Cell Phone: 978-***-****
E-mail: abmrqt@r.postjobfree.com
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
corporations.
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
Entertainment
SECURITY
? 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.
DIGITAL MEDIA
? Combined IPTV & Mobile Documentum-based Media and Entertainment
content
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
Fujitsu).
? Created corporate Digital Media marketing material, managed and
received endorsements from
key industry analyst groups, and trained global sales teams.
TELCO
? 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
initiatives.
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
exchange.
Created IBM Rules of Engagement document that was adopted as an IBM
standard.
VMWARE: Resolved ongoing IBM support of software applications on
VMWare platforms.
HP: Negotiated Master Relationship Agreement and Project
Statement for $200M
integration
? 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
manufacturers.
Prior to 1993
Coastal International - International Business Development Manager
Education
Rochester Institute of Technology, Rochester, NY
MBA - Management Science
State University of New York, Potsdam, NY
BA - Computer Science
Awards
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