THOMAS R. HATHAWAY

**** **** ****** *** *****, CA 94583

925-***-****

ac2b1p@r.postjobfree.com

Qualifications /Professional Awards

Channel National Sales Manager of year 3 times at Neopost (a spin off from Alcatel)

Dealer RSM of the year for Alcatel 3 times

At Alcatel/Neopost Presidents Club Winner (top 5%) 10 of 10 times eligible

#1 Sales Team Worldwide Amdocs Emerging Markets division

VM Ware VPSS 5 Certified (Sales)

KEY ACCOMPLISHMENTS

Hired to turn around company sales for a SaaS start up (Corefino). Through personal sales effort took company sales from an avg. of one sale per quarter to 12 in my first quarter. Successfully redesigned the company’s sales processes which was a key component in Corefino receiving $13,000,000 in Venture funding.

At a SaaS firm tripled sales in two year’s time – 8 to 24 million through personal sales/marketing effort

As National Sales Manager, successfully orchestrated assertive training and lead generation programs for a poor performing $50,000,000 indirect sales channel. The effort amplified channel-sales goals by no less than 20% over a span of three years.

At Amdocs, as Director of Sales secured a $15M deal with a client whose CEO was originally opposed to the deal. Tenaciously demonstrated product superiority by developing and facilitating in-depth presentations, and on-site demonstrations. This effort was recognized by the client as a major contributing factor to winning the deal.

At M Squared Inc. as SVP Sales, sold our SaaS service to VeriSign for their local operation. By demonstrating our superior service we replaced all competitors nationwide, lengthened the contract term from one to three years at over $3,000,000 per annum.

CAREER REVIEW

BHMM Consulting - San Ramon, CA Business Development Consultation 2/06- Present

Principal

● Tech company service offering in machine learning, big data analytics. Grass roots marketing, sales, channel development campaign have closed 3 customers, one partner in the first 45 days.

● For an offshore software development company closed sales in the US and Latin American markets

● Became VM Ware 5 Sales Certified while developing and implementing a lead generation program for a 100 million dollar IT managed services company - focused on companies Business Continuity/Disaster Recovery, Server Virtualization, and Storage offerings. Developed leads in Financial Services, Software Development and other markets - projected revenues of $300,000 in 90 days’ time

● At a Financial Services company established target list of partners and closed partner agreements with three BI firms (Adaptive Planning, Host Analytics, Sage/Budget Maestro)

● At a SaaS Accounting services client implemented new processes which improved customer satisfaction

halting customer turnover. Key component in client receiving $13,000,000 funding round

● Client was a Custom Software company where I established a profitable new market (Brazil) via telesales

effort. Closed deals included an RFID project, a Trouble Ticket System, and an Ecommerce site in 90 days’

time.

Employed at:

M Squared – Consultant Billing Inc., San Francisco, CA- 11/2004– 2/06

Senior Vice President

● Managed P&L, five direct reports, dotted line responsibility for 12 sales people at this Contingent Staffing Company

● Launched a new SaaS offering in the US and Australia. Personally negotiated and closed a

multimillion dollar long term contract with VeriSign. Revamped entire marketing/lead generation effort

including a web site, email/direct mail campaigns.

● Increased revenue from 8 million 2002 – 17 million ’03 – 24 million ‘04

Amdocs, San Jose, CA– Software & Professional Services 2/2002-11/2004

Director, Pacific Rim/Western US

International provider of IP billing software and professional solutions with annual revenues over $1B.

● Hired and trained a team of 15-direct reports including sales and pre-sales engineers throughout the

managed regions which created a prospect pipeline of 250,000,000.

● Built and maintained relationships with key clients/prospects Qualcomm, Ford, Sabre, and Direct TV.

● Developed strategic partnerships with leading technical providers Accenture, Cisco, Microsoft, & HP

● Reorganized product offerings, managed full-life cycle marketing.

Competix.com, San Mateo, CA– ASP for Financial Services 1/ 2000 – 2/2002

Vice President, Sales

Provider of SaaS software developed to provide instantaneous credit decisions for financial institutions

● Oversaw the recruitment and training of a cohesive team consisting of 25 sales professionals.

● Directed all sales/marketing initiatives for this new SaaS offer, resulted in 50 new clients in year one.

● Designed and implemented tactical sales training programs for the direct-sales team, and facilitated a

fundamental sales-training program for 400 sales associates at Trans Union (a product reseller).

Neopost (formerly Alcatel), Hayward, CA 5/1988 – 1/2000

National Sales Manager (1996-1999), Regional Manager (1992-1996), National Training Manager (1990-

1992), Sales Manager (1989), Product Manager (1988), Sales Representative (1987)

Neopost is a worldwide provider of mailing machine, postage meters, folding/inserting equipment and software solutions.

National Sales Manager:

● Headed a team of five-direct reports that supervised over 300 sales people in 150 locations throughout the US, Mexico and the Caribbean.

● Developed and employed an innovative promotional-training curriculum that successfully re-established a stalled dealer channel into a leading channel with revenues consistently exceeding sales goal.

● As P&L Manager responsibilities included co-op advertising budget, marketing plan, interface with

CFO for credit/collection matters. Also responsible for customer satisfaction and interacting with R&D

Regional Manager

● Profitably developed relationships and recruited key product resellers.

● Continuously increased corporate annual revenues by 25% (each year, for three years).

National Training Manager

● Saved over $450K in turnover costs by developing a unique and highly effective training program,

resulted in turnover reduction of 150-people annually and sales increase of 53% for direct sales teams.

EDUCATION

● Business Development Certificate Latin American, USC – Marshall School of Business

● B.A. Business Management, St. Mary’s College

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