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Summary

Driven marketing executive with proven ability to successfully capitalize on emerging market trends at large and small companies. Accomplished at leading product planning, bringing new technologies to market, revamping product organizations, and driving rapid revenue growth through sales channels. Extensive experience in Product Marketing, Product Management, Channel Marketing, Global Market Development and Team Development.

Work experience

Aug 2007Present

Vice President, Product Marketing

Systar, Inc.

Manage European and U.S. product marketing, product campaigns and indirect channel marketing for enterprise software and services business

Achievements:

  • Expanded portfolio by launching four new products & services in 12 months
  • Increased social media traffic four times within first 60 days
  • Enabled 500% YOY growth and expanded portfolio coverage within indirect channels
  • Prequalified 95% of booth traffic at key industry events to accelerate post-event sales
  • Earned Product of the Year Award for capacity management software

Responsibilities:

  • Lead product marketing efforts for award-winning Capacity Management solutions in North America and Europe: defining key market requirements, directing marketing programs, and enabling channels
  • Lead market analysis to direct capital & resource allocation toward most profitable market segments
  • Interface with development team to define requirements and implement go-to-market plans
  • Orchestrate indirect channel success with European and U.S. OEM partners
2005Aug 2007

VP Product Management & Marketing

HyPerformix

Led marketing activities including timing of major product releases, prioritizing resources and managing budgets

Achievements:

  • Re-engineered Products team and processes to achieve 100% on-time product releases over two years
  • Secured organizational resources and support for multi-year software portfolio roadmap
  • Assisted in securing $1M+ software license agreements; ramped up global alliance partner in record time

Responsibilities:

  • Managed product management, product marketing and alliances marketing team
  • Established and led OEM and alliance marketing activities
  • Managed technical advisory board representing eight Global 1000 firms
  • Provided market voice through webinars, industry speaking engagements and customer meetings
20022004

Senior Manager, Product Marketing

StorageTek

Staffed marketing team, developed marketing plans, and managed a portfolio of storage technologies and services

Achievements:

  • Exceeded targets by achieving 23% revenue growth (while protecting 42% margins) and 30% unit growth of OEM hardware products
  • Generated $30M pipeline in three quarters for storage solutions; eliminated non-profitable solutions
  • Enabled 11% growth of support services business and built plan to protect $70M in recurring revenue
  • Earned CEO Peak Performance Award

Responsibilities:

  • Directly managed nine senior Product Marketing Managers responsible for new business growth
  • Established marketing teams for Support Services, Storage Networking, Storage Software & Storage Solutions business
19982002

Director, Global Market Development

Hewlett-Packard (Germany and USA)

Channel Marketing, Support, and Market Development for HP Software

Achievements:

  • Assisted in growing software business over 35% annually to reach $1.2B in revenue
  • Achieved a close rate of over 90% in direct transactions of software licenses
  • Established competitive intelligence team and improved perception of HP’s IT management software business from non-player to market-leader
  • Orchestrated portfolio training effort to ramp-up new global software sales force of 250+ reps

Responsibilities:

  • Managed teams across three global regions to develop strategies and market plans for 35 enterprise software products for IT and telecommunications management
19951998

Product Line Marketing Manager

Hewlett-Packard GmbH

Product Marketing and Product Management for HP Software

Achievements:

  • Increased product line sales from $9 to $35 million, achieving sales growth of nearly 400% in two year period
  • Secured executive and market support to shift business from product silo to portfolio-oriented marketing

Responsibilities:

  • Directed product lifecycle management and marketing activities for three enterprise software solutions
  • Managed team of Product Marketing Managers responsible for defining future product requirements, identifying emerging technology trends
  • Managed full product life-cycle for six major releases
19931995

Marketing Manager

Corporate and Channel Marketing for startup delivering wireless communication devices and technology

  • Managed successful market introduction of company during release of first product concepts and first two hardware products
  • Launched new products, managed marketing communications, and developed strategic alliances and indirect sales channel

References

Bob Martin

“Derek managed some of the most complex product lines at StorageTek. He is always focused on how the technology translates into revenue, how customers will buy, be satisfied and repurchase. He understands how a market need translates into the product life cycle management process and deftly sets budget and technology priorities.

His global experience makes him especially astute and focused working internationally. Personally, he maintains the highest integrity. As a manager I thoroughly enjoyed working with him because he always exceeds expectations and runs his business exceedingly well.”

Shauna Osborne

“Derek is a top performer. He is an executive with strong management and interpersonal skills. Derek has an extensive network and is able to bring this value to any company he works for. Derek shows great integrity in everything he does and is a trustworthy colleague and business partner.”

Paul Muller

“Derek is one of the most effective marketers I have ever had the pleasure of working with and highly recommend him to anyone seeking a marketing or business leader to help grow their company's business.”

Phil Brayman

“During his tenure at STK, Derek’s experience, skills, energy, leadership, & passion for excellence were critical in helping transform our product marketing group into a more customer focused team. His contributions were instrumental in driving changes in our thinking & actions to be more focused on delivering total solutions to customer problems using the breadth of STK's capabilities.”

Education Affliations

Community and Education

Product of the Year

Awards and Recognition

Education

20042004

Leadership

Center for Creative Leadership
Feb 2000Feb 2000

Finance Coursework (Executive Education Programs)

Aug 1987Dec 1992

BS

San Jose State University
Apr 1991Aug 1991

ZDAF

Goethe Institute