Sales Management

PAUL THOMAS NEWELL

**** **** ***** *******

Champlin, MN 55316

Home 763-***-****

PROFESSIONAL SUMMARY

Over 20 years of successful senior-level Marketing/Product

Management/Business Development within high-growth technology and

manufacturing organizations, large corporations, joint ventures and small

businesses. Proven track record as a results-oriented entrepreneurial and

visionary marketing leader with a strong technical background and highly

effective strategic management, marketing and product development

expertise. Successfully managed marketing, business and product development

within budget while improving profitability and market share. Strategic

vision and customer-focus with the ability to successfully identify and

capture new markets expand existing markets and unseat market leaders.

Developed/executed long-range business plans for companies with $5 million

to over $250 million in annual sales. A common-sense team leader who

develops highly competent, well-functioning teams that deliver significant

contributions to increasing market share, revenue, profitability and

productivity . Demonstrated ability to rapidly learn and understand key

performance drivers and deliver results within market-driven timelines.

AREAS OF EXPERTISE

Product Management/Marketing/Business Development/M&A Skills

Leadership, Team Building Skills, Staff Supervision and Project Management

Strategic thinker who can act with tactical urgency

Strategic/OEM Partnership Development and Negotiation

P&L Responsibility, Pricing, Budget Management, Cost Control

Experience in direct & channel sales environments-domestic and

international Management of Advanced

Technology Engineering Services Personnel

PROFESSIONAL HISTORY

Digitiliti, Inc, St Paul, MN

April 2010 - Dec 2010

Vice President, Product Management, 2010 - 2010

Digitiliti is a public Storage/Information Management Company that provides

SaaS based data backup and archiving solutions. Reporting to the Executive

VP, hired to implement product management, product marketing and business

development capabilities for the new archiving solution. Lack of funds has

required significant layoffs. Responsibilities: Develop and manage the

product marketing program, MARCOM plan, channel partner program, product

roadmap/ launch plans and negotiate partner agreements with strategic

vendors/suppliers.

Accomplishments:

-Developed new product positioning that established product as a disruptive

product in the Compliance, Collaboration & Virtualization markets.

-Developed new SaaS Pricing model to differentiate archive product in

market.

-Created/implemented new Marketing/Product Plans and Channel Partner

Program.

-Implemented new Lead Generation program that developed 20 new leads in 4

months.

-Implemented new Social marketing programs- LinkedIn, YouTube, Twitter.

-Created all new Product Collateral for Direct Sales and Channel Partners.

-Created Investor Collateral for CEO/CFO.

-Key support to Sales on 10 major enterprise opportunities. 7 pending wins.

-Managed 2 separate product launches in 6 months.

-Developed new data assessment product as a sales tool and to penetrate new

markets.

-Positioned Archive Product as a 2010 Tekne Award Finalist.

-Penetrated 5 new markets- Financial, HealthCare, MSP/Telco, Legal, and IT

System Integrators/VAR's.

-Helped establish key partnerships with Accenture, RSMcGladrey Toshiba,

NetAPP, PDS and Midwave, to resell our archive and assessment products.

New Boundary Technologies, Minneapolis, MN

2001 - 2010

Vice President, Business Development/Product Management

NBT provides configuration/security management software applications for

Network Admin's and Compliance Officers. Reporting to the CEO.

Responsibilities: Manage strategic product life cycle and advanced product

roadmap, overall coordination of product development and product launches,

identify market potential, establish pricing, estimate potential sales, and

formulate forecasts for market penetration, create and maximize branding

and PR strategy, develop new OEM markets and negotiate agreements with

strategic vendors/suppliers. P&L responsibility for OEM Business.

Accomplishments:

-Repositioned entire software product line and identified new

target markets.

-Created/implemented new MARCOM plan and increased brand name recognition.

-In 8 years, increased OEM

revenue by 340% (2001-2009).

-Managed 14 separate product launches

in first 7 years.

-Co-inventor on Patent for Automated

Security Policy Management.

-Penetrated 7 new markets-HealthCare (HIPAA

Compliance), ASP/MSSP, Legal, Financial (SOX/GLBA/PCI), IT System

Integrators, Help Desk and Mobile Mgt.

-Expanded core

technology to new market (Security Configuration Management)

-Negotiated 4 OEM re-brand deals that

generate over $1.5M in annual revenue.

-Negotiated 5 major Strategic Partnerships to bundle NBT

products with MSSP, Anti-Virus, Medical ISV's, Help Desk, and Asset

Management.

-Recouped $1M in

payments from OEM partner who had misused license agreement.

-Negotiated 4 OEM supplier agreements to

enhance current product lines.

DIGI INTERNATIONAL, Minnetonka, MN

Aug 1999 - Dec 2000

Director, Product Management

Digi develops intelligent, ruggedized Ethernet, fiber, serial and wireless

communication products for a wide range of enterprise, industrial,

security, power utility and automation applications. Reporting to the VP

Marketing. Responsibilities: Manage Product Management (7 Managers U.S. and

1 Europe), Project Management (3 PM's) and Systems Applications Engineering

(2 SAE's) for over 20 Network Data Communications products that generated

over $120M in Domestic and International Channel/OEM markets. Strategic and

Tactical responsibility for all Product Development from launch through

full product life cycle (P&L, market segmentation, product requirements,

forecasting, profitability, pricing, promotion, R&D, beta testing,

distribution and EOL). Responsible for development of key partnerships with

Compaq, Intel, HP, SUN, GE-CISCO JV, Microsoft and Red Hat.

Accomplishments:

-Shifted Market Strategies to focus on key Vertical

Markets-Industrial Automation, Medical, POS, Telecom, Transportation,

CLEC's, and MSP's.

-Developed

and implemented New Product Roadmaps to upgrade all Product Lines.

-Expanded product line into the Telecom

market with OEM agreements.

-Critical support to Sales on 4 major wins with new

customers

SECURE COMPUTING, Roseville, MN

April 1998 - Aug 1999

Director, Business Development,

Secure developed advanced firewall, intrusion detection and web filtering

software. Reporting to the Vice-President of the Advanced Technology

Division. Responsible for all Business Development pursuits, proposal

operations and management R&D to win networking and security development

programs with the NSA and DARPA, as well as, commercial network and OS

vendors such as Cisco, Lucent, 3Com, Microsoft. Accomplishments:

-Developed/implemented a new Strategic Plan and Business Development

process. -Initiated Strategic

relationship with 3Com that led to a joint product development.

-Won 7 major R&D programs

($12.5M) that lead to new products.

-Expanded into three new markets-Telecom,

Next Generation Internet and DoE.

GEC-MARCONI, Wayne, NJ

1995 - 1998

Director, Business Development,

GEC Marconi developed advanced tactical communications and avionics systems

for the DoD. Reporting to the Vice-President Communications Business Area.

Responsible for all aspects (P&L) of Sales, Business Development, and

Product Management for the $250M Wireless Communications and Information

Business Area. Co-Director of Data Link Solutions, a LLC with Rockwell.

Supervised 5 Marketing Managers, Proposal Operations and Advanced

Technology Group (5 Engineers).

Accomplishments: Key member of Due Diligence Team for 2

major Acquisitions. Developed the key winning Strategies and Tactics that

led to over $40M in R&D contracts with follow-on production contracts worth

$285M over the next 5 years.

HONEYWELL/ALLIANT TECH (ATK), Minneapolis, MN

1983 - 1995

Senior Marketing Manager,

Youngest Marketing Manager in company history in 1986. Supervised a $150M

Business Area consisting of 7 Marketing Managers in a highly

complex/competitive electronics systems market. Supervised engineering

staff of 5. Accomplishments: Created this Business Area and increased

business from $100,000 to $150M in 6 years.

UNITED STATES ARMY, Federal Republic of Germany

1977 - 1983

Field Artillery Officer, Battery Executive, Nuclear Weapons Officer, R&D

Program Manager.

ACADEMIC CREDENTIALS

University of St. Thomas

M.B.A., Management, 1992

United States Military Academy

Bachelor of Science, Aerospace Engineering, 1977

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