Jennifer Lynn Kula abnw9g@r.postjobfree.com

*** ******** *** *** ******, CA 94070 Home Phone: 650-***-**** Mobile Phone: 415-***-****

SUMMARY

Accomplished strategic alliances and sales professional with a passion for creating and selling differentiated solutions through

channels and partnerships. Extensive technical knowledge and industry experience marketing and selling hardware and software

solutions to service providers and enterprises.

STRENGTHS

Identifying and Qualifying Strategic Alliance candidates – both for technical merit as well as business opportunity

Recruiting and managing global OEM, ISV, NEP and SI partners to broaden solution functionality and increase market uptake

Strong focus on driving revenue and market visibility of products through channel and alliance relationships

Enthusiastic professional able to negotiate, win and close deals to excel in results-driven organizations

Leveraging very strong interpersonal, communication and relationship skills for internal and external success

Excellent problem solving skills and proven success in managing difficult and complex relationships

PROFESSIONAL EXPERIENCE

CLOUDSHIELD TECHNOLOGIES, INC. September 2007-Present

Director of Business Development

Strategic alliance and sales professional responsible for key OEM, NEP and ISV partnerships for a deep packet inspection security and IP services platform

Responsible for full business development process – partner identification, qualification, contract negotiation, relationship

management, go to market strategy and ongoing issues resolution.

Evaluate technical alliance offerings for compatibility and deployment scenario potential to drive revenue

Successfully engage partners to account for over 75% of yearly revenue

Initiated large global Fortune 100 partnerships in the telecom space – very capable of working through large organizations

such as HP, ALU and NSN.

Research and develop new markets and solutions for partners to build upon CS2000 DPI platform

Provide strategic direction for partner marketing communications, programs and campaigns

Leverage alliance relationships across the portfolio to combine efforts to achieve revenue generation – IBM and ALU

Responsible for internal executive communication and development of cross functional execution plans with partners

Recognized as a strong team player and for achieving 100% of all quarterly MBO goals

CHANNEL SALES AND MARKETING CONSULTANT May 2006 – September 2007

Principal

Technical marketing and sales professional specializing in channel sales, alliance development, program development and management utilizing

solutions-based sales strategies

Channel/Alliance recruitment and management – due diligence reviews, contract negotiation

Strategic and tactical creation and execution of lead generation and go-to-market strategies with partners

Development of channel marketing communications programs and campaigns

Identification of strategic revenue opportunities through technical and business alliance and partner relationships

Validation of sales markets and creation of pull-through sales strategies with ISVs, VARs, SIs and Hardware players

Identification and structuring of internal support requirements – legal, product development, sales, marketing and finance

(IDC)

INTERNATIONAL DATA CORPORATION 2003– 2006

Director, Business Development

Sales and marketing professional specializing in the sale and development of custom consulting projects to hardware, software and storage vendors

Achieved an average of 115% of sales plan over three years

Increased sales by 15% year over year on an average $5 million quota

Provided creative approaches and key recommendations for expanding direct and channel markets

Engaged with leading industry marketing and sales executives as a valued resource for innovative ideas and programs to boost

sales and market awareness

Managed major industry accounts such as Accenture, Oracle, Sybase, Symantec, Adobe, AMD, AT&T, Verisign, Network

Appliance, McData, Brocade Communications, StorageTek, Seagate Technologies and Qualcomm

Successfully engaged channel partners in global co-sales efforts to provide complex solutions resulting in over a $1 million

increase in sales

CHANNEL SALES AND MARKETING CONSULTANT 2002 – 2003

Principal

Technical marketing and sales professional specializing in channel sales, program development and management utilizing solutions-based sales

strategies

Channel recruitment and management

Created and executed on lead generation and go-to-market strategies

Developed channel marketing communications programs and campaigns

Identified strategic revenue opportunities through technical and business alliance and partner relationships

Validated sales markets and creation of pull-through sales strategies with ISVs, VARs, SIs and Hardware players

ELLACOYA NETWORKS 2000-2002

Director, Business Development

Initiated and implemented channel, alliance and partner programs

Recruited ISV and hardware alliance partners to open new sales channels and provide an out of the box solution

Established and managed the infrastructure for business development activities such as contract negotiation, joint sales, co-

marketing, results-based marketing plans, partner training, technical integration efforts, revenue sharing and strategic

investment

Managed channel marketing team for co-marketing, program collateral, trade show activity, press and analyst briefings, and

all partner sales activity

Featured industry speaker, panelist and contributing writer for numerous events and publications including; ISPCon,

ASPCon, Comdex, Telecom Business and Telestrategies

TELECHOICE, INC 1999-2000

Senior Telecommunications Marketing Consultant and Analyst

Strategic marketing consultant focused on business planning and go-to-market strategies for equipment vendors, service providers and software vendors

Created and delivered strategic marketing concepts and plans to leading industry players such as Cisco Systems, Nortel

Networks, Sprint and HP

Focused on corporate and product marketing, messaging, market analysis, partner and sales strategies, product launch plans,

comprehensive technical and business white papers

Provided press and industry publications with opinion on technology, market trends and specific corporate strategies to

become a recognized industry expert in OSS and ASPs

Established key relationships with industry senior executives to increase and open substantial sales opportunities

LUCENT TECHNOLOGIES 1998-1999

Technical Consultant

Technical expert and sales consultant for telecommunications software products

Supported the domestic and international sales, marketing and implementation of a leading billing and CRM software

platform with integrations including provisioning, order management, workforce management, workflow, OSS and BSS

infrastructure and trouble ticketing to RBOCs, Cable Operators, ILECs and ISPs

Technical lead delivering on over $10 million in quota achievement

Contributed in setting strategic direction of new products and services including product marketing, channel marketing and

management of a new IP mediation platform

Presented network architecture, systems and software integration to telecommunication clients and prospects to demonstrate

interoperability with their existing and planned network infrastructure, ERP systems and service delivery

MANGOSOFT CORPORATION 1997-1998

Senior Sales Engineer

Technical expert and sales consultant storage software products

Responsible for pre and post sales support to VARs, Systems Integrators and OEM partners

Key contributor to product marketing, channel marketing and field marketing efforts including collateral, demos and

presentations

Created business solutions and proof of concept demonstrations for channel partners

REGISTERED ASSOCIATE and CHANNEL MARKETING- FINANCIAL SERVICES 1990-1997

Sold and marketed retail financial products for Manulife Financial, PaineWebber, First Business Financial, and Cowen &Company.

Responsible for marketing a $21M product line to the industries leading channel partners: Smith Barney, Merrill Lynch, Paine

Webber, Dean Witter and A.G. Edwards

EDUCATION

Bachelor in Liberal Arts and Science 1990

THE UNIVERSITY OF CONNECTICUT

Storrs, CT

PROFESSIONAL AFFILIATIONS

ASSOCIATION of STRATEGIC ALLIANCE PROFESSIONALS 2008-Present

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