Sales Management

Michael S. (Mike) Panesis Home: 805-***-****

**** ******* ** ******: 805-***-****

Camarillo, CA 93010 Twitter: @mpanesis

LinkedIn: http://www.linkedin.com/in/mpanesis E-mail:

********@*****.***

Executive Profile

A creative, resourceful leader specializing in operations and technology

management. Executive positions held include General Manager, VP of

Product Development, Chief Information Officer, Chief Technology Officer

and MIS Director. Background reflects consistent success in many

industries and situations, including turnarounds and high-growth

initiatives. Possesses strong communication and staff development skills,

with an ability to define a clear vision and follow through with elegant,

common-sense solutions. Professional strengths include:

Executive Business Information Technology

Strategic Planning Product Management Technology Planning

Business/IT Alignment Business Case System Development

Development

Leadership and Marketing and Sales Software as a Service

Motivation (SaaS)

Corporate Development Operations Management Emerging Technologies

Management Consulting Administration Infrastructure

Management

Professional Experience

Whitestone Research February, 2007 to February, 2010

Principal Santa Barbara, CA

Led day-to-day operations for a leading authority on forecasting building

operations and maintenance costs. Responsible for Whitestone's software

and publishing product lines, new product development, business

development, and operations.

. Introduced Whitestone's first new products in eight years. The Whitestone

Building Operations Cost Reference, doubled total book sales vs. prior

year. BrickBits.com is Whitestone's first consumer service.

. Instrumental in re-positioning company focus from commoditized facility

condition assessments to specialized analytical software and services.

Strategy resulted in a 23% annual sales increase in a down market.

. Led Whitestone services expansion into the private sector. Developed

innovative, do-it-yourself methods for facility cost data collection,

replacing expensive consulting engineering services.

. Led the entire selling cycle, including identifying new sales

opportunities, preparing proposals and negotiating deals for large

Federal, educational and private sector clients.

. Designed and implemented mail and online marketing campaigns.

. Organized and conducted events and symposiums for prospects and clients.

Most successful event led directly to two long-term six-figure software

deals.

. Performed administrative, financial and human resources functions.

Semtech October, 2005 to February, 2007

Vice President, Information Technology Camarillo, CA

For an analog and mixed-signal semiconductor manufacturer, led the

worldwide information technology organization for 15 offices in 9 countries

throughout North America, Europe and Asia. Became Semtech's first VP of IT

and Executive Committee member.

. Implemented a plan to improve global IT capability. Projects included

intranet development (Sun Portal Server), Novell Netware to MS-Active

Directory conversion and extension of a corporate data warehouse and

analytical tool (DI-Diver).

. Led an initiative to reduce corporate telecommunication costs.

Identified over $250k (annualized) in savings across ISP, wireline and

cell phone usage. Saved as much as 80% in some countries.

. Negotiated global licensing contracts for Electronic Design Automation

(EDA) software with Cadence, Mentor Graphics and Silvaco. Identified

hundreds of thousands of dollars worth of software that were

underutilized. Chair of Global EDA Steering Committee.

. Developed an architecture for future systems development, replacing or

modernizing legacy AS/400 and Lotus Notes systems and providing a

framework for future systems using Unix, Java and J2EE.

. Worked with engineering design centers to design a framework for chip

design and simulation.

. Developed requirements and business cases for Product Lifecycle

Management (PLM) and Corporate Performance Management (CPM) systems.

. Led Sarbanes-Oxley IT compliance activities.

Whitestone Research October, 2004 to October, 2005

Vice President, Product Development Santa Barbara, CA

Led all product development, marketing and software engineering functions

for a leading authority on forecasting building operations and maintenance

costs. Public sector client base included Federal agencies (DOE and DOD),

state and local government, and educational institutions. Private sector

client base included representatives from the Architecture, Engineering &

Construction (AEC), Manufacturing and Telecommunications industries.

. Defined and led the development of new releases of MARS, Whitestone's

facility cost forecast system. Led all product development and

information technology activities.

. Responsible for all marketing activities, including product and brand

strategy, pricing, promotion, lead generation and contract negotiation.

. Introduced marketing and selling processes based on a Customer

Relationship Management (CRM) system (Salesforce.com).

WebALG - now DealerTrack January, 2001 to August, 2004

Vice President, General Manager & Chief Technology Officer Santa

Barbara, CA

For a joint venture of JP Morgan Chase and Automotive Lease Guide, led the

development of PaymentTrack, the automotive finance industry's first

Software as a Service (SaaS) for negotiating lease financing terms.

Following an acquisition by DealerTrack, took divisional responsibility for

product management, engineering, quality and business operations. Low-

cost, web-based business model could not be matched by the competition,

leading to DealerTrack's acquiring the niche market share leader. Managed

an operating budget of $5.5 million.

. Turned around the initial PaymentTrack development project and delivered

the first release on time at a cost of $5 million, half the original

budget. Produced 7 major and 40 minor functional releases of two

systems.

. Worked with DealerTrack's sales force on PaymentTrack national launch.

Subscriber base grew an average of over 30% per month for the first two

years.

. Designed a technology architecture based on J2EE, WebLogic, Struts,

Oracle, Solaris, Linux and XML.

. Used off-the-shelf components for business rules evaluation (ILOG

JRules), optimization (ILOG JSolver) and grid computing (F5, JMS) to

shorten development time while exceeding business requirements.

. Assembled a highly-mechanized software tool set (from Borland and

Mercury) to speed and improve development and application life cycle

management processes.

. Negotiated and implemented offshore quality assurance, based in India.

. Business operations achieved 99.99% data quality rate with less than half

the staff of competitors, enabling WebALG to offer the most comprehensive

data guarantee in the industry. Extended operations to include call

center customer support and inside sales.

. Identified, evaluated, modeled and negotiated new business development

opportunities. Conducted field due diligence for the acquisition of a

Canadian subsidiary.

. Evaluated and negotiated with technology providers and hosting firms. Led

the implementation of multiple clustered server complexes. Built a VPN

for communication with partners.

. Performed local administration, including facilities, finance and human

resources.

Charles Jones, LLC (CJ) - now Signature Information Solutions June, 1999 to

January, 2001

Superior Information Services, LLC (SIS) - now KnowX

Vice President, Chief Information Officer Trenton, NJ

First information technology executive for sister companies. CJ is the

dominant provider of upper court, tideland and flood hazard searches for

law firms, lenders and title insurers in the State of New Jersey. SIS is a

leading collector and distributor of public records information. Led the

development and improvement of revenue-generating systems using a Software

as a Service (SaaS) model. Executive Committee member.

. Developed a strategic plan for redeveloping existing systems and

exploiting new business opportunities.

. Implemented a web-based customer self-service order entry, tracking and

multi-channel certificate delivery system (C, HTML, and CGI). The system

fed a custom-built search and workflow system, which used an enhanced

Russell soundex algorithm to perform searches of court records by

individual or company name.

. Developed the DocketSource SaaS platform, using a J2EE (WebLogic) agent-

based architecture to collect and present civil court case information.

. Implemented Oracle Financials, replacing a custom-built legacy accounting

system.

. Led a consolidation from thirty servers to a two (HP 9000, EMC), while

increasing capacity. Consolidated multiple databases (Oracle, Informix

SE, c-tree) into a single Oracle data warehouse. Introduced Informatica

PowerMart for data warehousing ETL.

. Formalized IT infrastructure, introducing standards for PC's (Dell vs.

custom-built), central directory, file and print services (Windows NT

Server vs. multiple solutions), e-mail, calendaring and scheduling (MS-

Exchange vs. Sendmail), system management (Big Brother vs. none) and

security (Checkpoint firewalls vs. proxy).

. Managed an extranet for collecting data and images from field collectors

and electronic exchange of information with suppliers and customers. Ran

an ISP service (Cisco RAS) for clients.

. Participated in the identification, negotiation and development of new

business relationships.

. Introduced a staff-developed scripting language into the open source

community.

Church & Dwight Co., Inc. (C&D) April, 1993 to May, 1999

Director, Management Information Services (MIS) Princeton, NJ

For a consumer products (ARM & HAMMER) and specialty chemicals

manufacturer, headed corporate information systems, including software

development, computer operations, local and wide area networking, PC

support and voice telecommunications. Restructured corporate MIS,

modernized IT infrastructure, re-engineered processes, and implemented

several major systems. Achieved budget reductions of over 40% while

improving service.

. Sold a systems modernization project to the Executive Committee and Board

of Directors. Led a joint business/MIS team from strategic planning

through project completion and maintenance for ERP (SAP R/3), supply

chain planning (Manugistics), and data mart (Business Objects).

Implemented a new server infrastructure (HP 9000, EMC) to support the new

systems.

. Built a business liaison program. Relationship with ARM & HAMMER

Marketing led to improved use of IRI's syndicated data. Relationship

with Specialty Chemicals Division led to the introduction of sales force

automation (ACT!). Relationship with R&D led to LIMS (Labware) and PLM

(Auto-Trol) systems.

. Guided the development of eight brand-oriented web sites.

. Created C&D's first wide-area network (WAN), and introduced corporate e-

mail and groupware (Groupwise). Built a corporate network and system

management infrastructure (IBM Tivoli and HP OpenView).

. Responsible for the technical operation of two customer service call

centers and PBX (NT Meridian).

. Received award for participation in computer operations outsourcing team

($1 million annual savings).

Deloitte & Touche May, 1989 to April, 1993

Parsippany, NJ Manager

IMI Systems (now Ajilon) February, 1985 to April, 1989

New York, NY Senior Consultant

AT&T Network Systems March, 1984 to February, 1985

Columbus, OH Information Systems Associate

Education and Professional

Rutgers University, M.B.A., Marketing (Beta Gamma Sigma), December, 1989

DeVry Institute of Technology, B.S., Computer Science for Business,

February, 1984

Affiliations Association for Computing Machinery (ACM)

Tech Coast Angels, Westlake Village/Santa Barbara Chapter

Ventura Ventures Technology Center (V2TC), Pitch Coach

Contact this candidate