Sales Management

Mark Stubbs

*** ****** **. - *** ****, CA *****

Wk # 805-***-**** Hm # 805-***-**** Cell # 805-***-****

QUALIFICATIONS SUMMARY

An experienced finance executive with a proven track record in process

improvement, cost management, compliance, and financial strategy. Senior

level positions in Business Development and Operations have provided

additional opportunities to build expertise in business analysis,

contract negotiations, operational efficiencies and integration, and team

management. My innovative and pragmatic approach to problem solving

reflects my comprehensive background and demonstrated abilities to

effectively manage financial operations in a dynamic business climate.

WORK EXPERIENCE

CallWave, Inc. (NASDAQ: CALL) - A $35M leading provider of

telecommunications software solutions.

Acting Chief Executive Officer (August 2007 - September 2007)

. Immediately implemented core product enhancements and packaging

to drive $3.6M or 17% increase in incremental annual revenue.

. Completed engineering and marketing roadmap to launch next

generation mobile software applications. Estimated to drive an

additional $5M or 20% increase in annual revenue.

. Removed $5M or 25% of operating expenses.

. Performed shareholder outreach program to stabilize stock and

calm current investors.

Chief Financial Officer (June 2006 - present)

. Successfully managed a sophisticated board of directors

comprised of fortune 50 companies to transition to a new CEO,

change auditors and update accounting and finance policies and

procedures.

. Negotiated and closed a $12M management led tender offer to take

the company private.

. Collaborated with the CEO and board of directors to realign

company strategy and messaging.

. Chaired the strategic acquisition team. Successfully closed two

M&A transactions valued at $10M. Drove all aspects of due

diligence, purchase price negotiation and integration.

. Executive sponsor on several fortune 100 enterprise sales

opportunities for our collaboration and conferencing software.

Successfully closed the first $3M software licensing contract.

. Negotiated the settlement of patent litigation with j2 global

which saved an estimated $15M in litigation fees.

. Overhauled investor relations messaging and pitch. Recruited B.

Riley analyst for sell side coverage. Represent the company at

investor presentations and functions.

. Successfully recruited a telecommunications board member.

. Completed Sarbanes Oxley documentation, control procedures and

audit program at zero incremental expense to CallWave.

. Immediately streamlined finance and accounting function

o Implemented weekly, monthly and quarterly management and

board reporting on key success factors and critical

milestones. Instituted product line reporting for key

products.

o Changed the audit committee meeting schedule from 12 to 5

annual meetings through concise reporting, crisp

communication and outside audit team management.

o Reduced audit fees 60%

o Reduced monthly close process from 15 days to 3 days

o Streamlined accounting department expenses by 30%

o Cut quarterly and annual filing times by 30%

o Automated 123R calculations, reporting and stock option

management.

o Drove a 30% reduction in insurance costs

. Assumed responsibility for Operations, Human Resources, Customer

Care and Facilities.

o Transitioned the legacy telephone network from SS7 to SIP

and re-negotiated carrier contracts. Estimated annualized

cost savings is $1.2M.

o Consolidated customer care for an estimated annual savings

of $1M

Sound ID Inc. - A Startup Global manufacturer of NextGen Bluetooth

hearing aids and accessory products.

Chief Financial Officer & Vice President of North America Business

Development (June 2005 - June 2006)

. Provided financial rigor and discipline and established

processes for the effective financial management, operation, and

reporting to the Executive Team and Board of Directors.

. Finalized channel agreements with the largest retail chains in

the hearing profession category, resulting in sales growth from

$0 to $1M dollars; with projected growth to $10 million by 2006.

. Successfully raised $10 million in private equity financing

(Round 1 $5M, Round 2 $2M and $3M loan).

. Developed and presented the long range operating plan to the

Board of Directors prior to the third round of private equity

financing.

. Manage, analyze, and interpret monthly financial information to

apprise Board of Directors and Management Team of operating

results and other matters bearing on the fiscal soundness and

operating effectiveness of the Company.

. Completed the company's first financial statement audit as a

condition of the equity financing.

. Developed and documented internal financial policies and

procedures.

. Developed the global manufacturing strategy and successfully

negotiated contracts for efficient implementation.

. Assessed global logistics requirements and created RFP for

effective evaluation and analysis of partner capabilities. This

also served to form the basis of the contract, which was

successfully negotiated with UPS.

. Spearheaded certification efforts resulting in the completion of

ISO 13485, FDA, FCC and CE mark certifications in Europe and the

United States.

Somera Communications, Inc. (NASDAQ: SMRA) - A $250M Global provider of

telecommunications infrastructure equipment and related services.

Vice President, Business Development - Strategic Partnerships & Global

Supply (Sept 2004 - June 2005)

. P/L responsibilities for the largest ($100M and 91% of total

revenues), most profitable business unit for this publicly

traded Telecommunications Company.

. Exceeded business plan for gross profit, net profit, and

operating margins in every quarter after assuming management of

business unit. Grew gross profit 40% QoQ in 2005 in a down

market.

. Ownership for Global Income statement for business unit revenue,

gross profit and inventory reserves.

. Successfully negotiated contracts with two international

wireless carriers, two domestic wireless carriers, one CLEC, and

one OEM. Achieved internal contract close targets in the first

quarter of 2005.

. Promoted in April 2005 to direct business development for OEM

strategic partnerships.

. Lead a 35 person global supply and offer management team.

Responsible for defining, enhancing and implementing a vision

for Somera's global supply and OEM product strategy.

Vice President & Managing Director EMEA Division (Jan 2004 - Sept 2004) -

$25M Division

. Grew Revenue and Gross Profit 10% and exceeded the division

business plan by 15%

. Managed the division income statement and balance sheet.

Exceeded operating income targets by 20% and effectively managed

cash reserves.

. Successfully negotiated contracts with two leading carriers and

one OEM.

. Directed the operations, finance and accounting, sales, supply

and information technology functions within the EMEA division.

. Successfully managed the change of leadership in the EMEA office

after the abrupt resignation of the division Vice President and

three key sales managers.

Director of Finance (Jan 2002 - Jan 2004)

Planning & Forecasting

. Implemented industry best practices in the annual operating

planning cycle to include: Direct costing, support cost

allocations, project planning and flex budgeting. Rolled out

web based planning and forecasting system.

. Chaired the executive committee meeting twice a month to present

quarterly and annual forecasts, trends, margins, product mix and

division sales pipelines.

. Reviewed and presented to senior management all business case

analysis for international & domestic expansion and strategic

product initiatives.

Somera Communications, Inc. (Cont.)

Director of Finance (Jan 2002 - April 2004)

. Created quarterly business review process to measure actual to

plan performance, capture forward-looking initiatives and

businesses plans and ensure company resources were properly

allocated.

Treasury & Risk Management

. Documented cash investment policy, strategy and expectation

metrics

. Reviewed and renewed all insurance policies in light of evolving

business strategy, international and domestic expansion and near

to mid term economic industry outlook and company forecasts.

. Managed all banking relationships to include: fee negotiations,

investment strategy/transactions and global foreign currency

hedging

. Forecasted monthly, quarterly and annual cash requirements in

conjunction with capital and operations planning.

Accounting & Finance

. Reviewed and prepared all quarterly and annual SEC filings.

. Reviewed all monthly consolidated, division, business unit and

product financial statements with senior management.

Qualitative and quantitative analysis is provided to understand

segment, product, division and geographical trends.

. Audit Committee participant

Investor Relations

. Prepared all financial sections of press releases and earnings

scripts. Reviewed with senior management and audit committee

prior to media distribution.

. Prepared senior management for financial aspects of quarterly

earnings calls. Provided perspective questions and answers,

industry analysis and company benchmarks for analyst calls.

. Actively communicated with and responded to calls with current

analysts and institutional investors.

Kinko's Inc. - A $2B Global provider of document solutions services

Manager, Financial Planning & Forecasting (June 1999 - January 2002)

. Managed the design and implementation of a field based

forecasting model. Reviewed monthly actual variances to plan

and forecast with senior management.

. Supervised the updating and re-vamping process for the annual

planning cycle including the reduction in account levels

budgeted for and allowing for a flexible plan which updated

quarterly for changing economic, competitive and market

conditions flowing from the monthly forecast process.

. Oversaw the complete overhaul of the budget model to include

real time information updating through web based interactive

budget templates. Instrumental in evaluating software and

hardware requirements to update the outdated and manual planning

and forecasting process.

. Presented planning structure, assumptions, timelines and budget

model to senior field management.

. Reviewed real estate, marketing and sales strategy actual

results compared to plan and forecast with senior field

leadership.

. Virtual manager involved in coordinating fixed assets, lease

administration, field accounting, capital planning, sales

operations, product marketing and purchasing to complete the

annual operating plan.

. Subject Matter Expert on the selection team which evaluated

Oracle, Peoplesoft and SAP for possible Enterprise Resource

Planning system implementation.

Mayer Hoffman McCann P.C. - Certified Public Accountants

Senior Accountant (June 1996 - June 1999)

EDUCATION & CERTIFICATIONS

Master of Business Administration - Accounting Emphasis, With Honors,

1996 - Cal Poly San Luis Obispo

Bachelor of Science in Business Administration - Finance Concentration,

1994 - Cal Poly San Luis Obispo

Certified Public Accountant - California

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