Sales Manager

RICHARD J. HUTTON

** ******* ****, *******, ** **721 Phone: 508-***-**** Email:

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

Skilled Sales Management / Strategic Business Development / Marketing

Executive

Enterprise Software . SaaS . Internet Media . Mobile-Web Services

KEY ACCOMPLISHMENTS

. Successfully established the digital media market as a viable new

sales vertical for an enterprise software startup.

. Managed sales and marketing for a video production & broadcast

services company, grew annual revenue 20%.

. Led the U.S. strategic sales/business development team for a leading

web portal; generated $20M+ annual revenue.

. Closed the alliances that established the mobile-web services for a

leading web portal, generated $1.5M in revenue.

. Developed and executed the channel strategy for a software startup;

produced $2M+ pipeline in the first year.

. Managed the sales team for an enterprise software startup; grew

revenue 18 consecutive quarters from $0 to $7.7M.

PROFESSIONAL EXPERIENCE

Business Development Consultant

2/2009 - Present

Sole proprietor consultancy, assisting multiple early-stage start up

companies with business plan development, product planning and positioning,

marketing plans, direct/channel sales strategy and execution, and fund-

raising initiatives.

MetaCarta, Inc., Cambridge, MA (www.metacarta.com)

2006 - 2009

Software startup providing geographic-search software and data services,

funded by Sevin Rosen, FA Technology Ventures, Hunt Ventures, Chevron

Technology Ventures, Chisholm, Solstice Capital and In-Q-Tel.

Vice President, Corporate Business Development (6/2008 - 1/2009)

Responsible for developing strategic alliances to position the company for

acquisition, reported to the CEO.

. Negotiated and closed a bilateral SaaS model channel reseller

agreement with Moreover (a Verisign subsidiary).

Vice President, Content Services (6/2006 - 6/2008)

Responsible for establishing the digital media & publishing market as a

viable vertical market, reported to the CEO.

. Developed and successfully executed the initial go-to-market product

strategy for the digital media vertical market.

. Hired, trained and managed the initial digital media & publishing

vertical outside sales team.

. Closed and managed the first digital media customer accounts

(Reuters.com, Fox Interactive Media, Boston.com).

. Key leader in generating the initial $500K in annual SaaS revenue from

the digital media vertical market.

VideoLink, Inc., Newton, MA (www.videolink.tv)

2005 - 2006

A provider of video production, transmission and webcasting services, and

ReadyCam custom installed remote-control TV studios to broadcast/cable

networks, PR/marketing firms, corporations, academia, NGOs and healthcare.

Vice President, Sales and Marketing

Responsible for overseeing all sales, business development and marketing

activities, reported to the CEO.

. Managed the direct sales team and marketing manager, generated 20%

annual revenue growth.

. Developed and successfully executed a strategic plan to grow and

diversify revenues via expanded enterprise sales.

. Added several strategic accounts including Sovereign Bank, Virgin

(Richard Branson), Nuance Communications.

. Oversaw marketing programs, (email & telemarketing, web advertising,

SEO, SEM, trade shows).

Lycos, Inc., Waltham, MA (www.lycos.com)

1999 - 2004

A leading web portal and network of content, ecommerce and internet

services (e.g., webmail) web sites, acquired by Terra Networks

(www.terra.es) in 2000 and by Daum Communications (www.daum.net) in 2004.

Sr. Director, Business Development (12/2002 - 11/2004)

Responsible for all U.S. business development and strategic sales

activities, reported to the CEO of the U.S. operation.

. Managed a team of six business development directors responsible for

sponsorships, integrated advertising and ecommerce revenue generation,

traffic acquisition and content acquisition for the Lycos Network in

the U.S.

. Generated $20M+ in annual revenue, increased guaranteed revenue 100%+,

performance based revenue 40%+

. Grew paid subscriber acquisitions for Quote.com/Qcharts SaaS stock

charting system 50%+ over the prior year.

. Individually produced $2M in revenue through strategic alliance deals

(e.g., Monster.com, MovieLink), and facilitated $1M+ cost savings via

key outsourcing and data acquisition deals (e.g., Mail.com, Reuters,

AP, S&P).

RICHARD HUTTON ********@********.*** Page

Two

Director, Multimedia & Mobile Services (1/2001 - 12/2002)

Managed product development and strategy for all streaming media and

wireless-web services on Lycos' web sites.

. Negotiated, closed, implemented and managed alliances for online movie

rentals, streaming video content and mobile ring-tones, generating

$2.5M+ in revenue from ecommerce and online advertising.

. Standardized streaming video/audio content delivery across all Lycos

web sites on the "Lycos Video Player".

. Managed the Product Management team for streaming media (audio/video)

and mobile-web services, and indirectly managed cross-functional

resources in Engineering, Quality Assurance, Ad Operations and

Operations in the deployment, maintenance and ongoing operation of

products and services.

. Produced Lycos' first live streaming-audio concert webcast (the Dave

Matthews Band) for BMG Music.

Senior Manager, Business Development - Wireless Web (10/1999 - 12/2000)

Responsible for business development initiatives focused on creating Lycos'

first mobile-web portal services.

. Key business leader in the launch of the "Lycos Anywhere" SMS and WAP

wireless-web portal, the "Lycos by Phone" voice portal and the "Lycos

411" web-concierge service.

. Generated $1.25M+ in "wireless" revenue, from Wysdom, PinPoint,

Ericsson, versus $0 in the prior year.

. Procured $1.75M in development services, software licenses, ASP

services and bandwidth at no cost to Lycos to deploy the mobile-web

portal services from Mobilee/ShoutMail, InetNow.

. Established and maintained relationships with wireless carriers (e.g.,

Sprint, AT&T) and key alliance partners.

Eprise Corporation, Framingham, MA (www.eprise.com)

1998 - 1999

A startup publisher of object-oriented web content management software,

funded by Egan-Managed Capital and Prism Ventures, which executed an IPO in

early 2000 and was subsequently acquired by Divine Interventures.

Channel Sales Manager, North America

Responsible for developing and executing the initial channel sales

strategy.

. Developed and implemented the initial channel sales strategy.

. Signed six key partners, generating a $2M+ pipeline (e.g., Scient,

Viant, Sapient, Breakaway Solutions).

. Individually closed several new client accounts (e.g., Softrax,

HomeRuns).

InfoCellular, Inc., Marlboro, MA (Acquired by LHS in 1998)

1993 - 1998

A bootstrapped startup software company providing sales automation

solutions to wireless telecom carriers.

Vice President, Operations & Sales

Responsible for overall revenue generation, business development and

customer support, reported to the CEO.

. Established and managed the nine member sales and account management

team, and help desk department.

. Grew revenue profitability for 18 consecutive quarters from $250K to

$7M (90% average annual growth rate).

. Developed and maintained executive level relationships at key client

accounts.

. Closed and managed key strategic alliance and OEM agreements with

Oracle, Actuate, Data General.

Donsanto Inc., Natick, MA

1986 - 1992

A regional distributor of optical imaging instruments for scientific,

medical and industrial R&D applications.

Vice President of Sales & Service (1989 - 1992)

. Managed a group of seven outside sales representatives and a team

three service & repair technicians

. Met or exceeded revenue and profit goals for 12 consecutive quarters;

grew revenues from $1.6M to $4.6M

COMMUNITY WORK

MetroWest Humane Society, Ashland, MA; Shelter Volunteer

2009 - Present

Christopher's Haven, Sudbury, MA; Member, Board of Advisors

2002 - 2004

MetroWest Harvest, Framingham, MA: Volunteer driver

1999 - 2005

Food for the Needy, Hopkinton, MA; Member, Board of Directors

1999 - 2002

EDUCATION

Wentworth Institute of Technology, BS, Electronics Engineering Technology

(Honors) 1985

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