Sales Manager
Resume:
RANDY RISHER
Austin, TX ***50
Mobile: 415-***-****
***********@*****.***
SUMMARY OF QUALIFICATIONS:
. Seasoned multi-discipline business executive with experience in
accounting, finance, operations, sales and business development.
. Proven ability to manage and develop staff in all disciplines.
. Began career as a CPA. Have experience in all aspects of finance and
operations.
. Experience in managing small to medium sized sales team and meeting or
exceeding quotas.
. Experienced in developing significant partnerships.
PROFESSIONAL EXPERIENCE:
MOCANA CORPORATION, August 2005 - January 2009
Mocana is the leading provider of embedded security software.
Senior Vice President, Business Development
Vice President, Sales and Business Development
. First full-time employee
. Developed Business Plan and assisted in Angel, Series A and Series B
financing rounds.
. Grew customer base to 90+ customers, including Panasonic, Avaya,
Intel, Siemens, Alcatel-Lucent, Broadcom, Conexant, JDS Uniphase,
Motorola, NET, Network Appliance, Philips and Westell.
. Won deal with Nortel to become their preferred embedded security
vendor.
. Signed Reseller deal with Freescale Semiconductor: Freescale
distributes a portion of Mocana's Device Security Framework on all of
their PowerQUICC security processors.
. Managed Relationships with all Channels and Partners.
. Implemented Sales Execution Plan and built a team of 6 Account
Managers and FAE's.
WORLD TRAVEL and VOLUNTEER WORK, August 2001 - May 2005
BEA SYSTEMS, INC. (through September 1998 Acquisition of WebLogic, Inc.) -
San Francisco, CA
Director, Channel Sales - August 1999 - July 2001
Director, Finance & Administration - October 1997 - August 1999
Controller, March 1997 - September 1997
Director, Channel Sales:
. Exceeded Revenue and MBO goals and attended Achiever's Club in first
years as Director of Channel Sales, a significant career change from
Finance.
. Completed deals with over 250 ISV, ASP and SI partners, including
major deals with Peoplesoft, Documentum, Broadvision, Ariba, I2
Technologies, Loudcloud, Blue Martini, Attachmate, Epicentric, Kana
Communications, Epiphany, Peregrine Systems, and Calico Commerce.
. Integral contributor to the establishment of the BEA Channel Strategy
and Pricing Policies.
. Managed 9 Channel Sales Reps and 3 Regional Alliance Managers.
Director of Finance and Administration, Weblogic, Inc.:
. There was no CFO at Mocana, so I was the top finance person.
. Managed key aspects of the acquisition process from a financial
standpoint, including negotiations, due diligence, accounting for the
transaction and integration.
. Completed $12.5 million in Venture Capital Financing and managed
communications with new investors.
. Developed initial Business Plan and 3 year Strategic Plan. Developed
competitor/comparable financial analysis.
. Managed all aspects of Accounting, including Financial Reporting and
implementation of Solomon Accounting Software.
. Completed Due Diligence for possible acquisitions of two start-up
software companies.
. Initiated IP Protection program
. Managed Banking relationship, including the establishment of two Lines
of Credit and cash management for funds received from financing.
. Established Insurance Policies, including standard employee benefit
policies, E&O Insurance, Employee Practices Insurance and D&O
Insurance.
. Managed Stock Option Plan.
. Established 401(K) Plan.
. Managed the Facilities Department. Completed two company relocations,
including negotiations of new leases and subleases of old space.
. Managed Human Resources Department. Completed and Implemented
Employee Handbook and Employee Referral Program and initiated use of
an Employment, Confidential Information, Invention Assignment and
Arbitration Agreement. Negotiated and documented over 20
terminations, including the termination of two presidents and the
majority of the initial sales force.
. Managed MIS Department.
PILOT NETWORK SERVICES, INC. - Alameda, CA
Controller, October 1996 - February 1997
WORLD TRAVEL, January 1995 - August 1996
SEGA OF AMERICA, INC. - Redwood City, CA
Associate Director of Financial Planning and Analysis, November 1993 -
December 1994
Manager of Financial Planning and Analysis, February 1993 - October 1993
. Awarded 1994 President's Recognition Award for Outstanding
Achievement.
. Developed formal Business Plan procedures and successfully completed
two annual plans.
. Prepared Monthly Sales, P&L and Cash Flow Forecasts and presented them
to Executive Management.
. Worked with Marketing Executives to significantly improve the systems
used to monitor Marketing, Advertising and Merchandising expenses of
over $130 million.
. Performed Due Diligence for acquisitions of software development
companies.
. Developed initial Business Plan for Sega's proposed Toy Division.
COOPERS & LYBRAND, C.P.A.'S
Audit Manager, December 1990 - January 1993
Senior Associate, June 1988 - November 1990
Associate, September 1986 - May 1988
. Focused on audits of high technology companies ranging from start-ups
to large, multi-national organizations.
. Managed San Jose office's largest corporate client, Varian Associates.
. Selected by company for my experience with large high technology
companies to transfer to Dayton, OH to become Manager on the newly
acquired NCR Corporation engagement after the merger with AT&T.
Managed domestic audit and coordinated audits of international
subsidiaries in over 35 countries. Domestic audit staff included ten
professionals, worldwide staff exceeded 150 professionals. Responsible
for approximately 14,000 audit hours and over $1.5 million in
billings.
. Participated in IPO's of Cisco Systems and Granite Construction
Company.
EDUCATION:
UNIVERSITY OF KENTUCKY, Lexington, KY
Bachelor of Science in Accounting with High Distinction, June 1986.
Passed all parts of the C.P.A. exam on first attempt in June 1986.
Awarded Financial Executive Institute's Academic Achievement Award.
Member of Beta Alpha Psi Accounting Honorary and Beta Gamma Sigma Business
Honorary.
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