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Product Management, Sales

Location:
Portland, OR
Posted:
October 29, 2014

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Resume:

LORRAINE ORCINO

**** ** ******** ***, ********, OR 97211 +1-503-***-**** acgjlr@r.postjobfree.com

SUMMARY

Results driven global Business Management leader, effectively selling to and partnering with Large, Mid, and Small -sized

organizations. Led cross functional and geographically dispersed sales, engineering, marketing, and operations teams

through entire product and sales lifecycle: product development and new market penetration, new customer acquisition

and nurtured growth into strategic accounts, product portfolio sunset planning and execution. Extraordinary record of

motivating teams to deliver success in high-stakes projects and deals that could make-or-break the business. Consistently

exceeds metrics.

EXPERIENCE

DIRECTOR OF GLOBAL SALES OPERATION, RADISYS CORPORATION JUNE 2013-JUNE 2014

Transitioned to this role from PLM Director with the objective of reinventing the Global Sales Organization. Focused sales

team on strategic selling, delivered analytics and business intelligence for improved business planning, and optimized

return on operational costs. Controlled global expense budget and infrastructure of direct and indirect sales organization

with footprint in North America, Central & Eastern Europe, Russia, India, China, Korea, and Japan.

Optimized product and sales investments for AOP 2014 with significantly improved funnel analytics. In under 6

months, increased utilization of Salesforce.com CRM and increased long-term and global funnel view by >3x.

Identified strategic accounts and must-win deals, and drove alignment across all functional organizations by

defining and implementing key sales and planning processes. Company has won 3 of top 5 targets to date.

Increased sales coverage of product lines across geos with redesigned sales incentive compensation plan.

Identified areas of deficiencies and filled in the gaps:

o Increased hardware and software capabilities with focused product and technical training.

o Extended geo coverage and improved local sales support by increasing channel engagement through

renegotiated contracts, training, and co-marketing execution.

o Delivered quality target-market-specific leads by collaborating with business units in market research,

and creation and delivery of lead-generation campaigns.

DIRECTOR OF EMBEDDED COMPUTING PLATFORMS DIVISION, RADISYS CORPORATION JANUARY 2011-JUNE 2013

Owned Profit & Loss of $55M business unit delivering ~25% of company’s annual revenues . Tasked with maximizing

return on existing resources with minimized investment and extending BU relevance given strategic shift of company away

from market segment. Increased ROI by maintaining and growing customer base delivering >80% of BU revenue while

reducing operational expenses >60%, helping fuel other parts of the business.

Not only maintained >80% of BU revenue, but also extended baseline revenue stream by minimum of 3 years

o Won back company’s #2 revenue customer and secured this revenue for at least 5 more years

Managed $4M-$5M Marketing and R&D budget and staff of 40+ hardware, software, mechanical, thermal, test

engineers, and product line managers in China and US that delivered all projects on time and within budget

o Doubled efficiency and output of engineering team, enabling business unit to maintain/expand

product portfolio despite budget reductions

Optimized product investments and secured new revenue streams valued in excess of $10M of lifetime revenue

with strategic program wins at key accounts

o Eliminated 80% of cost burden enabling extension of roadmap 2 years for most successful lines

o Developed strategic partnerships to deliver complementary products and enhanced services

Business Unit achieved Preferred Supplier recognition and awards from three Tier 1 Accounts in 2012 and 2013.

SENIOR PRODUCT LINE MANAGER, RADISYS CORPORATION MARCH 2007-DEC 2010

Managed Profit & Loss of flagship product line of Commercial Business Unit targeted at OEMs in Medical, Military, and

Enterprise Telecommunications markets worldwide.

Grew fledgling product line from $3M-$35M in 4 years.

Defined roadmap and product strategy to penetrate and grow revenue in niche segments in Medical, Military, and

Enterprise Telecom markets, enabling company to successfully compete with competitors >10x size. Certain niche

products delivered margins >10% of industry norm.

Sales. Personally involved in securing new customers/programs that made company’s Top 10 revenue drivers.

Directly interfaced with customers for technical and commercial needs assessment, set pricing strategy, crafted

winning proposals, approved special terms.

Directed Marketing Communications in planning, execution, and content development of marketing collateral and

programs. Content developer and presenter.

BUSINESS DEVELOPMENT MANAGER, NEW EDGE NETWORKS MAY 2006-MARCH 2007

Developed new distribution channels to grow revenue in peripheral market segments.

Conducted market research to identify fertile markets, and collaborated with product management on product

packaging for target markets.

Developed and executed Sales & Marketing campaigns resulting in >20 new partners which brought opportunities

valued in excess of $1.6M within 6 months.

STRATEGIC ALLIANCE MANAGER, MOTOROLA 1998-2005

Managed Embedded Computing Communications Division’s co-development strategic alliances and worldwide channel

partner program. Responsible for all contract negotiation, and program and project execution.

Developed partnerships with ISVs to extend company’s addressable market and with key silicon providers

enabling early access development for time-to-market leadership

o Project managed >30 software projects

o Spearheaded a joint marketing campaign for flagship product line that resulted in initiation of beta

programs with 4 of the 6 targeted leading worldwide network equipment providers

Created and managed the company’s Channel Partner program. Developed or directed development and delivery

of program components:

o Channel development: sales and technical training, worldwide c hannel partner conferences

o Sales and marketing tools and collateral: datasheets, technical/sales presentations, etc.

o Co-marketing: market development fund program, joint seminars, demos, etc.

TECHNICAL TRAINER, APPLIED MATERIALS 1996-1998

Developed and delivered standard and custom course curriculum for multi-million Centura semiconductor

manufacturing equipment including industry’s first 300mm-equipment training course. Course includes system

overview, process, and hands-on maintenance

Coordinated with CVD product division to develop and release process improvements and BKMs Best Known

Methods for Global Support Engineering team

EDUCATION

BACHELOR OF SCIENCE, ELECTRONICS ENGINEERING TECHNOLOGY, GRADUATED SUMMA CUM LAUDE 1996

DEVRY INSTITUTE OF TECHNOLOGY, POMONA CA

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