Manager Sales

LES LORENZO

**** ** *** ******, ********, OR ****9

(C) 503-***-****

*********@*******.***

PRODUCT MANAGER

Extensive experience in IT architecture and Data Center disciplines

including business development, product marketing, product management,

partner management, and demand creation. Experience with servers,

storage, and networking. At ease calling on customers, presenting to

senior management, and working in cross-functional environments.

Product Lifecycle Management Creation of MRDs & PRDs

Partner and Vendor Negotiations Process Improvement, Cost Reduction

Business and Product Planning Pricing & Forecasting

Fluent in Spanish, Portuguese, Italian Competitive Analysis

and French

Creation of Business Cases - Economic Customer Presentations

Justification

TECHNICAL SKILLS SUMMARY

Hardware:

. SMP servers, SPARC, Intel X86, storage systems, NAS, SAN, Fibre

Channel, SCSI, iSCSI, SAS, SATA, RAID, SSD, Ethernet, Infiniband,

PCIe, compute clusters, availability clusters, switches,

routers.

Software:

. UNIX (Solaris), Linux, Windows, RDBMS (Oracle), virtualization,

cloud computing, data deduplication, thin provisioning, snapshots,

CDP, replication, TCP/IP, NFS.

BUSINESS SKILLS SUMMARY

Product Management:

. Cradle to grave management of product life cycle, from concept

through end-of-life. Re-planning in response to product/technology

delays and market changes.

. Creation of market requirement and product requirement

specifications. Market sizing and segmentation.

. Pricing, packaging, standard configurations. Re-evaluate pricing in

response to business conditions and competition in the market place.

. Cross-functional team leadership, working with engineering, S/W

development, manufacturing, sales, service and finance.

. Business planning and forecasting. Operational readiness, early

access, and general availability planning.

. Selection and negotiation with technology suppliers, make vs. buy

decisions.

. Investigation and analysis of data to create and present business

cases to management.

. Product roadmaps and support matrices, mid-life product

enhancements.

Product Marketing:

. Creating value propositions for products and solutions.

. Creating and delivering presentations. Explain product evolution

over time under NDA.

. Presenting to prospects and customers at briefing center and in the

field supporting the sales force. Assist field with closing deals.

. Writing white papers outlining solutions, and datasheets with full

product specifications.

. Sales training to direct sales force, resellers and partners.

. Competitive analysis, both product features and SWOT analysis.

. Working with industry analysts and other influencers. Making

analysts aware of product and solution attributes and strength vs.

competitive offerings.

. Managing budgets.

Business Development:

. Defining marketing plan and execution strategy for business unit,

managing budgets, securing funding from internal and external

sources.

. Demand creation/lead generation: webcasts, SEO/PPC web advertising,

telemarketing and trade shows. Selecting venues and vendors.

Measuring effectiveness of programs.

. Managing channel of international distributors, resolving pricing

issues, special pricing and discounts, managing channel conflicts.

. Presentations to prospects and customers, explaining value

propositions, assist in removing objections.

. Channel partner recruitment. Worked with complementary product and

service providers to deliver solutions.

. Managing partnerships with Microsoft, other ISVs, and system

integrators.

PROFESSIONAL EXPERIENCE

Canby TELCOM 2012 -

Present

Product Manager - Cloud Services

INSIDE HPC 2008 -

Present

Independent Consultant

FUJITSU COMPUTER SYSTEMS CORP.

2006-2008

Product Marketing Manager/Business Development Manager

Blackwell Donaldson, Inc.

2004-2006

Independent Consultant

Sun Microsystems, Inc 1995-2004

Product Marketing Manager - Data Center Migration Software

Product Line Manager - Sun Enterprise Servers

Senior Product Manager - Enterprise 10000 Server

Manager, Industry Analyst Programs

EDUCATION

B.A., International Relations, University of California, Davis

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