Launch, Global Markets Entry | Commercial Vision| Business Development| Strategic Alliances | Disruptive Innovator | Product Development & Management | Acquisitions & Integrations | Managing Multiple Revenue Streams | Costs, Margins, Cash-Flow & Profit Structures | Venture Capitalist Relationships
Senior Executive – General Manager – CEO
Captures Innovations, Develops and Deploys Global Corporate Strategy to Ignite Revenue
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Target: Mid-Stage to $1B Growth Oriented Company or Division
Industries: Mobile Services - New Media - Hi-Tech Software
P&L: Drove & Defended US$ 42 M & US$ 72 M Global Revenue Streams
Key Initiative: Founding member of communications and marketing strategy firm that advanced economic value, reputation management, and brand development for political and corporate clients. Specialized in political strategy and lifestyle focused marketing campaigns.
§Land Rover Nameplate: Generated $1.8M in sales on $125k marketing campaign via innovative sports sales pipeline
Jan 2007 - Present
Independently started mobile industry consultancy
Key Initiative: Steer corporate leaders and equity / venture investors regarding commercial models and global mobile services market entry strategies using subject-matter expertise in wireless applications, software, infrastructure, mobile media / advertising / payments / social networks and mobile web.
§Developed Post-acquisition integration plan of European SMS & MMS messaging company for Warburg Pincus.
§Identified service innovations and assessed mobile money transfers markets in India and Africa for Clickatell
§Framed mobile advertising strategy and SMS operational requirements for Facebook Mobile international market entry
§Conducted due diligence on mobile advertising company supporting equity investment by Connecticut Innovations.
§Recommended business model structural changes in mobile advertising ecosystem for Mobile Marketing Association, engaging C-suite executives within mobile carriers, brands, advertising agencies, messaging aggregators, and content providers (Verizon, ATT, VeriSign, mBlox, Edelman, Ogilvy, AKQA, Coca-Cola, P&G, CBS, NBC Universal)
Jan 2007 - Mar 2001
Vice President, GM - International Sales
VC-funded IP solutions start-up that grew into globe’s leading SMS messaging enterprise with US$ 117 M revenue, based on 10 B message transactions per month averaging 1 US cent with dominant domestic and international market share,sold in 2007 to Sybase for US$ 417 M.
Key Initiative: Attain swift corporate growth via pivotal management team role--400 operator deals in 135 countries. Answerable for 35% of corporate revenues. Swayed customer stakeholders to industry transforming pricing scheme and innovation buy-in. "Internationalize" domestic service despite challenges of global, borderless environment with diverse cultures--forged entry and established first-move advantage across globe in periods of limited resources and hyper growth.
§Reported to CEO. Executed full P&L control and strategy / execution / performance management / accountability and predictability across international operator customers, developing sales plans & forecasts globally rolling up from carrier, country, region and globally--Europe, Asia, Middle East, Africa, and Latin America.
§Cemented premium, competitive position in marketplace, justifying value-driven premium pricing to surpass lower-priced rivals. Scaled organization, negotiated critical technology partnerships and originated pricing / business model and service value-adds to command global market position. Shaped company brand as solid technically and as a consultative “trusted agent” to wireless carrier / mobile network operator. Negotiated and closed Global Framework Agreements with Vodafone, Telefonica O2 and SingTel.
§Managed 20% of company’s total FTE, comprising 40-member cross functional team geographically dispersed across globe.
§Averaged Gross profit margin of 72% over 5 years. Achieved positive variance against plan each year of tenure with zero customer churn Resolved and collected $1 million receivable from carrier customer.
§Catapulted international revenue 421% and retained staff and full customer portfolio following acquisition of $ 100 M French-based messaging company M&A roleincluded identifying acquisition targets, performing due diligence and shaping deal discussions. Post-acquisition: Led international integration and rationalization. Slashed costs and modified commercial models by manifesting trust-based teams, surmounting cultural differences, transforming pricing protocols and cultivating new operational / sales policy / commercial structure buy-in.
§Established Limitada structure in Brazil. Established WOFE entering China market; launched business in China residing in country for 7 months.
Mar 2001 - Jan 2000
Director, International Sales
VC-funded, early stage mobile services provider focused on enterprise market offering infrastructure and SMS messaging applications.
Key Initiative: Lead European sales, pursuing banking, FMCG, sports content and mobile network OEMs such as Logica and Ericsson, while establishing offices in London and Brussels.
§Managed consultative sales process and business development initiatives within enterprises seeking to mobilize content.
§Designed business development and outreach plans to mobile operators, network infrastructure providers and system integrators-Cap Gemini, Arthur Anderson. Personally secured $1. 3 M SMSc software licensing agreement with Ericsson.
§Personally sold technology licenses to OEMs and banks, capturing content deals with FMCG and entertainment / sports providers and directly with mobile operators. Secured content distribution agreements with PGA, NHL and Carrefour.
Nov 1998 - Jan 2000
Director, International Services
Full P&L accountability across self-contained group
Key Initiative: Drive international roaming revenue and rapid expansion for mobile operator via negotiation of wholesale international roaming rates and partner agreements with 125 international GSM operators. Identified, captured and launched innovative voice and messaging technologies and services initiatives.
§Embraced high-profile role to swiftly launch wholesale roaming agreements with multiple GSM partners. Determined program strategy and direction alongside CEO. Functioned as principal negotiator and de facto General Manager of business and principal corporate interface to global trade association of GSM network operators. Managed 5 direct reports.
§Ratcheted business to $ 30 M P&L (from $400k) in 8 months and exceeding $ 72 M within 2 years. Built business case around global regional segmentation of mobile operators, fostered carrier partner rapport via in-country visits, initiated international collaborative marketing, directed pricing and services development, piloted creation of common international roaming flat wholesale tariff rate across 7 North American carriers, stamped out billing obstacles and served as operating company representative securing strategic alliances and partnerships to market technology innovations.
§Broadened role into corporate development activity upon SBC $63B acquisition of Ameritech and its 25 wireless network properties spanning Europe, Asia and Africa Member of mobile integration team tasked with identifying new property assets, benchmarking services and distinguishing best practices across all property platforms. Devised marketing & services integration plan for properties spanning Europe, Asia and US.Advised corporate M&A group on market potential for international spectrum licensing and joint ventures.
Apr 1997 - Nov 1998
Director, Product Development - Voice & Data Services
Business case and service offering development for voice / SMS data messaging services within matrix organization.
Key Initiative: Direct $ 3 M corporate venture investment by PacBell, Microsoft and ATT Wireless into technically innovative, network-based software, naturally speaking voice-activated calling / messaging venture.
§Increased revenue $ 15+ M. Integrated functionality, pricing, marketing and technology strategies to build robust, global voice / data messaging business Streamlined product development pipeline, focusing core priorities within voice messaging and text data initiatives. Created business cases outlining revenue, pricing, cost, risk and ROI for 15 products / services in development roadmap over 2 years. Worked across network, billing, finance, IT, customer care and regulatory groups to ensure successful pilots, trials and launches.
Sep 1996 - Apr 1997
Director, Business Development
Fast-growth, emerging technologies environment reaching $1B EBITDA within 2 years.
Key Initiative: Develop pre-roaming phone rental solutions for international travelers via select travel, gaming & hospitality industry partner channels generating over $100k in roaming revenues within 1st three months of program via provision of 1-stop international roaming solution to inbound travelers and 1-drop mailing solution to departing international roamers.
§Formally recruited into highly autonomous role within start-up mobile network to develop and estimate business cases for channel distribution plans using major consumer segments.Provided commercial analysis to corporate marketing initiatives.
§Created channel distribution handset rental network and programs through international mobile network operator partners. Established commercial alliances with major entities in airlines, hotels and gaming leading to increased sales, product diversification, penetration and development of B2B relationships through non-traditional channels.
Jan 1983 - Aug 1995
Presidential Senior Executive Service AppointmentsUS Government, 1983 to 1994
Legislative Director / Tax & Finance • US Dept. of Housing & Urban Development (G.H.W. Bush Administration)
Chief of Staff / Office of Federal Contract Compliance Programs • US Dept. of Labor (Reagan Administration)
Legislative Aide, International Trade, US Senator John C. Danforth, Senate Finance Committee; Director, Republican Governors Association; Legislative Lobbyist, Computer Dealers & Lessors Association, CEO, Senate & House Campaigns.