James Sherburne

James Sherburne

Summary

Senior marketing and business development executive with standout success in positioning high tech companies both domestically and internationally for growth and profitability.Particular focus on major enterprise customers and key vertical markets – financial services, retail, CPG, media and engineering services<?xml:namespace prefix = o ns = "urn:schemas-microsoft-com:office:office" /><o:p></o:p>

  • Totally restructured the marketing and business development organizations of a company, working closely with key industry analysts to define strategy; positioning them to double revenues in two years.<o:p></o:p>
  • Co-founded, and was an integral part of the senior management team that successfully positioned and launched this start up, increasing global revenues to in excess of $87 million over six years.Resulted in their acquisition by a Fortune 500 corporation.<o:p></o:p>
  • Guided the creation of international operations, to include all aspects of the global strategic planning, as well as its execution, included establishing local office presence, hiring of local staff and establishing distribution network.Attained profitability 12 months ahead of schedule, increasing annual international revenues by nearly 100% every year of my tenure.<o:p></o:p>

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High performance leader who spearheads critical corporate initiatives to advance growth and competitive positioning.<o:p></o:p>

  • Developed the global go-to-market strategy and led the release of a major new virtualization product line for BEA Systems in close cooperation with Fortune 100 technology partners (Intel and VMware), positioning the company for projected incremental revenue growth of $100 million.<o:p></o:p>
  • Successfully executed on go-to-market strategy for Savvis enterprise Cloud database product.The launch was statistically the highest achiever in the 12 year history of the company.<o:p></o:p>
  • Defined and delivered multiple new products; managed the entire product lifecycle from the “bright idea” phase in engineering to delivery of a $50 million suite of ASQ tools; successfully worked to productize client technology, taking them from 1 paying customer after 2 years of operations to 6 in the ensuing 4 months.<o:p></o:p>

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Change catalyst who charts strategic direction communicates vision and executes action plans to drive results.<o:p></o:p>

  • Created VAR program for EMEA and Asia Pacific markets, rolled out across approximately 500 global partners resulting in a 30x increase in revenues over 3 years.  Named by Software magazine as having the highest rate of international revenue growth of any software company in <?xml:namespace prefix = st1 ns = "urn:schemas-microsoft-com:office:smarttags" /><st1:place>North America</st1:place>.<o:p></o:p>

·        Charted strategic direction for EMEA operations – full P & L responsibility.Hired local staff, established distribution network and created VAR programs.  Achieved profitability on schedule gaining 70% EMEA market share.Most profitable division within the company, representing approximately 50% of the bottom line. <o:p></o:p>

TECHNOLOGY DOMAIN EXPERTISE:Cloud, SaaS, IaaS, e-commerce, Service Oriented Architectures (SOA), Virtualization, Middleware, Complex Events Processing (CEP), Open Source Software (OSS), Application Lifecycle Management (ALM), Java development tools, EJB, Java EE 5, UML, BPM, testing, Web Services, database, data center and performance optimization, software appliances<o:p></o:p>

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 SPECIAL SKILLS:Fluent German, French<o:p></o:p>

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Work History

Work History
Jun 2009 - Present

Director, Managed Product Services

Savvis a CenturyLink Company

·Full product P & L responsibility

·Responsible for all aspects of the successful release of the Symphony Database product line, a unique enterprise cloud database offering, providing database and storage capabilities in the company’s cloud environment.This includes product positioning, competitive analysis and all aspects of the go-to-market strategy – considered the most successful product launch in company history.

·Responsible for Managed Application Middleware, Oracle database, e-commerce and Web product service offerings within the Hosting organization. Instrumental in the development of a coherent, focused strategy for IaaS and PaaS middleware and database implementations on the Cloud, as well as a major go-to-market campaign in conjunction with Oracle.

·Successfully negotiated strategic partnerships with Oracle and Citrix, as well as concluding reseller relationships with both, with projected incremental revenues of approximately $20 million.Managed multiple technology partnerships in support of my core product offerings.

·Successfully released service offerings for IBM WebSphere and Apace Tomcat application servers with JBoss from RedHat and Oracle WebLogic in the pipeline for FY2010 release.

Jan 2002 - Present

Managing Partner

GMA Group

Independent Consultant/Interim Executive; Managing Partner* Developed & executed marketing & product marketing strategies for an array of high tech companies, with a strong focus on enterprise software.  * Defined & refined of product positioning; revised launch strategies.  Managed ongoing strategic third party software vendor relationships.  Clients have included Cassatt, CollabNet, Zend, Agitar, BEA Systems, Sun Microsystems, IBM, Telelogic, WebGain , Maxtor, Metastorm (Proforma) & Embarcadero Technologies

*Parasoft Corp., Senior Vice President of Marketing.

  • Redefined the strategic focus of the company, focusing on the development of coherent, solution based enterprise messaging.Restructured the entire marketing organization, creating Product Marketing, Channel Marketing & Business Development efforts.
  • Established relationships with key analysts & strategic partners - Gartner, IDC, IBM, Sun, Borland, Wind River & Green Hills.
  • Developed enterprise level product positioning & product strategy.Defined target audiences, established key marketing objectives as well as campaigns to implement them.
  • Instigated web based lead generation program improving lead capture by 400%.
Aug 2008 - Jan 2009

Senior Director, Product Marketing

Rolta TUSC
  • Integral part of the senior management team, responsible for all aspects of product marketing for the TUSC SOA Center of Excellence, a start up group within the organization.
  • Created value propositions and key messaging as well as comprehensive go-to-market strategy for global launch SOA services practice, as well as a suite of data virtualization and integration tools with projected revenues of $40 million.
  • Worked extensively with key analysts from Gartner and Forrester, conducting dozens of briefings with them as well as a number of other boutique firms.Successfully completed formal messaging review with Forrester
Oct 2005 - Aug 2007

Director of Product Marketing

BEA Systems

$1.4 billion provider of enterprise middleware and SOA software tools; 2005 to 2007Director of Product Marketing – Emerging Technologies* Created go-to-market and spearheaded global launch for projected $100 million virtualization product line in close coordination with Intel and VMware.    Worked extensively with key analysts from Gartner, IDC and Forrester as well extensive press and customer contact. * Reversed previously unsuccessful launch of Real Time product line, capturing $2.1 million in incremental revenues in the first quarter.

1998 - 2002

Sr. Marketing Product Manager

SGI

·Managed a small software product marketing team with full product lifecycle responsibility for developer & network infrastructure tools.

  • Developed worldwide product roadmaps, generating an average $120 million in software revenues.
1996 - 1997

Manager of Product Marketing

IBM Rational
  • Created & managed the Product Marketing team for the flagship Rose Business unit including global support for channel and direct sales as well as all aspects of training.
  • Presided over the Java product – most success initial release in the history of the company with over $1 million in revenues in the first quarter of release.  Group revenues were in excess of $150 million. 

Education

Education

BA

Skills

Skills

French

High level of competency in French

German

Near native fluency in German