Sales Marketing

M A TTHE W R . C A RLSO N

Home 206-***-**** • Cell 206-***-**** • Email: ****.********@*******.***

S ENIO R M ANAGER – ENVIRONMENTAL/ENERGY PRODUCT M ARKETING & S ALES

Versatile, accomplished, and entrepreneurial ma nager offering 20 years experience in a combination of mar keting

communications, pr oduct/project ma na gement, and technology evangelism r oles. A 10-year focus on energy

efficiency and other “clean-tech” related pr oducts a nd services including experience with industrial/commercial

facility audits and utility energy incentive rebate pr ograms. Proven history of being promoted into positions of

increasing responsibility based upon results and overall leadership capabilities.

CORECOMPETENCIES

New Product/Program Development Clean-Tech Product Evangelism Marketing Collateral Development

Training and Presentation Skills Partnership Development Budget Planning/Analysis

P ROFESSIONA L EXPERIENC E

FLUX DRIVE INC., Kent, Washington Sept. 2011-Present

Manufacturer of magnetic adjustable speed drives and couplings for industrial/commercial energy efficiency

Vice President of Sales & Marketing (2012-Current), Director of Sales (2011-2012)

Responsible for launching sales and marketing efforts for this start-up manufacturer of electric motor adjustable speed drives and

couplings. Activities and achievements include:

Led the company’s first comprehensive analysis of competitive positioning across multiple market segments, resulting

in critical changes in product and sales strategy, pricing, and product development schedule.

Developed a l l new marketing collateral materials and sales tools used to communicate product value

proposition to customers, reseller partners and investors.

Audited dozens of industrial and commercial facilities identifying energy savings opportunities, preparing ROI

analysis, and developing product implementation plans

Built relationships with, and closed initial sales with new customers including the Boeing Company, Veolia

Environnement, Georgia Pacific, Freeport-McMoRan, Sierra Pacific Industries and Kolon Industries (South Korea).

Worked collaboratively with customers, engineers and contractors to successfully implement Flux Drive products in

dozens of facilities around the United States and internationally (Canada, Mexico and South Korea).

Developed outreach program to promote Flux Drive technology to consulting/design engineering community and

personally performed dozens of educational presentations and webinars.

Sept. 2009 – Sept. 2011

COSTQUEST ASSOCIATES, INC., Bellevue, Washington

Consulting firm providing telecom network mapping and modeling solutions

Project Manager – State Broadband Initiative (SBI)

Managed the first two years of a 5-year, 4-state, $20 million broadband mapping project funded by the Dept. of Commerce’s

“State Broadband Initiative”.

Led a 15 person multi-disciplinary team delivering a complex web/GIS application showing broadband coverage info

Successfully achieved all project deliverables on time and under budget despite significant ongoing scope changes

CostQuest was consistently recognized as one of the most effective and efficient vendors within national SBI

program – resulting in the extension of contract for an additional three years.

Oct. 2005 –Nov. 2008

DUX AREA, INC., Seattle, Washington

Start-up manufacturer of high-efficiency spray painting equipment for the industrial finishing market.

Vice President of Marketing (May 2007 – Nov. 2008), Director of Marketing (Oct. 2005 – May 2007),

Directed all marketing and product management activities for this early-stage company. Initially focused on marketing

communications for product “launch” but was rapidly promoted to drive new product development. Developed all related

training and marketing materials and acted as company’s technology “evangelist” and primary liaison to industry press and

local, state and national governmental agencies to ensure regulatory compliance. Marketing program rapidly built awareness

of the technology and generated 1000+ qualified leads within 6 months of launch. Worked closely with product designers to

re-engineer products based upon consumer and channel feedback, leading to the release of second generation product.

Awarded 2008 “IWF Challenger’s Award” for best new technology (from over 160 entries).

Listed as a “Top 25” vendor by “Finishing” magazine.

Oversaw design and release of two highly desired new products within one year of assuming Prod. Mgmt. role.

BACGEN TECHNOLOGIES, Seattle, Washington 2001-2005

Engineering consulting firm managing water/wastewater facility energy efficiency projects

Director of Marketing and Operations

Contributed to many aspects of this company’s business and growth as its fourth employee. Responsibilities included high-

level design/integration of instrumentation and motor control systems for energy conservation in rural wastewater treatment

facilities. Oversaw field implementation of energy efficiency upgrades in over 30 facilities throughout the NW and California

over a 3+ year period – ensuring projects adhered to rigid timelines and budgets. Worked closely with company founders to

maintain relationships with funding partners including the Bonneville Power Administration, Northwest Energy Efficiency

Alliance, the Oregon Energy Trust, and other regional electric utilities. Coordinated tradeshows for company, updated

website, and wrote case studies to highlight company’s expertise .

300% sales increase during tenure with company and growth from four to eleven employees.

Developed an innovative project monitoring web application to allow centralized monitoring of multiple remote

facilities energy consumption and treatment performance from BacGen’s Seattle office.

Named “Energy Efficiency Contractor of the Year” by Bonneville Power Administration.

CAPITALSTREAM, INC., Seattle, Washington 1999-2001

Developer of business credit automation solutions for the financial services industry.

Director of Business and Channel Development

Initiated and cultivated relationships with key industry partners such as Dun & Bradstreet, Fair, Isaac and Company, KPMG

and many more. Created channel pricing models. Collaborated with channel partners to leverage strengths and create joint

marketing programs. Created and directed executive level presentations and sales activities with large national banks.

SPRY INC., SEQUEL TECHNOLOGY CORP., AND CONSORTIO INC., Bellevue, Washington 1994-1999

Marketing and Channel Sales Manager/Director

Worked in a combination of Manager and Director-level channel sales, business development, and marketing roles for these

three Internet software start-ups. Successfully launched several new products by establishing relationships with the three

largest domestic software distributors of the day – Ingram Micro, Merisel, and Tech Data – as well as dozens of value added

resellers (VARS). Negotiated contracts, established pricing strategies, and developed joint marketing and training programs.

Selected Achievements:

My accounts made “Internet In-A-Box” (SPRY’s product) the #1 selling communications software in the US in 1995.

Developed a unique new “software as a service” business model for the reseller channel while at Sequel

SONY ELECTRONICS INC., Renton, Washington 1992-1994

US division of global consumer electronics manufacturer

Retail Sales Associate

Interfaced directly with consumers throughout the Northwest as the Sony “Factory Rep.” for sales and promotional events.

Performed all new product training for retail sales associates at the largest regional and national electronics resellers. Gained

an excellent understanding of consumer behavior, channel sales incentive programs, and effective channel marketing activities.

E DUCATIO N & C OMMUNITY I NVOLVEMEN T

Bachelo r o f A rt s – B usines s A dministration V oluntee r A ctivities:

C u m L au d e, P h i B et a K appa Board Member, Paul Glaser Charitable Foundation

U niversit y o f W a shington, S eattl e, W A Northwest Energy Angels volunteer, 2009-2011

P resident, D elt a U psilo n U ndergraduate Youth Baseball Coach, 2008-2013

Fraternity

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