Sales Manager

MICHAEL C. LIGHTMAN

** ****** ***** . ******, *********** 06612

203-***-**** (office) . 203-***-**** (mobile) . *********@*****.***

Senior Sales and Business Development Executive with strong domestic and

international expertise across multiple startup, growth, and turnaround

environments. Results-oriented leader with proven track record for

delivering revenue growth and expanding market presence. Excels at

partnering with all core business operations to maximize account

profitability while ensuring exceptional levels of client satisfaction. A

team builder with strong P/L and business management skills. Key Strengths

include:

Strategic Business, Market & Sales Market Analysis, Penetration and

Planning Expansion

Major Account Acquisition & Development Competitive Analysis, Positioning and

Pricing

Sales Team Building & Leadership Emerging Market Trends & Product

Prioritization

Target Marketing & Lead Generation P/L Management & Financial Reporting

Product Positioning & Sales Presentations Contract Assessment & Negotiations

Master of Business Administration, Marketing & Finance, Columbia Business

School, New York, NY, 1991.

Bachelor of Science, Computer Science, Union College, Schenectady, NY,

1986.

PROFESSIONAL EXPERIENCE

GameLogic Inc. Waltham, MA

Private equity funded developer of Internet-based loyalty systems and web-

based game content. Investor group led by Bain Capital Ventures, General

Catalyst Partners and Maveron LLC.

Vice President, Sales, 2005-Present

. Sole sales executive for this start-up venture pioneering brand new

market space.

. Starting with zero customers, successfully identified and contracted more

than 30 major accounts.

. Established recurring Software as a Service (SaaS) fee structure as

primary revenue model.

. Translated evolving business vision into an actionable selling program

supported by self-created sales collateral and presentations, product

demonstrations, ROI value models and pricing packages.

. Innovated grassroots marketing programs successful at driving market

awareness and a corresponding pipeline of leads/prospects.

. Instituted formal sales tracking and reporting processes along with

associated salesforce automation tools.

CRC Managed Companies Trumbull, CT / New York, NY

Holding company with portfolio focus on IT services, electronic messaging

technologies and supply chain management solutions. Customers included

Fortune 100 companies and large financial services firms.

SVP Sales & Corporate Development - CRC, Inc., 2002-2004

. Searched-out markets, services and technologies that furthered the

Company's strategic objectives, and then evaluated, structured,

negotiated and closed relevant acquisitions and investments.

. Integrated 4 market acquisitions into the company, led efforts to

revitalize both direct and channel selling initiatives.

. Promoted to concurrent corporate leadership position due to record of

performance and results.

Vice President - Eventra, 2003-2004

. Identified, guided due-diligence, and helped negotiate the acquisition of

this leading supply chain technology company.

. Instrumental in formulation/execution of re-launch strategy. Negotiated

new contracts with 3 critical/at-risk clients.

MICHAEL C. LIGHTMAN page 2

Vice President - Fountainhead Communications, 2002-2004

. Directed sales team and manage major account relationships. Led client

contracting and pricing negotiations.

Vice President & General Manager - E-Sync Networks, 2000-2004

. Recruited to design and execute turnaround of in-the-red business.

Managed P/L and 20 US/international employees.

. Led team to 30% revenue growth. Cut costs 20% by relocating key business

functions and renegotiating vendor contracts.

. Recast struggling operation in mature market to profitable $3+ million

business in emerging $50 million market.

Transcentive, Inc. Shelton, CT

$25 million VC-funded enterprise software/Internet company. Marketshare

leader within its product niche.

Vice President, Marketing, 2000

. Spearheaded efforts to formulate strategies for business diversification.

. Supported 45%+ revenue growth in < 1 year.

. Launched product marketing function.

. Led rebranding and other key marketing initiatives.

. Directed $2 million budget.

GTECH Corporation West Greenwich, RI / Boca Raton, FL

$1 billion global IT systems and services provider

Vice President, Corporate Development & Operations - Dreamport, Inc., 1996-

2000

. Led startup subsidiary to $45+ million. Administered worldwide corporate

development efforts and site operations.

. Directed P&L and personnel management for client operations; managed 9

direct and 400+ indirect reports.

. Designed and built 11 global operations; established business

infrastructures/procedures to support 25% annual growth.

. Negotiated 6 joint ventures/business alliances. Appointee to oversight

board of joint venture business interests.

. Established international joint venture/startup; grew to $5 million

revenues and 40 staff over 1 year in volatile economy.

Director, Business Development, 1995-96

. Secured $8 million contract by developing new product concept; $1 million

annual license fee income generated.

. Attained $6 million revenue increase (40%) in 1 year by cultivating new

and existing client relationships.

Sr. Product Marketing Manager, 1993-95 / Product Marketing Manager, 1991-93

. Piloted patented product from conception to launch; 1st-year gross

revenue exceeded $25 million.

. Propelled new product line from zero to $15 million annual sales in under

4 years.

Interactive Data New York, NY

$100 million financial IT products/services provider; a Dun & Bradstreet

subsidiary

Account Manager, 1989-90 / Consultant, 1986-88

. Responsible for developing and growing a portfolio of client accounts.

. Named in top 10% of sales team nationwide for achieving 104% of

performance target.

Contact this candidate