Manager Sales

THOMAS R. PREHN

**** ***** ****** ******, *** Jose, CA 95129 408-***-**** *******@*****.***

SUMMARY AND PROFILE

CORE COMPETENCIES

Strategic Analysis & Account Planning Web Marketing & Analytics

Consumer & Business-to-Business Marketing Business Channel Development

Customer Relationship Management Proven Revenue & Profit Growth

Contract Negotiation & Closing Activities Executive Sales Presentations

RECENT EMPLOYMENT EXPERIENCE

ADOBE SYSTEMS INCORPORATED, San Jose, CA 2000 – 2009

Senior Product Manager, Adobe Reader Mobile and Digital Publishing, New Business

Initiatives Group (2008 – 2009)

High profile management position charged with managing digital publishing suite of products for vending,

acquiring and reading premium digital content. Concurrently accountable for marketing the suite, including

cross-platform desktop application, mobile applications, device SDK, and DRM server.

Steer on-going collaborations with management team to develop ISV strategies and coordinate

product launches designed to maximize ROI, attract consumers with the highest long-term value and

propensity to adopt and implement technologies.

Conceptualize a new business-to-business model for digital content within a 6-month timeframe,

achieving on-time delivery of an subscription fee-based DRM server software product and a critical

path, digital signing and verification service centralized for all customers.

Conceive product requirements through a rapid, iterative development process with customers,

engineering, and business development.

Collaborate with various business units that include IT, operations, legal, web development and

finance to build an innovative self service process that enables the purchase of server software and

subscriptions online.

Originate and identify product requirements through an agile, synchronized development process for

an Adobe Reader mobile SDK and client-server and web-hosted technologies.

Secure more than 90% of targeted key customer purchase commitments within first two quarters.

Spearhead directives that yielded 115% of the first quarter projected sales objective.

Senior Product Marketing Manager, Business Development and Strategic Partner

Development, Print and Publishing Business Unit, (2005 – 2008)

As Senior Product Marketing Manager, managed all aftermarket, OEM, and licensing components of $17M

font business including shrink-wrap, online product showroom and store of over 8,000 pages, point product

and suite bundling, volume licensing, and partner management.

Provide strong organizational leadership and active participation in various design team launches

that resulted in significant gains in productivity and sales performance, Such initiatives included:

o Formulating marketing strategies, including expanding reseller and licensing programs and

account management support, including creating award-winning Flash animation (People’s

Voice Webby Award, 2008), that when executed established leadership in font technology

and sustained a $13M aftermarket shrink-wrap and online business.

o Designing and launching a direct commerce strategy for an annual $4M online retail

business, which yielded a 100% increase in unique site visits, achieving 3x-5x company

benchmarks in direct marketing response and realizing more than 13% of total revenues

driven by Search strategies within two quarters.

o Leading cross-functional team and re-architecting initiative to create the next- generation E-

Business website solution designed to increase online presence, enhance consumer

capabilities and decrease operational costs.

THOMAS R. PREHN PAGE TWO

ADOBE SYSTEMS INC., (Continued)

Senior Manager, Business and Market Development (2000 – 2005)

As Senior Manager (3 direct reports) accountable for formulating partnerships and builiding markets to

capitalize on opportunities to capture e-commerce DRM server and desktop client distribution. Employed

online store to improve product awareness and drive revenue for the organization.

Establish profitable business partnerships in consumer, science, technology, music, business info,

medical, legal, education publishing segments and major online retailers to expand nascent Digital

Rights Management content market.

Forge and launch an online digital media store and aligned merchandising strategies to deliver

profitability, build brand and generate revenue.

Selected by the organization to analyze a $30M company acquisition that extended product

technology with a new server product offering and a new desktop client.

Elected to represent the organization serving on the industry association board of directors

International Digital Publishing Forum (IDPF), 2002-2004.

THOMAS PREHN, San Jose, CA 1999 – 2000

Marketing Strategy Consultant

Retained as an independent consultant to analyze market trend and competition and develop business

strategies for a number of small companies, including a distributor in the IT channel, web startup in the

market space of consumer surveying and polling, and custom publisher seeking web presence.

CPP, INC. / DAVIES-BLACK PUBLISHING, Palo Alto, CA 1991 – 1999

Divisional Director, Publishing and Information Services

As Publishing and Product developer (7 direct reports and 24 total headcount), recruited to direct the

contriving, execution and institution of product strategies that represented 95% of organizations revenues.

Founded strategic alliances with key corporate owners to guarantee the availability of Intellectual

Property integral to corporate growth.

Revised three major product lines constituting an incremental revenue contribution of $35M that

accounted for more than 40% of the organizations sales.

Managed the introduction of shrink-wrap software and mature account base by 500% while

positively impacting customized software sales by 100%.

Engineered an aggressive business plan to spur growth for a $9M business unit.

Germinated and supervised web marketing initiatives that doubled revenues in three years.

Championed new marketing campaign efforts that resulted in a 50% rise in business unit revenue.

Negotiated licensing agreement with Japanese distributor that yielded a 1,000% increase in revenue.

Devised initial product plan for a revision and redistribution that produced an incremental

contribution of $1.5M pushing annual sales to over $4M.

EDUCATION AND PROFESSIONAL DEVELOPMENT

Bachelor of Science in Education, University of Wisconsin, Madison, WI

Post-graduate Studies, coursework only

Illinois Institute of Technology Chicago-Kent College of Law (JD program)

San Jose State University (Applied Psychometrics)

University of Missouri (Educational Statistics)

Professional Training

Leadership: Center for Creative Leadership -- Leadership Development Program

Leadership: The Highlands Program

Strategic Planning: Simplified Strategic Planning, Vero Beach, FL

Management: The Learning Organization, Coaching: Results through the Inquiry Process

Sales: Professional Selling Skills, Learning International

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