Manager Sales

Daniel Mouhot

** ******* ******, ******, ** *****

617-***-**** ******@***.***

Experienced business development leader with international sales, business development, and

product management experience across multiple verticals in organizations ranging from startup to

Fortune 15 corporations. Consistently aligned technology strategy with business goals to achieve

significant improvements in key business metrics such as revenue, market share, and profitability.

Creative, diplomatic strategist with strong cross-organizational communication skills, high

standards, and a powerful drive to uncover new business growth opportunities.

Areas of Expertise:

Product Management and Strategy

Strategic Alliance Management

International Sales and Marketing Management

PROFESSIONAL EXPERIENCE

ECLIPSYS – Boston, MA April 2008 – November 2009

VP, Business Development

Reported to VP of Product Development Operations for $500M healthcare information technology

vendor producing enterprise software for the healthcare provider market. Established and

maintained corporate partnerships with strategic partners such as Microsoft, Citrix, EMC,

VMWare, and other hardware and software infrastructure vendors.

Primary contact for Microsoft partnership across all Eclipsys product lines with revenue

>$100M including platform adoption, migration, technology uplifts, and introduction of new

technologies such as cloud computing, surface, and virtualization (Microsoft/Citrix stack and

VMWare).

Negotiated new partnership agreements to create new lines of business and restructured existing

relationships to meet business needs. Established financial performance benchmarks to

identify low-performing partners.

Developed strategic partner plans and executed joint sales and marketing activities with internal

and partner worldwide sales and marketing organizations.

Conducted executive briefing sessions and quarterly/annual business reviews with partners to

ensure profitability and minimize risk.

Led cross-functional team comprised of finance, legal, marketing, product management, and

support to evaluate and recommend prospective partners and to address operational issues with

existing partnerships.

MCKESSON – Newton, MA October 2005 – April 2008

Director, Business Development

Reported to VP of Strategic Marketing and Business Development for Fortune 15 Corporation.

Managed a geographically distributed organization with responsibility for entire partner portfolio

for McKesson’s Care Management solutions (payer market).

Expanded outbound channel Alliance Partner program for ISVs who embed McKesson

technology to deliver joint go-to-market solutions in the Medical Management market,

representing approximately 50% of business unit software revenue. Grew this program by

40% in first year.

Managed inbound technology licensing, contracting, and ongoing relationships with healthcare

ISV’s, OEM and VAR relationships with major software platform and infrastructure software

vendors (e.g., IBM, Oracle, Microsoft, TIBCO, Hyperion) and SI partners.

Developed new solution proposals for new markets including: solutions connecting the payer

and provider communities, expansion into international markets of U.K., Canada, and Australia.

Developed evaluations for M&A due diligence teams, partnership assessment activities, and

business case preparation for product line expansion and other new business opportunities.

IBM – Lexington, MA (IBM acquired Rational Software and its

predecessors in 2003)

Senior Product Manager, Product Strategy

2003 – 2005

Reported to VP Business Development, conceived new product strategy for $300M IBM Rational

Software Enterprise Change Management product portfolio: business, marketing, architectural,

and engineering planning across multiple product lines/development organizations in a highly-

matrixed international organization.

Executed global marketing activities in cooperation with multinational sales and marketing

teams. Primary focus on Industrial Sector software development partners: Automotive,

Aerospace & Defense, Consumer Electronics.

Led product management of IBM Rational solution concept for joint Software Lifecycle

Management and Product Lifecycle Management (PLM) involving IBM, French ISV partner

Dassault Systèmes, and IBM Global Services.

Consulted with Industry Analysts and internal Marketing Intelligence resources to quantify and

create new market segments for PLM offerings. Presented at C-level customer executive

briefings and industry analyst briefings.

Product Manager 1998 –

2003

Reported to VP Product Management in mature organization (3,300 employees) for Software

Development Lifecycle Management product family. Selected as member of original 8-person

team to launch a new technology spin-off, Catapulse, offering an on-line version of the product line

in a Software as a Service (SaaS) model.

Managed extensive client-facing relationships and communications in account situations, user

conferences, product advisory boards, focus groups, and industry publications to launch new

product lines.

Guided strategic planning and product strategy of first release of new venture development and

reinsertion of technology back into parent company once new venture was re-acquired by

Rational.

Business Development Manager

Promoted to corporate business development function upon return to USA after successful

completion of acquisition responsibilities in Europe (Rational acquired Pure Atria). Created

ISV enablement program to drive expansion of industry solution ecosystem around Rational

software development infrastructure platform.

PURE ATRIA, B.V. - Amsterdam / Stockholm / Helsinki 1996-1998

International Sales Manager and Country Manager

Reported to VP European Sales, working in Amsterdam for Dutch subsidiary of company (600

employees) formed by merger between Pure and Atria software.

Managed Pure Atria channel sales in Europe. Managed direct sales into EMEA countries

where there were no direct or partner teams. Consistently exceeded performance goals: 1997,

1998 quota > 125%

Negotiated transition of sales teams from centralized operations in Amsterdam to decentralized

operations in multiple European geographies during Rational Software acquisition of Pure

Atria.

Established Country Manager position in Finland and served as acting CM while recruiting

local native speaking team to set up direct sales operations.

ATRIA SOFTWARE - Natick, MA 1993-1996

International Channels Technical Manager

Reported to VP of International Sales during international expansion phase of business (grew from

50 to 300 employees). Consistently exceeded quota selling collaboratively with global teams.

President's Club: 1994,1995, 1996.

Created and delivered sales and technical training to distributors in 10 Countries in Europe

(Sweden, Finland, Israel, Italy, Spain), Asia-Pacific (Japan, Korea, Australia), Brazil and South

Africa.

Early Career: Software Alliance Manager, Computer Associates. Educational Services Engineer,

Cadre Technologies.

EDUCATION & AFFILIATIONS

MBA – Boston University, 2000

BA, Russian – Amherst College, 1989. University of Tampere, Finland 1987-88.

PDMA, Product Development and Management Association, Member

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