Manager Sales

PATRICIA D. PRINCE

** ***** ****** . **** ********, Massachusetts 01583

774-***-**** . ******************@*****.***

Professional Experience

Independent Consultant - Business Process Development - Product Management

- Product Marketing August 2007 to Present

As an independent consultant product manager or product marketing manager I

have positioned myself to present a balancing job of understanding all

requirements; financial needs (building revenue models competitive

landscapes/opportunity roadmaps and optimizing them), sales requirements

(increasing/defining distribution and channels) and customer requirements

(increasing usage and retention) - resulting in producing, gaining

acceptance and implementing a road map that engulfs this understanding for

breakthrough and traditional software technologies.

Engagement 1: This was a as the first Product Manager to a start-up that

was involved with the SBIR process. My role was to clearly define the

customer opportunity, document requirements and negotiate with the

engineering development team on the delivery as well a define the Level 2

process of going to POC and channels to market. This customer had me sign

a non-disclosure and does not want to be identified.

Engagement 2: This position was as a Product Manager with a Fortune 500

software infrastructure company to cover for a leave of absence. My role

was to continue the ongoing PM responsibilities of requirement gathering,

release monitoring and evangelizing of the necessary competitive components

to retain the existing customer base and to move into a new market and the

utilization of Cloud Computing Technologies. This company also had me sign

a non-disclosure and will not allow me to reveal their name. My engagement

ended with the return of the individual on leave.

Engagement 3: The responsibilities for this engagement were to bring a

breakthrough technology to market via the indirect channel (ISV/SOME/SI's).

This was a new venture for an existing division of a global software

provider into the area of SaaS. My role was more of a Product Marketing

Manager but also included the requirements function and engineering/QA

functions of a Product Manager. I developed a go-to-market strategy,

competitive landscape and opportunity roadmap and worked with the Marketing

Communication group on messaging, launch needs, PR and Consulting and

Analysis briefings as well a pricing and packaging. I signed a non-

disclosure that I would not reveal the company or product(s), but am

allowed to talk in general terms only. This engagement ended with the

transfer of an individual to fill this position from a different division

within the company.

Engagement 4: Kinamik Data Integrity S.L. Kinamik is a global enterprise

software company. kSuite, our software solution for tamper-proof audit

logs, has been awarded several times with prestigious international

technology prizes.Our achievements so far include: European ICT Prize 2007

(nominee), European Top 100 Red Herring 2007 (finalist) and Spanish Tech

Tour 2007 (selected). Kinamik is a Level 2 VC funded company located in

Barcelona Spain.

Product Management and US Business Development

kSuite is a set of product components; kFeed, kNotary and kAuditor

which I established a product life cycle process for the definition,

development, testing, delivery and support of it's V1.0 release

scheduled in early Spring 2008. I established and delivered traceable

requirement definition and tracking, negotiated with the engineering

management on the prioritization of the delivery of these requirements

and work both with European Sales as well as acted as the US Sales in

the identification, negotiation and establishment of beta prospects.

I developed the first PRD for Kinamik and extended this to be

inclusive of a primary MRD in support of the strategy and directions

established by Kinamik management. I've represented Kinamik in major

trade shows in San Francisco and Barcelona as well as in multiple

presentations to global customers at both the executive level as well

as at the technical engineering level. This engagement ended when the

economy did not support the opening of a US based office in Boston..

BEA Systems, Inc. July 2004- August 2007

Burlington, Ma.

BEA Systems, Inc. is the world's leading application infrastructure

software company, providing the enterprise software foundation that allows

thousands of companies to benefit from service-oriented architectures. BEA

provides the enterprise software foundation for more than 15,000 customers

around the world, including the majority of the Fortune Global 500.

Product Management

WebLogic Server Senior Product Manager with specific focus on the

security need of the server product as well as the interdependencies

of the needs of the WebLogic Platform. In this role I have

traditional Product Management/Marketing responsibilities of

requirement gathering, definition, development of MRDs and PRDs and

the negotiation with engineering on the delivery of these requirements

in targeted release vehicles and the development and delivery of the

marketing messages, value proposition and presentation/representation

to customers and analysists of the WLS Security strategy, roadmap and

technological solution to business requirements/needs.. I additionally

had assumed the responsibility of representing the total core WLS PM

team in the resolution of customer enhancement request to existing

release product lines and together with a cross functional team of

Customer Support Service, QA, Doc and Sales evaluate the escalated

requests for incorporation into our products to meet specific customer

needs. I am responsible for evaluation, recommendation and securing of

executive approval for resource commitment and delivery of these

enhancements. I've been actively involved in the definition,

development and deployment of a new corporate methodology and tool for

total product life cycle management now entering into a corporate

wide implementation. I've made multiple presentations to customers,

executive and vendors on our product capabilities and roadmap and work

closely with customers, sales and support engineers to determine the

present and future needs in the area of security within the WLS

product set.

. Brought Software Cross Organizational Tool to WLS total product life

cycle

. Established the internal critical need/supporting the creation of a Core

Common security engineering organization

.

I

Hitachi America - (Quadrasis) 2000-2003

Startup division / high of150 employees

Quadrasis is a name-brand division of Hitachi Computer Products of America,

delivering enterprise application security integration, and software tool

kits and services. Hitachi Corp. (Japan) had made the strategic decision to

remove itself from this targeted market and gave this division the charter

of supporting it's existing customer(s) while looking for a sale of it's

technology.

Product Management/Marketing

I was responsible for the inception, planning, development and

delivery of new and existing security software products to market. I

worked independently reporting to the CTO in the engineering

organization and as the lead of the engineering product team to manage

the complete life cycle of all product aspects including definition,

documentation and customer/market/technology support of product

requirements, product business planning including life cycle costing

and ROI as well as product training, market and analysis conditioning,

introduction and product/program areas to ensure overall business

goals.

* Brought New Enterprise Security Software to

Market

* Established Software Development Process in 4

Months

Enabled the then engineering R&D group to develop into a high quality

Product Engineering Team. Coordinated engineering, sales, and support

teams to identify customers' current and future technology needs.

Developed cross-organizational facilitation software. Developed go-to

market and channels strategy for new software security toolkit.

Redefined market strategy. Acted as liaison between, customers,

engineering, and management. Brought new product to market in 4 months

Vista Control Systems, Inc. 1996-2000

$3M Revenue/12 employees

Technical Sales/Marketing for North America

Recruited by President to open new vertical markets, grow revenue and

share

* Built Metals Vertical to $1,000,000 Revenue

from scratch in 6 Months

* Established Company as Preferred Vendor in

Metals Vertical

Built and marketed Process Optimization Technology tool kit.

Established VCS as software vendor of choice in Steel and Aluminum

industries (80% share) increasing company revenue by $1M in 18 months.

Facilitated assimilation of product needs and requirements. Translated

this into definitive engineering development process. Wrote product

and technology development plans for sustained enhancement of Vista

product portfolio. Defined, developed and implemented the VCS indirect

sales program.

Digital Equipment Corp. 1980-1996

Embedded & Real-Time Business Unit-- Digital Equipment Corp.

$500M Revenue/500 Employees

Executive Marketing Consultant / Business Relationship Manager

* Grew Market Share from 30-40%

* Maintained business At $125M in shrinking

market

* Established ERT Group as Leverage for Core

Business

Maintained & strengthened at-risk business. Expanded marketplace for

hardware and software products by penetrating new manufacturing

verticals. Built profitable business relationships with multiple

OEM's, SI's, and complimentary equipment vendors. Leveraged

relationship to sell company's core product (non ERT). Grew share from

30 to 40% in shrinking marketplace. Maintained revenues at $125M

CIM Marketing and Product Development -- Digital Equipment Corp.

$700M Revenue/200 Employees

Manufacturing Industry Business unit was responsible for products,

services, relationships into the process and discrete world-wide

marketplace

Senior Product Marketing Manager and Consultant - Real time and

Embedded Products

Responsible for the product definition, market and specific customer

requirements, relationship management of critical Complimentary

Solutions and/or Product Vendors in the process and discrete

manufacturing Level 1 control needs.

* Identified, negotiated and managed the Elsag-

Bailey // Digital relationship $25M

* Launched (as the product manager) the IVAX and

the IVAX-rt

Customer Training Business Unit -- Digital Equipment Corp.

$700M Revenue/200 Employees

Customer Training Center Manager / Technical Educational Consultant

Implemented sales and marketing programs with regional sales teams to

open new training centers in Houston and Atlanta. Managed 20 technical

trainers and 5 support staff. Full P&L responsibility.. Revenues $15M.

* Grew Southeast Customer Training Business by

$7,000,000 (88%)

* Increased Customer Satisfaction Rate 25%

* Closed $2.5M Training Deal with Large Atlanta-

Based Telecom

Grew Customer-Training Business in Southeast. Developed and

implemented standard operating procedures for 5 major U.S. on-site

customer-training centers. Opened 2 new regional customer-training

centers. Closed 2.5M training deal with major southern Telecom

company. Grew revenue from $8M to 15M in 24 months.

Education BA -University of Massachusetts, Lowell

Military Service USAF - Massachusetts Air National Guard - 267th

Squadron - 153rd Gp.Combat Communications, Tactical Fighter Support

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