Sales Management

ACCOMPLISHMENTS

Company Building

Both Early Stage and Large Company Experience

Recruiting & Managing People, Maximizing Budget and Corporate Growth

Board Level Reporting

Responsible for Global Operations, Profit & Loss

Responsible for World Wide Direct and Indirect Sales, $1M+ sales to a total

revenue of $100M+

Responsible for Marketing, Bus Dev, Product Management, Development,

Finance, HR & Support

Raised Venture Capital from Individual and Institutional Investors

Company Founding to Exit, Providing 300% Return to Shareholders

Experience in both Software-as-a-Service and Traditional Enterprise Sales &

Marketing

Market Expertise in Technology Based Solutions Including IT Software,

Telecom, & Semiconductor

PROFESSIONAL EXPERIENCE

Current Pinpoint Worldwide

Consulting Services for Business Strategy, Planning and Market Acceleration

President & Principal

Retained by several technology companies including NetQoS (now Computer

Associates), Align Communication and Modius Software.

Services have included: Business Planning, Competitive Analysis, Sales

Strategy and Tactics, Product Management, Marketing Messaging, Tactics, &

SEO, Business Development, Funding, Meeting with Industry Analysts,

Recruiting and Staffing.

2007-2009 (April) nlyte Software (GDCM)

Data Center Configuration Management Software; London, England (Del Mar,

California)

President, US Operations

Recruited by Chairman to launch GDCM (a UK Company) in the US and build the

infrastructure necessary to support the growth of business operations.

Opened California office and recruited team including sales, marketing,

product management, engineering and administration. Responsible for US

P&L.

. Wrote US Business Plan

. Rebuilt marketing and implemented sales/marketing methodologies to

include inside sales hunt group, regional sales and ROI based selling

. Successful in gaining new business in less than 30 days

. Marketing efforts led to the generation of more than 1000 new leads

. 300% quarter-to-quarter growth

. Obtained new Partners BMC & IBM

. Featured Speaker at Data Center Dynamics and 24X7 industry forums

2005- 2007 Visual Network Design, Inc.

Modeling and Operations Software for Datacenter IT infrastructure; San

Francisco, California

Vice President, World Wide Sales & Operations

Recruited by the Founder/Chairman to restart the company and develop the go-

to-market plan for growing the company. Responsible for identifying the

market opportunity and executing applicable product and marketing plan and

strategy. Managed Sales, Marketing, Business Development, Product

Management, Professional Services, and Support.

. Authored business plan to restart company and product development to

address $3B global market.

. Assisted in raise of $6M in venture capital funding.

. Recruited executive management team including engineering, marketing,

product management, support, sales and operations.

. Grew revenue 280% (run rate) and cash-to-bookings profitability in 22

months.

. Closed Strategic business including BT/INS, Cisco, Emerson Power, and

Microsoft

. Generated more than $30M growth in corporate value

. Go-to-market both SaaS and traditional enterprise software model

1999 to 2004 IBM (Micromuse - Network Harmoni, Inc)

Business/IT Infrastructure Management Software; San Francisco - San Diego,

California

Vice President/COO

Responsible for all areas of Operations, Global Sales, Marketing and

Business Development (M&A) of Network Harmoni's commercial IT Software and

Services.

Was recruited by principal investor, John Moores (founder of BMC Software),

to start-up company sales and market operations. The job focus was to take

the product from concept (IP) stage to deployable commercially available,

revenue generating, software. Executed initial business plan, developed

OEM and Direct Sales Channels. Worked directly with OEM partners,

resellers and end-user customers in the service provider and large

enterprise market space.

. Grew revenue each consecutive year.

. Complete new product/company launch.

. Run rate to Break-even in year four.

. Developed business plan and presented to board of directors, resulting

in new product development and funding of B and C venture rounds

($6M).

. Direct reports, operations (P&L) and human resource responsibility

(collaborative product/engineering management).

. Opened new US and EMEA sales offices resulting in 50% sales growth.

. Identified and negotiated OEM contracts with Agilent Technologies,

Hewlett Packard, Ericsson, Micromuse, Peregrine Systems, InfoVista,

Opticom, Response Networks, & Sun Microsystems.

. Developed global reseller channel, identifying partners, negotiating

contracts and corporate support, contributing 25% growth in revenue in

first year.

. Identified merger target, lead negotiating team resulting in the

successful sale of the company to Micromuse, Inc.; returning a 300%,

three year, cash return over $23M to shareholders and investors.

1996 to 1999 Lucent Technologies Corporation -AG Communications Systems

Telecommunications Hardware, Software and Services; Phoenix, Arizona -

Murray Hill, New Jersey

Vice President, World-Wide Sales (Channel) - Telecommunications

Vice President, INgage Business Unit (Direct Sales of IN Software and

Hardware solutions)

Responsible sales and marketing for a variety of products and services that

include hardware, software, data and voice access, Centrex based call

centers, OSS middleware, IP telephony, IP gateway, Video over ATM and

Internet products and professional services.

Principal focus was on sales through channels to both domestic and

international wireline and wireless carriers. The sales channel included

Lucent Technologies GSP sales organization, distributors (Ameritech, Power

& Tel, Graybar, North and GTE supply) and International Value Added

Resellers.

. Promoted from Vice President of Sales, Intelligent Networking (IN)

business unit, responsible for IN software revenue and sales

management of Global direct sales organization.

. Managed more than 30 global direct reports (sales, marketing, product

management & administration).

. Started Global Channel Sales organization. This included global

staffing of sales to support $100M in annual revenue, budget, product

mix, and distribution mix.

. New venture resulted in consistent quarter-to-quarter sales growth of

over 50%.

. Negotiated multimillion-dollar contracts, from product conception

through delivery, with strategic customers (AT&T, AT&T Wireless

Services, Airtouch, Bell Atlantic, Bell Atlantic Mobile, Ameritech,

GTE, Illuminet, SBC, MCI, Rodgers, etc) on new products.

. $23M direct contract led to and the early sale of the IN-business

(SBU) to Lucent, Commercial Software Group.

. Multimillion dollar turn-key contract at AT&T Wireless Services for

custom software, services and 3rd party hardware.

. Identified as one of ten key executives and selected for Corporate

Enrichment/Succession program.

. Recognized by company President with multiple Special Achievement

Awards and promotion.

1994 to1996 Reptron Electronics Corporation

Semiconductor and Computer Systems - Industrial Distribution; San Diego,

California

General Manager

Responsibilities included profit and loss, branch operations, management of

direct sales, customer service and administrative. Other responsibilities

included developing the Southern California market by developing marketing

plans to increase sales penetration for key product lines, consisting of

semiconductor and passive-electromechanical products and value-added

services.

. Acquisition caused major turnover and was successful in rebuilding the

sales and marketing team and to restore profitability to the division.

. Developed sales strategy with manufacture rep. companies for memory

products from Hitachi, Toshiba, NEC, Sharp, and Winbond resulting in

$20M in annual revenue.

. Drafted initial business plans for Hitachi and Sharp that facilitated

area franchise contributing 20% to total revenue.

. Became profitable in first quarter of operation.

. Recognized by company CEO/President and promoted from General Sales

Manager.

1992 to1994 Anthem - Arrow Electronics Corporation

Semiconductor and Computer Systems - Industrial Distribution; San Diego,

California

Account Business Development Manager

Recruited from competitor to restart a failed territory with responsibility

for business development and sales in key enterprise customers. Sold

primarily American analog and digital semiconductor and computer system

products including National Semiconductor, AMD, Cypress, AT&T, Texas

Instrument, Xilinx, Hewlett Packard, IBM and Seagate Technologies.

. Completed, industry recognized, formal sales, computer science, and

material management training programs.

. Negotiated first kitting/turn-key division customer contract.

. Restarted territory and grew from $40,000 per month to more than $1M

per month in sales

. Top corporate performer.

. HP Sales award.

. Opened 10 new corporate customers.

1988 to1992 Hall-Mark - Avnet Corporation

Semiconductor and Computer Systems - Industrial Distribution; San Diego,

California

Account Business Development Manager

Recruited out of college and given a newly created territory. The new

territory consisted of over 200 cold leads. Products consisted of a broad

portfolio of 60 different American lines.

. By year two had grown territory into top producing territory in

market.

. Awarded to Presidents Club three years (Producers Circle).

. Texas Instruments Sales award.

. Completed MBA at night school.

. Multiple training courses on sales, electrical engineering computer

science and six sigma quality.

EDUCATION

NATIONAL UNIVERSITY, San Diego, California. Graduation 1992

o MBA-Masters of Business Administration-International Business.

o Awarded the Certificate of Leadership, based on GPA and course work.

SAN DIEGO STATE UNIVERSITY, San Diego, California. Graduation 1988

o BA/BS-Bachelor of Science in Applied Arts and Science, Business

Administration-Marketing, and Social Psychology

WEST VALLEY COLLEGE, Saratoga, California.

o Dean's list- Varsity Letter.

INDUSTRY EXPERTISE

o IT Software: Capacity Planning, Facilities Management, Power

Management, Network & Systems Monitoring, Security, Fault Management,

Service Desk, Asset Management, Application Management

o Telecom: Wireless Networks/Protocols, 3G Networks, SS7 Networks, IP

Networks and AIN services.

o Semiconductor & Computer Science: Data Networking, Analog and Digital

Semiconductor design and manufacturing.

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