Sales Marketing

Profile Senior Marketing and Operations Leader with track record of

both vision and execution. Successful at building global

brands, restarting sales pipelines, growing revenue and

simplifying complexity for fortune 500's and start-ups.

Demonstrated operational excellence in the planning, launching

and scaling of products and services including hardware,

software, middleware, mobile & Facebook apps to Cloud-based

SaaS & PaaS apps solutions.

Experience

2011 - 2013 Vitria Technology, Inc.: Vice President of Worldwide Marketing

Led repositioning of $66M BPM/EAI company to cloud-centric,

Operational Intelligence innovator, providing real-time Big

Data analytics solutions to smart grid energy utilities,

mobile telecommunications service providers, financial

services firms & integrators.

Re-started the sales pipeline, overseeing go-to-market & lead

generation programs.

Campaigned and influenced the editorial agendas of multiple

industry leading analyst.

Drive system integrator and partner development and

co-marketing.

Lead all outbound marketing and communications programs

including AR &PR.

Define and led cloud-based product offering and development as

well as enterprise application store requirements, strategy,

tactics, pricing & go-to-market programs.

Oversee creation of all new content including websites,

collateral, videos and webinars.

2008 - 2010 SQLstream, Inc.: Vice President, Corporate & Product Marketing

Repositioned real-time, streaming analytics and operational

business intelligence start-up from Financial Services to

Intelligent Transportation, growing licensing revenue from $0

to ~$1M by targeting Mobile Resource Management and Sensor

Network Monitoring deals.

Led global marketing and communications strategy including the

2008 - first (60 stop) press and analyst tour resulting in initial

Present coverage, reviews, awareness and sales.

Planned and delivered lead generation events resulting in

first licensed customers.

Series A fundraising included investor targeting, VC deck,

pitches & strategic planning.

NFLWeather.com: Founder & Chief Operating Officer

Unique news & content syndication service for the online

sports world; USA Today Partner.

2007 - 2008 ActiveGrid/Wavemaker acquired by VMware: Marketing & Product

Director/Interim VP

Board level member of turn-around executive team that

restarted, rebranded and refinanced the Hummer-Winblad grid

software company as a Web 2.0 SaaS vendor. Responsible for

corporate, product and community marketing, licensing &

product mgmt.

Re-launched company into Ajax/Web 2.0 tool space with new

image and partners.

Led new Visual Ajax Studio product launch under AGPL open

source license.

Restarted sales pipeline, increasing web traffic by 250%,

increasing downloads by 400% (from four figures to five

figures) and growing developer community by 300%.

Exceeded qualified lead generation goal by 15% or greater on a

quarter by quarter basis

Built developer community with emphasis on JavaScript, Ajax

and Web 2.0 apps.

2006 - 2007 Adobe Systems, Inc.: Consumer Client & Platform Marketing

(Interim Executive)

Directed integrated marketing and corporate communications

team of 20+ responsible for Adobe's Client Software Portfolio

including Adobe Reader, PDF, Flash Player & the AIR RIA.

Led launch of Adobe Reader 8 w/Google Toolbar, growing revenue

by 33% (9 figures).

Increased volume by more than 25% from ~640 Million to >800

Million downloads.

Introduced unique messaging to launch the very first Adobe

Flash Player for Linux.

Proposed and wrote the first road map for Adobe PDF, PDF-XML

and its permutations.

Appointed to cross-B.U. Microsoft task force. Twice presented

to CEO & executive team.

2004 - 2006 Saletta Solutions: Business Strategy & Web Application

Development (Owner)

Sold professional services and led client engagements for

small consulting team.

Mercury Interactive -> Hewlett-Packard: Systinet SOA

Engagement Director

Sold and led project to research and analyze competitive XML

registries & web services.

RosterZ Hockey on Facebook: Founder & Chief Product Officer.

Built the world's first comprehensive search engine for ice

hockey rinks and ice time.

Krugle, the source code search engine: Market Research &

Messaging Consultant

Azul Systems: Engagement Team Director, Hosted Service Product

Planning

Sold, led, documented and analyzed customer requirements for

new, hosted trial lab.

2004 Adobe Systems, Inc.: Director of Business Development (Interim

Executive)

Sold and delivered comprehensive strategic and ERP plans for

Adobe's first developer community for the LiveCycle Business

1996 - 2004 Process Automation & Document Security Server.

Sun Microsystems Software Division, Santa Clara, CA: OEM

Licensing & Global Sales Lead

Cross-functional sales and marketing leader with oversight of

Java software and intellectual property licensing. Delivered

creative solutions to unlock and close deadlocked sales deals.

Established OEM pricing model for Consumer and Embedded Java &

restructured deals.

Drafted Java brand extension and licensing strategy for open

source licensees.

Led sales development plan resulting in the licensing of IP to

Acer, Apple, Dell, Fujitsu, Gateway, HP, IBM, Samsung, Sony,

Toshiba, Lenovo, Bull/ObjectWeb, JBoss and others.

Nominated for corporate-wide, cross-business unit

collaboration & effectiveness award.

Sun Microsystems Java Software Division, Cupertino: Director

of Marketing (Provisional)

Led marketing & product management for Java Software Division

from cell phone to server.

Member of Global Marketing Executive Council for

cross-divisional strategy & planning.

Awarded company-wide prize for leadership after redesigning

the organization to maximize productivity, retention and

growth while exceeding the BU's revenue goals.

Initiated, authored and led Java 2 Platform, Enterprise

Edition product plan, road map, partner strategy and Java

Blueprints which, together, drove more than 2M downloads.

Led and launched the J2EE, now Java EE, test and branding

program, gaining 90% share, +$10M revenue & 38 licensees

including BEA, Borland, Ericsson, Fujitsu, Hitachi, HP, IBM,

Macromedia, Nokia, Novell, Oracle, Palm, RIM, SAP, Sprint,

Siemens & Tibco.

Gave more than 200 media interview, customer pitches & sales

trainings presentations

Sun Microsystems Computer Corporation, Menlo Park, CA: Product

Marketing Manager

Led cross-functional team for Sun's flagship $900M UltraSPARC

Desktop Workstation Line.

Met or exceeded all market share forecasts and revenue goals

for six consecutive quarters by initiating vertical market

promotions and sales incentive programs targeting Financial

Services, Energy, Entertainment, Manufacturing, and Graphic

Design.

Simplified and launched the JavaStation's Netra j

Client/Server Administration Suite.

1995 Candle Corporation: International Operations Consultant,

Corporate Strategy

Created capacity utilization forecasting model and goods

production sharing requirements for consumer manufacturing

company in California and Tijuana, Mexico.

Education

1994-1996 MBA, Yale University, School of Management, New Haven,

Connecticut

Dual concentrations in Corporate Finance and Economic

Strategies.

Graduate Teaching Assistant in Political Analysis of

Management.

Distinctions in Strategic Marketing, Finance, Game Theory and

Political Analysis.

1990-1992 M.ED., University of Virginia, Charlottesville, Virginia

Curry School Leadership Fellow in Organizational Development &

Administration.

Graduate Research Assistant for the Virginia Education Policy

Analysis Center.

Pre-doctorate work in public administration, law and business

at the Darden School.

Head Resident responsible for 25 student buildings, +1,000

residents and a staff of 8.

1986-1990 A.B., Bowdoin College, Brunswick, Maine

Double Majors in American and Latin American History. Minor

in English.

11 Varsity Letters; instructor with Professional Kicking

Services.

Small Ivy exchange at Dartmouth College, Hanover NH.

Political campaign staff writer.

1980-1986 Milton, Academy, Milton, Massachusetts

Interests Certified therapy dog handler, ice hockey player, fly

fisherman & Dad

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