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Summary

WORLDWIDE TECHNOLOGY OPERATIONS EXECUTIVE with

START-UP, STRATEGY, PLANNING & ACQUISITION INTEGRATION EXPERTISE IN 60 COUNTRIES

Objective

Start up, manage and grow an international sales and marketing operation for a technology company on a permanent or interim executive basis.

Work experience

2008Present

Managing Director, Asia

Open Link Financial, Inc.
  • Determined location, established office / staffing and now launching sales for Asia Operation in Singapore for this $200 million leading vendor of enterprise trading and risk management (ETRM) software and services targeted at large financial asset, energy, and commodities trading operations.

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20072008

Consultant to Chief Marketing Officer (CMO)

Dex Media (Subsidiary of R.H. Donnelley)
  • Conceived innovative, data-driven segment analysis which quantified dramatic loss of advertisers in top 500 yellow pages headings. Results revealed fatal business projections that so astounded top management they initiated company-wide review of all sales and marketing practices using nationwide consulting firm in attempt to save and turn around business.
  • Designed market test and implementation plan with specialized products targeted toward most crucial segments to reverse significant decline in key advertiser segments by 50%. Was first segmentation approach to encompass print yellow pages and internet products grouped by segment.
20042007

President and IT Consultant

NerdE-Solutions, LLC
  • Operated, branded, and then sold successful IT outsourcing firm focused on small and medium businesses (SMB).
  • Directed start-up business development and cultivated more than 300 new business accounts and new 900 home office/high-end residential accounts in first 24 months. Developed recurring revenue model to scale business and sold 70 Managed Service Agreements, which eliminated seasonal fluctuations.
  • Directed service delivery / logistics and on-target contract deliverables across CRM, accounting, Software as Service (SaaS) products and network infrastructure solutions, which expanded scope of IT solutions and target market.
  • Built memorable brand (developed into national trademark) to stand out in crowded market. PR efforts yielded full-page profile in Denver Business Journal and 5280 Magazine's 2006 "Editor's Choice" for Computer Repair.
20022003

President, Media Management Solutions

  • For market-leading ERP vendor focused on TV stations, station groups, cable networks, satellite radio and TV networks, used acquisition integration model developed at Sterling Software to restructure $58 million division into product line portfolio. Turned around operation and stemmed client loss by improving client support to prepare company for sale.
  • Integrated 5 previous acquisitions to create first-ever product line financials and separate product-line operations, which resulted in profits increasing 18% and profit margin increase from 34% to 42% while development investment was increasing $600,000. Outsourced major software re-development to India.
  • Converted operation from product-based to solution-sales consultative model to stem loss of key large clients by: guaranteeing contract deliverables for business transformation with professional project-managed implementations, professional services to improve clients' business operations, high level of tech support and client service.
  • Built new executive team by recruiting CFO, VP Services and appointing new head of Sales. Blended them into existing team to develop new, highly effective and cohesive executive team.
20002001

EVP of Operations

  • Managed operating functions at $11 million VC-backed marketing enterprise optimization software vendor. Was analytic, data-driven software solution that enabled marketers to mathematically maximize profit / ROI from each customer interaction, while simultaneously satisfying real-world business constraints.
  • Re-focused efforts and personally took charge of increasing revenue through two most important indirect sales partners: Accenture, IBM Global Services. Defined and re-built product marketing and product management functions, which optimized product processes and launch.
19992000

Chief Operating Officer

worldeb.net
  • Managed all operations at VC-backed internet content management software and services vendor. Was data-intensive, but user-friendly, XML application. Built company infrastructure to scale business after it was funded to work toward future IPO.
  • Improved service delivery and increased client satisfaction by re-focusing professional services and tech support organizations to develop scalable processes, meet on-time deliverables and develop / attain measurable metrics.
19951997

President, Emerging Markets Division

Responsible for strategic leadership and P&L accountability for $50-million international sales organization spanning 55 countries with staff of 75 in 4 offices world-wide within $1 billion NYSE enterprise software vendor (acquired by CA, Inc in 2000). Member of select corporate post-merger acquisition integration team for 6 software company acquisitions. Led effort to optimize and quantify distribution channels for 60 countries and develop "follow the sun" 24/7 level 2 support for clients around the world.

  • Propelled revenue to 47% annual growth. Achieved $9+ million profit and exceeded profit target each quarter. Motivated dispersed sales force to continually exceed revenues: indirect sales network of 55+ independent distributors and direct sales offices in Brazil and Singapore.
  • Negotiated agreements with independent distributors from 50+ countries and motivated them to exceed quotas.
  • Hand-picked and developed new team of two Sales VPs and new CFO into high performing team. Set divisional record when all three regions exceeded their financial plans.
19881995

Strategy, Worldwide Product Marketing, Sales Management, Product Management Roles

Increasingly responsible product roles in product strategy, product marketing, service / support delivery and worldwide product management as Sterling Software grew rapidly by acquisition.

  • VP, Business Development, International Group, Paris - Led strategic development and market push for $200 million operation, resulting in growth rates exceeding 20%.
  • VP, International Marketing, International Group, London - Streamlined interactions between U.S.-based product management with international product marketing and built first-ever international product launch plans by leading team of 7 Product Directors in $170 million group encompassing 60 countries.
  • Regional Sales Manager, North Asia, London / Tokyo - Built distributor relationships, worked through Koran distributor to help close largest deal in Region's history ($350K+) and grew revenue more than 100% for $8 million region.
  • VP, Business Development, Distributor Division, London - Spearheaded product strategy and launch for $30 million division. Devised innovative go-to-market matrix of 175 products for successful launch in 55 countries.
  • Director, Business Planning and Marketing, Reston, VA - Managed product strategy / launch for $20 million distributor channel for spanning 40 countries.
  • Product Manager, Reston, VA - Network / Systems Management and VM Systems Software Products.
19811985

  • Account Systems Engineer, National Accounts Division, Los Angeles, CA - Managed software and technical sales issues at large aerospace account.
  • Associate Programmer, General Products Division - Engineered high-end hierarchical storage and printer software.

Education

1987Present

MBA

1981Present

BS