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Sales Marketing

1810, United States
May 24, 2010

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Cell Phone: 978-***-****


** *********** **** ****

Andover, MA 01810

Edwin L. Gundrum

Executive Summary

Operations Executive adept at growing business internationally for

companies ranging from 30 employee startups to multi-billion dollar


Professional Experience

Dejavu Technologies, Inc, Marlborough, MA

2008 - 2010 (contract position)

EVP Sales, Business Development, Marketing & Strategy

? Launched new IP security network eforensics and vulnerability

assessment products into US

and European government agencies, gov't systems integrators,

visualization companies, and

leading ad server providers, resulting in an anticipated acquisition

of the company.

? Introduced new market opportunities including malware detection and

malvertising which

significantly expanded the company's overall value and revenue.

? International security subject matter expert and contributing

author for ENISA (European Network

and Information Security Agency

EMC Corporation, Hopkinton, MA

2006 - 2008

Director, Global Solutions and Marketing: Telco, Media and



? Integrated RSA and enVision security products into EMC's Telco and

Security solutions following

the acquisition of these companies.

? Built, sold and marketed the world's leading terrorist tracking CDR

security SIEM solution to store

and rapidly access 100 Billion telco call data records for an EU

Directive. Won at 12 major telcos.

? Keynote speaker at Intec's North American User Group Conference

regarding security and

VMWare virtualization solutions.

? Introduced EMC's video surveillance solution into China via a 3

city tour, resulting in $10M in

sales in the first year.


? Combined IPTV & Mobile Documentum-based Media and Entertainment


management and distribution systems into a single framework and

recruited Akamai as a partner

to add rich media distribution over fast Internet. The resulting

triple play attracted

Systems Delivery Platform and Distribution Venue Partners (Accenture,

EDS, Ericsson, Sun, and


? Created corporate Digital Media marketing material, managed and

received endorsements from

key industry analyst groups, and trained global sales teams.


? Grew EMC's Managed Services significantly by creating the EMC

Managed Services for Telcos

catalog that included all of EMC's business unit managed service

offerings. This sales training

and customer reference guide resulted in multi-million $ annual

revenue growth.

? Managed marketing activities and solutions development with EMC's

leading partners,

including Accenture, Akamai, Alcatel, BEA, Cisco, Ericsson, Kasenna,

OpenWave, SUN. .

IBM Corporation, Cambridge, MA

2001 - 2005

Business Development Executive, IBM SWG Alliances - Nokia, Cisco, EMC,

HP, VMWare, Media Publisher

? Directed the IBM SWG relationship with major industry partners

including the development,

sales, marketing and sales force training for multi-million dollar

joint enterprise and SMB


NOKIA: Next Generation Mobile Wireless Operator System utilizing

Websphere at the

OSS/BSS layer to facilitate application creation and maintenance.

Internet mobility (WEA and WECM) added to Nokia pervasive devices.

CISCO: Digital Media Delivery System (DMDS) for Rich Media content

management &

streaming to SMB/Enterprise organizations.

VoIP Application Appliances to standardize ISV development.

Video Surveillance framework platform.

Cellular to VoIP collector system

Unified Communications, Instant Messaging Click to Talk

EMC: Stabilized and improved the executive and mid-management

relationships, resulting

in joint storage standards and early enablement.

Delivered a joint Customer Support Agreement and Shark/Symmetrix API


Created IBM Rules of Engagement document that was adopted as an IBM


VMWARE: Resolved ongoing IBM support of software applications on

VMWare platforms.

HP: Negotiated Master Relationship Agreement and Project

Statement for $200M


? Maximized impact of joint IBM/Cisco initiatives by evangelizing

these offerings worldwide.

Tivoli, Inc. (an IBM company)

2000 - 2001

Director, IBM Software Group/Cisco Alliance

? Lead a team of 30+ IBM and Cisco business and technical experts in

building a joint

eBusiness Hosted Services Offering solution. Delivered business case,

obtained funding,

managed the development and delivery of the system including fields

sales force training and

marketing materials development. This multi-million dollar initiative

automatically deployed

software, hardware and networking for Application Service Providers.

ABC Systems and Development, Inc, Burlington, MA

1995 - 2000

Director, Sales and Marketing

ABC Systems is an enterprise Software License Metering partner to

network management partners including IBM, HP, Microsoft, Peregrine,

Novell, and Tangram Enterprise Solutions

Directed the North American Sales and Marketing for a startup asset

management software and e-business company, establishing a market

leading position within 3 years.

Created and managed an integration/reseller strategy with leading

inventory companies, including Microsoft, IBM, HP, Novell, Peregrine,

and Tangram which accounted for 70% of product sales.

Built a significant reseller channel including IBM Global and Gov't,

Tivoli Systems, Unisys Federal Systems, CST, Software Spectrum,

Sunbelt Software, Innotech, etc.

Generated a demand for multiple products through PR and Industry

Analyst campaigns that accounted for 50% of all direct sales.

Initiated key product changes that scaled the product upwards in order

to accommodate large enterprises.

Cygnus Technologies, Inc. Andover, MA

1993 - 1995

US Sales and Marketing Manager

C Cygnus is a CTI PC-based telephony switch and wireless board and

handheld voice and data wireless device manufacturer. The

award-winning Cygnet Emergency Response System was deployed in Kuwait

providing SMR, ISDN, Frame Relay, PSTN and local wireless

capabilities. The Cygnet System has been successfully deployed in

conjunction with marine, land and satellite applications.

Directed US based sales, proposals, business development, PR, and

marketing activities for PC-based telecommunications switching and

wireless products. Key partners were EF Johnson, Motorola, and

Primary Rate Incorporated for special mobile radio/wireless/telephone

end user products, and Linux based device drivers.

Developed integration partnerships with all major ISDN, ATM board


Prior to 1993

Coastal International - International Business Development Manager


Rochester Institute of Technology, Rochester, NY

MBA - Management Science

State University of New York, Potsdam, NY

BA - Computer Science


2002 - IBM Chairman's Award

2009 - ENISA (European Network and Information Security Agency) -

Security Subject Expert

Industry Solution Experience in:

- Security (physical, eforensics, corporate)

- Telco

- Pervasive

- Digital Media

- Collaboration

Expertise and Leadership in:

- Sales

- Business Development

- Marketing

- Channel Development

- Alliance Management

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