Profile: Senior executive with track record of success in Sales, Sales Management, Business Development for technology companies. Record of accomplishment in building top performing national and international sales organizations to accomplish rapid revenue growth. Excellent recruiter, manager and motivator of sales talent. Implementer of proven sales tracking and forecasting systems. Superb ability to craft competitive sales strategies to marginalize the competition. Expert at creating strategic partnerships with Major OEMs for sales and joint product development. Consummate professional with strong negotiation and contract skills. Experienced entrepreneur cognizant of technology start-up requirements.
Brief List of Accomplishments:
Drove $20 million new revenue and 30% annual sales growth for a telecommunications products company by building a high performance OEM sales team that doubled the competitive client base in four years.
Personally negotiated a $20 million, 3-year contract with Lucent at 50%+ margin
Consolidated disparate national and international sales operations into single structure upon acquisition of 6 companies.
Developed 1st-in-market software and hardware products that contributed 50%+ revenue in year one
PROFESSIONAL EXPERIENCE
REDSKY TECHNOLOGIES, INC., CHICAGO, IL – Feb. 2003 to Present
VP, Business Development
Responsible for market strategy and channel strategy with OEMs, distributors and resellers.
Established new pricing for the companies enterprise software products
Within 3 months, negotiated a contract with Avaya to sell RedSky’s enterprise software product at 70% GM to RedSky. Product made available to 1000 sales executives. Developed programs to roll out the product to the Avaya sales force.
Led a joint Avaya/RedSky product development initiative which culminated in RedSky developing a key VoIP application for Avaya with RedSky as the exclusive provider
Initiated negotiations with Nortel to become their exclusive supplier of E911 technology for VoIP
Finalized a resale contract with NACR, the largest Avaya reseller
Developed the company’s marketing plan and identified our target verticals
Executing the marketing plan in the areas of customer awareness, customer acquisition, product marketing and product management
BLEND MEDIAWORKS, INC., Palo Alto, CA, 2000 to Present
Chief Executive Officer ('00 - '01) Chairman of the Board (’00 – ’02)
Founded software company that delivered enterprise and desktop software to synchronize video with rich media for media, entertainment, and enterprise customers
Developed industry first, patent-pending software application in 10 months
Negotiated revenue contracts with Cisco and Universal Studios, protected IP, and delivered $450K revenue within 12 months.
Secured 2 rounds of funding. Recruited/trained industry CEO to ensure 3rd round of financing and future success.
PLANTRONICS, INC. (PLT:NYSE), Santa Cruz, CA, 1994 to 2000
Vice President, OEM Sales
Grew sales from $10 million to $30 million over five years by building a high performance Sales and Engineering team of five regional sales executives and a 10 person engineering team
Developed sales/product/competitive strategies to support worldwide initiatives for national and multi-national customers.
Implemented sales quota and forecasting metrics. Built the annual and quarterly sales compensation plan
Organized and led bi-annual national and international sales meetings and technical conferences
Negotiated multi-million dollar, multi-year revenue contracts with customers
Licensed technology in order to improve our competitive stance.
1ST SILICON VALLEY CAPITAL CORPORATION, Menlo Park, CA, 1993 to 1994
President
Founded sole proprietorship consulting firm focused on business development and capital financing for Silicon Valley technology startups.
Developed strategic business plans and secured funding from wide variety of domestic and international sources.
SOLITEC, INC., (SOLI:NASDAQ) Santa Clara, CA, 1984 to 1993
Vice President, Business Development ('91 - '93)
Responsible for re-positioning a semiconductor equipment manufacturer into new growth businesses
Directed 3 business acquisitions in 2 years. Performed due diligence on 30+ diverse opportunities.
General Manager & Vice President, Operations ('88 - '90) Vice President, Sales ('84 - '87)
P&L responsibility for a $10 million photolithographic manufacturing division with 100 employees. Spearheaded development of $5 million, 1st-in-class product for semiconductor industry, contributing 50% of 1st-year revenue.
As VP of Sales, responsible for consolidating national and international sales organizations comprised of direct sales and sales reps. Negotiation of sales rep contracts, established quotas and tracking systems, weeded out under performers
ADVENT SYSTEMS, INC., San Carlos, CA, 1981 to 1984
Director of Sales and Marketing
3rd hire in a semiconductor equipment start-up that developed new automated cleaning equipment
Responsible for all sales and marketing activities
Established a network of national and international sales representatives
Grew the business to $2.0MM and sold the company to Solitec, Inc. for cash and stock
Education
BA, Biology, San Francisco State University, San Francisco, CA. Graduate coursework in thermodynamics and computer modeling.
Memberships
Social Member - Sharon Heights Golf and Country Club, Menlo Park, CA
Salary History
VP, Business Development, RedSky Technologies, Inc. –
Base: $150,000 Bonus: $60,000 Commision: $40,000
CEO, Blend MediaWorks, Inc. – Base: $195,000 Bonus: $45,000
VP, OEM Sales, Plantronics, inc. – Base $150,000 Bonus and Commission: $60,000
VP, Business Development, Solitec, Inc. – Base $120,000 Bonus: $40,000
Director Sales and Marketing, Advent Systems Base $70,000 Bonus and Commission $30,000
Skill Sets
Channel Development
Expert management of large telecommunications OEMs - contracts, pricing, test and verification, and programs for the sales force
Channel Marketing Programs – Development and rollout of e-marketing and web portal marketing and support tools including e-newsletters, sales support portals, automated proposal generation sites.
Two-tier and three-tier distribution - Experienced in contracts and marketing program development to support distributors
Major resellers – contracts and sales program development for major resellers
Business Development
Proven ability to align a company’s product development plan with the product development schedules of OEMs
Demonstrated capability to use OEM design wins as a method for competitive displacement/blocking/consolidation
Development of alliances with strategic corporate customers/sponsors
Identification of acquisition candidates
Identification and licensing of technologies for acquisition that provide competitive differentiation
Due Diligence for corporate acquisitions
Sales Management
Recruiting of Regional Sales Managers – Strong network of proven candidates
Development and tracking of sales compensation plans
Development and allocation of sales quotas
Tracking of quarterly and annual objectives
Construction of annual sales operations budget
Sales Contact Management Software - Implementation of on-line/off-line sales contact management software
Leadership - Ability to mobilize and create incentives for a sales organization
Vision – Proven ability to predict the future product direction of the industry
Competitive Strategy - ability to craft highly effective methods and strategies to capture key accounts
Sales Rep Organizations - selection, recruiting, contract negotiation and management of
Sales training programs – development and implementation
Customer support and customer service organization construction and development
Product warranty terms and procedures development
Sales Meetings - development and production of national and international sales meetings
Construction of Sales Recognition and Awards programs
Management of technical support resources including engineering, sales engineering and product marketing resources
Procedural termination of under-performing employees
Ability to identify and quickly deal with problem behavior
Sales Skills
Possess a natural ability to quickly gain the trust of the customer
Excellent follow-through
Honest, ethical, and persistent
Strong presentation skills
Strong contract negotiation skills. Hard-nosed, yet skilled, negotiator to maintain high margin business
Detail oriented - Sales contracts and compensation documentation are clean and unambiguous
Can develop and present complex sales and business development contracts
Proven skill at differentiating products and features
Corporate Finance
Extensive knowledge of equity financing, leasing, venture leasing and debt financing
Maintain relationships with corporate finance groups, M&A, Big 5 accounting firms, venture capital companies and Investment banks in Silicon Valley and New York City
Raised over $6.0M in venture capital
Development of Employee Stock Option Plans
Large network of CFO candidates |
