Manager Sales

Paresh Mehta

Cary, NC *********@*****.*** 919-***-****

Sr. Manager - Product Management / Software Development

Expertise in technology product strategy, development, requirements

planning, integration, and implementation leadership

Profile of Key Strengths

o Recognized as a breakthrough thinker who excels at conceptualizing

product development and improvements to meet emerging needs, creating

actionable recommendations, and implementing solutions for sustainable

market impact and business results.

o Integrates strategic vision with tactical excellence, technical aptitude,

market insight, and value-based leadership.

o Comfortable with change and complexity; excels at designing and

implementing architectures, processes, procedures, workflows, and tools

that facilitate continued evolution to support the needs of the business

and its customers.

o Natural ability to create structure and direction; shapes teams to

achieve the business goals, promotes insight and common understanding

across organizational units, and maintains team engagement and sense of

direction.

o Mentors and empowers others to high performance; creates a stabilizing

influence in the work environment.

o Professional Attributes: analytical, resourceful, astute, high

performing, adaptable, diligent, prepared, and articulate.

Product Management ? Needs Analysis (Markets/Products/Users) ?

Business Case Development

Product Launch ? Risk Assessment & Mitigation ? Business Process

Re-Engineering ? Project Management

Testing & Performance Optimization ? Vendor Strategy

(Sourcing/Management/Measurement) ? Global Teams

Professional Experience

GENBAND LLC - Research Triangle Park, NC; Nortel's wire line business

acquisition 2009 - 2012

Portfolio Product & Business Manager

Responsible for: Expanding the role from Unified Communications (UC)

and call center product portfolio management to 'enterprise market'

focused carrier products, and working with key global customers in 132

countries. Reported to Director.

'Enterprise Market Carrier Product' Portfolio - Strategy

. Managed P&L and product lifecycle ownership for the product segment

used in carrier VOIP VPN products; included Interfaces (SIP Business

Trunking, PRI, H.323), Large Enterprise applications (Unified

Communication with Microsoft LCS/OCS & Lync), and Call Center (ACD,

RT1000) solutions. [Achieved 11% annual revenue growth.]

. Established annual $10M R&D budget requirements for program design,

validation, and support needs; led a team of sales, marketing, market

development, supply chain, software engineering, product support, and

supply chain specialists that delivered new functionality to

penetrate new markets. [Reduced development costs and time-to-market,

and produced the fastest growing VOIP VPN product.]

. Defined product direction and roadmap for multiple products with

multiple releases; developed the strategic plan, analyzed market

reports (Infonetics Research, Forrester, Gartner, IDC), and outlined

technology options. [Achieved #1 ranking as the carrier's choice for

large enterprise and SIP Business Trunking solutions.]

'Enterprise Market Carrier Product' Portfolio - Implementation Planning

. Directed a 10-person pre-deployment implementation planning team

(design, supply chain, systems engineering, marketing); managed

product development needs, and evaluated internal and carrier business

requirements.

. Led weekly status calls; managed program risk assessment (technical

and schedule), planning, implementation, and customer/sales team

communication. [Leveraged action plans and reduced product

development by three weeks.]

. Initiated a complete call center solution set to cover the full range

of call center parameters; recommended third party relationships and

negotiations, and optimized the portfolio and R&D effectiveness. [The

first 90 days of the launch defined this project as the most

successful non-Genband product launch.]

'Enterprise Market Carrier Product' Portfolio - Implementation

. Guided customer service and design teams on product defect issues;

enabled accurate assessment of true defects vs. product feature

misuse. [Increased accuracy of submitting software change requests.]

. Managed support team responsiveness and customer satisfaction for all

escalations; increased support team communication, and ensured issue

resolution through post-deployment. [Grew customer satisfaction

scores >10%.]

. Initiated collaboration with product and solution technical architects

on customer/internal product cost and efficiencies to expand the

number of switches served by an A2. [This became the first GENBAND/

Nortel product with a multi-home network component ('Multi home A2')

with a SIP interface for large enterprises.]

Paresh Mehta Page 2

Nortel - Research Triangle Park, NC

2006 - 2009

VOIP VPN Product & Business Manager

Responsible for: Managing the P&L for the global CS2000 VOIP VPN

product segment. Reported to Director.

Strategic Leadership

. Provided global support to sales, product management, technology,

support, and customers; collected and analyzed data using statistical

and mathematical principles to formulate the strategies that would

positively affect business metrics and profitability. [Increased

product line sales 50% in VOIP VPN.]

. Industry Positioning: Defined product/market potential, competitive

posture, product development requirements, and launch planning;

presented at numerous industry conferences (TSA and CTIA).

. Technical Development: Worked with scientific/engineering teams on

product specifications and life cycle planning.

. Service Delivery: Resolved customer issues, and interfaced with

engineering and sales/business development to improve service and

delivery.

New Product Launch: SIP Business Trunking - Planning

. Created and launched a total SIP VPN Trunking solution, replacing the

existing market-leading mature product (PRI Trunking); managed revenue-

generating product development, and drove new marketing and

professional services programs. [SIP drove $50M annual revenue.]

. Defined the total product view for PRI, H323 and detailed market plans

for SIP Trunking; met with the sales force and global accounts to

define and document requirements for product specifications.

[Increased product line sales 50% in the VOIP VPN area, and ranked in

upper 1% of the Nortel workforce.]

. Collaborated with marketing teams to develop the marketing

deliverables; co-developed field-marketing material (fact sheet,

carrier/enterprise business case tool, case studies, technical/non-

technical presentations, roadmap presentation, and value proposition.)

[Resulted in increase of product queries by 300%.]

. Worked with the professional services team to develop several

innovative service offerings; included Enterprise Gateway/PBX/proxy

grooming/validation, carrier network setup/install, auto-provisioning,

vendor certification, carrier incentive for sharing test results,

interopt testing incentives, carrier test plan/strategy reviews,

debugging, carrier technical team assistance, and operations

training/debugging. [Achieved >50% market penetration.]

New Product Launch: SIP Business Trunking - Implementation

. Collaborated with pre- and post- sales teams to respond to customer

queries and needs; presented the product to >100 carriers globally,

conducted a quarterly product life cycle roadmap webinar, presented

semi-annual customer webinars (>800 attendees), and provided guidance

on industry analyst input.

. Conceived and designed the commercial 'starter kit'; enabled carriers

to implement SIP with minimal investment. [Attracted 10 large

carriers on an annual basis.]

. Created and distributed key information to customer, operator, and

enterprise vendors; included an interopt database (for

carrier/enterprise vendor products/releases), quarterly software port

deployment data, and product compliancy documents (IETF RFCs, CCITT,

roadmaps).

Unified Communication (UC)

. Initiated and developed a strategic partnership with Microsoft for

product integration between Nortel CS2x00 <=> Microsoft LCS/OCS/Lync

and HMC; defined the technical requirements for Nortel

interoperability with Microsoft. [This was the industry's first UC

solution integrating carrier-grade switching (Nortel) and IT Works

(Microsoft).]

. Drove partnerships between Nortel / Microsoft ICA alliance members and

the Microsoft organization; defined the business plan, customer

engagement model, and marketing materials. [Delivered the technical

trial to Swisscom which was then fully deployed; drove 12 global

carrier accounts (Australia, Mexico, New Zealand, Puerto Rico)?]

. Presented to numerous internal and external organizations; outlined

product directions, capabilities, and roadmaps.

. Established a new 'Nortel first' pay model (based on pay-per-port);

instituted an annual annuity model. [Produced a continual revenue

stream for the company.]

Hosted SMB

. Drove a 'hosted' (and professional services supported) SMB market

strategy (vs. small businesses purchasing PBXs to support up to 100

lines); defined SMB market potential and characteristics, and

documented the value proposition/ differentiation from a carrier

(wireless, cable provider or traditional fixed) perspective. [Drove

better use of carrier products and resources, increased carrier

revenue, and strengthened Nortel/carrier partnerships.]

. Built the plan to achieve SMB goals; worked across product (Business

Service Gateway / WIMAX access), R&D, supply chain, marketing,

partnering, channel strategy, commercial programs, sales, and

professional services teams.

Paresh Mehta Page 3

Nortel - VOIP VPN Product & Business Manager (cont'd)

Big Voice

. Drove the initiative to centralize existing private PBXs in in multi-

national enterprises into one CS2000; established a basis of improved

enterprise communication consolidation and cost efficiency. [Launched

with HSBC (China), and installed 10 accounts (e.g. Australian Tax

Office, Citibank, Barclays Bank, HP EMEA, UK Dept. of Wages, &

Pension.]

. Evaluated CS2100 functionality and mapped it to CS2000 international

markets; created product positioning, messaging, presentations, and

network overviews. [Realized add-on professional services and

equipment sales.]

Cable Set-Top Box 'Call-ID' Pop-up

. Drove the launch of the industry's first cable set-top box caller ID

pop-up / disposition capability; provided feature- rich capabilities

to the cable market as a value-added, differentiated service.

[Defined a new Nortel pay model (PPC).]

. Proposed re-using the CSTA TR-87 interface product (for communication

with Microsoft with the CM9520); worked with market development and

operations. [Success with Rogers Cable as the first customer led to

continued growth.]

VOIP VPN Software Development Manager [2003-2004

Dual Roles] 2003 - 2006

Responsible for: Expanding this role to manage software

design, product development, and customer support of VOIP VPN (SIP lines,

SIP PBX, H.323, MCS, TDM service control functionality). Managed 15

directs/15 vendors. Reported to Director.

SIP Access Lines & Trunks

. Developed and introduced the SIP interface; targeted the enterprise

market with this multi-location, multi-product based solution, and

worked with architects, product line management, GNPS, and product

verification teams.

. Designed a SIP-based interface technology roadmap for Nortel products;

worked with Verizon and Bell Canada.

. Defined and documented trunking and line solution scenarios for time-

to-market, customer footprint, and technical challenges; created a

call processing and operational performance breakdown, and a design

estimate strategy.

. Recruited teams to participate in content development and

documentation (product support, development, verification,

documentation, and system engineering); presented updates at multiple

organizational levels.

H323 Trunking Interface

. Assumed H323 program ownership from Germany; drove project completion,

and provided ongoing H323 PRI trunk support/maintenance/development.

[Received approval for an incremental budget for re-engineering

plans.]

. Resolved and met product quality requirements; analyzed the impact of

code defects, re-engineered the code development process, and

developed training. [Transferred product development to China for 70%

cost reduction.]

. Partnered with Nortel's Enterprise Division to construct a complete

H323 solution for carrier and enterprise portfolios; maintained

interopt status.

MCS PBX

. Drove this IP PBX product; developed the prototype and phased the

market launch to avoid negative impact on the existing install base.

. Synthesized discussions with customers and PLM primes into big picture

requirements and recommendations; worked with technology and product

line teams in decomposing the big picture into deliverables. [Helped

the company secure a leading market position with the introduction of

a software- based off-the-shelf PBX.]

Program Management

. Managed $35M R&D budget; worked with purchasing and finance on

contracts, test equipment, licenses, and tax credits.

. Provided status in executive calls; distributed reports throughout the

organization. [Tools adopted across R&D.]

. Documented experiments for IRS tax credit evaluation; included plan

technical documents and research notes.

. Managed offshore vendor resources (TCS, INFOSYS, and WIPRO); mentored

high performers and college interns.

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Northern Telecom - Research Triangle Park, NC

[2003-2004 Dual Roles] 2003 - 2004

TDM Products & Business Line Manager

Responsible for: Managing the RES and CTX projects and growing services

revenue and earnings. Reported to Director.

. Managed product development and evaluated business requirements;

developed a business case for requirements-based customer feedback/

market needs, and initiated a revenue-sharing model for offshore teams

to participate in feature development. [Established a 10:1 Nortel ROI

model, and achieved a zero development cost model.]

. Played a key role as SME; supported internal teams (sales, service,

PLM/BLM) and 14 carrier/accounts in N. America.

. Drove new opportunities in CENTREX, Residential Services markets;

mapped customer functionality requirements, assisted with RFPs, and

guided understanding of how DMS components interact.

Paresh Mehta Page 4

Northern Telecom (cont'd)

TDM Software Development Manager 1999 - 2003

Responsible for: Leading TDM R&D software design, product

evolution, and customer support for DMS-100 CENTREX (MDC), Residential

Services (RES), AIN, LNP, and CAIN. Managed 25 direct reports and 50

India-based vendors. Reported to Director.

. Managed the team in delivering >100 features; prototyped innovative

process and organizational efficiencies. [Reduced software

development and sustaining costs 40% without adverse impacts on

deliverables, decreased product operational costs, and software

defects 10% release over release, and increased customer satisfaction

22%.]

. Planned and managed internal resource transfers; moved Texas-based

software groups to RTP (AIN, LNP, DMS-250 software). [Resulted in

improved design effectiveness, and a 28% reduction in cost with no

adverse customer effects; ranked in the top 1% of Northern Telecom

workforce.]

. Filed 12 innovations for the patent review team; awarded a U.S. patent

for Dynamic Call Processing Control.

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( Prior Experience (

BNR/Nortel R&D - Externalization Prime

. Developed the infrastructure and strategy for an offshore design lab

to contribute to DMS development; included all aspects of software

development (code ownership, feature design, field/internal problem

resolution, and test automation). [Managed a budget of $10M, and

achieved quarterly cost savings >11%.]

. Introduced four strategic software development partners to Northern

Telecom development; included INFOSYS, WIPRO, TCS, and SAS. [Created

a 125-person software engineer talent pool for continued development

and support.]

BNR/Nortel R&D - Software Developer

. Developed a C++ library using OO model, software design and analysis

tools for real-time software testing using third party commonly

available off-the-shelf test gear and software for automated testing

of CPE equipment and features. [Reduced test tool design time and

cost 50%.]

. Researched, developed, modified, and assisted design with testing

strategy, test plan, automated test cases for Virtual Trunking Agent

(VTA) Inter-toll (IT), Integrated Services Digital Network User Part

(ISUP) loop around age

BNR - Product Verification/Tool Developer

. Developed and implemented an automated ISDN Basic Rate Interface (BRI)

feature-specific and regression test strategy for N. America;

introduced toolSTEAM to test code, and developed a methodology for

code coverage. [Improved early issue identification 45%; toolSTEAM

became the company standard.]

. Designed and implemented ISDN BRI functional area matrix using

orthogonal array methodology. [Resulted in 40% reduction in test

intervals and 18% increased coverage.]

Northern Telecom - Customer Service Engineer

. Validated Meridian Digital CENTREX feature interaction (>300

features); developed feature-specific and regression tests for large

(>30M lines of code) complex, real-time software (BCS) on DMS systems

used by >100 PTTs worldwide.

. Designed and executed test strategy and test cases with high success

in finding software issues; enabled better field performance of

software. [Identified field exposure and issues before customer

identification; reduced the validation test window 10% per each

release of 12 months, and the testing was adopted companywide.]

. Designed an automation platform; trained >100 multi-location team

members. [Improved software performance and defect detection 30%.]

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( Research & Internships (

Biomedical Fayetteville University Research Lab - Research Assistant &

Coordinator (6/88-5/91)

. Developed a mechanism to convert and collect sample data from an

electromagnetic spectrometer; programmed and configured a PC for

numerical method calculation and digitizing spectra data.

[Constructed the gas manifold for precise infrared beam alignment with

the photovoltaic detector.]

Dept. of Energy/Argonne National Laboratory-Science & Engineering Research

Program - Research Intern (8/90-12/90)

. Developed simulation software to calculate contaminated soil; designed

UNIX and PC platform software.

Northern Telecom - Project Engineer (CO-OP) (5/90-8/90)

. Monitored several new product introductions; learned and executed

internal and external gate processes.

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Education

Bachelor of Science Degree in Computer Science - Fayetteville State

Univ. (Fayetteville, NC); May 1991

Bachelor of Science Degree in Mathematics - Fayetteville State Univ.

(Fayetteville, NC); May 1991

Patent

Dynamic Call Processing Control: Allows a subscribers computing device to

dynamically select call processing options during an

incoming call termination attempt. (Dec. 2007; U.S. Patent

Office 379/88.17)

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