Management Sales

JOHN ALBEE

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

Austin, TX. ***17

e-mail:*******@***.***

Evening: 512-***-**** Cell: 512-***-****

PROFESSIONAL SUMMARY

Over twenty-five years of professional experience in product management, development,

project management, business development, competitive analysis, strategy and

marketing. Focused on strategic segment targeting and product introductions within

the financial, transportation, consumer, and high tech industries. Consistently

delivering solutions in demanding marketplaces with a balance between tactical and

strategic initiatives.

SKILLS & KNOWLEDGE

Product Management Project Management Positioning & Messaging Brand Management

Market Management Product Marketing Dynamic Presentations Forecasting & Budgeting

Leadership Sales & Engineering Creativity Strategy

Business Development Competitive Analysis Mentoring

Process Definition

PROFESSIONAL EXPERIENCE

BMC Software Inc. 2002-present

Director of Strategic Marketing - Austin, TX

Previous positions held at BMC include; Director of Solution Marketing and Director

of Product Management. Implemented a Market Requirement Process and developed a set

of Product Management best-practices to turn a development centric organization into

a market and customer driven organization while delivering 150 mainframe enterprise

data management tools to market.

Authored the first business strategy and business plan for the business unit.

Critical position in process re-engineering across pricing, launch and product

management.

Initiated product portfolio management with methodology to support investment

decision making.

Designed & delivered methodology and supporting work products for WW marketing

strategy and operational plans.

Developed effective marketing lead gen and retention campaigns while leading a team

of marketing professionals.

AFK STRATEGIES INC. dba ECOTRAX 2001-2002

VP of Sales & Marketing (acting CTO) - Austin, TX

Refined and expanded initial business plan for Ecotrax, a startup company. Created

marketing, support, sales coverage models & plans. Defined requirements for key

product offerings, and created prototypes. Defined investor and partner strategies,

and directed investor solicitation.

Developed proof of concept through product introduction..

Planned, developed and delivered investor presentation.

Refined offering concept, and personally developed a prototype of key offerings to

assist funding effort. Refinement led to creation of a process white paper which will

be considered for a business process patent.

PERVASIVE SOFTWARE INC. 2000-2001

Senior Director of Marketing and Product Management - Austin, TX

Directed marketing and product management, product definition and roadmap of an

embedded DB to meet segment needs. Directed all corporate and product marketing

activities and managed a team of 13 including managers and individual contributors.

Included budget creation and management.

Identified the need and directed the renaming and re-positioning of the Pervasive.SQL

DB product to feature its Internet capabilities, thus extending its client-server

positioning, and increasing sales and profitability.

Directed and initiated the use of project management methods across all marketing

activities to add accountability and control. The success of project management in

marketing has resulted in an integrated project management plan across the company,

to include sales and engineering.

Initiated and directed a new channel offering to meet the changing business models of

our partners leading to increased channel satisfaction. 'Profit with Pervasive'

replaced an array of dysfunctional channel programs, and received steady adoption by

our partners and customers.

Co-directed and executed a total revamp of branding favoring the company rather than

the product, which positioned the company for future portfolio growth, with immediate

gains from the introduction of service offerings leveraging the company's brand

equity.

IBM CORP. 1979 - 2000

Program Director - eSP (Austin, TX) 1999 - 2000

Created and directed a marketing organization of market managers and project managers

to position IBM as a viable supplier in the ISP/ASP industry segment.

Developed the strategy and business plan for server appliances, as part of an

emerging business opportunity strategy resulting in full funding of the organization,

and subsequent introduction of the products into the targeted segment.

Strategist - Network Computing Software Division (Austin, TX) 1998 - 1999

Created, managed and ultimately received executive approval for a 5 year strategy,

and annual financial plan to support the strategy. Used market management

methodologies to manage the investments associated with the product portfolio

consisting of 18 product families delivering $1.2 billion in revenue.

Designed and implemented a component of the IBM Linux strategy, to insure strategic

investment options were in place and approved prior to execution. Market indicators

were established as triggers for pre-defined investment strategies to reduce the

cycles necessary for strategy churn and re-approval within a rapidly changing market.

Implemented an investment strategy across the product portfolio dependent on a

product's position in life cycle, rather than flat investment strategy dependent on

the percent of revenue, resulting in faster growth for younger products due to

increased investment levels.

Co-developed phase 2 e-business strategy for corporate.

Program Manager - Personal Software Product Division (Austin, TX) 1996 - 1998

Developed and delivered strategy to migrate OS/2 product positioning from consumer

segment to web client OS in large enterprises. Planned and communicated this change

in strategy to the media, industry analysts, customers and user groups worldwide.

Created and communicated a new strategy via product roadmap, in the form of a report

card, which was used in all media, analysts and customer briefings. This served to

re-enforce the strategy within each meeting, and demonstrated the progress being

made.

Coached the executive team and engaged with the media and analysts on the new

strategy resulting in 98% positive media coverage.

World Wide Marketing Brand Manager - Personal Software Products Division (Austin, TX)

1993 - 1996

Defined target segments, product requirements, roadmap, and marketing plan for

network operating system offerings. Marketed product to partners and customers, in

1:1 and mass market programs. Interfaced to agencies, and personally developed

collateral including web site. Demonstrated product at shows worldwide, and acted as

the official spokesperson for media and analysts. Created and managed associated

marketing budget.

Extended the target segments to SMB and autonomous department segments by requiring a

re-design of user interface resulting in the growth of market share, of OS/2 LAN

Server / Warp Server, from 6% to 26% within three years.

Identified the 'lack of middleware' customer perception of OS/2 Warp Server, and

delivered 15 ISV middleware announcements concurrent with the IBM product

announcement to the media and analysts, underscoring the message of ISV support and

an 'industry following'.

Advanced Technology Special Project Coordinator - Entry Systems Division (Boca Raton,

FL) 1991 - 1993

Advocated and coordinated the use of advanced technology in products throughout

software division. Managed relationships with Novell and Intel.

Managed the OS/2 Pentium project to optimize our OS, and demonstrate the power of

Pentium at its public introduction at Comdex. OS/2 was the only OS to perform

uninterrupted for the whole week.

Development Lead - Desktop Software (Boca Raton, FL) 1988 - 1991

Negotiated and developed the technical requirements and technical business plan in

support of an IBM end-user

client-server DB productivity application developed externally.

Co-developed a methodology and product roadmap to overcome IBM's inability to compete

in low-priced PC applications due their extraordinary internal development costs by

outsourcing to ISVs.

Software Engineer - System Integration Division (Boca Raton, FL) 1987 - 1988

Designed, managed, and implemented system integration services project for New

Zealand Railways.

Co-designed the New Zealand Railways information system which resulted in 100%

customer satisfaction, and differentiated their service from their competitors.

Commercialization of the transportation service in New Zealand and a history of poor

customer satisfaction made New Zealand Railways a difficult customer to satisfy.

HQ Staff - OS/2 Project Office - Application Solution Division (Boca Raton, FL) 1986

- 1987

Project managed software development efforts crossing 5 development sites and 3

divisions in support of the initial release of OS/2.

Developed a network database system to centralize all the IBM announced and

un-announced PC products, which was recognized as the central authority on PC

products.

Technical Marketing Specialist - National Accounts Division (Boca Raton, FL) 1983 -

1986

Provided technical support to Fortune 500 accounts and technical sales support to

sales team on PC h/w and s/w.

Briefed Fortune 500 customers on the advantages of the operational integration of PC

technologies into their business resulting in the acceptance and adoption of the IBM

PC by large enterprises.

Co-developed the Personal Computer Assistance Center course material and instructed

on the following topics: communication access methods, and 8086 assembler programming

tips/techniques which drastically reduced the technical support call volume.

Customer Engineer / Program Support Rep. - Field Engineering (Hartford, CT) 1979 -

1983

Provided technical field support to the insurance industry in Hartford, CT with

respect to MVS and S/390 systems.

Selected as the youngest engineer to be trained across both host hardware and

software systems acting as a consultant on problem source identification leading to;

quicker resolution of complex problems, reduced costs, and enhanced customer

satisfaction.

Selected to consult and promote problem and change management methodologies to Aetna

and Travelers Insurance customers resulting in higher customer satisfaction after

their adoption.

AZZIP INC. 1974 - 1979

Operations and Sales Manager - Chelsea, MA

Managed the sales, operations and distribution of a frozen food product to clients

within New England and New York.

Developed inventory process eliminating product shrinkage and thus eliminating

associated costs.

PROFESSIONAL Associations

Charter Institute of Marketing - Associate Member

American Marketing Association -- Member

PUBLISHED

"Business Service Management in a Mainframe

World" for Data Management Review 3/2006

"Reducing TCO Through Mainframe Optimization" for

Information Storage and Security Journal 2/2006

"Mainframes Never Die" BMC BLOG

Authored "The Hidden Industry: Economic

Development Organizations and their pursuit of

business intelligence", an internal white paper.

Co-authored PC Architecture an IBM Red Book

Co-authored "Logistics Management: The Role of

the Relational Database" an internal white paper

Co-authored "Networked Full Motion Video"

for OS/2 Developer Magazine

EDUCATION & TRAINING

B.A. Psychology - Minor: Communications -

University of Connecticut

Market Management - Charter Institute of

Marketing (a six week intensive course taught by

external Marketing professionals and professors

funded by IBM)

Project Management - George Washington University

Brand Management - Wharton School

Executive Coaching and Management Development

(Solid, Inc.)

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