Sales Manager

STUART B. ALEXANDER

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

RALEIGH, NC 27614-8820

CONTACT: PHONE: 919-***-**** MOBILE: 919-***-**** E-MAIL:

*****@***.***

EDUCATION: B.S. (Basic Sciences w/areas of concentration: physics, math,

life sciences; minor in Atmospheric Sciences),

United States Air Force Academy, Colorado Springs, CO

SHORT COURSES: Strategic Leadership Forum;( for IBM

Executives), Harvard Business School, MA

Dimensions of Professional Selling, Monterey, CA

Dale Carnegie Sales Training Course, Abilene, TX

& numerous other short courses and seminars in

related topics and disciplines.

CAREER HIGHLIGHTS: VP of Marketing and Business Development for

Penguin Computing; a High Performance Computing

("HPC") firm; developed entire marketing plan,

messaging, positioning, and budgeting

Senior Worldwide Marketing Manager for HPC at IBM;

grew business from $30M to over $1B

in run-rate business in just under four years

Executive Consultant to high-tech startups for four

years; effectively serving as a VP of Sales,

Marketing, Business Development, or some combination

thereof for several clients

simultaneously; grew clients' businesses, revenues,

and market profiles significantly

Sales Manager for the Eastern US for two different

leading virtual reality systems/software firms; more

than doubled annual sales revenues for the region for

each company

VP of Sales for Division, Inc. for North America

for the world's largest virtual reality firm

Years of experience in successfully selling CAE,

GIS, visual simulation, and other cutting-edge

technologies (e.g. Intergraph Corporation)

Owned a highly successful firm (OSR Central, Inc.)

specializing in complex, integrated hardware/software

systems for civil engineers

US Air Force Academy graduate; former KC-135

Aircraft Commander; flew worldwide missions

EXPERIENCE: Vice President, Marketing and Business Development, Penguin

Computing, Raleigh, NC

Jul., 2008 Recruited from IBM Corporation to take over all marketing and

business development for Penguin Computing,

a decade-old HPC clustering solutions company based in San

Francisco, CA. The company had no established

to corporate marketing; quickly created the company's messaging and

marketing position to eliminate marketplace confusion over

Penguin's corporate focus. Repositioned and clearly defined

Penguin as an HPC solutions provider.

Nov., 2008 Conceived, implemented the "Application-Optimized Clusters"

concept; defined and created the new "Emperor Series Clusters",

much in the way that had previously developed for the Cluster

1350 at IBM (see below). Responsible for all press releases,

product announcements, strategic alliances/partnerships,

solutions offerings, Web messaging, ad creation and placement.

Created a new, comprehensive marketing plan through FY2009 with

an accompanying marketing budget.

Mar., 2003 Senior Worldwide Marketing Manager for HPC, System x, IBM

Corporation, Raleigh, NC.

to Responsible for strategy, market development, and routes to

market for HPC clusters on a worldwide basis. Focused on

developing new markets through close coordination with various IBM

groups: software group

Jul., 2008 (SWG), industrial sector, life sciences, and other relevant

organizations. Designed, delivered a "DB2 ICE" solution with SWG

senior marketing staff; won awards for "Best Cluster Solution"

at Linux World San Francisco. Focused on developing the Business

Intelligence ("BI") marketplace to broaden cluster markets from

an HPC focus. Created the first Web-based HPC clusters offerings

in IBM history, including "small" Linux clusters. Closely worked

with worldwide sales teams and various marketing/sales teams to

drive more cluster content. Participated in educational

seminars; provided product positioning, product differentiation,

and Web-based seminars. Took ownership of the Microsoft cluster

offering, managing all aspects of this significant worldwide

marketing effort to grow IBM's presence in HPC within SMB,

including managing the IBM-Microsoft relationship. Designed and

managed all worldwide sales plays and grew IBM's HPC business

from $30M in FY2003 to over $1.1B in FY2006.

Jan., 2001 IntelliStation ISV Enablement, IBM Corporation, Raleigh, NC.

to Provided experienced sales/business development skill set to the

engineering-oriented ISV Enablement team.

Immediately assumed the task of developing a plan for taking

IntelliStation into Linux and established a WW

Mar., 2003 support structure for Linux. Developed requisite product

positioning and ISV support while working with the account team

to develop, establish a high-profile marketing agreement with

Landmark Graphics in the oil & gas space. Developed Electronic

Design/Analysis ("EDA") business and other strong Linux-oriented

markets for IntelliStation. Developed strong working

relationships throughout IBM xSeries including the development,

support, marketing, and sales organizations.

Apr., 1997 President, Interactive Arts & Sciences, Incorporated, Raleigh,

NC.

to President, CEO, and founder of Interactive Arts &

Sciences, Inc. The company provided high-level consulting

services, especially for companies who could not necessarily afford a very

senior, full-time sales/marketing executive Jan., 2001 to help them

develop sales models, strategies, market positioning, etc. Company was

originally founded to provide a single source for

government/commercial clients for unbiased consulting, technology

selection, and project

design for visual simulation, virtual reality (VR), and other

multimedia technologies. Having developed several

successful projects, modified the business model to focus more

on executive level sales/marketing consulting. One example: for

Mathis Instruments, Ltd. of New Brunswick, Canada, served as

Vice President of Sales/Business Development for approximately 2

years. Within the first six months, although new to the thermal

characterization field, was successful in negotiating an

exclusive distribution (OEM) contract with Perkin Elmer

Corporation, a $1.5 billion company with worldwide operations.

Jan., 1996 Eastern Regional Sales Manager, N. America, Superscape,

Incorporated, Raleigh, NC.

to Responsible for all sales for Eastern North America for

Superscape, Inc., the US arm of a UK-based virtual

reality software company. Assumed practically no customer base

and performed all duties across the

Apr., 1997 country from all support staff. Generated leads, performed

numerous demonstrations of VR technology without

the benefit of a Systems Engineer, and provided extensive

customer support. Pursued and actively developed

customers in Internet-based businesses, training, and Federal

accounts. Successfully re-positioned the company

as a real-time graphics supplement to multimedia/Internet

developers.

Aug., 1995 Eastern US Sales Manager, Sense8 Corporation, Raleigh, NC.

to Responsible for all sales efforts for Sense8 (a major

virtual reality software/services provider) east of the Mississippi

River; had to build new customer base. In under 5 months, brought in just

under $1 million in software/

Jan., 1996 services/hardware business. Was consistently the top revenue

producer for the company. Dramatically increased Sense8's

presence in the Federal market (especially DoD). Established a corporate

relationship between Sense8 and Intergraph Corporation.

Established, developed, and supported numerous successful re-sellers.

Jan., 1995 Vice President of Sales, North America, Division, Inc.,

Chapel Hill, NC.

to Responsible for creating a powerful, results-oriented

sales environment in a company based on engin-

eering/R&D. Recruited, trained, and fielded a highly-

experienced sales force. Implemented a nationwide

May, 1995 plan for developing alternate distribution channels, primarily

through technology partnerships with

defense contractors and systems integrators. Focused the sales

efforts of Division, concentrating on training

applications (especially DoD), computer-aided engineering

(especially automotive industry), and high-end

image generation (i.e. hardware-in-the-loop simulations).

Instrumental in building and filling a strong sales

pipeline. Instituted a new, more accurate forecasting

methodology and other processes that brought in more new

business in the first three months than Division did in the

previous year. Landed major new, high-profile accounts; actively

assisted in securing two new major OEM agreements for Division's

entertainment organization.

Mar., 1994 Account Executive, Kubota Graphics Corporation,

Huntsville, AL.

to Responsible for opening Huntsville, AL office and

developing a new territory for Kubota Graphics

Corporation of Santa Clara, CA. Assumed sales duties for 5-

state area specializing in visual simulation/

Oct., 1994 imaging markets - with no existing customers, did

approximately $400,000 in sales in a very short time.

Successfully recruited third-party distributors for Kubota

systems (contractors and systems houses alike). All of this was

accomplished in an effective sales time-frame of 3 months.

Kubota Graphics ceased operations as a company in August, 1994.

Apr., 1991 Sales Representative, Intergraph Corporation, Sacramento,

CA.

to Personally developed a new sales territory and clientele

base for the firm in Northern/Central California

and northern Nevada. Through cold calls and referrals,

developed new clientele in various professional

Mar., 1994 fields including A/E/C, mapping/ GIS, image processing,

digital photogrammetry, dispatch management,

scanning/document management, technical information

management/systems integration, and automated mapping/

facilities management (AM/FM) for the utilities industry.

Additionally, assumed marketing/business

development assignments for half of the State of CA agencies and

state agencies in Nevada. Assumed duties of Northern California

sales to Utilities as of 1 Jan 93. Landed first new major

Utility customer for Intergraph in Western US in three years

(Sierra Pacific Power Company) with no corporate headquarters

assistance in a highly competitive sales environment (deal pre-

"wired" for competitor).

CLEARANCE: Top Secret (USAF); EWO Certified (USAF).

LICENSES: Commercial Pilot (IFR, multi-engine; 707/720 type rating), FAA.

REFERENCES WILL BE FURNISHED UPON REQUEST

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