Sales Manager

Ranjit Mulgaonkar

206-***-**** (Cell) 206-***-**** (Home) *****************@*****.*** (Email)

Expertise

( Strategic Business Development ( Sales - OEM,

Channel and Direct

( Corporate Development- Strategic Partnerships, JV, M&A ( Business

Unit P&L Management

( Product Management ( International

Summary of Accomplishments

o 20 plus years of well-rounded experience in the e-commerce, ERP,

Internet and publishing.

o Successful track record with both large corporations (Amazon, Aldus

-Adobe Corporation, Xerox and Moore Business Forms -RR Donnelley,

Amazon.com and start-up technology companies (Avalara, iCat

Corporation-Intel and Network Commerce Inc.).

o Extensive experience in all aspects of global strategic business

development including Stretegy, identifying new business partner

opportunities, early-stage technology assessment and evaluation,

contract negotiation, account management, technology acquisition and

licensing, and marketing.

o Experience in developing and managing direct sales, channel sales and

OEM sales channels.

o Strong leadership, project management and communication skills -

managed budgets ($10 Plus Million), P&L and large, multi-location,

global teams (200 plus).

o Track record of over 12 successful acquisitions, mergers and joint

ventures.

o Extensive experience in Product Marketing - particularly new

technologies and new markets.

o Expertise in building and operating Global Professional Services.

o Public speaking in international conferences, press and analyst

interviews.

Experience

. Amazon - Director of Business Development 7/08 - current

Responsible for strategic business development and partner strategy

for Amazon Services (>$1Billion in revenue). Amazon Services provides

ecommerce platform to retailers and manufacturers for their on-line

sales needs (Selling on Amazon, Amazon WebStore, Fulfillment by

Amazon, Advertise on Amazon and Amazon Payments). Developed and

managed partner program with 30 + partners who provide implementation

services and product enhancements to customers. The partner segments

include Digital Agencies, Web Developers, Value Added Resellers,

Systems Integrators and ISVs - examples: MainStreet Commerce,

Ascentium, VGroup, Atmosphere Solutions, Huge and Ability Commerce.

Developed and managed strategic relationship with Microsoft, Sage,

SAP, Intacct, Zoovy, eFashions, and other platform vendors. Managed

WebStore business development for brand name customers such as Precor,

Brooks Sports, eBags, Readers Digest, Timex, Martha Stewart,

Samsonite, Motorola, Cirque Du Soleil, Boeing, Grainger, MTV, Warner

Brothers and Sherwin Williams. Product Marketing strategy for Amazon

WebStore - ecommerce platform for medium size retailers and

manufacturers. Corporate Development - Participated in the

acquisition of SnapTell by Amazon.

. Avalara (SAAS - sales and use tax compliance) Vice President Business

Development and Managing director 8/04- 7/08

Senior executive responsible for business strategy of this start-up

company. Developed and implemented business plan, distribution

strategy, partnering strategy for ERP, CRM and ecommerce markets.

Participated in rising VC-Angel funding for the company. Managed

business strategy and product roadmap for the first 2 years of the

start-up. Managed participation and successful certification in the

Streamlined Sales Tax Initiative driven by 21 states. Developed and

managed OEM business and strategic alliances with over 50 companies

including Microsoft (MBS), Sage, Intuit, NetSuite, Taxware, ADP,

Paychex, Ceridian, Nodus Technology, StoreFront, ProStores, Yahoo

shopping, Miva, ShopSite and PayPal. Developed VAR channel with 450

partners to sell and implement Avalara service for customers. Managed

in bound technology licensing arrangements from ISPI, STF Software,

Taxware to enhance product portfolio. Acquired and managed Trustfile -

a sales tax software company. Established and managed wholly owned

subsidiary in India for Avalara with a staff of 40. Developed and

managed strategic relationships with key large customers.

. FlatWorld Group (Executive Management Consulting Firm) Founder and

CEO (1/01-8/04)

Executive Consulting Assignments:

o Yummy Interactive (Internet-online Gaming) - EVP Strategic Business

Development for this start-up on-line gaming company. Developed

business strategy for private labeling and licensing on-line gaming

portal to Telcos, ISPs, portals, publishers and CableCos.

Successful licensing relationship with Telus - Canada.

o Photochannel (ecommerce) -President & COO hired to restructure the

business from B2C to B2B model. Developed strategic partnership

with Fuji and Genuity for open digital network for photo labs

around the North America. Developed strategic alliance and

licensing arrangements with Telus, PictureIQ, Walmart and Wolfe

Camera.

o Para3 (biometric security) -VP Business Development - for Mitsui

Japan. Analyzed the product viability in the North American market

by working with 30 strategic partners.

o Fusion Technologies (IT Consulting) -Senior Partner. Responsible

for Business Development and partnerships for this Professional

Services firm (ERP, Enterprise Application Integration,

B2Bintegration and e-commerce). Developed and managed strategic

alliances with technology providers such as IBM, Oracle, SAP,

Anoto, Talisma, Natilla and WebMethods. Developed and managed an

off-shore development center in India with a staff of 80

developers.

o TPI Software (Payment Processing) - VP Business Development -

Developed partnering and distribution strategy for this company

which was bought out by Hypercom.

. Network Commerce Inc. (ecommerce services) Senior Vice President (1/99

to 1/01)

Responsible for building and operating ecommerce services business

unit to provide end-to-end outsourcing to retailers and

manufacturers. Grew the business to $20 million in revenues and

team of 120 in first 18 months. Customers included

ArtGalleryLive.com, Accounting.net, AthleteNow.co, AuctioNet.com,

Birkenstock, Damark, Hallmark Cards, The Nature Company,

ephones.com, Palm Computing, FashionMall.com, SelfCare, iWin.com,

Service Merchandise, MVP.com, Snowball.com, Perfumania.com and

Sony. Lead a strategic partnership with Chase, resulting in $2

Million in revenues and investment of $35 Million. Developed and

managed marketing and technology alliances with e-commerce platform

providers such as IDC, Reed Business, Interworld, Teletech, Chase,

24/7, FedEx, RightWorks and TradeX. Initiated and managed 3

acquisitions (AXC Interactive, FreeMerchant and Go Software).

Participated in successful IPO - $350 Million.

. iCat Corporation (ecommerce software) General Manager of Products

(1997-1999)

Responsible for products for the industry's first e-commerce ASP

based e-commerce services. Responsible for Product Strategy,

Product Marketing and Program Management functions (team of 6

srnior product and program managers). Developed private labeling

strategy for the hosted ecommerce platform. Developed strategic

alliances and partnerships with British Telecom, HP and Apple. Lead

the development of the iCat subsidiaries in Europe and Japan. The

company was sold to Intel Corporation.

. Moore Corporation (Printing and Publishing) - Vice President and

General Manager (1995 - 1997)

As the Vice President of Research, managed all of the software R&D

efforts for Moore Corporation with a worldwide team of 225 that

provided technology responsible for over $400 Million revenue.

Founded one-to-one marketing (Interactive Marketing Solutions)

division. Grew the business to $15 Million in revenues and a team

of 45 in one year. Managed a direct sales team of 8 with a $10

Million quota. Developed and managed strategic partnerships with

AOL, Broadvision, Travelocity, KPN (Europe), ANWB (Europe), Xeikon

(Europe), Indigo (Israel), Scitex (Israel) and IBM. Core team

member of corporate mergers and acquisition team - participated in

4 acquisitions.

. Xerox Corporation (Printing and Publishing) Worldwide Product Strategy

Manager (1993 - 1995)

As a worldwide product strategy manager, lead and managed the

creation of a global alliance between Xerox (USA), Rank Xerox (UK),

Fuji (Japan) and Scitex (Israel). Responsible for introducing

Docucolor-40 product which generated $700 Million revenue in 12

months. The alliance included technology licensing and OEM

arrangement between these four global companies.

. Aldus Corporation - Adobe Systems (Publishing and Imaging) Director of

Prepress Division (1989-1993)

Founded and managed the Prepress Division for Aldus Corporation

with six new publishing software products. Grew the revenues to $12

million in 18 months. Developed and managed worldwide strategic

alliances with Apple Computers, Adobe systems, Microsoft and

European companies like Agfa (Belgium), Linotype-Hell (Germany),

Barco (Belgium) and Scitex (Israel). Lead and completed 4 product

and company acquisitions (Presswise, Trapwise, PhotoStyler and

Compumation). Customers included publishers (Ziff Davis, McGraw

Hill, IDC) and large commercial printing companies.

. DuPont Electronic Imaging - Software Manager / Product Manager (1984-

1989)

Corporate Development, M&A experience

1987 - Team Member - Crosfield Electronics company acquisition by

DuPont- $300 Million

1990 - Lead role - Presswise technology acquisition by Aldus Corp. -

$2.5 Million

1991 - Lead role - Trapwise technology by Aldus Corp. - $3 Million

1992 - Lead role - Photostyler technology by Aldus Corp. - $4.5

Million

1993 - Lead role - Compumation - company acquisition by Aldus Corp. -

$12 million

1994 - Team Member - Aldus sold to Adobe $350 Million

1995 - Lead role - Fuji-Rank-Scitex-Xerox alliance - $700 Million new

revenues

1997 - Team Member - NPES company acquisition by Moore Corp. - $40

Million

1997 - Team Member - Joint venture Moore-Copienomie Europe

1998 - Team Member - Intel acquisition of iCat Corp.

1999 - Team Member - Participated in IPO raising $350 Million for

Network Commerce

1999 - Team Member - Attempted JV Autobytel, Mitshi bank in Japan for

Network Commerce

1999 - Lead role - AXC Interactive company acquisition - $14 Million

1999 - Team Member - FreeMerchant company acquisition $45 Million

1999 - Team Member - Go Software company acquisition $25 million

1999 - Team Member - Deal with Chase - $35 in investment

2000 - Team Member - Investment from Fuji $5 Million in Photochannel

2007 - Lead role - Acquisition of TrustFile - sales tax software for

Avalara, Inc. - $8 Million

2008 - Team Member - Acquisition of New Horizons Systems for Avalara,

Inc. - $2.5 Million

2008 - Team Member - Independent Systems and Programming, Inc. (ISPI)

by Avalara - $2.2 Million

2010 - Team Member - SnapTell acquisition by Amazon.com

Education

o Masters in Computer Science (M.S.)-1983 - Virginia Polytechnic and

State University

o Executive Business Management training-1996 - Kellogg School of

business Management, Northwestern University.

o Undergraduate Degree in Electronics and Telecommunications- 1978 -

Government Polytechnic India

Professional Associations

o Board of Advisors - Retailsource.com

o Board of Advisors - University of Washington, Business School

o Former board of Director - ArtGallerylive.com

Personal

Married with two children, US Citizen in excellent health.

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