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Business Developer, Product Champion, Entrepreneur, Senior Leader

Accomplished marketing and business development professional with advanced knowledge and experience in taking new products and technologies to market and scaling them into successful businesses.

  • Structure go-to-market and commercial terms with strategic partners.
  • Global experience in startup, turnaround, and corporate innovation and growth environments.
  • Blend of sharp analysis, creative thinking, and attentive listening skills.
  • Evangelize products, technology, and company to customers, partners, and industry

Opportunity Analysis • Deal Structure • Term Sheet • Negotiation • OEM, Co-marketing, Alliance Agreements

Product Development • Pricing • Segmentation • Targeting • Positioning • Market Research • Business Analysis

Writing • Creative Solutions • Business Operations • Presentations • Public Speaking • Press and Analyst Relations

Work experience

Oct 2007Present

Strategy and Planning Lead

Lead growth planning process by indentifying markets with high opportunity, outlining initiatives to capture the opportunity, forecast the expected return from each initiative, and estimate the investment needed to execute. Commercialize innovative new offers and business models through network operators, including voice, instant messaging, email, mobile, and gaming technologies. Drive joint market opportunities with key marketing decision makers in operators worldwide. Align offers to strategy, establish metrics and scorecard, and clearly specify field engagement, governance, and accountability. Develop relationships with executive, business development, marketing, and engineering stakeholders in Online Services, Mobile Communications, Unified Communications, Emerging Markets, Entertainment and Devices, and Service Provider Sales Groups.

  • Drove inaugural growth planning process across several business groups and internal planning stakeholders
  • Launched network operator offer for Windows Live and drove pipeline of over 50 opportunities worldwide.
  • Launched first of a kind partnership globally with Office Live after negotiating critical partnership terms.
  • Develop fact based scoring algorithm to identify top strategic operator partners worldwide.
Feb 2005Oct 2007

Group Product Manager

Built new product plan for a VoIP solution integrated with business application resulting in executive team allocating a $1 million development and marketing budget and team of six resources. Enabled marketing and channel teams within service providers to determine market segments, targets, messaging, offer components and price levels. Represented Microsoft with press, industry interviews, and industry speaking events. Support sales teams through training, customer presentations, and validating business case.

  • Launched first VoIP network operator solution driving a worldwide pipeline of over 20 opportunities and closing three pilots representing a $6 million opportunity.
  • Delivered all project milestones on time and on budget in a highly matrixed and entrepreneurial environment.
  • Negotiated and executed publicly announced deals with Qwest, Softbank Broadband, and Swisscom.
  • Negotiate revenue sharing, co-marketing, and trial agreements with service providers and internal product groups.
Aug 2001Feb 2005

Product Manager

Sonus Networks (Formerly Linguateq, Inc.)

Negotiated critical features, release content, and delivery dates with prospects, customers and engineering. Communicated product capabilities to sales and market through Product Content Document, brochure, data sheet, white papers, and case studies.

  • Integrated acquired product into strategy, marketing, release planning, operations, and manufacturing plans.
  • Captured over 20 deployments, 500 processors, and $20 million in the first three years.
  • Launched new pricing model for entire software product line resulting in over 40% increase in gross margins.
Mar 2000Aug 2001

Director, Product Marketing and Sales Engineering

Led technical customer presentations, addressed objections, created rapport, and built customer confidence. Developed business models/cases/pricing to support OEM business relationships. Coordinated product marketing review and negotiated consensus among the executive team. Created technical presentations, white papers, and topic briefs to support sales activities.

  • Working closely with OEM Sales, closed definitive agreements with Alcatel and Unisphere (Siemens) and term sheets with six more prospects in the first year in an immature industry with a long sales cycle.
  • Hired, trained, and led Sales Engineering staff.
Jul 1999Mar 2000



Build simulations to help clients identify business drivers and create robust strategies and action plans.

  • Train customers and partners in simulation methods and applications.
  • Author white papers to explain how simulation technology can be used to solve business problems.
  • Survey customers to learn how they view our offerings as compared to our competitors.
  • Research and analyze simulation software industry and competitor products and service offerings.
Apr 1998Apr 1999

Project Management Intern

IBM Corporation

Designed a tool to track contractual and technical dependencies within the AIX portfolio. Created a quantitative model to predict the impact of Year 2000 issues on the technical support organization.

Mar 1998Aug 1998

Product Management Intern

Acuity Corporation

Proposed targeted customer segments and marketing messages for new product launch. Estimated the penetration and maturity of web-based customer service on e-commerce sites.

Dec 1995Aug 1997

Team Lead

MCI Communications

Hired, trained, and coached a team of eight business analysts. Designed, developed and implemented comprehensive data integrity and data delivery audits. Monitored and troubleshot enterprise order processing systems.

  • Defined functional requirements for new software development and maintenance.
  • Presented technology and audit methods to Strategic Business Partners.
  • Developed and implemented a comprehensive data integrity and data delivery audit system for inbound and outbound telemarketing operations, resulting in a revenue capture of $340,000 in the first month.
  • Ensured accuracy and efficiency of enterprise-wide order processing systems.
  • Identified root cause of order processing problems and initiated recovery strategies.
May 1994Dec 1995

Marketing Analyst

Evaluated marketing strategies to help product managers profitably allocate a $40 million credit card marketing budget.

  • Facilitated marketing database strategy and design sessionsl with strategic technology partner.
Dec 1991May 1994

Research Assistan

Commodity Futures Trading Commission

Used statistical analysis, data management, and graphics display methods to studt the structure and mechanics of financial markets.


Aug 1997May 1999


Charles Harritt, Jr., Endowed Presidential Scholar; Sord Scholar; Dean's Scholar

Activities and Societies: Fundraising Chair for MBA Orientation Committee, Information Management Association, Graduate Consulting Group