Sales Manager

Christina Trampota

Sunnyvale, CA *******@*****.*** 650-***-****

Senior Product Marketing and Business Development Leader

Telecom / Wireless / Internet expertise across consumer-facing and business services technologies

in both start-up and corporate environments with up to $348M P&L responsibility.

Profile of Key Strengths

Recognized by Executive Management, colleagues and staff as a key contributor and highly respected member of the

team who exemplifies intelligent, informed and thoughtful leadership in consistently producing exceptional results.

Uniquely skilled at blending business management aptitude with marketing expertise and technical proficiency.

Superb project management and program management skills: adept at creating structure and process in newly-formed

and dynamic environments, and at continually adapting to evolving business needs.

Ability to communicate and collaborate with geographically and functionally diverse teams, audiences and stakeholders.

Highly effective at creating positive and productive relationships across all levels of an organization.

Values synergistic collaboration with partners, channels, alliances, suppliers and customers for mutual benefit.

Exemplary interpersonal skills and ability to lead organizations, teams and individuals in ensuring goal attainment.

Manages complexity, challenge and uncertainty with competent and composed leadership of projects and staff.

Desire to continue to apply professional experience and MBA training in progressively significant leadership roles.

Professional Attributes: perceptive, focused, diplomatic, persuasive, decisive, analytical, innovative, articulate.

Product Development & Management Go-to-Market Strategy Product & Pricing Profitability

Branding Business Development Mergers & Acquisitions Global Strategy

Channel & Alliance Partnerships Process & Communication Integration Contract Negotiation

PROFESSIONAL BUSINESS EXPERIENCE

GOOD TECHNOLOGY - Santa Clara, CA; Software enabling customized applications on mobile devices 2007-present

SENIOR PRODUCT MANAGER

Role: Create the global go-to-market strategy for sales, carrier and indirect VAR/distributor channel offerings for this new

business, and managing all licensing, offer management and technical support. Matrix manage 10 people. Report to

Director, Product Management. [Originally the 'Enterprise Mobility' Motorola Division; sold to Visto 2/09].

Product Management

Provide direction and thought leadership to multi-disciplinary design teams comprised of product management, user

experience design, engineering, business operations, and sales for Symbian, Palm and Windows Mobile devices.

Define the software licensing strategy via PRDs to drive revenue recognition, expansion and customer retention.

Collaborate with Sales on key selling initiatives. Established pricing, billing and legal limitations across regions and

countries to make the best decision and solution for the bottom line (P&L).

Business Development

Define, manage and communicate revenue potential, budget and technical requirements. Established the

framework to prioritize market requirements for future releases to continue to meet the needs of the business.

Represent Good Technology for 'mobile commerce' business development. Received funding from Motorola Early

Stage Accelerator Program and created a 'Motorola-consumer-retail channel' program initiative.

Manage on-going carrier launch plan and requirements for AT&T, Verizon, Sprint, Alltel, Bell Canada, Telstra, and O2.

Secured >90% key carrier participation for Good Mobility Suite 6.0.

Market Launch

Define the launch process. Launched Good 6.0 across carrier, distributor and direct sales channels.

Define each carrier's value proposition, business case and target market: AT&T, Verizon, Sprint, Alltel, Bell Canada,

Telstra, O2. Created offer bundles based on channel analysis and requirements.

Define and implement pricing, promotions and packaging to drive attach rates for mobile messaging, device

management, VPN, hosted services, emerging platforms (social networking, iPhone Palm WebOS, Android)

Received the Motorola Bravo! Award for mobilizing the carrier and mobile ecosystem, and ability to integrate product

strategy and positioning with channel and market segmentation.

Christina Trampota page 2

Sunnyvale, CA *******@*****.*** 650-***-****

MOTOROLA, Inc. - Libertyville, IL 2005-2007

BUSINESS DEVELOPMENT MANAGER, MOBILE DEVICES

Role: Establish a B2C strategy and direct a national program to drive value-added consumer recycling services, consumer

recognition, and points of presence to grow business volumes and market reach. Reported to Director.

Business Development

Discovered, assessed and implemented business partnerships across multiple channel types. Led the introduction of

carrier, retail and 'mobile virtual network operator' channels to Motorola consumer recycling programs.

Launched and maintained relationships with channel leaders, including T-Mobile and Amazon. Increased consumer

recycling YOY margin by 400% and redemption rate by 80% (2006).

Structured channel segment participation and revenue generation programs. Managed a $500K marketing budget

and decreased expenses by 20% through operational efficiency, expense management and outsourced/vendor

negotiation (e.g. advertising, marketing, website, fulfillment, rebate checks and call center services).

Marketing

Developed media plans and oversaw creative copy for websites, events, programs and press briefings. Doubled

points of presence which increased awareness, brand positioning and channel growth.

Initiated joint programs with national House of Blues NASCAR and NFL organizations. First-time Boston EarthFest

sponsorship promoted community support and channel expansion.

Expanded 'Race to Recycle' to the K-12 market to raise educational awareness. Increased participation by >40%.

Corporate Citizenship and International Impact

Performed a key role for Motorola's 'Green Initiative' as a Corporate Ambassador for technology and educational

trade shows (CTIA, CES, and GSMA), association meetings (EIA, EPA) and key customer briefings. Prepared corporate

responses for local, state, federal legislation, international treaties and environmental organizations.

Managed program communication with (internal) Corporate Citizenship and (external) environmental and

government organizations, and recycling and rebate vendors. Tracked and reported all program metrics to

headquarters; Motorola ranked fourth among America’s 100 Best Corporate Citizens in 2006 and 2007.

Assessed the impact of environmental legislation on corporate policy in Latin America, Asia, and Australia and in

other Divisions (e.g. home networks and public safety). The U.S. program became the international benchmark.

Commended for significantly enhancing Motorola's visibility and image for green product stewardship. [The program

continues to be self-funded and provides funds for charitable giving.]

SBC COMMUNICATIONS / AT&T - Chicago, IL 2003 - 2005

ASSOCIATE DIRECTOR, PRODUCT MANAGEMENT

Role: Manage product development and marketing lifecycle management for the consulting services and data CPE

Maintenance portfolio. Reported to Director, Product Management.

Portfolio Integration and Repositioning

Integrated the IT telephony, security, datacenter and convergence expertise of Callisma (a Sequoia Capital funded

start-up) into SBC, aligned sales and technical teams with SBC, and worked with senior leadership. Established new

SBC services branding for the consulting services portfolio.

Collaborated across all key SBC business units to integrate Callisma, including branding, legal, marketing, finance,

technology and SME teams. Successfully negotiated to identify Callisma's value and gain SBC consensus.

Repositioned the consulting services portfolio. Created 25 new service offerings and increased revenue from $7M

(2003) to $28M (2004) after the Callisma acquisition.

Authored and launched comprehensive online and print communications for >5,000 sales and strategic partners.

Produced material for sales training, collateral, and trade shows (national industry, regional SBC and alliance).

Authored MSDs and MRDs. Defined new product names, portfolio positioning, bundling options with other SBC

services, revenue targets and reporting requirements.

Product Development and Vendor Integration

Managed P&L of $348M in 2005, drove product requirements, and translated product vision into comprehensive

PRD planning. Organized product group roadmap with plans/outlook for 18-36 months.

Led the selection of several product co-development vendors for the customer 'online asset management' offering.

Matrix managed all marcom via design agencies, internal communications/training and trade show teams.

Developed and executed promotional plans and sales incentives. Co-marketed with vendors of CPE (Cisco, Nortel,

Extreme, Adtran), network management (SMARTS), network routing (Netscout) and renewals (ServiceSource).

Christina Trampota page 3

Sunnyvale, CA *******@*****.*** 650-***-****

SBC COMMUNICATIONS / AT&T (con't)

ASSOCIATE DIRECTOR, PRODUCT MANAGEMENT

Additional Projects

Selected by Executive Management to represent the Data Networking Product Group in conducting product due

diligence and integration analysis during the AT&T merger. Served as the SME to define the merger implementation

and made recommendations for future product portfolios and go-to-market plans.

Led a 15-person team of marketing, finance, IT, sales and operations to analyze and redefine the process to retire

service offerings. Applied lifecycle management expertise to drive >$1M in cost savings in 4 months.

Received the Excellence Award from the VP of Product Management for outstanding performance in adopting a strategic

view of the business and in bringing diverse constituencies to a common strategy and action plan.

SBC COMMUNICATIONS - Dallas, TX 2000 - 2003

LEADERSHIP DEVELOPMENT PROGRAM

Role: Participate in a selective rotational program to gain exposure and experience in key corporate functions and groups.

Sales Planning Manager

Collaborated with the Sales VP to build the business case and create new competitively-focused sales teams.

Established a new sales compensation structure, sales forecasting process, hiring focus and training program; grew

the sales force from 20 to >100 in one year, and 2002 revenue growth was estimated at $7.8M.

Created and managed new sales campaigns. Increased revenue 15% across the region with a budget of >$3M.

Developed thorough understanding of SBC products, networks and business operations. Selected to present

strategic recommendations on organizational changes, budgets, and forecasts to executive leadership.

Global Account Manager

Managed of regional 'global account' sites, including IBM, Northern Trust, Alcatel, NewsCorp, Pepsi, Sun

Microsystems. Closed $894K in new annual contract revenue for data, voice, internet and managed services.

Led data sales specialists and service manager account teams. Ensured the annual territory revenue base of $4M.

Sales Manager - VPN Services

Directly supervised and developed a 15-person sales team. Promoted three team members to management.

Created a Task force comprised of datacom, internet services and core services to restructure the VPN Sales process.

Generated >$300K in new revenue for the IP Products and Services group.

Internet Program Manager

Led SBC Internet Division teams (provisioning, network operations, billing, order management) in CRM needs

analysis. Developed and implemented a comprehensive CRM application that resulted in $89.2M in cost savings.

Drove a new wholesale DSL product for the ISP market. Increased annual revenue by >$3M.

Commended for the ability to learn the business quickly, perform assignments in different functions and divisions, and

contribute to bottom-line results while completing a corporate development program.

EDUCATION

UNIVERSITY OF CHICAGO - Graduate School of Business Chicago, IL

Master of Business Administration - Marketing, Economics and Strategic Management 2005-2007

Dean’s Honor List, LEAD Program Participant, HABSA Evening Co-Chair

UNIVERSITY OF TEXAS - McCombs School of Business Austin, TX

Bachelor of Business Administration – Marketing 1995-1999

Academic Honors, University Leadership Board (1998-1999); VP of Dallas Alumni Chapter (2001-2004)

ADDITIONAL INFORMATION

National Society of Hispanic MBAs - Member; Scholarship Recipient (2005 and 2006) 2001-present

Junior Achievement - Volunteer Instructor; Teaching business and economics fundamentals 2001-present

Management Leadership for Tomorrow - Steering Committee; Preparing students for leadership 2005-present

Motorola Women’s Business Council - Founder and Leader; San Francisco Bay Area Chapter 2008 – 2009

Languages – English (native), Spanish (proficient)

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