Sales Medical Device

Mark N. Del Grande

*** ********* *****

Downingtown, PA 19335

610-***-**** Office or 610-***-**** Mobile

abnw8j@r.postjobfree.com

Profile

Executive with demonstrated success in creating and managing partner eco systems with System Integrators/Services companies,

Independent Software Vendor’s, Technology and Hardware partners, Distributors and Channel partners (VARs, OEMs, Resellers)

ensuring delivery of quality implementation services while generating software revenue through the extended partner sales and reseller

channels.

Qualifications

Extensive experience in business development and program management, customer service management, sales, marketing and communications, with

specific skill in the following areas:

o Developing & Managing Strategic Alliances o Program Development & Management

o Business Development o Direct Sales & Sales Support

o Business Planning & Strategies o Solution Development

o Market Planning & Strategies o Contract Negotiations

o Reseller, VAR & OEM Channel Development

Experience

Camstar Systems, Inc.

Charlotte, NC

Sr. Director Business Development April 2007 – October 2008

Responsibilities for North America and EMEA include, developing Global and Regional Alliances thereby creating a Partner

Ecosystem for delivering sales and marketing programs with Systems Integrator’s, Technology and Hardware companies to enhance

Camstar’s revenue growth and provide service delivery and product expansion capabilities to meet business growth demands.

Designed and developed the Global and Regional Partner Program which included validating alliance strategic direction and,

methodologies while qualifying, selecting, negotiating, and managing chosen SI’s, Technology, and Platform providers to work in

selected industry verticals. Specifically, Life Science: (Medical Device & Biotech), High Tech (Electronics, Semiconductor & Solar).

Defining mutual business plans inclusive of goals, objectives, success metrics, building market awareness, creating messaging,

marketing programs, and sales support materials to ensure partner commit.

Selected Accomplishments:

Formalized IBM, and HP partnerships and working relationships

Developed and negotiated a Global Alliance Agreement with TCS (Tata) for Life Sciences

Developed and negotiated an Emerging Partner Agreement for NA with BearingPoint for the Medical Device industry and

Quality S/W solution. Currently working with BE eastern Europe on an ad hock basis

Developed MOU Agreement with One1 Software Services, Ltd. Tel Aviv, Israel targeting the Medical Device industry

Developed a Regional Alliance Agreement with Peer Group, GmbH for eastern Europe targeting the Solar industry

Current partner pipeline: $7.6M for 2008, $12.5M for 2009 and $25.6M in partner funnel

Apriso Corporation

Long Beach, CA

VP Global Alliances August 2005 – October 2006

Primary responsibility was to create a Global Alliance Partner Eco System by developing alliances with strategic System Integrator’s

Independent Software Vendor’s, Technology, Hardware, resellers, and channel partners. Supporting duties included creating and

managing a team of Alliance Directors that develop partner strategies to generate demand and revenue by creating and managing

strategic marketing and business plans with the alliance partners in conjunction with the Apriso’s direct sales force.

Spearheaded the design, and validation of alliance strategies, methodologies, and tactics while qualifying, negotiating, selecting, and

managing chosen SI’s, ISV’s, and Platform providers to work in focused industry verticals. Defining mutual goals, objectives,

success metrics, building market awareness, creating messaging, programs, training and support materials ensuring partners commit

for sufficient human and financial resources to support the alliance strategy.

Selected Accomplishments:

Starting with zero global partners, we successfully developed global Alliance Implementation Services Agreements with Accenture,

Capgemini, Tata Consultancy Services, and Wipro.

Developed and implemented joint go-to-market and sales plans for global and regional partners.

o Attained over 100% of partner generated revenue targets for Q4 2005, Q1, and Q2 of 2006.

Received SAP commitment to reengage and was selected as a Mills Pulp & Paper Industry Value Network ISV Partner for MES.

Successfully repaired the relationship with Microsoft and was certified as a Gold Certified ISV Partner.

Developed regional Agreements with IBM, BearingPoint, Deloitte, EDS, Avanti, EnteGreat, KPIT, and T-Systems to generate software

revenue for targeted industry.

Discussing becoming an ISV partner with Oracle for their emerging MES practice.

BusinessObjects May 2003 – December 2004

Crystal Decisions, Inc. (acquired by BusinessObjects December 11, 2004)

Vancouver, BC Can

Director, System Integrators, Analytic Applications January 2004 –December 2004

Director, System Integrators IBM Global Services May 2003 –December 2003

The purpose of both positions is to develop incremental sales opportunities (target accounts & demand generation initiatives) and leverage existing

business opportunities with System Integrators. Responsibilities included developing business strategies and tactical execution that leverage the

System Integrator’s consulting resources with BOBJ’s’ sales, pre-sales, marketing (developing collateral, sales tool kits, product demos, seminars,

events, etc.), development, solution architecture/engineering, PSO consulting, and training teams. Experienced significant successes in positioning

and ensuring strong, productive partner relationships focused on incremental and leveraged sales and consulting services growth.

Selected Accomplishments:

Developed business plans and marketing strategies with three of the Big 5 partners for America and EMEA to stimulate Joint

Solution/Analytic Application new business development revenue and partner practice growth in North America and the EMEA regions.

Generated over $8M in software revenue working with IBM.

Pursued and obtained IBM’s OnDemand Work Place Certification one of two companies selected.

Successfully OEM’d Crystal Enterprise software as part of the OnDemand Retail Solution.

Developed marketing collateral, Sales Tool Kit, Sales Training, Demos, Road Show Seminar for joint solutions.

SAP America, Inc. February 1997 – May 2003

Newtown Square, PA

Director, IBM BCS Alliance January 2003 –May 2003

VP Global Supply Chain Management & PwC Alliance August 2001 – December 2002

Director Strategic Alliances – Supply Chain Management February 2001 – August 2001

Director Strategic Partner Management – Consumer Sector February 2000 – January 2001

Americas Partner Manager March 1997 – March 1999

Spearheaded a variety of Alliances / Partner projects for the Big 5 and Tier 2 consulting companies that focus on new product offerings and their

alignment to the partner community. Responsibilities include developing business strategies that leverage consulting partner resources within SAP

sales, marketing (demand generation: seminars, events, outbound mail), development, solution architecture/engineering, PSO consulting, and

training. Experienced significant successes in positioning and ensuring strong, productive partner relationships focused on sales and consulting

services growth.

Selected Accomplishments:

Developed business plans and marketing strategies with Big 5 partners for America and globally to stimulate SCM new business

development revenue and partner practice growth in each region focusing on the Manufacturing, Consumer/Retail Products and the Public

Sector industries.

While maintaining SCM role through Dec. ‘02 transitioned and assumed global responsibility for the PwC Alliance in June ’02.

o Rolled out Net New Revenue program globally.

o Attained 136% ($34M) of US net new license revenue objective.

Developed and implemented global SCM Shelf Ware Conversion initiative.

Established sub-contract relationship with IBM Global Services for Ready-to-Run R/3 and Accelerated Solutions.

Developed Value Added Reseller sales channels (46 IBM resellers) to generate additional revenue opportunities while overseeing a staff of

three business development managers who focused on sales support between SAP, SAP’s indirect sales channel (CBS Providers), and IBM.

ea consulting, inc. March 1999 – February 2000

Folsom, CA

Director ERP Sales

Responsibilities were focused on the development of consulting opportunities, business alliances and partnerships for the newly created eastern

office. Leverage same to utilize partner resources (implementation/software people/products) to enhance ea’s position and product offering as a

certified SAP National Implementation Partner.

Selected Accomplishments:

Successfully opened eastern office and established an ERP implementation practice

Developed an ea consulting Lead Referral Agreement program for IBM Resellers.

Established a sub-contract relationship with IBM Global Services for Ready-to-Run R/3 and Accelerated Solutions.

DecisionOne Corporation (formerly Bell Atlantic Business Systems Services, Inc.) December 1985 – March 1997

Frazer, PA

Program Manager Strategic Alliance Sales February1990 – March 1997

Manager National Accounts December 1985 – February 1990

Responsibilities included reviewing service requirements of computer equipment manufacturers and developing new customized Strategic Alliances

by tailoring the service programs to meet the manufacturer’s warranty and post warranty needs.

Selected Accomplishments:

Successfully developed, negotiated, and managed large Strategic Alliance service contracts with computer equipment manufacturers to provide

maintenance and helpdesk service support for computer products resulting in revenue of $7.3M in 1996.

Developed and marketed the Value Added Reseller Program as an alternate sales channels to generate additional service revenue ($734K in

1996) utilizing VARs that sell computer software and hardware products.

Increased revenue by 243% over two years for “The Alliance” an alternate sales channel program with a leading lending institution.

Developed and implemented an intra-company business review process for evaluating and approving Strategic Alliance opportunities.

Co-developed the Strategic Alliance compensation plan and set quotas under the direction of the VP Strategic Alliances.

Attained 112%, 124%, 115%, 127%, & 119% of my revenue growth objectives each of the last 5 years while maintaining profitable gross

margins ranging from 42% to 94%.

Education

Widener University, Chester, PA

1983 - Political Science (Minor: Business Administration)

University of Pennsylvania, Philadelphia, PA

Completed one (1) year towards Masters Degree in Organizational Management

References: Will be furnished upon request:

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