Business Development / Strategic Partner Management

JACK MANGAN

* ****** *** ***** 339-***-**** (C)

WESTFORD, MA 01886 *********@*****.***

EXECUTIVE SUMMARY

Business Development Executive with proven expertise in strategic partner, account management and OEM sales

roles. Demonstrated strength in identifying potential synergies between businesses, building strong business

relationships and managing people and processes to drive revenue growth.

Achieve goals and objectives through passion, commitment and expertise in:

Strategic Partner Management International Business Development Cross-Functional Management

Marketing and Promotions Partner Sales Leadership

PROFESSIONAL EXPERIENCE

NUANCE COMMUNICATIONS, INC., Burlington, MA 2010 – Present

$1.4B in revenue. Industry leading voice, language and imaging soltuions for business and consumers worldwide.

OEM/New Business Sales Manager. Imaging Division

Mission: Report to the Director of OEM Sales. Hired to expand OEM business with scanner manufactures, Cloud storage

and SaaS vendors.

Signed multi year contracts with 3 scanner manufacturers to expand integration of Nuance Imaging applications.

Signed first Cloud storage vendor contract to incorporate Nuance OCR Technology.

Named Outstanding Sales rep in Q1, FY12.

Nashua, NH 2007 – 2009

ECOPY,

$50M to $60M in revenue. Industry leading document image software company. Acquired by Nuance November, 2009

Sr. Partner Development Manager

Mission: Reported to VP of Business Development. Hired to manage primary software partners with direct responsibilities

to dramatically expand business relationships to drive increased sales.

Awarded

“Achiever

Club”

in

FY

2008.

Negotiated and completed a license agreement with EMC to sell eCopy technology. Resulted in expanded sales

pipeline.

Developed and delivered numerous joint value propositions to sales, conferences, trade shows, customers and

resellers. One web based presentation had 3rd highest attendance via an industry trade organization; over 1,000

attendees.

Expanded the number of product integration points with key ISVs to increase sales. Created a lead pipeline of

over $2M.

PIXALERT, Westford, MA 2004 – 2006

$3M to $5M in revenue. U.S. Headquarters of Dublin, Ireland -based image scanning and audit software

VP Business Development

Mission: Recruited by and reported to CEO to open North American office and tasked with expanding market penetration

across the U.S. and Canada for a European security software start-up.

Architected the business and marketing plan to penetrate a market estimated to grow to $345M by 2007 by signing

eight resellers worth $250M in distribution. Engaged Global IT outsourcing organization worth $20B in

distribution.

Expanded brand awareness exponentially through publication of security survey results from 50 Fortune 500

companies. Recognized as subject matter expert conducting interviews with Bloomberg TV (over one million

viewers), San Francisco radio station (over 100,000 listeners) and Boston Globe (over 200,000 subscribers).

Created and managed a company and product launch at a premier security conference. Demonstrated solution to

over 100 leads that resulted in seven opportunities at Fortune 100 companies worth $250K in potential sales.

Published article in four top computer magazines: CMP, ZDNet, IDG (90% of IT market) and Business Week

(over 100,000 subscribers).

J A C K M A NG AN J P _ MA NG AN @ Y AH O O . C O M 3 39 - 222 - 0627 ( C ) Page 2

Woburn, MA 2000 – 2004

NCIPHER,

$20M to $25M in revenue. UK-based company delivering solutions in identity management, data protection and enterprise key

management.

Manager of Strategic Alliances

Mission: Recruited by and reported to VP of Business Development. Tasked to manage all nCipher’s

technology

partners

with expressed goal to expand sales opportunities with existing and targeted new partners.

Spearheaded efforts to become a Microsoft Gold Certified Partner resulting in increasing sales with Microsoft

solutions by over $1M annually in less than 12 months. Achieved top five Partner of the year at the Microsoft

Worldwide Partner Conference in 2003.

Played key role in generating $500K in sales in one year by building successful partnerships with IBM in multiple

divisions. Moved relationship to managed partner status enabling direct calls from IBM sales to assist in customer

Requests for Proposals.

Tasked to develop a business relationship to penetrate the $150M database security market. Built a strong

partnership with Oracle through the Oracle CSO, resulting in joint technical upgrades to provide a security

solution targeted to top tier financial institutions. Developed and executed a joint go-to-market plan.

RSA SECURITY, Bedford, MA 2000

$200M in revenue. Industry-leading solutions in identity assurance and access management, encryption, security information

management and anti-fraud protection.

Partner Development Manager

Mission: Reported to Director of Partner Management. Hired as a consultant to research, recruit, certify and promote

new technologies that integrate with RSA Security applications to increase revenue.

Recognized for successfully recruiting and certifying 35 alliance partners (five over quota) in nine months in a

very complicated business and technology. Developed two strategic partnerships in Healthcare and Government

markets.

1980 – 2000

COMPAQ COMPUTER CORPORATION (formally Digital Equipment), Marlborough, MA

$37B in Revenue. Global manufacturer and distributor of Intel based PCs that purchased Digital Equipment Company in 1998.

Mobile Computer Service Marketing Manager, PC Division, (1999 – 2000)

Mission: Tasked to consolidate warranty terms and conditions and expand extended warranty offerings for newly

consolidated Compaq and Digital laptop products.

Orchestrated development and implementation of unified warranty terms across 10 laptop products.

Lead cross-functional team to identify, develop and execute worldwide value added services to be sold as an

extension to basic warranty. Created a roadmap of 10 offerings, ensured worldwide delivery, educated sales

organization then released to Marketing for announcement.

Mobile Computer Marketing Manager, PC Division, (1998 – 1999)

Mission: Reported to Director of Product Marketing. Hired to validate product features and functionality for a new laptop

computer for key international markets.

Collaborated with product management and development teams to identify specifications for a new laptop

computer, identified and hired a external market research company to identify highly desirable features and

functions.

Co-development and execution of marketing research plan with outside vendor. Successfully identified and

reported most popular and profitable features requested in Japan, Germany and the UK. Development

incorporated identified features.

Business Development Manager – Europe, PC Division, (1995 – 1998)

Mission: Recruited by and reported to VP of Marketing in a newly created position to support and grow business in 25

European subsidiaries

Developed strong relationship with product management, product development and European Sales & Marketing

to ensuring inclusion of European requirements in new product design. Spearheaded planning, preparation and

launch of European product lines, including development of sales and marketing programs to drive revenues.

Authored and facilitated implementation of market-specific strategies that contributed to an 80% sales increase in

Germany and 50% increase in France within a year for markets with a total value of $400M.

J A C K M A NG AN J P _ MA NG AN @ Y AH O O . C O M 3 39 - 222 - 0627 ( C ) Page 3

Successfully launched new product enhancement for both Europe and Asia while on three-month Asia/Pacific

region assignment in addition to European role. Maintained almost $500M in sales in highly competitive mobile

market

for

combined

territories,

representing

65%

of

company’s

mobile

computing

revenue.

EDUCATION

MBA, Finance, NORTHEASTERN UNIVERSITY, Boston, MA

BA, History, SALEM STATE COLLEGE, Salem, MA

Contact this candidate