Sales Marketing

Matthew J. Reid

*** **** ****** **. ******, CA 93117 Ph: 805-***-**** Email: ********@*****.***

SUMMARY: An accomplished professional with over 15 years of start-up and established technology

company experience, including executive leadership responsible for growing SMB and Enterprise focused

solutions. A charismatic self-starter with a consistent positive attitude, strong work ethic, and outstanding

communication and presentation skills. A proven track record of achieving targets, leading high performance

teams, and developing strong departmental, customer and partner relationships.

PROFESSIONAL EXPERIENCE

04/09 – 06/11 Eucalyptus Systems, an open source private cloud platform for Enterprises.

Vice President, Sales

01/11 to 06/11

• Personally achieved 60% of quota at mid-year point and closed largest customer in history.

• Used cold calling and consultative-based selling methodologies to close Enterprise customers,

including Aerospace Corporation, Eli Lilly, F5 Networks, Harris Corporation, HP, PUMA, NSA,

Raytheon, SAP, Sony, State Farm, and Trend Micro.

• Managed end-to-end complex sales cycles from prospecting, qualifying, pricing negotiations, legal

process, closing/procurement, and account management.

• Coached sales team on prospecting, opportunity qualification, effective customer communications,

and profitable quote options.

Vice President, Sales and Marketing

04/09 to 01/11

Recruited as the 8th employee and first sales/marketing professional with responsibility to implement a

foundation set of best practices, processes and go-to-market strategies for supporting the new venture.

• Worked with founders to define and execute the business model for both open source and

commercial offerings.

• Built the sales and marketing organizations and implemented productivity tools such as

Salesforce.com, Marketo, LeadLander, Broadlook and Google Analytics.

• Led all aspects of outbound marketing and lead generation, online (Website, SEM, SEO, Email and

Social Media), as well as offline (Events, Print).

• Led corporate positioning, market and competitive analysis, customer segment selection and

penetration plans, and related product positioning.

• Executed and supervised marketing communications, including branding, public relations, white

papers, trade shows, analyst and market research, and website content.

• Performed extensive market validation and defined the product roadmap for the next generation of

private and hybrid cloud solutions.

• Created and recommended product positioning, outgoing materials, and pricing strategy to produce

the highest possible long-term market share.

• Started and managed partner program that eventually grew to become the largest ecosystem (over

100) of hardware/software ISV’s, OEM’s and SI providers in the private cloud market.

• Led team of Sales, Marketing and Business Development professionals.

04/07 – 04/09 Shunra Software, an application performance management solution for Enterprises.

Matthew J. Reid

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Vice President, Worldwide Marketing

• Executive level responsibility for the definition, positioning, and go-to-market strategy of all

hardware and software based product lines.

• Successfully built a team from the ground-up, including the functional areas of product management,

product marketing, demand generation, website design, and social media marketing.

• Implemented E-Commerce model and online transaction processing for new product suite sold to

individuals and small businesses internationally.

• Developed and tracked metrics and success criteria for all marketing programs and activities.

• Worked with globally located engineering team to implement product management process that

resulted in beta programs and launch activities driving new product sales.

• Established company brand, market positioning, value propositions, messaging content, and sales

engagement methodologies to expand addressable market.

10/03 – 04/07 Citrix Online (formerly Expertcity), a leading SaaS provider for the SMB markets.

Director, Product Marketing

02/05 to 04/07

• Led the product marketing team that supported the $200M on-demand product lines known as

GoToMyPC, GoToMeeting, GoToWebinar, and GoToAssist.

• One of 15 employees to participate in a leadership training program, which included months of

personal coaching and a team project focused on how to drive revenue by capturing and measuring

the customer experience. Resulted in the creation of the Citrix Customer Insights team.

• Spearheaded the implementation of Sandler Sales Training to bring consistent sales methodologies

and practices to 100+ person inside and direct sales team.

• One of 5 people selected to team with goals of performing market validation, creating feature list,

and developing global launch programs for new product titled GoToTraining (launched 2010).

• Attended 2006 President’s Club as guest of Sales team.

Sr. Product Marketing Manager

10/03 to 02/05

Recruited to 3 person team consisting of the Founder/CTO and SVP of Products to create, develop, and

launch GoToMeeting, which became the fastest growing web conferencing solution in the world.

• Created PRD’s, MRD’s, Launch Plans, and Key Messaging Documents for alpha, beta and general

availability stages of the product.

• Developed and participated in lead generation programs from inception to completion consisting of

live webinars, white papers, website landing pages, SEM, and web registration forms.

• Implemented sales and channel marketing strategies for E-Commerce and direct selling methods.

• Closely measured and optimized all online/offline campaigns, customer churn rates, and cross-sell

marketing/sales programs.

• Created sales enablement content for E-Commerce and direct sales channels.

• Wrote and updated website content as necessary to optimize SEO and SEM.

07/99 – 10/03 TIDAL Software (now Cisco), a provider of automation solutions for Enterprises.

Director of Product Management and Professional Services

04/01 to 10/03

• P&L responsibility for global consulting services group: Grew profit by 37% year-over-year while

reducing expenses by 18%.

• Staff management responsibilities including hiring, performance management, and career

development across worldwide team with 90% billable utilization rate per quarter.

Matthew J. Reid

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• Directed proposal writing, financial justification, sale closure, deployment and overall account

management for customers.

• Led design and development of new consulting product offerings for SAP, PeopleSoft, Oracle, J.D.

Edwards, Informatica, Crystal Decisions, and Veritas, which added 50% in annual revenue.

Director of Product Management

07/99 to 04/01

• Led a team of product managers with the goals of generating product sales, launching products to

market, conducting competitive analysis, and project managing product life cycles.

• Generated product literature, analyst briefing presentations, product rollout communications, product

sales and support material, and product pricing models.

• Authored business plans, release plans, and MRDs to identify market opportunities for expansion of

product lines and assure successful development of future product releases.

• Technical management lead on numerous seven-figure customer wins, including Microsoft, HP, T-

Mobile, General Mills, and AOL Time Warner.

03/98 – 06/99 Platinum Technology (now CA), a supplier of enterprise software solutions.

Sales Engineer

• Responsible for pre-sales demonstrations, product implementations, and technical account

management for products contributing over $500M in annual revenue.

• Ranked the #1 student in a four-month technical training program.

• SE of the quarter: 4th quarter 1998.

EDUCATION

MBA, emphasis in Marketing

California State University, Sacramento, December 1997

BA, Business/Economics & Political Science

U.C. Santa Barbara, August 1995

PROFESSIONAL TRAINING

Center for Creative Leadership (www.ccl.org)

• Leadership Development Program

Pragmatic Marketing (www.pragmaticmarketing.com)

• Effective Product Marketing, Analyzing Market Opportunities, Practical Product Management

Sandler Sales Institute (www.sandler.com)

• Strategic Sales Management and Consultative Selling

*References available upon request

Contact this candidate