Energetic leader of cross-functional teams engaged in the creation and execution of international strategic development programs. A team player with strong organizational skills and 15+ years of management experience leading strategic planning, identification of international growth initiatives with key partners, negotiation of commercial contracts, working with virtual teams to lead business, legal, program management and engineering organizations in execution of successful strategic programs in consumer, enterprise, Internet of Things (IoT) and automotive spaces.
Consultant May 2015 Current
Developed licensing framework for a consumer product design including terms and conditions for licensing of underlying essential patents.
Created detailed business models and researched comparables for agreement discussions, drafted formal agreements for initial legal review and negotiations.
Senior Director Ecosystem Development Jun 2014 - May 2015
TeleCommunication Systems Inc. (TCS)
Managed cross-functional teams in the creation of an ecosystem for TCS Location Based Services (LBS) in automotive, enterprise, Internet of Things (IoT) and web services segments through affiliate partnerships with Intel and Symantec.
Initiated and developed relationships with partner and end-customer C-Level and senior leaders to drive adoption of TCS technology and licensing revenue.
Led internal and partner product development, marketing, account management and finance teams in execution of go-to-market and product strategies.
Negotiated contractual agreements for sales of TCS services through partner sales channels and integration of TCS technology.
Managed on-going engagement with partner executives to define new partnership opportunities and prioritization of future product development. Produced revenues of $1 million annually.
Scoped and managed strategic program to leverage TCS technology as an entry point into IoT silicon and service providers as distribution partners. Created business models and assessment of strategy options. Engaged with internal experts (engineering, product management, sales and marketing, finance, legal) to develop product roadmaps, budgets and final recommendations to senior leaders. Led engagement with partner candidates.
Consultant Oct 2013 - May 2014
HID Global Corporation
Crafted a formal evaluation of three global business unit strategies for HID Global Corporation with recommendations to improve product portfolio value proposition and synergies across the corporation. Delivered detailed global market segment analyses and financial models of strategic alternatives within healthcare, financial services and enterprise services verticals. Recommendations for product re-alignment and go-to-market strategies with channel partners expected to provide an ROI of $100 million.
Developed corporate process for identification and validation of M&A and venture capital investment opportunities.
Senior Director Strategic Partnerships Jun 2007 Oct 2013
Led a team of business development managers in the creation of new consumer content, web services and applications on Blackberry handhelds through multi-faceted B-to-B licensing, co-development, sales channel and content relationships.
Proactively created detailed analysis, business models and sales forecasts.
Worked in collaboration with virtual teams - engineering, finance, marketing and product management - to secure approval, prioritization and resources for execution of strategic initiatives with partners.
Communicated partnership progress through business metrics reviews with senior management to influence decisions on future product and strategy priorities and assure timely responses to partner needs.
Created and negotiated partnerships valued at $100 million with NAVTEQ/HERE, TomTom and other Location Services providers for map and traffic data, local search, e-commerce and advertising content for BlackBerry handhelds and automotive applications for BlackBerry subsidiary, QNX.
Negotiated contractual agreements with Google, Microsoft and Skype delivering paid search, advertising, subscription-based services and email on BlackBerry handhelds. Collaborated with partners to grow subscriber conversion rates and produced revenues and cost savings of more than $90 million per year.
Director Alliances & Business Development Jan 2000 May 2007
Motorola Mobile Devices Business
Led prospecting for acquisitions, minority investments and negotiation of partnership transactions to acquire critical technologies, patent licenses, technology distribution rights and engineering resources with IBM, Microsoft, Sun Microsystems and other parties. Partnerships resulted in royalty and engineering cost savings of $60 million.
Led Mobile Devices organization in selection, due diligence, corporate approval and integration for $195 million acquisition of mobile device software assets from TTPcom (UK) and strategic justification for five Motorola Ventures venture capital investments totaling $25 million.
Senior Product Manager Feb 1995 - Jan 2000
Motorola Advanced Messaging Division
Managed marketing and product management teams in the creation and management of a portfolio of new infrastructure products for wireless networks in North America, EMEA, AsiaPac regions.
Led pre-sales marketing activities. Created product roadmaps, Statements of Work (SOW) and requirements documents for engineering teams, marketing collateral and sales training materials.
Portfolio generated $300 million in new global sales for unified messaging infrastructure and services.
Southern Methodist University, Dallas, TX
Master of Business Administration
University of South Carolina, Columbia, SC
Bachelor of Science Mechanical Engineering
ACHIEVEMENTS AND DEMONSTRATED SKILLS
Global Standards Impact Award for leadership in industry standards and business development organizations.
Secretary, Location Interoperability Forum Governing Board (UK) from 1997-1999.
Strong presentation and public speaking skills, demonstrated ability to coach and mentor team members.