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Manager Sales

Gloucester, Massachusetts, United States
August 22, 2018

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** **** ****, ******** ** *****617-***-**** • • LinkedIn



617-***-**** • • Magnolia MA 01930 OBJECTIVE:

• Leadership product management role for SaaS, web+mobile and software SUMMARY:

• Product executive experienced in all aspects of web and mobile-based product management, data analysis, product deployment, account management, operations, product strategy and business development

• Strong experience in product innovation in mobile, SaaS, B2B and B2C products and services

• Award winning products launch and leadership in the web and mobile end user market

• Proven team building and leadership, experienced in agile development (CSM) KEY COMPETENCIES:

• Product Management • Design for Data Privacy

• Project and Program Management • Product Owner

• Agile Coach and Scrum Master • Product Roadmap & Strategy

• Application Architecture • Business & Technical Requirements EXPERIENCE:

Beacon Angels – Boston, MA 2015-2018

Angel Investment Group

• Boston based angel group investing in small, fast-growing companies

• Led investments for companies in healthcare technology, testing equipment, Internet of Things and SaaS

• Mentoring and consulting to tech startups; investor pitch, business plan, product plan, distribution plan, licensing strategy, operations plan, pricing model/value proposition

• Consulting engagements included

o iQuartic, consulted on AI technology to support ICD-10 encoding of clinical medical records o EYL, provider of secure semiconductors for enabling the Internet of Things, winner of the 2016 MassChallenge Business Plan competition; consulted on business and IP strategy Airlines Reporting Corporation – Arlington, VA 2013-2015 Program Director / Senior Technical Product Manager SME

• Airlines Reporting Corporation, Inc. (ARC) processes $89 billion in airline tickets for the 8 North American airlines which own it, reported to COO

• Defined ARC’s strategic objectives, analyzed their supplier/customer environment, and then created a feasible new App product strategy based and gained CEO’s approval to create a white label SaaS mobile App for use by ARC’s 13,000 agency customers

• Organized the ARC product team and the outsourced development team to leverage their skills in the planning, design, development and deployment of the App. Project total value was over one million dollars

• As Program Director, employed the agile development process and leveraged client resources, prototyped the product, defined solution architecture, lead final planning, design, development and deployment

• Defined project scope, conducted senior management communication and review, conducted project team meetings

• As Senior Technical Product Manager worked extensively with engineers on a daily basis to solve technical issues, daily standups, tracked defects, corrections and work with JIRA.

• Drove detailed product features and worked alongside development team to develop key product modules

• Created the process for vetting 3rd party content and technology vendors for ARC program management office (PMO)

• Successfully navigated the product through beta with major managed travel agencies and product launch mTROTTER AB – Stockholm, Sweden 2012-2013

Vice President, Business Development

• mTROTTER was a funded SaaS startup in the mobile travel itinerary market, reported to CEO 12 Lake Road, Magnolia MA 01930 • 617-***-**** • • LinkedIn

• Led business development activity that increased access to multi-million-dollar RFPs from major global travel management companies

• Increased average opportunity size by 500% to $2 million, increased total sales by 200% CONCUR, INC. – Bellevue, WA 2011

Program Director

• Concur, $700 million revenue booking system division of SAP SE, reported to VP Product Development

• Powered SaaS mobile travel itinerary product with personalized frequent flyer content and technology direction used in creation of software used by travel agencies and millions of travelers CTM HOLDINGS, LLC dba MILEBLASTER – Cambridge, MA 2007-2011 Head of Product

• Contracted by Adobe System Incorporated, reported to Director Open Screen Project. Conceived and created mileBlaster Frequent Flyer Awards Management App for iOS and Android

• Identified consumer need to easily manage frequent flyer miles cache and developed the mobile SaaS product concept

• Located, hired and managed third-party technical service providers in development of app, utilized agile development with daily standups and JIRA

• Awards; Finalist Global Business Travel Association & Wall Street Journal Business Travel Innovation of the Year, Travel and Leisure Best Travel Apps, Adobe Open Screen Project, CNET Top 10 Apps for Frequent Fliers CONVOQ, Inc. – Lexington, MA 2005 - 2007

Product Director

• Led the product management effort for a VC backed startup in the SaaS web conferencing market including competitor analysis, features prioritization, focus groups, and product innovation session series

• Conceived and designed new features including an integration with the CRM product that resulted in a tenfold increase in the sales pipeline to $10 million and fivefold increase in average opportunity size to $10,000

• Led the features prioritization and specifications for seven product releases in 2 years

• Executed the agile development methodology to facilitate moving from waterfall to agile process

• Created and delivered the cross functional features prioritization process and specifications standards for the product management department

• Converted product management from waterfall to agile, implemented tools including JIRA MEDIAMAP, INC. – Watertown, MA 2002 - 2004

Product Director

• Led the product management effort for leading SaaS supplier to the Public Relations systems market, which was purchased by Bacons in 2004, including new features cross functional features prioritization and specification, voice of the customer focus groups, new feature market and product validation, field customer interviews, sales support and sales training

• Led the features prioritization and specifications for four product releases in 2 years

• Managed, created and delivered the cross functional features prioritization process and specifications standards for the product management and design department

FAST, INC. – Wellesley, MA 2000 - 2002

Senior Product Manager

• Product managment for a mini search engine tool in a box that was marketed in two forms, one as an intranet search for all company internal documents, and the other as a portal search. Strategic product planning, competitive analysis, product pricing, product business requirements, feature definition and prioritization, message development and field training, sales support, proposal writing

• Identified ISP deployment via SaaS as an emerging trend, and so defined and included an ISP administrator interface for the products. This feature enabled them to be purchased by a major ISP for resale at a revenue level more than 10 times expected, $5.5 million year one, $9.5 million year two

• Defined and wrote the manual for the product management process for the 12 person product management department NEW RIVER, INC. – Adover, MA 1997 - 2000

Senior Product Manager

• Managed the product and the operations team of 6 people for mutual fund prospectus online delivery.

• Re-designed and implemented the new system while the original system was kept operational for ETrade 12 Lake Road, Magnolia MA 01930 • 617-***-**** • • LinkedIn

• Gathered requirements while in sales support role creating and delivering demos to prospects who became clients including Smith Barney and Charles Schwab.

• Grew the number of supported clients from 1 to 8 and the number of funds covered tenfold to over 5000.

• Implemented online reporting for management, operations and partners to see in one dashboard all the metrics for the document processing and service.


• Columbia University, Graduate School of Business – MBA

• Princeton University – BSE Engineering and Management Systems

• Certified Scrum Master (CSM)

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