Manager Sales

ASHOK KABADI, MSEE, MBA

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

Montville, NJ 07045

********@*****.*** http://www.linkedin.com/in/ashokkabadi Cell: 973-***-****

SUMMARY

Profit-focused Global Product Management, Market Management and Technical Solutions Leader. Proven track record of

developing thought leadership, market research and competitive analysis, market and solutions strategy for large

addressable markets (>$1B), and segment based go-to-market planning with launch/sales support for global markets.

Defined value and positioning and influenced communication, innovation, roadmaps, marketing, brand, and sales at all

levels of the organization (solutions, business and corporate) for revenue and profit growth. Planned portfolio and led

products management from offer through product lifecycle for software ($1B+), features (70+ per year), and complex

systems, and P&L (up to $35M). Directed globally distributed staff (8), matrix/cross-functional teams (up to 125), contract

resources, and budgets (>$10M). My contributions always reduce cost of operations. Improved team performance with

communication, a winning attitude, partnering and relation building, and a keen business focus that produces measurable

business results.

Professional Strengths:

PROFESSIONAL EXPERIENCE

KENTROX, Hazlet, NJ 2008

Director, Product Line Management, Optima Solutions

Owned P&L ($35M) for the newly merged company’s flagship solution targeted to mobile, utilities, transportation,

energy, and other verticals. Solution was a server-client internet platform for fault and performance management of

remote sites, with business intelligence (BI) and analytics. Reported to EVP and CTO (Chief Technology Officer).

Member of CEO’s senior leadership.

• Completed first release of product with pricing, collateral, and customer support agreements,

• Supported product’s first 5 (international) sales with Sales training, proposals, and business development.

ALCATEL-LUCENT, Whippany, NJ 1998 – 2007

Progressive increase in management and leadership responsibilities across multiple functions covering strategy,

planning, and execution of telecom/mobile products, solutions, and markets for the business and corporate office.

Strategic Marketing Manager, Corporate (CMO) 2005 – 2007

• Developed market strategies for products, services, delivery platforms, and the transformation enabled by

the convergence of telecom, internet, and content (data /video/ multimedia)

• Identified $B+ addressable market for future networks, devices, content, applications, and platforms (SOA,

SaaS/ASP, CDNs/SDP). Analyzed trends, drivers, models, forecasts, roadmaps, segmentation, ecosystem,

and business/channel models (e.g., Web 2.0, content/advertising). Communicated findings. Created white

papers.

• Developed actionable go-to-market plans that impacted roadmaps, marketing, brand, and sales insertion

and strategies. Led new ideation program. Internal consultant on new ideas and business investment

decisions and helped transform company from an engineering-led to market-driven model, with best

practices.

Manager, Market Research and Analysis 2004 – 2005

• Developed research (sourced/organic, primary/secondary, qualitative/quantitative), CI, and analysis

(SWOT, forecasts). Provided effective insights and critical evaluation of new business strategies and

solution proposals.

• For B2B, B2C and B2G cases, developed market sizing analytics/models, demand creation tools, sales

collateral, /white papers, demos, presentations, training, and executive briefings.

ASHOK KABADI, MSEE, MBA PAGE TWO

Release Planning Manager, Portfolio Planning 2002 – 2004

• Planned business portfolio and business cases. Set priorities and aligned decisions to company’s strategy,

goals, and roadmaps/budgets.

• Negotiated priorities across product lines with all Product Managers and strategic customers. Approved

final content and release schedules/plans for major software releases that supported up to $3B in multi-year

revenue.

• Reduced customer request backlog by 80% in first year. Evaluated 1,600 requests and drove closures.

Resulted in cost reductions for company and improved quality and customer satisfaction.

International Product Manager, Global Adaptive Software 2000 – 2002

• Delivered 70+ new features per year, growing 10% Y-O-Y, to enable international deployments of US-

centric products/solutions/platforms. Addressed 300 new feature requests and achieved metric of 100%

above target.

• Reviewed customer needs, developed business cases, set prices / priorities / targets, and tracked

performance.

• Directed team of over 125 (Engineering, Test/QA, Operations, and Services) in four global centers (India,

China, Korea, and Brazil) and budget of over $10M. Recognized for achieving Best-In-Class metrics.

Project Manager, Wireless 1998 – 2000

• Advanced major software releases and complex software/systems through ISO 9000 Quality gates per

SDLC/iterative process and PMP guidelines. Completed all deliverables and achieved funding for next

phases.

SENSORMATIC (Now Tyco), Pearl River, NY 1996 – 1997

Senior Product Manager, Advanced Security Solutions

Managed all video switch products (CCTV) for enterprise and retail security markets for $35M in sales revenue and

associated P&L. Directed a staff of Product Managers, Project Managers and Technical Publications, and

manufacturing resources worldwide, with budget of over $10 million

• Delivered new multi-function video switch, UI/software application, and peripherals, with marketing/sales

collateral.

• Managed 150 CCTV products. Developed financials, forecasts, demand planning, and streamlined order-to-

delivery process with Supply Chain Management, IT, and manufacturing for improved operations.

Extended life for legacy products.

DIALOGIC (Now Intel), Parsippany, NJ 1995 – 1996

Senior Software Product Development Manager, Advanced Platforms

Managed development of advanced PC card platform to host competing 3 rd-party software applications for B2B

markets. Directed two Managers in US and five Engineers and GM in Israel office. Also employed contract

labor/manufacturing.

• Stabilized and completed development / partnership program, along with new processes and business

model.

• Produced open-API telephony platform to execute 3rd party voice and unified messaging applications and

services. Managed consultants and multi-vendor programs. Established joint marketing and reciprocal sales

with software/application partners, vendors/OEMs, and VARs/ System Integrators channels.

• Achieved >$5 million in design wins. Developed SDKs with security and license tool, real-time operating system

and drivers/APIs for quad embedded processor cards, and support for Windows and multiple UNIX versions.

GEC – MARCONI (Now BAE Systems), Wayne, NJ 1984 – 1995

Supervisor/Engineering Manager, Research Department

Technical manager for next-gen technology programs for Program Management Office (PMO). Played key role for

new business development, negotiations, development, vendor/partner management, delivery, and customer/order

fulfillment. Directed three Managers and managed (matrix) 13 Engineers

• Delivered 6 large, complex software and hardware systems for >$10 million sales to defense customers.

• Achieved >$48 million bookings as technical lead for Proposals. Extended and grew contracts by 3+ years.

• Process improvements – e.g., Software development lifecycle (SDLC), Cross Functional Teams, and Six Sigma

ASHOK KABADI, MSEE, MBA PAGE THREE

Small Business And Entrepreneurial Experience:

RARE SOLUTIONS, NJ - Owner – Formed management consulting firm with seasoned executive partners and offer a

range of business services – market research and strategy, leadership, professional services, technical development,

marketing, and sales – in telecom, wireless, mobiles, video, and IT.

LEANRENTAL SOLUTIONS, PA - Vice President – Developed and pitched business plan for web-based ERP

solution (B2B, ASP/SaaS model) start-up. Developed strategic relationships with database partner, VCs, and initial

customers. Worked Deals and term sheets.

ATOS, NJ - Consultant – For start up, created market strategy, developed business and corporate partnerships,

and created the B2B product/services web site for sale to call centers.

AT&T (Now Avaya), NJ - Consultant – Evaluated proprietary and open architectures and identified emerging

software applications partner sources for telephony and unified-messaging value added services for AT&T’s newest

PBX platform.

EDUCATION

Master of Business Administration, Monmouth University, NJ

Master of Science in Electrical Engineering, Rutgers University NJ

Bachelor of Science in Electrical Engineering, Rutgers University NJ

(Eta Kappa Nu Honor Society, Phi Alpha Delta Professional Society)

TECHNICAL SKILLS

• Microsoft Products: Word, Excel, PowerPoint, Access, Visio, FrontPage, and Project.

• Application development: GUI, Windows. Intermediate: HTML, UNIX, SQL, Web2.0, Analytic/Dashboard

Platforms, B2B/ERP/CRM

• Management processes: Market Research, Market Analysis (SWOT, modeling, KPIs, KSFs, ROI), Market

Strategy, Innovation, Integrated Marketing Plans (aligns plans from corporate, product, customer and regional

marketers), Marketing evangelization (common strategic marketing process, cross-organizational marketing

alignment, ideation, and training for a market-driven mindset and skill development), Lifecycle Product

Management, Proposal (RFP/I) and Contract Management, Program/Project Management (PMBOK/PMP,

PMO), SDLC (Waterfall, Iterative/Agile), Vendor Management, Process Improvement, Six Sigma

• Networks: Telecom/Wireless (CDMA, GSM/GPRS, WCDMA/UMTS/HSDP, WiMAX, 4G/LTE,Gig-E),

Internet (Multi-tier, SOA/SaaS/ASP, SNMP), Convergence (IMS/SDP/CDN/NGOSS), IP (VOIP, IPTV, digital

content), device (RTOS, embedded processors, SNMP)

• Other Domains: Intelligent information platforms, Unified Communication, Telephony, Video Surveillance /

Security, Computer architecture, Embedded Solutions, Defense Spread-Spectrum

Communications/Avionics/Radar (Aegis, F-22)

ASSOCIATIONS

IEEE (Institute of Electrical & Electronic Engineers), PDMA (Product Management Association), AITP (Association of

IT Professionals)

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