Sales Marketing

Michael P. Magrath

Chantilly, VA ***** - 703-***-**** - ************@*****.***

http://www.linkedin.com/in/michaelmagrath

Target Position: Business Development Executive

Highly competent Business Development / Marketing executive who drives

sales, retains customers, and achieves profitability objectives.

Formulate and execute marketing strategies, maximizing strategic

alliances. Skilled in advocacy and government affairs for cyber security,

combating fraud, waste and abuse, identity and access management in

healthcare and government programs. Built extensive network of contacts.

Recognized industry leader, published author, frequent speaker and

thought leader.

. Rainmaker - Generated and retained over $700 million through product

introductions, enhancements and marketing initiatives.

. Revenue Growth and Market Optimization - Generated 50,000+ in leads

and more than $16 million in revenues by initiating a lead management

system at New York Life Insurance.

. Government Relations - Key contributor to the Medicare Common Access

Card Acts of 2011 & 2013 - bi-partisan legislation that calls for

pilots featuring smart cards to be issued to healthcare providers,

suppliers and Medicare beneficiaries to combat the $60 billion in

annual fraud in the system.

. Cost Cutting - Reduced operating expenses more than $4 million by

introducing alternative procedures.

areas of expertise

Bid & Capture Management Customer Acquisition Product Marketing

Budgeting/Forecasting Operations Improvement Pricing / P&L

Business Development Product Development Strategic Planning

Client & Vendor Relations Product Management Team Building &

Leadership

Experience

Gemalto, Inc., Arlington, VA, 2007-present

Publicly traded global developer and manufacturer of digital security

technology including smart cards, strong authentication tokens & software,

SIMs, driver licenses, and e-Passports with $3 billion in annual revenues.

Director, Business Development & Field Marketing, Government and

Healthcare, North America

. Support the overall process of management and corporate decision-

making to ensure the organization maximizes its short, medium and long-

term profitability and shareholder returns.

. Liaise with other executives on the implementation of the company's

strategic and operational plans

. Ensure efficient and effective marketing, advertising and promotional

planning through the Marketing Department

. Develop long range strategic plan including competitor and market

analysis

. Present a sales forecast and budget for Sr. Management approval and

prudently manage resources within those budgetary guidelines according

to company policy and within ethical corporate governance guidelines

. Maintain and develop organizational culture, values and reputation in

its markets and with all staff, customers, suppliers, partners and

regulatory/official bodies.

. Oversee teaming and partnership agreements, capture management and

pricing. Participate in customer-facing meetings. Continually refine

identity services healthcare strategy through assessment of

experiences in marketplace.

. Served as Contract Administrator for the company's GSA Schedule 70

contract.

. Established relationships with DoD, DHS, Dept. of State, Government

Printing Office, HHS, VA, CMS, FEMA, NIST, State and Local Governments,

HIMSS, WEDI, DirectTrust.org, Kantara Initiative, IDESG, The World Bank

Group, HRBA, MIFA, MNOs, systems integrators and privacy groups.

. Capture management. Drafted and coordinated RFI and RFP responses for

several government programs including the U.S. Government Printing

Office's (GPO) eID program, State of Colorado's First Responder Access

Credential, Federal Reserve Bank's strong authentication program, DHS'

HSPD-12 compliant identification credentials.

. Chairman, Smart Card Alliance's Health & Human Services Council - brings

together payers, providers, and technologists to promote the adoption of

smart card technology in U.S. healthcare organizations and within the

national health IT infrastructure. Re-elected in 2012 for 2-year term.

. National Strategy for Trusted Identities in Cyberspace (NSTIC) Steering

Group Participating Member - the Identity Ecosystem that improves upon

the passwords currently used to log-in online. A marketplace that allows

people to choose among multiple identity providers - both private and

public - that would issue trusted credentials that prove identity.

Recognized advocate for the issuance of hardware-based credentials for

citizens conducting sensitive transactions on the Internet to protect

privacy, security and reduce identity theft.

. American Medical Association - Served as advisor to the AMA in support

of the AMA's grant from the Center for Disease Control to develop a

portable, secure, health security card to store critical demographic and

medical information about individuals for disaster response.

o Brokered relationship with FEMA who will conduct a full-scale

disaster response exercise in April 2012 featuring the state-

issued First Responder Authentication Credential and the AMA's

Health Security Card.

Abraxas Corporation, McLean, VA, 2006-2007

Privately held risk mitigation technology company that implements trusted

unique technical solutions to address global challenges faced by national

security community today and in the future with $60MM in revenues. Ranked

17th on Deloitte's Technology Fast 500 list in 2006

Director of Marketing, Contractor

Spearheaded strategic and tactical marketing initiatives for a start-up,

web-based counterterrorism system that provides critical infrastructure

protection. Targeted Department of Defense, Department of Homeland

Security, Federal Protective Service and State Homeland Security

Departments whose funding is primarily derived from federal grant dollars.

Contract not renewed due to new management team.

. Developed the company's first comprehensive marketing plan.

. Introduced a new pricing model to support a complex sales process.

. Orchestrated re-branding of flagship product, TrapWire software, for the

Homeland Security marketplace, a software application that links with

security cameras.

. Oversaw the development of all corporate and product marketing

collateral.

RADinfo Systems, Inc., Dulles, VA, 2005-2006

Designer and developer of software and systems for diagnostic and

radiological imaging with $5M in revenues

Head of Marketing and Brand Management

Led strategic initiatives for developing business, including brand

management, market research, advertising, including search marketing,

search engine optimization, direct marketing, public relations, event

planning and execution, budget management and team building. Reported to

the CEO. Supervised 1 direct report.

. Coordinated research and market/media selection for all corporate

advertising including print, online and search engine advertising,

including Google AdWords.

. Developed ROI-measurable multi-faceted marketing initiatives including

direct marketing, telemarketing, tradeshows/events, channel marketing

programs, search and online marketing campaigns.

TallyGenicom, LP, Chantilly, VA, 2005

Privately held dot matrix, laser, mobile printer company with offices

worldwide and $110M in revenues. Acquired by Printronix in 2009.

Senior Product Marketing Manager, North and South America

Participated in analyst briefings, prospect webinars and other marketing

outreach efforts. Articulated financial return for clients based on

derivation of cost-benefit analysis. Initiated thought leadership and

customer value proposition collateral. Developed sales tools and white

papers for resellers. Lack of good financial management led to massive

layoffs.

. Increased sales of wireless and dot matrix printers 15% by developing

marketing programs and promotions.

. Generated potential sales by designing direct mails pieces and

promotions.

SAMBA Holdings, Inc., Albuquerque, NM, 2003-2004

Privately held provider of online driver record monitoring services in the

U.S. with risk management web-based software with $3 million in annual

revenues. National online, subscription-based software product

Director of Product Management

Brought structure to company. Oversaw product life-cycle management by

understanding market demands, technology trends and competitive field.

Managed strategic product roadmap, product strategy and business plan to

gain maximum benefit from each product. Drove product release strategy,

interacted closely with sales, development and product marketing to define

requirements. Reported to CTO. Left due to massive layoffs.

. Revised contracts to shorten sales process 30% and streamline back office

operations 40%.

. Increased Customer Lifetime Value (CLV) 1000% by developing and

implementing company's first structured pricing model.

Pitney Bowes, Inc., Stamford, CT, 2000-2003

Publicly traded global Mailstream software, hardware, services and

solutions with $5.5B in annual revenues.

Global Product Manager

Directed life-cycle, inventory and brand management for worldwide product

line. Developed five-year strategic business plan by identifying product

opportunities and reconciling opportunities with other market and channel

positioning needs. Adjusted price and positioning of products and services

by analyzing profitability. Shared P&L responsibility for $125 million in

revenues with 1 direct report.

. Extended sales life 3-years and reduced used equipment inventory $1.2

million by developing end-of-life strategy for flagship product.

. Saved ($800,000) annually by introducing new manufacturing, packaging and

shipping methods for an 11,000 customer-base mail management software

product - SmartMailerTM.

. Served as strategic international liaison to grow global market share 15%

worldwide by introducing existing products to new markets and alternative

channels.

Previous positions held - OppenheimerFunds, Inc., Marketing Manager in

Charge of Customer Acquisitions, New York, NY, 1997-1999. New York Life

Insurance Company, Senior Market Research Consultant, 1997; Senior

Marketing Consultant, 1994-1997; Senior Marketing Associate, 1989-1994,

New York, NY.

Education and Certification

. University of Massachusetts, Amherst, BA- Psychology

. Certified Smart Card Industry Professional (CSCIP) designation

Professional Affiliations

. Smart Card Alliance's Health & Human Services Council, Chairman (2010-

present)

. National Strategy for Trusted Identities in Cyberspace's Identity

Ecosystem Healthcare Committee, member

. DirectTrust.org, current member

. Healthcare Information and Management Systems Society (HIMSS), current

member

Contact this candidate