Sales Manager

Todd A. Truex *** Green Street,

Boylston, MA ****5

Home: 508-***-**** . Cell: 508-***-****

******@*******.*** . http://Linkedin.com/in/ttruex

Summary

. Product Management . Marketing . Business Development. Sales . Strategic

Partnerships . Requirements

. Startup Companies . Strategic Planning . Marketing Channels .

Negotiations. Collateral. Training. Research

. International Markets . Innovation . Concept to market product

Development . Software . Optoelectronics .Telecommunications . Real-Time

Embedded Software . Solutions. Management . Channel Support

Management, Marketing and Sales Experience

IntervalZero (formerly Ardence, a Citrix company) Boston, MA

2008 - 2009

Director of Product Management for an industry leader in the hard real-time

embedded software market. Responsibilities included guidance and

management for $10Million product line in industrial automation, medical,

military and simulation markets.

> Chairman of Development Committee, providing strategic/long-term

planning, future markets, product roadmaps, creating pricing and

lifecycle policies, development schedules, and resolution of customer

escalation issues.

> Leveraged relationship with Microsoft's Embedded Program Partner Manager,

directly negotiating an agreement with MSFT to maintain the existing gold

level partnership position post spin-out from Ardence, saving ~$100k and

12-18 months of program rebuilding.

> Negotiated with Microsoft to gain no-cost access to source code, enabling

the company to remain viable under the current generation Microsoft code

base.

> Established strong partnership with Intel, obtaining advance toolsets and

access to Intel source code, enabling optimum product performance in

multicore environments. Instrumental in the creation and directed the

publication of supporting white papers using third party media contacts

on Intel's behalf.

> Spearheaded efforts to redefine product lifecycles, shifting the customer

base from legacy products to new releases, resulting in higher profits

and reduced engineering and support hours.

Ardence, A Citrix Company, Boston, MA

2007 - 2008

Lead Product Marketing Manager responsible for world-wide strategic

marketing for a real-time embedded operating systems software group, via

global channels. Created and directed lead generation, collateral, web

content, events planning and overall budgeting. Known for my inclusive,

teambuilding style.

> Selected as a key member of the transition team in the Ardence spin-out

from Citrix to IntervalZero; awarded overall product management

responsibilities.

> Managed communications to the field regarding the transition/spin out

retaining all distributors and resellers in the global sales and

marketing pipeline

> Created and directed the publication of supporting white papers using

third party media contacts on Intel's behalf.

> Maintained sales and marketing partners' loyalty during the transition

through direct contact, quarterly channel communications newsletters, and

Sales Partner Summit meetings.

Polatis, Inc., (formerly Continuum Photonics) Billerica, MA

2002 - 2007

Director of Video Product Sales, 2006 - 2007 (promotion from product line

management)

> Planned, executed and led the company's business development efforts to

target a new vertical market segment, the broadcast video production

market.

> Successfully negotiated an OEM agreement with the industry leader,

Thomson Grass Valley, representing a $50 - $100 million business

opportunity, by re-badging Continuum's advanced all optical routing

switching device as a Thompson product.

Todd A. Truex Page 2

Director of Product Management, 2002 - 2006 for Continuum Photonics

(startup acquired by Polatis)

> Led a materials science company into the telecom market. Directed product

development and marketing functions including market analysis, product

requirements, marketing and sales strategies, business and market

penetration plans, strategic relationships, and product use cases. Worked

directly with senior management to define best sales practices, and

introduction to key market contacts. Also responsible for trade show

logistics, marketing collateral, online marketing, and competitive

research.

> Drove product development from concept through first sale within 18

months to Lucent Technologies, leading to a $320,000 revenue opportunity

> Leveraged industry contacts to gain access to major accounts like:

Verizon, MCI/WorldCom, British Telecom, France Telecom, Cisco, Lucent,

Siemens and Alcatel.

Sycamore Networks, Chelmsford, MA

1999 - 2001

Product Marketing Manager led product management and marketing for next-

generation integrated optical switching and core transport platform.

Defined product requirements Created marketing collateral and white

papers, taking the lead role in product launches. Unraveled all technology

confusion for sales team, management and clients by explaining the basis of

our technology in customer-friendly language.

Corning, Inc., Marlborough, MA

1997 - 1999

Product Line Manager (1998 - 1999) Promoted after first year as Sales

Engineer to Product Line Manager.

Optimized product and client mix, positioning the product line to meet the

needs of tier 1 manufacturers, resulting in 76% increase in top line

revenues. Full responsibility for a $15M Profit & Loss.

Senior Sales Engineer for Corning Inc., (1997 - 1998) till promotion to

Product Line Manager.

International sales to European and Asian tier I telecom equipment

manufacturers. Negotiated with major European OEM for 4 year, $5M program;

booked $400,000 in ramp up orders in first month of employment. Delivered a

250% increase in rest of world sales segment revenues over a single year.

Sales Engineer for Galileo Electro-Optics, Inc. Sturbridge, MA

1993 - 1997

Business team leader for telecom product line; negotiated a technology

transfer agreement and commissioned commercialization program. Increased

segment top line sales 295% while improving our profitability by 10%

Established sales channels in Europe and Japan

Technical Sales Representative for Veratec div of Intl. Paper Walpole, MA

1989 - 1993

(A Division of International Paper) Technical sales of more than $10M in

engineered non-woven fabrics to the filtration, electronics, construction

and military markets.

Sales Engineer for Koch Membrane Systems, Inc., Wilmington, MA

1984 - 1989

Direct sales to North American automotive manufacturers

> Patented Spiral-Wound Membrane Module and Method of Manufacture and Use.

Education

Bachelor of Science degree with concentration in Physics, Denison

University, Granville, OH, 1984

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