Sales Manager

Patrick Kearns *** Dolores Street San Francisco, California 94110

415-***-**** (mailto:**************@***.***)

Corporate Development

A corporate development professional offering more than 15 years of proven

revenue success, driving long-term revenue from contracts with IBM, HP,

Cisco, Microsoft, EMC, Vmware, and their ecosystem of ISV's, Networking,

Storage, OS and application software partner vendors. Accomplished contract

negotiator known for technical marketing guidance and alliance business

acumen, spearheading cross-company initiatives that increased shareholder

value by $250M+. I have a demonstrated track record of delivering

exceptional results with a passion for building companies from the ground

up. The client deals I completed accelerated Lucent Technologies interest

to buy International Network Services for $3.7B.

Highly skilled in driving new opportunities, consistently increasing total

corporate revenue. A resourceful leader who is skilled at quickly

identifying and building internal and external cross-functional efficiency,

collaboration and building successful teams, and support staff. Fluent in

all aspects of driving field Sales, Strategy, Technical operations,

Technical Training Development, Legal, program creation, due diligence,

merger and acquisitions, new initiatives, leading deal teams and managing

the entire deal process, software and technology licensing schemes, trend

analysis, and fiscal reporting management.

Core Competencies

Broker critically important partnerships and business development deals.

Perform Strategic Analysis and recommendations for new business and markets

for executive team. Leadership in M&A diligence and integration. Develop

long term revenue for product, service or business line.

Flawless execution of sales enablement based on communication with C level

executives, client relationship skills, superior communication, analytic,

financial modeling skills. extensive experience working with and managing

cross functional teams.

Professional History

Communications Intelligence Corporation, Redwood City, California 2009 to

2010

Vice President Strategic Partner Software Sales- Develop enterprise

software sales contracts with Global companies involving document

automation. Introduced company to several new revenue sources at Goldman

Sachs, Morgan Stanley, AIG Partners, HP Oem/VAR/corporate management,

Synnex, each equal to or multiples of, current company total annual

revenue.

Teneros*, Inc. Mountain View, California 2007 to 2009

Managed Services Software manufacturer of local and remote disaster

recovery SMB solutions for Microsoft Exchange server email communications.

Generates $10M in annual revenues and employs 40. Managed all Go to Market

and International expansion strategy. *Microsoft OEM/VAR Partner of the

Year 2007

Vice President Corporate Development and General Manager

Negotiated all corporate contracts. Developed, executed and aligned

Enterprise Networking, Server, Storage product marketing and Oem/ISV

alliance marketing and sales strategy. Streamlined, helped draft, enforced

policies, and improved software lifecycle procedures, across all

departments. Prepared regular product sales forecasts, managed services and

product development assessments. Evaluated business strategy, negotiated

IP, SLA and distribution business contracts with distribution and global

partners, established and dramatically increased access to domestic and

international markets.

. Secured multiple ISS contracts with Hewlett-Packard (HP)

that provided company with industry standard server and storage

platform hardware for software product development as well as gained

access to HP's global marketing funds and wolrd's largest sales

channels. Established company as 1 of HP's, Vmware and Netapp's

worldwide partners. Secured multiple OEM/ODM contracts with Vmware,

Symantec, Netapp, RIM, product development, marketing and sales.

Signed IP and SLA revenue generating contracts with SCC for western

europe, Koc Sistem-for eastern Europe and the Middle East, Bell Micro

for global sales and distribution of Teneros Managed Service Software

using SaaS delivery. Introduced Teneros products to the US government

and the GSA.

. Created opportunity for products to move up market and to

be deployed as Software as a Service (SaaS), while simultaneously

reducing engineering costs and marketing efforts by negotiating

contracts with VMware and HP, accessing independent software vendor

(ISV) sales Corporate, and mobilizing a network of 250,000+

salespeople across 15,000 SMB resellers. Enabled largest contract in

company history.

Private Practice, UK and EMEA based 2005 to 2007

EMEA Sales Development Consultant

Recruited to manage and optimize worldwide sales performance for numerous

European software firms, including among others; Hamsard UK, Hamsard

Managed Services, Synartra Mobile Software, and Panopticon Sweden.

Presented new software solutions to Cisco, Visa Corporation, Goldman Sachs,

Morgan Stanley, ATT, Lucent, Reuters, etc.

Patrick Kearns Page 2

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

Alcatel [Lucent Technologies] Santa Clara, California 1997 to 2003

Telecommunications software provider delivering voice, data, and video

communications to end users. Merged with Alcatel in 2006 to become Alcatel-

Lucent.

Director of Business Development, Alcatel [BT INS]

Developed, negotiated and managed all alliance contract contracts,

developed business models, improving core revenue aspects of business,

improved organization structures, operational procedures, and training

plans. Created and managed 500 consultant team as part of worldwide

alliance partner contracts I negotiated, signed and managed with Microsoft,

Cisco, EMC, ATT, EDS, Verizon, 3Com, Cap Gemini, and Avaya. These efforts

accelerated Lucent's purchase of INS in 1999 for $3.7B USD. I was then

promoted to negotiate contracts nationwide and worldwide based on continual

over achievement of sales performance.

. Fueled $450M+ in new revenue, achieving between 300% and

1,000+% of revenue and Management Objective targets by expertly

negotiating new OEM/ODM contracts with major technology firms,

including Sun Microsystems Java based OEM's, HP, EMC, Microsoft,

Oracle, and the Top 40 Service Providers.

. Generated 48% of departmental annual sales pipeline,

including winning $1.2B contract with Brasil Telecom, by establishing

extensive new contracts with major technology firms.

. Developed and managed all global partners by signing and

managing multiple contracts, for example, to develop Microsoft

contract using LDAP/Cisco Network Services business as well as

creating Unified Communications professional services team of 500

Cisco Certified Internetworking Experts (CCIE) and Microsoft

Certified Systems Engineer (MCSE) personnel. Performed M&A acquisition

of Quadritek DNS/DHCP and other product units. Performed business case

analysis of various acquisitions. Performed multiple integrations of

acquired business units.

. Increased software revenue from $0 to $170M over 36-month

period by developing key M&A business targets, managing all due

diligence, and leading P&L accountability.

. Negotiated $100M marketing co-op contract with Big 4

accounting firm, KPMG, on behalf of company to realize worldwide

relationship.

Sync Research San Mateo, California 1995 to 1997

Developed and signed OEM/ODM contracts with IBM and 3Com for Bank of

America, Wells Fargo Bank, ISV's, service providers, and end users.

Acquired by VITAL Network Services in 2005.

Director of Enterprise Business Development

Managed product sales in Western United States. Developed Oem/VAR sales

pipeline through cultivation of key business relationships, referrals, and

direct sales and marketing of services. Led sales and sales program roll-

outs. Grew revenues from $3M to $27M

. Gained company significant market share by signing

IBM/Bank of America Oem/VAR contract of $21M. Recognized for signing

largest contract in company history. Signed additional Oem/VAR

contract with 3Com for Wells Fargo Bank.

Additional positions included US Sales Manager for Internet and Mobile

Devices at Motorola, # 1 in America in Picturetel [Polycom]Sales at TLSI

where I architected and delivered video conferencing to Electronic Arts,

and Major Account Manager, Top 1% of Direct Sales, for Fujitsu.

Education

Bachelor of Arts in American Studies University of California, Davis

Campus

Project Thesis-The performance effect of technology on business.

Currently pursuing an evening program MBA degree. Attended seminars on

intellectual property contract negotiation at Golden Gate University and

Practicing Law Institute.

Contact this candidate