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Work experience

May 2007Sep 2008

Vice President of Sales and Marketing

Valora Technologies

VALORA TECHNOLOGIES, Burlington Massachusetts · 2007-2008

A legal litigation support services provider delivering outsourced services for e-discovery, paper discovery, and document review services.Pioneer in auto-coding technology enabling indexing of paper and electronic documents for preparation of depositions and trials.

Vice President, Sales and Marketing

Reporting to the CEO, led sales and marketing efforts for this 7 year-old, self-funded technology company with goal of growth and diversification of client base and service offerings.Clients include government entities/contractors including Lockheed Martin, CACI, Labat, U.S. Department of Justice, MA Attorney General’s Office as well as leading law firms including Jones Day, Foley Hoag, Lowenstein Sandler, Sutherland Asbill, Pierce Atwood.

·Grew revenue by 51% from 2007 to first half of 2008.

·Achieved record high revenues and profitability.

·Replaced telemarketing approach with senior field sales executives resulting in stronger client relationships and the win-back of under-managed clients.

·Injected low-cost lead generation through use of targeted email marketing to attorneys, litigation support professionals and paralegals.

·Mitigated risk of single service offering by launching new e-discovery services successfully including marketing launch, beta customers and operational processes.

·Implemented client/prospect segmentation using salesforce.com maximizing low-cost marketing efforts.

·Successfully rolled out formal account/relationship planning methodology.

Jan 2005Apr 2007

Vice President, Business Development

IMO Corporation

Wireless distribution concept; the first of its kind to open in the nation. Through partnerships with major wireless service providers including Verizon Wireless, Cingular, Sprint/Nextel and T-Mobile, IMO offered a comprehensive selection of phones and plans, enabling customers using technology to select the one that best fits their individual needs.First-year revenues totaled $2.5M.

Vice President, Sales and Business Development

Initiated contact and negotiated partnerships with numerous wireless carriers by presenting compelling presentations at the corporate level regarding the benefits of distribution via multi-carrier stores.Attract and produce high lifetime value customers for carriers through use of technology and proven selling techniques.Strengthen long-term relationship potential with carrier partners by supplying steady flow of information to reinforce that this new channel concept produces “better-than-average” customers.

·Contributed to the generation of venture capital by establishing comprehensive financial and        operating plans.

·Pioneered New England’s only multi-carrier independent retail store to be authorized by all major carriers.

·Surpassed more than 90% of indirect retail channels on crucial quality of customer and sales metrics (ARPU, churn, data-take rates, and activations).

Oct 2002Dec 2005

Vice President of Sales

Lightbridge, Inc.

Leading transaction processing company specializing in fraud prevention, credit qualification, and activation processing.Company also operated call centers, front end/point-of-sale software solutions, and consulting for wireless carriers.Serviced most major carrier providers in the U.S.Revenues totaled $90M.

Vice President, Sales and Client Relations

Recruited by CEO to command leadership of sales and client relations within company’s largest business unit.Assisted President by providing critical expertise in strategic direction, acquisition, alliances, product management, budgeting, and staffing.Supervised 8 professionals.

·Captured 40% of wireless subscriber market, equating to over 55 million applications annually.

·Led team to surpass revenue goal by 6% ($89.5M actual vs. $84.6M budgeted).

·Secured 60% of total business unit revenue by negotiating multi-year contract extensions with key clients.

Jul 2000Oct 2002

Vice President of Sales and Marketing

Leading developer of award-winning software solutions that offer cross-channel functionality to retailers and direct marketers, linking all aspects of the transaction lifecycle through point-of-sale, back-office, order management, fulfillment, and customer service.Clients included Target, Disney, Staples, U.S. Mint, Brooks Brothers, Saks Fifth Avenue, Jos. A. Banks, and Patagonia.Revenues totaled $12M.

Vice President, Business Development, Sales and Marketing

Selected to spearhead the formation of this new department within the organization.Reported directly to CEO.

·Orchestrated seamless integration of 3 functional departments into a single productive organization.

·Closed deal on largest Software/Services Solution in company’s 25-year history, a $1M Order Management software solution including $5M worth of services.

·Increased effectiveness of marketing dollars by establishing extensive lead-tracking and marketing performance metrics to closely link sales and marketing efforts.

·Introduced an inside sales group including outbound telemarketing, list/campaign management, prospect qualification, RFP/RFI responses, presentations, and product demonstrations.

·Developed alternative distribution strategies including referral, reseller, OEM, and private label relationships through the creation and launch of a new Channel Sales Group.

·Increased per-deal software sales from $125K to $400K by transforming sales group from geographic “hired-gun” approach to a consultative, solution-focused organization, adopting the Target Account Selling methodology.

·Proposed acquisition recommendation that was later executed by the company.

·Provided valuable leadership in venture capital fundraising efforts.

Mar 1994Jul 2000

Senior Director of Sales/Senior Relationship Manager

Lightbridge, Inc.

Charged with accountability for 97% of company revenues ($100M).Serviced large national accounts including MCI, Comcast, and Sprint PCS.Expanded customer base through strategic account acquisition/management.

·Contributed to rise in stock price from $3.88 to $24.25 by surpassing top and bottom line targets for 7 consecutive quarters.

·Prospected, negotiated, and secured the 2 largest contracts in company history.

·Enhanced client relations and facilitated 35% growth with the creation of cross-functional National Account Teams to proactively manage and provide solutions to over 60 key clients.

·Achieved status as Top Sales Executive for 3 consecutive years.

Education

Bachelor of Science

Southern NH University

RESUME

Partial Client List

Wireless/Telcom:

AT&T Wireless

Sprint PCS

Nextel

Cingular

MCI

Verizon Wireless

T-Mobile

Comcast

Government:

U.S. Mint

Department of Justice

AAFES

Retail:

Jos. A Banks

Disney

Sprint PCS

Abercrombie and Fitch

J. Jill

Staples

Brooks Brothers

Target

Saks Firfth Avenue

Patagonia

Legal:

Jones Day

Foley Hoag

Sutherland and Asbill

Pierce Atwood

MA Attorney General

Industries & Applications

Over the years I have immersed myself in a number of industries including:

  • Wireless
  • Retail
  • E-Commerce
  • Legal
  • Government

Solutions include:

  • Software
  • SaaS
  • Transactions
  • Outsourced Services
  • Consulting

Applications include:

  • Order Management
  • Point of Sale
  • Fraud Management
  • Credit Scoring
  • Authentication
  • Identity Theft
  • Call Center
  • Billing Systems
  • Customer Analytics
  • Warehouse Systems
  • E-Commerce

Career Note:

Additional positions include Technical Support Manager, various sales positions, Owner/Operator of two retail businesses (retail/wholesale nursery and garden center and beach market/superette).

Summary

EXECUTIVE LEVEL MANAGEMENT: Sales, Business Development Proven sales leader and discerning business developer with more than 15 years of experience driving revenue generation, profitability, and performance through strategic planning, solid business management, expert analysis, lucrative partnerships, and exceptional adaptability. Expand markets and generate new revenue streams through effective identification and pursuit of fresh business opportunities. Build and lead top performing teams focused on exceeding enterprise objectives. Collaborate with other departments and management to provide guidance, resolve problems, and expedite work.

Functional Areas Managed

Functional Areas That I Have Managed Include:

  • Field Sales
  • Inside Sales
  • Alliances
  • Channel Sales
  • Pre-Sales
  • Sales Engineers
  • Lead Generation
  • Client Management
  • Client Support
  • Project Management
  • Marketing

Personal

I am married and live with my wonderful wife and 2 boys, 11 and 14, just outside of Boston in Salem, NH.

I can be found on weekends either coaching or watching our boys in Little League, Basketball, Soccer, Track and Cross-Country.

We spend our summers on the New Hampshire coast at Seabrook Beach