Summary

Sales Management, Strategic Business Development, Product Development and Management Executive

Internet Content/Commerce, Mobile-Web Services, Enterprise Software Applications/SaaS

COMMUNITY WORK

MetroWest Humane Society, Ashland, MA - Volunteer                                                                        2009 - Present

Christopher's Haven, Sudbury, MA - Member, Board of Advisors                                                            2002 - 2004

MetroWest Harvest, Framingham, MA - Volunteer driver                                                                        1999 - 2005

Food for the Needy, Hopkinton, MA - Member, Board of Directors                                                        1999 - 2002

Work History

Work History
Jun 2006 - Jan 2009

A VC funded startup providing "geographic information retrieval & search" software and data services.

Vice President, Corporate Business Development (6/08 - 1/09)

Responsible for developing strategic alliances in the digital media and enterprise markets for the purpose of enhancing the company's market presence and valuation.

  • Closed a bilateral SaaS model OEM/reseller Agreement with Moreover, a Verisign subsidiary.
  • Developed high levels of interest from several key strategic partner prospects for OEM/integration alliances, such as; AdTech (an AOL subsidiary), Collarity, EveryZing, Lat49, Mobile Content News and Netezza.
  • Established exploratory dialogue with 100+ strategic partner prospects.

Vice President, Content Services (6/06 - 6/08)

Responsible for establishing the digital media & publishing market as a viable new vertical via direct sales, business development, and the creation of software-as-a-service applications and content-based services.

  • Developed and executed the initial go-to-market strategy for the digital media & publishing market.
  • Hired and trained the initial sales and sales engineering staff for the digital media & publishing market.
  • Managed a team of 6 people (3 software developers, 2 product/content managers, 1 operations engineer) that designed, developed, deployed and supported the company's first SaaS applications; NewsMaps Service and Local Alerts Service.
  • Closed the initial digital media customer accounts; Reuters.com, Fox Interactive Media, MySanAntonio.com.
  • Launched the company's first hosted content services collections; "GeoSearch Energy" and "GeoSearch News".
  • Developed and launched a public geographic-search-engine for current general news, www.geosearchnews.com.
Mar 2005 - May 2006

Vice President, Sales and Marketing

VideoLink, Inc.

A provider of video production, transmission and webcasting services and custom remote-controlled TV-studios to major news broadcast networks, public relations and marketing companies, corporations, academia and healthcare.

Responsible for overseeing all sales, business development and marketing activities.

  • Managed a team of three outside sales representatives and one marketing manager.
  • Developed a strategic plan to grow and diversify revenues via expanded enterprise sales and streaming media services.
  • Generated 15% revenue growth over prior year ($8M in total revenue).
  • Added several key new accounts including Sovereign Bank, Richard Branson (Virgin), Nuance Communications.
  • Launched a new corporate web site to support expanded services offerings to the enterprise market.
Oct 1999 - Nov 2004

Sr. Director, Business Development

(acquired by Terra 11/2000 and Daum in 10/2004)

A publicly traded top tier internet portal and network of web sites; (e.g., Lycos.com, Lycos Search, MatchMaker.com, Quote.com, Gamesville.com, Lycos Entertainment, Lycos Music, Wired.com, Lycos Anywhere mobile web portal).

(1/03 - 11/04)

Managed the team responsible for all U.S. business development.

  • Lead the team of 6 Directors of Business Development responsible for revenue generation and user acquisition for all Lycos Network sites and verticals in the U.S.
  • Generated $15M+ in annual revenue from ecommerce, online advertising, sponsorships and content placement.
  • Increased guaranteed revenue streams 100%+, performance based revenue streams 40%+ and subscriber acquisitions for Quote.com by 50%+ over the prior year.
  • Developed concepts, business plans and financial models for new product, service and content offerings.
  • Individually produced $2M in revenue and $1M cost savings (Monster.com, Mail.com, MovieLink, Reuters, AP, S&P).

Sr. Director, Multimedia & Mobile Services (1/01 - 12/02)

Led the team responsible for product development and strategy for all multimedia & wireless-web services in the U.S.

  • Standardized the delivery of streaming video/audio and relevant metadata-driven content across all Lycos web destinations on the "Lycos Video Player".
  • Produced Lycos' first-ever live streaming-audio concert webcast (the Dave Matthews Band) for BMG Music.
  • Implemented and managed alliances for streaming and wireless content, generating $2M+ advertising revenue.

Sr. Manager, Business Development - Wireless Web (10/99 - 12/00)

Responsible for business development initiatives focused on creating Lycos' first wireless-web services.

  • Key leader in the launch of the Lycos Anywhere TM wireless-web portal, the Lycos by Phone TM voice portal and the Lycos 411TM web-concierge service, enabling the company to compete effectively in the new mobile-web space.
  • Directly generated $1.25M+ in "wireless" revenue (e.g., Wysdom, PinPoint, Ericsson), versus $0 for the prior year.
  • Procured $1.75M in development services, software licenses, bandwidth, at no cost to Lycos (e.g., Mobilee, InetNow)
  • Established and maintained relationships with leading wireless carriers (e.g., Sprint, AT&T, Voicestream)
Jun 1998 - Oct 1999

Channel Sales Manager, North America

(Acquired by Divine in 2001)

A VC funded startup software company providing object-oriented web content management solutions.

Responsible for developing and executing the company's initial channel strategy.

  • Signed 6 key partners, generating a $2M+ pipeline, contributing to company IPO.
  • Managed the interactions between the direct-sales team and channel partners.
Jan 1993 - Apr 1998

Vice President, Operations & Sales

InfoCellular, Inc.

(Acquired by LHS in 1998)

A bootstrapped startup software company providing sales automation solutions to wireless telecom carriers.

Responsible for overall revenue generation, account management and customer support.

  • Established and managed the 9 member sales and account management team.
  • Grew annual revenue from $250K to $7M, profitably, for 18 consecutive quarters.
  • Established and managed the software development and support desk teams.
  • Developed and maintained executive level relationships with prospects and client accounts (i.e., wireless carriers)
  • Closed key strategic alliance and OEM agreements (e.g., Oracle, Actuate, Data General).
  • Direct P&L accountability, held signature authority on contracts, payroll and operating accounts.
Mar 1992 - Jan 1993

Co-Founder/Vice President, Marketing & Sales

Research Precision Instruments, Inc.

A startup distributor/systems integrator of biomedical micro-imaging and micro-injection systems.

Established corporate entity, created business, sales & marketing plans, negotiated distribution agreements.

  • Acquired several key product lines and initial customer accounts.
Feb 1986 - Mar 1992

Vice President of Sales & Service

Donsanto Inc.

A New England distributor/systems integrator of optical micro-imaging and micro-injection systems

(1/89 - 3/92)

Managed seven outside sales representatives and three service & repair technicians.

  • Met or exceeded revenue and profit goals for 12 consecutive quarters; grew revenues from $1.6M to $4.6M.

Sales Representative (2/86 - 12/88)

Managed a New England area territory; top individual producer in revenue & gross profit 1987, 1988 & 1989.

Education

Education
1985 - Present

BS, Electronics Engineering (Honors)

Wentworth Institute of Technology

Skills

Skills

Software Application Development & Management

New Market/Product Strategy & Execution

Sales Management (direct or channel)

Strategic Business Development