Led a team of 11 sales, marketing, development and operations. Pixami operates today as a profitable private company
Raised two rounds of private equity financing totaling $2 million from angels and VC investors.
Secured licenses with Intel, Seattle FilmWorks, SnapFish/Hewlett-Packard, Sony, E-Recollections (Apple photo books), Yahoo Photo and Zing
Managed company for rapid market entry; shipped initial products within first 2 quarters.
Leading the development of product concept and market introduction company was recognized with an industry award - Imaging Solution of the Year Award 2000.
President and Chief Revenue Officer
1995 – 1999
Software development and licensing company focused on consumer electronics.
Recruited by the owner of Image Software to take over the leadership of the company, develop new markets and grow revenue. Added key new customers and grew revenues while maintaining profitable operations. Led team of 15, including sales, business development, product development, marketing, and finance.
Grew revenue by 266% and closed 43 royalty bearing software licenses.
Increased the customer base by 440% by adding 18 new customers.
Closed licensing relationships with Agfa, Apple, Canon, Casio, Hewlett-Packard, Ipix, Kodak, Konica, Minolta, Mitsubishi, Olympus, Panasonic, PictureWorks, Sanyo, Seattle FilmWorks, Sony, and The Learning Company.
Vice President, Worldwide Sales
1989 – 1994
Leading provider of solutions to the graphic arts.
Recruited by the venture capital investors to identify markets and build the sales organization. Built a 15 person sales organization including independent manufacturer’s representative firms, graphics resellers and international distribution.
Wrote and implemented a multi-year business plan. Instrumental in securing a $5 million second round of venture financing with new Tier 1 investors.
Identified and developed a new graphic arts market for company’s technology. As a result company became a standard for open systems color publishing
Appointed to the board of NAGASA (graphics trade association).
Developed critical business relationship which led to merger.
Leading PC Peripheral Company
1984 –1989
Vice President, North American Sales
Fortune 50 Office Automation Company
1983 – 1984
Area Sales Manager
Fortune 10 Office Automation Company
1978 – 1983
Branch Sales Manager
Education:
University of California, Los Angeles BA Economics, 1979
Member of TEC (Vistage), The International Organization of CEO's |
