EXPERIENCE
Vice President, Business Development & Board of Directors USA
STRATEGIC THOUGHT, London, England & Herndon, Virginia 2002 – 2007
Enterprise Risk Management (ERM) software development and consulting firm. Company revenue: $7M (FY 2002); $21M (FY 2007).
• Won $2.7M contract with Boeing – largest deal in the company’s 16-year history. 34 internal and 3rd party competitors.
• Won the UK Ministry of Defence account, grew it to a $2M account and established a trusted advisor relationship. Also developed >$1M contracts and trusted advisor relationships with Raytheon and SAIC.
• Generated >$8.5M ERM revenue from FY 2003 – 2007 with the following customers: Boeing (IDS), Raytheon (NCS, IIS, TRS, RCL, RSL, RVS), SAIC (Boeing/US Army), the UK Ministry of Defence (DARA, DPA, DLO, DCSA), United Technologies (Hamilton Sunstrand), WBB (US Navy), OCCAR, EDS, Leighton Contractors and the Northern Gateway Alliance. 30% of the total FY 2003 – 2007 ERM revenue ($30M). These partnerships continue to generate >$670K annually.
• Redefined and worked with the development team to roll out the ERM software licensing model (v2.0). The ERM software was a scalable, web-based, three-tier application called Active Risk Manager (ARM) that was focused on project/operational risk management and could support 500 concurrent user sessions. Data layer: MS SQL Server 2000/2005 or Oracle 9i/10g. Application layer: MS Windows 2000/2003 Server, MS SharePoint Services 2.0, .NET Framework 2.0, MDAC 2.8, MS Reporting Services, Business Objects Crystal Reports. Presentation layer: MS Internet Explorer 6.0/7.0. The application supported the following 3rd party integrations: MS Project (ODBC), MS Excel (Import/Export), MS Outlook, Lotus Notes, Artemis, Primavera, Telelogic DOORS and 3SL Cradle.
• Redesigned corporate website. The revised site presented a clear company image and increased sales leads by 200%.
• Managed ERM pricing from 2004 – 2006. Rewrote the pricing policy in 2004 – 2005 which led to improved efficiency, lower errors and lower internal costs. The objective was to establish a standard global pricing policy for the UK, USA and Europe. Also created an automated licensing quote sheet and the internal/external communication strategy. This project harmonized the global licensing structure, reduced pricing errors and increased customer satisfaction.
• Lead the annual USA conferences in 2005 and 2006. Hosted 50 key European and USA customers each year. Developed a “white paper” requirement for customer speakers that helped the sales team generate new business. These white papers were used as primary marketing collateral after the conferences and provided valuable endorsements.
2004 – Vice President, Business Development & Board of Directors, Strategic Thought Inc. Promotion in title. Primarily responsible for USA and Asia/Pacific sales. Seconded to USA in February 2006 with a salary increase.
2002 – Business Development Manager, Strategic Thought Limited. Primarily responsible for sales in the UK, Europe and USA. Based in England from March 2002 – January 2006.
Senior Manager, Business Development
NEXTDOOR NETWORKS (Acquired by OnStation in October 2001), San Francisco, California 2001
Internet customer relationship management provider focusing on online scheduling services.
• Hired to build sales pipeline and increase the company value for acquisition. Accomplished objective by generating sales leads with Midas, Pep Boys, Wal-Mart, Tenet Healthcare, HealthSouth Corporation, Lenscrafters and Ohio State University.
• Once the acquisition was completed, responsible for liquidating company’s physical assets.
Senior Manager, Business Development & Strategic Programs
ANDALE (Acquired by Vendio in June 2006), Mountain View, California 1999 – 2001
Internet service providing sales and marketing tools to high-volume Ebay merchants.
• Negotiated, sold and led implementation of largest customer (Evalueville.com). Transformed this offline business to an online Ebay merchant. Achieved client’s first year objective: revenue run-rate was $4M.
• Developed strategic partnerships with Wells Fargo, Signio (acquired by VeriSign), Yahoo, Amazon, Earthlink, and Stamps.com. Expanded service footprint, built mind-share and increased PR visibility with each partnership.
• Directed the rollout of end-user agreement, copyright policy and privacy policy.
Business Development Manager
AUTOWEB.COM (Acquired by Autobytel in August 2001), Santa Clara, CA 1998 – 1999
Internet service providing information to car-buying consumers and sales leads to dealerships.
• Managed and grew the affiliate marketing program. Transformed this small program into the company’s most valuable marketing program and doubled program’s annual run rate in 6 months ($3.2M to $6.1M).
o Led the affiliate website redesign project that resulted in increased affiliate registration and satisfaction.
o Negotiated and closed corporate partnerships with Digital City (AOL), Ameritech, and iWon.com.
• As a Sales Manager during first 5 months, sold service to Eastern Canadian auto dealerships. Accomplished targeted objective in 5 months (original target was 9 months). Average monthly sales results were 158% of target with a $1.6M annual revenue run rate (total 1998 company revenue: $13.0M).
Analyst, Solutions Marketing (Contract Position)
ORACLE, Redwood Shores, California 1997 – 1998
• Performed competitor analysis and generated vertical marketing collateral in the Telecommunications, Consumer Goods, Automotive and Aerospace/Defense industries.
Sergeant, Marine Security Guard Battalion
UNITED STATES MARINE CORPS, Okinawa, Japan, Lisbon, Portugal & Dar es Salaam, Tanzania 1988 – 1993
• Served in the USMC and US State Department as a Marine Security Guard at US embassies in Europe and Africa. Received a Certificate of Appreciation from the MSG Commanding Officer in recognition of superior performance of duty.
EDUCATION
MBA Candidate, Darden School of Business, University of Virginia, May 2008
BA, International Relations, University of California, Davis, 1997
Exchange Program, Institute d’Etudes Politiques, Grenoble, France, 1995–1996 |
