Real Estate Sales

Patrick J. Burke, CPA

** ********* ****** *********, ** 02420 ■ 781-***-**** (H) 781-***-**** (C) ■ ***.*****@***.***

summary VP Finance/CFO, developer of supply chain software and services, growing from concept to $65M ■

top finance executive, financial services and real estate firms ■ interim CFO roles up to 12 months ■

expertise in VC financing, strategic business planning, M&A, vendor/customer contracts.

core competencies Finance Management ■ For diverse early stage firms, developed/implemented robust accounting

policies, controls, and systems to ensure financial integrity as CFO of Emptoris, achieved eight

years of “clean” audits and full compliance with SOP 97-2 and SAB 104 revenue recognition.

Equity Funding ■ Partnered with CEOs to identify sources, develop/present compelling business

plans, and negotiate deals totaling $69M at Emptoris, secured $54M in four rounds of venture

funding from six firms, including Menloventures and HarbourVest Partners, in a tight capital market.

M&A Strategy & Implementation ■ Created acquisition plans and directed due diligence, deal

negotiation, business restructuring, and integration led Emptoris M&A team that carried out five

successful acquisitions in four years as company grew from $9M to $65M.

Revenue & Business Planning ■ Integrated data-driven pipeline models, sales forecasts, cost

analyses, and pricing structures into business plans that consistently achieve targeted levels of

growth at Emptoris, directed quarterly tracking process critical to 70% CAGR over five years.

Customer & Vendor Negotiation ■ Selected by CEO and/or VP of Sales as a key partner in

closing $1M+ licensing agreements and critical ISV contracts at Emptoris, played crucial role in

50+ deals with Fortune 2000 clients, and negotiated ISV contracts that delivered 60% profit on re-

sale of Oracle, BEA, and ILog products.

experience BURKE CONSULTING, Lexington, MA 2008-Present

Independent management consulting to early stage/emerging technology companies.

Provide cost effective Selected engagements:

finance expertise to

■ Enterprise software company secured $15M credit facility; built 2009 sales operating plan.

technology

companies. ■ Security software company ongoing currency exchange and international consolidation project.

■ Technology manufacturer interim Controller (staff of 4), DOD and monthly financial close.

EMPTORIS, INC., Burlington, MA 1999-2008

International provider of SaaS based enterprise supply chain software/services; 400 employees in

US, Europe, India, Singapore; clients include Bayer, Shell, Motorola, IBM, and Accenture.

Served on CFO/Consultant to the CEO

Executive Team Recruited at start-up to lead all Finance activities; assumed concurrent responsibilities for HR,

that took raw purchasing, IT, and facilities management; total staff grew to 15.

start-up to $65M.

■ Partnered with CEO to raise $54M in four rounds of venture equity fundraising.

■ Directed hands-on execution of the company’s M&A strategy led due diligence, negotiation,

and integration teams for five acquisitions in four years to more than double total revenue.

■ Built and scaled the accounting/finance infrastructure and controls to ensure GAAP compliance

completed eight consecutive “Big Four” audits with no material adjustments.

■ Implemented appropriate revenue recognition policies and created SaaS business model

critical to SOP 97-2 and SAB 104 compliance.

■ Created PSO documentation policies cut professional services billing from 15 days to five.

■ Integrated top-down revenue plans with bottom-up operational plans critical to managing the

business, maintaining cash resources, and sustaining Board/investor confidence.

■ Established subsidiaries in UK, France, Germany, Singapore and India created corporate

governance, legal, tax, and transfer pricing structures to meet complex regulatory requirements.

■ Deployed robust IT infrastructure, with 24/7, 100-server farm generated $3M in hosting fees

from 50 customers in 2004 (when first VP, Operations took over the IT function).

■ Created culturally appropriate Human Resources systems/programs as operations expanded

globally and via acquisitions hired first VP of HR (in 2006).

■ Negotiated favorable 3rd party (Oracle, BEA) reseller agreements consistent 60%+ margins.

career highlights

PATRICK J. BURKE, PAGE 2

PJB CONSULTING, Waltham, MA 1995-1999

Independent consultancy delivering interim/contract CFO services to start-up/early stage

companies; project duration up to 12 months; client base of 12 firms in technology/telecom.

Served as CFO to Selected engagements:

diverse early stage

■ For a start-up developer of patient information software created finance infrastructure; wrote

companies.

business plan; raised $8.5M in second round of venture funding.

■ For a start-up design/build firm constructing specialized switching facilities for local telecom

providers implemented accounting system; negotiated $3M line of credit.

■ For an early stage provider of advanced mathematical modeling for the Defense Department

partnered with CEO on spin-off plan that raised $2M for new information sharing software.

MARKETPLACE DEVELOPMENT, Boston, MA 1992-1995

Venture funded start-up specializing in re-development of airport terminal retail environments.

Established by the management team of Friends of Post Office Square (below), and operated

concurrently. Acquired by NE Development, one of the country’s largest real estate developers.

Controller

Summary: Established/implemented job costing and other accounting systems to support complex

leasing and construction contracts as the company took over food, beverage, and merchandising

activities at Philadelphia International, LaGuardia Central Terminal, and O’Hare International.

As the top Finance

Officer FRIENDS OF POST OFFICE SQUARE, Boston, MA 1992-1995

for diverse financial "For profit" community improvement project that developed a six-story in-ground public parking

services and real garage beneath an award winning public park in Boston’s Financial District.

estate enterprises

Controller

built core skills in

Summary: Recruited to lead all finance activities of the park, as the garage began operations (under

tax, regulatory

contract with Chicago-based Standard Parking) played key role in $50M debt restructuring.

filings, and complex

contracts.

FIRST NEW ENGLAND SECURITIES, Boston, MA 1990-1992

Financial services firm, with broker-dealer, private investment, and oil/gas syndication activities.

Controller

Summary: Managed all accounting activities, including preparation of SEC and NASDAQ filings.

VISTA GROUP, Needham, MA 1986-1990

Start-up real estate developer specializing in conversion and sale of investor condominiums.

Controller

Summary: Established accounting, IT, and operating systems; developed tax and cash flow

strategies critical to sale of properties to investor groups as annual sales grew to $30M.

PJB DEVELOPMENT, Boston, MA 1982-1986

Founded/led

Independent real estate development firm specializing in the Boston residential market.

entrepreneurial real

estate business. Summary: Acquired, rehabilitated, and converted classic Boston “brownstones” into condominiums

managed end-to-end acquisition, construction, and sale of up to 12 units per year.

LITTON INDUSTRIES, Union, NJ 1980-1982

Fortune 500 manufacturer of diverse defense, electronics, office, and consumer products.

Senior Internal Auditor

Career foundation in Summary: Managed engagement teams of up to eight staff, in partnership with Touche Ross

accounting. led financial/operational audits of manufacturing and retail subsidiaries with $15M to $80M in sales.

SIGAL, PATRON & LAMSON, CPA’s, Hartford, CT 1978-1980

Summary: Staff Accountant for a small but prestigious public accounting firm with clients ranging

from the American Stock Exchange to regional real estate, trucking, and educational institutions.

education B.S., Accounting (Minors in Finance and English), University of Connecticut, 1978

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