Sales Manager
Resume:
Kentfield, CA
Cell:
michael@darnaud.o
rg
Michael J. Darnaud
High performance leader with extensive Sales & Business Development skills
creating rapid revenue growth:
. Negotiated several multi-million dollar deals ($8 and $3.5Million for
Whistle Communications, $2.4Million for Brixlogic and Kenai Systems,
leading to acquisitions by IBM, Diebold and Forum Systems)
. Excellent organization, presentation and communication skills
. International experience in Europe and Asia
Strong domain expertise in mobile software, Web services, Security, SaaS
and Networking.
. MBA, INSEAD, Fontainebleau (Marketing) ? BA, Sorbonne, Paris
(Economy)
. Engineering degree, National Telecom Institute, Paris
(Telecommunications)
Member of American Mensa, President of INSEAD's West Coast Council
Fluent in English, French and Spanish. Good understanding of Italian.
PROFESSIONAL EXPERIENCE
Consultant, LookIt Inc., Palo Alto & Kentfield
2006 - Now
Customers included:
. Enterprise software distribution company: defined strategy and
help prepare fundraising information package (executive summary,
corporate presentation, elevator pitch
. Mobile Payment company focused on the international remittance and
micro-payments market
. Top Level Domain Name company: defining mobile search strategy &
evaluating parnerships
. Mobile Content Management company: as acting CEO hired by the
Board of Directors to reposition the company, I assessed
technology, positioned it as wireless application to access
digital office resources, hired new VP Marketing & CTO, managed
creation of world-class web site & funding package. Based on
strong IP portfolio, we created complete marketing package, and
positioned the company for a sale of intellectual property
. Online and mobile Payments company: helped define Sales & Marketing
strategy, key vertical segments, introductions to eBay/PayPal, Yahoo,
Microsoft. Represented company at CTST and other Payment Systems
conferences.
. Anti-spam company: Visited all European customers (UK, Spain, Germany)
to assess their needs and made product recommendations. Put in place
Sales tracking systems and procedures.
. Financial media company: created Exec Summary, PowerPoint
presentation, hired web designer, defined marketing strategy, launched
Beta-site...
VP Sales & Business Development, KENAI SYSTEMS, Rocklin
2005 - 2006
Kenai Systems, providing Web Services Security, was acquired by Forum
Systems
. Increased client base from 1 to 100 customers, with a pipeline for
2006 of $4-5 Million
. Signed Reseller agreements with leading H/W security vendors (OEM
with Forum Systems,
DataPower, NetContinuum), Management systems vendors (Amberpoint),
Web
services providers (StrikeIron, WebMethods)
. Established relationships with IBM, SUN, Borland and started joint
sales initiatives
. Focused Sales efforts on Financial Services, Government agencies
and large Consulting
organizations (SAIC, Northrop Grumman, Booz Allen
COO, BRIXLOGIC, San Mateo
2003 - 2005
Brixlogic, providing an SOA platform and applications, acquired by
Diebold
. Promoted twice in twelve months from EVP BusDev to Sales & BusDev
to COO
. Signed OEM contract with Diebold (several million dollars value),
distribution with SHI
and sales agreements with NCR, ACI and one of the top 30 Banks in
the US
. Formed strategic partnerships with IBM for the Insurance market
and HP in Banking
. Led Marketing efforts, including product launch, press releases,
web site, corporate presentation, proposal development...
Principal, RIALTO VENTURES, Mountain View
2001 - 2003
Started Rialto with two partners to provide consulting services
(Business Development, Marketing and Fund Raising). Most significant
clients included:
General Manager for the Americas, ENITION, Mountain View
Enition, funded by Cisco & Reuters, made Billing and Mediation
systems software for Digital Content delivery over wireless
networks or the Internet
o Opened the US office for Enition, managing first hires
o Assisted in fundraising resulting in $15 Million from Venture
Capital funds
o Identified strategic partners, initiated business relation
discussions resulting in partnerships (Inktomi, Portal, Xacct,
Narus, Sun Microsystems, Cisco)
o Conducted press tour with VP Marketing
VP Bus. Development, FIRST SIGHT COMPUTING, Mountain View
First Sight marketed sub-$250 laptops to emerging mass markets,
in India, Brazil
o Opened US Office and helped raise A round of funding from Intel
VP WW Sales & Business Development, DITTO.COM, Emeryville
1999 - 2000
Ditto.com is a leading Visual Search Engine, still independently held
. With overall P&L responsibility, built a 6-people bi-coastal
sales/busdev team
. Signed Content licensing deals with NBCi, MetaCrawler, Go2Net and
DogPile
. Recruited 45 e-Commerce partners to promote impulse buy of their
products on ditto's site, with category leaders such as ToysRUs,
Pets.com, AutoWeb, and Getty...
. Also sold advertising on the site, as third source of revenues
. Conducted three-week, US-based road-show with the CEO to raise a
second round. The company raised over $20 Million at a 3X Valuation
Director BusDev + AsiaPac, WHISTLE COMMUNICATIONS, Foster City
1997 - 1998
Whistle, that marketed the first Internet Appliance for small
businesses, was
funded by IVP & MAYFIELD and acquired by IBM for $120 Million
. Generated over 50% of Whistle's revenue, by closing the 3
largest deals with:
0. Ricoh (raised $4M of funding, $1M NRE and over $2M in Sales)
1. NTT (largest Telco in the world), quickly became Whistle's
largest reseller
2. OCI of Korea ($3 Million investment, NRE + volume commitment)
Hired General Manager for Japan, opened Whistle Communications
office in Tokyo and initiated relationships with major Telcos,
distributors or H/W manufacturers in Australia, China, Japan,
Korea, Hong Kong, Singapore and Taiwan
Director Mergers and Acquisitions, MADGE NETWORKS, San Jose
1995 -1996
Completed the Teleos acquisition (for $165M), then was recruited
to Whistle Communications by Madge's former VP of Sales
. Responsible for all M&A activities, I conducted initial
research of several markets (Routing, ATM, Frame Relay) and due
diligence of over 100 companies
. Signed two OEM deals, negotiated and closed acquisition of
Teleos Communications for $165Million
. Headed integration of Teleos, driving a multi-divisional
taskforce, addressing merger issues. Delivered bi-monthly
employee communications to staff of 120. Acting as Director of
Marketing, recruited staff and launched video networking
PRIOR: Manager Business Strategy, BAY NETWORKS (Nortel Networks), San
Jose 1993 - 1995
Sr. Manager Strategic Marketing, BRITISH TELECOM, San Jose &
Paris 1986 - 1993
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