Summary

A proven F-500 sales and marketing exec who has also helped launch and sell/merge multiple software and Internet startups. A technology executive with six consecutive VP or higher level assignments with successful VC-funded companies and experience managing a $100 million content businesses for Viacom/Macmillan and multi-million dollar channels for IBM/Lotus. Most recently, I have helped profitably grow our content management business from zero to almost $20 million in annual revenue resulting in another shareholder favorable merger with the world’s leading learning management systems vendor.

Work History

Work History
Feb 2001 - Present

Chief Marketing Officer

Xythos Software (Acquired by Blackboard)
  • Introduced company’s first and subsequent enterprise content management and Web 2.0 applications resulting in over 3.5 million licensed users in commercial, education and government institutions around the world. 
  • Developed online marketing and lead generation programs resulting in four consecutive years of 25%-30% annual revenue growth and profitability. 
  • Helped recruit, train and motivate sales and business development teams. 
  • Managed all related expense budgets under plan for five consecutive years. 
  • Launched software as a service (SaaS) offering for SMB market creating a profitable business unit and winning PC Magazine’s Editor’s Choice in less than 12 months. 
  • Positioned company as a Gartner “Visionary” while competing directly with IBM, Microsoft and Oracle within the enterprise content management market. 
  • Achieved three consecutive InfoWorld “Very Good” or “Excellent” ratings for flagship application. 
  • Established a recognized presence in the academic and research collaboration markets resulting in a favorable merger with the world’s #1 learning management software provider.
Nov 1998 - Dec 2001

Sr. Vice President, Sales & Marketing

SkyDesk (Acquired by Symantec)
  • Joined team from San Diego Supercomputing Center to launch online backup and storage services provider (SaaS).
  • Co-authored business plan and helped raised $42 million of additional funding from EMC, Merrill Lynch, Qualcomm, and New Enterprise Associates yielding a $240 million pre-IPO capitalization.
  • Established exclusive B2C and B2B marketing agreements with Compaq, Dell, Earthlink, Excite@Home, Gateway, Hewlett Packard, IBM and Intuit.
  • Developed online affiliate marketing program with over 300 partners.
  • Hired, and trained business development, sales and marketing teams responsible for all company revenue and marketing activities.
  • Introduced customer conversion programs resulting in over 250,000 paying subscribers.
Sep 1996 - Sep 1998

Vice President of Sales

Macmillan Publishing (a Viacom Company, Acquired by Pearson)
  • Recruited back to Macmillan by company CEO to launch a new division.
  • Hired and trained new sales force yielding $63 million in annual revenue – a 300% increase over two-year period.
  • Responsible for P&L for three merged business units.
  • Established and managed distribution partnerships with Best Buy, Circuit City, Costco, Office Max Sam’s Club, Staples, Toys-R-Us, Wal-Mart and other national retailers.
  • Successfully merged mass market selling units of Brady Games, Macmillan General Reference and Macmillan Computer Publishing resulting in significant selling cost reduction and increased sales. 
Mar 1996 - Sep 1996

Vice President, Sales and Marketing

Paragraph International (Acquired by Silicon Graphics)
  • Introduced virtual reality modeling language based product line and established partnerships with IBM, Netscape and SGI resulting in company acquisition. 
Apr 1995 - Jan 1996

Vice President of North American Sales

Compton's New Media (Acquired by Mattel)
  • Re-established CD ROM publisher as top-ten supplier of reference titles in US and Canada.
  • Reversed revenue decline in the first three months and helped restore division to profitability in 6 months.
  • Increased retail coverage in North America by over 6,000 new locations, including Sears, K-Mart, Office Max and Business Depot.
  • Helped establish favorable partnership with the Learning Company resulting in company acquisition. 
Mar 1994 - Apr 1995

Vice President of Sales and Channel Marketing,

StarPress Multimedia (Acquired by Sony)
  • Launched start-up company and education software product line in North American market and formed distribution partnerships with Packard Bell, Compaq and Apple.
Jan 1991 - Mar 1994

National Sales Manager, Director of Sales, Macmillan Software Group

Macmillan Publishing USA (a Paramount Company)
  • Recruited by former Lotus management to launch new software division at Macmillan.
  • Managed internal start-up group P&L above plan each year.
  • Grew North American retail channel to over 12,000 locations managing Paramount, Simon & Schuster and Macmillan software lines.
1985 - 1991

Account Manager, Senior Marketing Representative, US Channel Sales

Lotus Development Corp. (IBM)

  • Managed Midwest VAR partner channel
  • Supported enterprise accounts
  • Graphics applications specialist, Atlanta, Chicago, Detroit, New York

Education

Education
1981 - 1985

Bachelor of Science

Northeastern University
1980 - 1982

Boston University

Portfolio