Sales Management

KEN BREIT

*** *** ****** ******** ****, CA *****

Mobile: 650-***-**** ***@***************.***

SENIOR MANAGEMENT: MANAGER, DIRECTOR, VP

Product Management Technical Operations Professional Services Pre-Sales Engineering

15+ years experience successfully delivering high-technology products and services in direct, channel and OEM environments.

Highly organized, adaptive and resilient professional with a unique blend of technical, business and leadership skills.

CAREER HIGHLIGHTS

Designed and delivered automated video processing systems that produced over 25K HD videos for multi-site internet

distribution. Supporting monetization models included Electronic Sell -Through (EST), Video On-Demand (VOD) and Video

Ad Support.

Led and participated in wireless carrier-grade client / server VoIP Push-To-Talk (PTT) market trials with global Tier 1

service providers. Established supporting OEM hardware distribution channel that contributed over $1.5M gross profit.

Converted operational Professional Services P&L from historically negative margin to $770K gross profit ($4.7M revenue)

in less than 12 months. Profitability, predictability and operational transparency where achieved within the first 3

months.

Managing a staff of 120+ Pre-Sales Engineers, Network Architects and Development Engineers, created an aggressive pre-

sales campaign that contributed significantly to F500 customer conversion by demonstrating product superiority and

distinctive competence.

AREAS OF EXPERTISE

Business: Product Lifecycle Management (PMC Certified), Strategic Planning, Program / Project Management, Technical Sales

Alignment (TAS, Miller Heiman), Technical Enablement, P&L, Process Improvement, Employee Retention and Growth

Technical: Video and Audio Encoding and Production, Scripting (Perl, VBA, Batch), HTML, XML (including RSS), Data Parsing

and Reporting, Advanced MS Excel (application modeling), Advanced MS Project (process modeling), Protocol Analysis

PROFESSIONAL EXPERIENCE

Vuze (formerly Azureus) Redwood City, CA 2006 2009

On-Line HD Video Distribution, BitTorrent Client www.vuze.com

Sr. Director, Content Operations

Developed end-to-end strategy, design and specification for automated video content delivery and processing systems, with

full ownership of signed content provider relationships (225+), ad agency video ad delivery, and strategic partners (Ad

Trafficking DoubleClick, YuMe, external video delivery Ascent Media, Thought Equity, and hosted DRM key services).

Designed supporting data and process tracking / reporting systems that allowed for total operational transparency,

forecasting, cross-functional alignment, and contractual compliance.

Evolved initial systems to support total delivery automation through standards based RSS (no human intervention),

decreasing time-to-live to less than 24 hours. Expanded to multi-site internet distribution. Automated video QA process using

logic based analysis. Delivery and QA automation increased weekly content throughput by 200%+ and decreased processing

costs by 50%.

Published over 25K HD videos to production. Delivered and trafficked all video pre-roll ad campaigns.

Breit Consulting Mountain View, CA 2004 2006

Strategic Consulting www.breitconsulting.com

Principal

Fastlane Wireless: Assisted in fund raising efforts with various Venture Capital firms. Provided technical and benefits analysis

of MVNO and MVNE outsourcing. Developed go-to-market technical enablement strategy. Secured reference client.

Vuze (formerly Azureus): Developed companywide rollout plan for a major market-sensitive release. Coordinated all business

unit activity in support of deadlines, deliverables, and realization of the plan. Hired full-time by Vuze.

KEN BREIT ***@***************.***

Mobile: 650-***-****

PROFESSIONAL EXPERIENCE (continued)

Sonim Technologies San Mateo, CA 2002 2004

Carrier-Grade Wireless VoIP Client & Server Technology www.sonimtech.com

VP, Global Technical Operations

Successfully executed the first global VoIP Push-to-Talk (PTT) market trial with AT&T, Cingular, Orange, Vodaphone, Tata and

China Mobile. Sonim was selected for further evaluation by AT&T.

Established supporting OEM distribution channel for the Sonim Carrier Grade Push-to-Talk Server. Contributed over $1.5M in

gross profit to first company revenue.

Built infrastructure and hired technical staff to support all service level agreements (SLAs) with Ericsson (OEM partner), and

Tier 1 service providers. Negotiated supporting agreements with 3rd party vendors (Force Computers, MontaVista ).

Riversoft San Francisco, CA 2001 2002

Enterprise Network Management, acquired by Micromuse (now IBM Tivoli Netcool) (acquired by IBM via Micromuse)

VP, Americas Services

Working directly with Engineering and QA, stabilized critical customer product deployments. Aligned all technical resources

with sales efforts to secure maintenance renewals, follow-on and new revenue.

Executed required business alignment through expense and staffing reduction in preparation for com pany acquisition.

Exceeded global timelines and P&L targets. Riversoft was acquired by Micromuse, who was subsequently acquired by IBM.

Acta Technology Mountain View, CA 2000 2001

B2B SAP Data Warehousing, acquired by Business Objects (acquired by Business Objects)

VP, Global Services

Converted operational Professional Services P&L from historically negative margin to producing $770K gross profit in less

than 12 months ($4.7M revenue). Establish desired VSOE and developed processes to improve revenue recognition to less

than 30 days from customer acceptance.

Designed systems that provided accurate revenue forecasting, tracking, scheduling, and commissions. Saved over $100K by

eliminating the need for commercially available Professional Services Automation (PSA) software.

Visionael Palo Alto, CA 1997 2000

Enterprise Network Management www.visionael.com

VP, Global Services

Increased Services revenue from $225K (1997) to $2.2M (1999). Secured significant Professional Services contracts and major

customer deployments with AT&T, Fidelity Investments and IBM Global Services.

Worked with Product Management and Engineering to evaluate field developed (via Professional Services) customer-driven

features. Many features where moved into the v4.0 release (a major commercial product release).

Evaluated the technology associated with the acquisition of NetSuite to ensure efficient product adoption.

Madge Networks San Jose, CA 1992 1997

Enterprise Network Hardware Solutions (history)

Director, Americas Services

Managing a team of 120+ Pre-Sales Engineers, Network Architects, and Development Engineers, created a testing methodology

and evaluation process that converted F500 customers from Cisco, IBM, Nortel, and other major competitors.

Worked with Product Management and Engineering to developed quarterly technical enablement programs that ensured

successful pre-sales support, and timely adoption of new technology from 2 strategic acquisitions (LANNET and Teleos).

EDUCATION / CERTIFICATION

BACHELOR OF SCIENCE DeVry University (GPA 4.0/4.0) 1988

PRODUCT MANAGEMENT Pragmatic Marketing (PMC) 2009

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