Sales Manager

J OHN F . H OWARD

**** ****** ****** *****, ** **436 952-***-**** ********@*****.***

SALES AND BUSINESS DEVELOPMENT EXECUTIVE

Outstanding sales and business development executive with exceptional history of driving sales and developing new

business. Strong leader recognized for excellence in establishing C-level partnerships and orchestrating unprecedented

transactions in s oftware as a service (SaaS), cloud computing, enterprise software, security, and networking.

Results-focused strategic alliances, channels, and strategic partnerships leading to M&A. Expertise in business

planning, market analysis, and contract negotiations for global organizations, startups, and growth stage companies.

Venture capital and private equity funding experience for startup and growth-phase companies. Turnaround management

experience.

EXECUTIVE SKILLS

• Strong Leadership skills …sets a vision, sells the vision, builds and leads a team to execute the vision.

• Business Analysis and Judgment… able to proactively model new markets, and meet objectives

despite changing circumstances; key strength in diagnosing problems and recommending solutions.

• Planning and Organizing skills… strong ability to analyze situations; develops plans and budgets to

produce desired results. P&L responsibility. Demonstrated oral and written communication and

influencing skills – ability to sell ideas and plans to others.

• Strong Negotiating skills… prospects, customers, partners, internal and external constituencies.

• Creative skills… that are both generative and decisive.

• Excellent People Management skills…facilitates the development and achievement of organizational,

team, and individual objectives.

PROFESSI0NAL EXPERIENCE

EXPRESSO CORP. / SMART DB CORP., Palo Alto, CA and Minneapolis, MN 2006 – Present

Software-as-a Service provider with clients in 50+ countries 1997 – 2000

VP Business Development – Expresso Corp 2007 – Present

Responsible for developing relationships with major technology companies to facilitate the acquisition of Expresso Corp.

Drive business development efforts through M&A, OEM agreements, technology license agreements, partnerships,

alliances, and recurring revenue stream development.

Played key role in company launch by brokering deal to secure required technology, planning acquisition strategy,

and negotiating major technology build/licensing partnerships with industry leaders including Microsoft, IBM,

Cisco, Google, and Salesforce.com.

Network with venture capital firms, private equity, investment banks and corporate investors to fund company.

Reporting to CEO

VP Business Development – Smart DB 2006 – 2007

Recruited back by Board of Directors and CEO to negotiate and manage sale of company

Negotiated and executed sale of SmartDB Corp. to Rocket Software in October 2007 by locating buyer,

negotiating transaction, and presenting deal to CEO and Board for approval.

Proceeds of the sale of SmartDB used to launch eXpresso Corp. with current investors.

VP Business Development / Director Business Development – Smart DB 1997 – 2000

Developer of leading data migration products for Oracle applications

Responsible for new business acquisition and generated 65%+ of total corporate revenue by spearheading strategic

business development and alliance initiatives in the United States, EMEA, and Asia Pacific.

Opened reseller and licensing market, delivering over $3M in new revenue through negotiation and management

of partnership agreements with such major technology firms as Oracle, IBM, Sun, Microsoft, PeopleSoft, Deloitte

Consulting, CGE&Y, EDS, KPMG/Bearing Point, and CSC.

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JOHN HOWARD

Delivered $5M+ in new annual recurring revenue with Oracle Corporation.

GROWTH CURVE LLC, Mission Viejo, CA 2004 – 2006

Strategic consulting firm providing corporate coaching in growth strategies

Principal / Owner

Contracted with growth-oriented companies to develop and implement sales and business development strategies

encompassing development of domestic and international sales force/channels, partnerships, and alliances, as well as

OEM, distribution, reseller, and in/out license agreements.

Forged lucrative partnerships with IBM, Oracle, and Business Objects for StoneArch Software in Minneapolis

while working as contracted VP of Business Development.

Grew client company SEI Inc. an eco-friendly chemical company from $1M to $5M in new business in annual

sales, by branding and marketing products through establishment of nationwide sales organization, development of

sales channel and distribution network, and contract negotiations during tenure as contracted VP of Business

Development.

HIGH TOWER SOFTWARE, Aliso Viejo, CA 2002 – 2003

Network security software company

Vice President of Marketing

Recruited to relaunch product by defining market needs, creating new market and product requirements documents,

leading market positioning, authoring marketing material and web content, developing and implementing PR strategy, and

creating corporate communications.

Redefined and relaunched NASA technology-based product into new markets including network security,

intrusion detection, and security information management.

Fueled product sales via market-driven new product development, MRD/PRD creation, new alliance development,

technology initiatives, and development of new company website, direct mail, and email ad campaigns.

UVNETWORKS INC., Irvine, CA 2000 – 2002

Computing appliance manufacturer.

Senior VP Sales, Marketing & Business Development

Spearheaded all business development, strategic alliances, sales, and marketing activities. Supported indirect sales efforts

by leading VP of Sales to develop new distribution channels that established VARs and distributors.

Achieved additional 100% increase in sales by outsourcing manufacturing to Ingram Micro and leveraging Ingram

Micro’s network of resellers to sell product.

Doubled sales revenue by establishing partnership with Sun Microsystems that included OEM, co-marketing, and

online sales agreements.

Fueled sales growth by negotiating agreements with additional third-party vendors including Cisco, Checkpoint,

Sun iPlanet, Macromedia, AbleCommerce, ChiliSoft, and Zone Labs.

Established nationwide product service by negotiating outsourcing support agreement with NCR Corporation.

Previous Experience – 1983 - 1997

Regional Sales Manager / Regional Director Channel Sales & Alliances - Group1 Software Inc.

Regional Sales Manager - ODS Networks Inc./Intrusion Inc.

National Account Manager - WorldCom Inc.

Major Account Manager - Cable & Wireless PLC

EDUCATION, MEMBERSHIPS, AND AFFILIATIONS

University of Minnesota, Carlson School of Management Bachelor of Science, Business Management

Humphrey Institute Of Public Affairs Graduate Studies

US Dept. Of Commerce ….Graduate of USDoC’s ETAP global trade program.

Carlson School of Management Alumni Association Member

Minnesota International Center / World Affairs Council….Member

Center for Victims of Torture ...Past Advisory Board Member

Charitable Events Volunteer Local and National Charities

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