Sales Management

Lawrence Lindquist

** ****** ****, *********, ** 01983

781-***-**** (m) 978-***-**** (h) *****.*********@*******.***

OBJECTIVE

To drive growth through exceptional marketing, alliance and sales

leadership

SUMMARY

Strategic Marketing Leadership: Demonstrated results in new market

development, new product development and partner marketing programs

utilizing excellent financial, analytical, market research, coaching and

management skills coupled with real-world execution in startup and

Fortune 500 firms in the ecommerce enablement, online and print

publishing, enterprise software and wireless industries

Successful Alliance Program Development: From strategic planning and

program design, through recruitment and management of Content, Systems

Integration, Consulting, VAR and technology partners; a proven ability to

drive pipeline, sales and technology access, via disciplined management

of complex partner organizations and alignment with company strategy

Domain Expertise: EMBA analytical and management skillset coupled with

marketing and channel experience with e-commerce enablement services for

credit processing, online product catalogs and order management, SaaS

and licensed software solutions for: capital planning and spend

management, wireless subscriber equipment and services, wireless OSS/BSS

solutions and wireless fraud and credit

Proven Results: Consistently drives results to increase sales as well as

engage new markets through partner sales, market development and new

products; experienced with startup through growth and management of

distribution channels and direct sales teams, generating strategic

revenue improvement

PROFESSIONAL EXPERIENCE

VFA, Inc. (www.vfa.com), Boston, MA 2006 to 2011

Director, Business Development

Responsible for the successful re-launch of VFA's partner program,

developing a productive channel ecosystem for VFA's capital planning,

sustainability and spend management SaaS product and services solutions

across multiple markets on an international basis. Led inter-company teams

for partner marketing, sales enablement and product interoperability

activities. Engaged services and strategic partners such as Sodexo, IBM,

Oracle, Infor, Johnson Controls, Jones Lang LaSalle, Oracle, CGI,

BearingPoint and SAIC.

. Structured and coordinated relationships between VFA's and partners'

sales organizations; pipeline from partners increased from $2M to $18

million, or 35% of the overall company pipeline and increased company

revenues from channels from 3% to 17%, within three years of startup

. Created VFA's first strategic OEM and reseller alliances to distribute

VFA technology and services solutions to over 3 billion square feet of

the worldwide corporate real estate market

. Led a comprehensive partner marketing program employing collaborative

webinar, seminar, white paper, solution documentation and trade show

programs to highlight competitive joint value propositions with key

partners; exceeded lead generation and conversion goals while creating

awareness of VFA's best-in-class status with partner sales organizations,

target markets and potential partners

. Managed and coached business development, sales and marketing staff

across firms for enhanced partnership alignment and operational

effectiveness; designed implementation and management procedures for

technology implementation, integration, training and technology support

activities

. Contract negotiation leadership with V- and C-level partner executives;

drove complex alliance agreements incorporating partner software, M2M

data and services for strategic deal opportunities.

Northeastern University, Boston, MA 2005 to 2006

Lecturer: "Strategic Decision-Making" MBA capstone course

Lightbridge, Inc., Burlington, MA 2001 to 2004

Director, Business Development and Alliances

Initiated and managed the alliance and partner program for Lightbridge in

support of market development, channel and product strategy objectives for

wireless networks credit and fraud management and prepaid billing and OSS

solutions; provided leadership for Market assessment and M&A activities

. Drove technology alliances with security and credit risk solutions firms

such as Experian, TransUnion and Equifax and Verisign in support of new

online credit and fraud management product development; negotiated and

managed such relationships for sales growth and technology access.

. Initiated, negotiated and managed strategic OEM and sell-with channel

programs for Lightbridge's Prepaid IN and OSS solutions with Nortel,

LogicaCMG, Motorola, Ericsson and other wireless technology firms; in two

years quadrupled the number of channel partners, tripled sales pipeline

to $70 million, $20 million in annual revenues within two years from

partner-driven activities.

. Directed international partner marketing and channel sales training

programs, including reseller go-to-market program development and

execution for Lightbridge OSS and IN billing platform sales; conducted

press and analyst interviews, designed joint product and services

brochures, marketing outreach programs for both partner sales conversion

as well as market development objectives

. Led several M&A initiatives from initial research through business case

development and due diligence activities, focusing upon fraud management

and billing software firms or spin-offs in the US and the UK

OrderTrust, Lowell, MA 2000 to 2001

Senior Manager, Business Development

. Managed and developed payment and internet commerce enablement partners

including Qwest-Fusion, KPMG, CyberSource and IBM Global Services; worked

with these solutions leaders and OrderTrust sales to sell to and on-board

customers into the OrderTrust e-commerce infrastructure services program

Bell Atlantic and NYNEX Directory Groups, Middleton, MA 1994 to 2000

(Bell Atlantic Directory Group (BADG) and NYNEX Information Resources

Company (NIRC))

Associate Director, Strategy and Business Development

. Developed BADG's first major market expansion program, worth $12 million

in revenue

. Created the 2000 - 2001 comprehensive strategic plan used by the $2

billion Directory Division

Associate Director, New Product Development

Co-led the development and launch of POWERpasssm, an online affinity and

loyalty-marketing program. Exceeded market trial objectives ($200+ million

in potential); first new line of business for NIRC

Product Manager, NYNEX Business to Business Directory Line

. Successfully repositioned this $33 million product for an 18% increase in

revenue within two years

Education

Masters in Business Administration (EMBA Marketing) Suffolk University

School of Management

Graduate Certificate for Management and Administration Harvard University

Extension

Bachelors of Arts, Political Science University of New Hampshire

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