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Channel and Business Partned Management Exec

Austin, Texas, United States
May 21, 2018

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Thomas Vincent St Onge

Austin Metro Area, Texas

Contact: 415-***-****


Leadership and Market Experience

Professional, driven corporate and business development executive building strategic value and revenue repeatability with embedded/OEM, resellers, service providers/integrators, and global alliances for organizations with SaaS/Cloud, Internet of Things/IoT, Mobile, PaaS, IaaS. Experience

VP, Strategic Alliances at Altair

October 2016 - February 2018

Built and managed global strategic alliances strategy and partners focused on embedded/ OEM,go-to-market resellers, service Integrators, worldwide distributors for Altair enterprise digital business solutions including digital twin, simulation, IoT platform and modern BI/IoT predictive and prescriptive analytics. Industry focus around industrials, automotive, consumer tech, energy/building management, smart technology solutions. Built relationships with Candi Controls, Intel Building Management-IoT, Ingram Micro and others. Managed partnerships with smart utilities including Daffron, Harris-Advanced Utility Solutions and Milsoft. VP, Alliances at Exinda Networks

September 2015 - October 2016

Developed business development and alliances strategy covering Exinda’s cloud platform targeting PaaS, SaaS, digital and IoT platforms. Built global channel team covering the Americas, EMEA, APAC. Closed first wave of global partnerships and enablement of partners generating revenue in less than six months of signings. Launched alliance marketing programs, field enablement and channel sales jumpstart packages and programs for large software partners (Microsoft), ImmixGroup (Americas Fed Gov) and large global partners (SHI and others).

VP, Business Development at Mashery (Intel Acquired 2013) September 2012 - September 2015

Built and managed Mashery's channel development team & strategy in the API Management market. Developed, deployed and executed Mashery's global API Management partner development plans focused on Service Integrators (SIs), PaaS/SaaS platforms and application providers, IaaS/integration technology partners, SOA/XML Gateways and Mobile PaaS providers.Designed and deployed channel sales processes, integration with worldwide direct sales and business unit operations.Integrated partner marketing plans, programs and organizations for joint lead development.Signed partnerships with Intel's Data Center Division and Aepona focusing industry and product plays: Media, Hi-tech/communications, Healthcare, Travel, Big Data, Mobile. Launched joint product offerings, partner programs, sales enablement and pipeline development with both organizations prior to the Intel acquisition of Mashery in May of 2013. Lead business development team focusing on referral, reseller and OEM opportunities in Americas, EMEA and Australia.Integrated the team, partner plan and processes into the Intel Services Division after the acquisition of Mashery in second half of 2013.

Global responsibility for McAfee (Intel Security) and Intel Software and Services Americas partnership, programs, sales plays, field sales and McAfee channel enablement.Cross-functional channel development with Internet of Things-IoT and embedded sales teams.

VP, Strategic Alliances & Business Development at Hubspan February 2008 - September 2012

Developed, implemented and managed business partner and go-to-market sales strategy with OEM/Reseller/Referral partners developing the company’s first partner relationships and growing channel-driven revenue by 300 percent in two years. Developed the first initial IBM Software Group SaaS-cloud partnership closing key business accounts including Whirlpool North America, CHEP Logistics, Barnes Distribution, Promega, Scholastic. Closed strategic, recurring revenue partnerships with IBM, Visa, Ariba, Exostar, SciQuest, Terso Solutions,NetSuite, CGI, US Bank, Bank of the West and others. Managed worldwide sales for organization from 2009-2011.

-Results: Company quadrupled new revenue from channel sales and doubled direct sales revenue in 1H 2010 compared to the same period in 2009, while adding new customers at twice the rate over previous years. 90% CAGR on all channel/partner revenue with 80% of customers closed in 2011. Record growth was achieved while maintaining a 98% customer retention rate. Partner solution of the year with IBM WebSphere Group - 2010. IBM Global Services Principal, Pacific NW (ID, MT, WA, OR) at IBM Corp February 2006 - February 2008

Territory leader for IBM Global Services – Global Technology Services business sales. P&L owner for Pacific Northwest (WA, OR). Cross sector business responsibility for government, education, communications, retail, healthcare, utilities and distribution.

• Developer of new business opportunities and client executive relationships with key executives leading to services signings. Manager of proposal development, account management, consultative sales, validating and scoping opportunities and ensuring project satisfactory performance, measuring services signings, revenue and profit attainment.

- Results: Responsible for defining overall business strategy for territory, primary target accounts and spend on accounts, overall pipeline development, health and manager of all service transaction sales. Grew territory pipeline to over 300% in six months, met quota objectives in territory that historically underperformed for longer than 60 months prior, aligned sales efforts with account spend planning that resulted in closing multimillion dollar deals within existing and new named accounts.

VP, Business Development at SafeHarbor Technology Corp August 2003 - January 2006

Reengaged with SafeHarbor under sponsorship from the board and VC investment firms to rebuild the business in the areas of marketing, business development and sales strategy from direct sales to channels. Also main contributor in migrating product offering from on-demand service to software with professional services offerings. Responsible for the development, execution and ongoing management of SafeHarbor’s strategic business development initiatives. Partner relationship models include OEM packaging and channel development with leading international outsourcing/multi-sourcing solution providers, Business Transformation Outsource (BTO) providers, Customer Relationship Management (CRM) application providers and top tier service integrator/strategic alliance partnerships. - Results: Closed over $7.4M in contracted services and product revenue. Closed eleven product, business and SI partnerships selling through direct sales and business/channel managers that resulted in another $2M + in sales.

Director, Product Marketing and Business Development at SafeHarbor Technology Corporation August 2000 – December 2002

Developed business development strategic plans and relationships with third parties, negotiated business partner services, software and OEM bundling deals.

• Established team, analyst awareness programs that placed the company and solutions into the market, launched and marketed web self-services on-demand product lines and customer interaction solutions, worked closely with engineering on long-term product strategy, roadmap and market requirements. Responsible for overall design and delivery of sales tools (presentations, pricing plans, white papers, demos, competitive selling guides, etc.) for sales force and business partners. Developer of market research materials and SWOT/market analysis tools.

-Results: Grew company from $2M - $12M from 2000-2002 Director, Strategic Business Development, Marketing, M&A at Honeywell February 1997 - August 2000

Responsible for over $100M multiple site strategic planning and new business development initiatives for telecom, communications systems, wireless and eCommerce products and services divisions, annual operating plans and business development/product marketing strategies. Subject matter expertise in the areas of air/ground information services, satellite technologies, data communications, cellular solutions and customer interaction center services. Developed strategic e-business initiatives, products and services initiatives for multiple brands within Honeywell/AlliedSignal along with partner relationships to support the customer experience (outsourcing and strategic sourcing relationships).

• Primary business development lead (AlliedSignal) regarding the merger and integration of AlliedSignal and Honeywell aviation enterprise services division. Facilitated and structured the new business division including product alignment, customer care, information technology, e- business services and infrastructure along with business division staff realignment.

Manager - Global Data Center at AlliedSignal – Honeywell August 1992 - February 1996

Global operations and marketing manager for $43M multi-lingual international customer care facilities for AlliedSignal’s Flight Information Services business servicing Global 1000/Fortune 500 organizations. Services included corporate flight planning and messaging services, international executive handling services, business telecom, datacom, satellite and cellular solutions. Directed and continuously developed contact center staff of technical programmers, flight dispatchers, financial account associates, mid level managers, multi-lingual telecom customer support representative and customer training staff.

• Established direction and maintained communication between customer service organizations, operations, product development, quality and training to ensure full compliance with customer and organizational goals. • Developed overall customer experience processes and supporting technology roadmap around customer expectations for business unit and divisional leadership. Created, implemented and deployed enterprise business processes and standards for ISO-9001 certifications and other customer delivery center certifications. Air Traffic Controller -Department of Defense-FAA at United States Air Force 1988 - 1992 (4 years) Air Traffic Controller in Northeastern RADAR approach control.

• Full facility certified in all air traffic controlling positions, floor Supervisor of operations & personnel. Assistant Chief of Training for facility training program, instructor of Air Traffic Training & Development for new associates. Education & Awards -

United States Air Force – AIR TRAFFIC CONTROL - 1C1X1 CertificateEmbry-Riddle Aeronautical University - 1992 – 2000 United States Air Force Reserves - Air Traffic Controller, 1992 – 1994. United States Air Force Air Traffic Controller, 1988 - 1992

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