Strategy and Business Development

Julie H. Skipper, Ph. D.

** ******* ******

Pittsford, New York 14534

C: 585-***-****

*****.*********@*****.***

CAREER SUMMARY

A highly motivated executive with an entrepreneurial spirit and extensive

experience in Corporate Strategy, Market and Business Development, and

Research focused on systems and solution development. Using a systematic,

analytic approach drive the quantification and understanding of market,

business, and technology needs to achieve commercial success. New solution

and services launches have achieved high client satisfaction and high

return on investment.

. A driven, innovative, thought leader who establishes and validates

corporate strategies leading to highly profitable new business

opportunities.

. A respected and trusted leader of highly motivated teams.

. A recognized marketing research analyst whose technology and business

insights drive customer focused solution requirements and value

propositions.

. A breadth of skills in Leadership, Technology, Business Acumen,

Systems Analysis, and Process Improvement leading to the design and

implementation of novel business opportunities, partnerships, and

market attack plans.

. Effectively communications at all levels of management and client

engagements.

PROFESSIONAL EXPERIENCE

Harris Corporation, Rochester, NY

Strategy and Business Development Manager:

2014 - Present

Identifying new business opportunities for the DoD and International

defense markets using existing products and solutions as well as

establishing new business strategies and solution roadmaps to introduce

emerging technologies for market growth. Implementing process improvement

programs to allow the department to be more effective and take a higher

volume of projects as Harris's world-wide systems market share grows.

. New solutions have average revenues of $50-100 M with annuities for

service of $0.25M a year for a $250 M + international solutions

business unit.

. Building inbound and outbound marketing and sales collateral to

socialize the solutions.

. Leading a solution bid and proposal teams to grow the pipeline

interfacing with regional sales and systems engineering consultants.

Introducing new solutions to the regional sales teams.

. Process Improvements in systems engineering are targeted to save $1 M

in the first year.

Eastman Kodak Company, Rochester, NY

1985 - 2013

Chief Solutions Architect: Services for Business

2010 - 2013

Led a worldwide team of solution architects to build a new solutions and

services portfolio for 3 service business units - content management;

security solutions; and media and print. Solution design considered the

evaluation of: business strategy, market situation, competitive

landscape, vertical market and customer targeting, business case /

financials, contracting, pricing strategies, and partnership

opportunities.

. Average solution revenues of $2 M with annuities for service and

consumables of $0.15 M.

. Through partnerships, launched 3 new Software as a Services (SaaS)

frameworks for the delivery of content and direct marketing services

within 8 months with minimal investment ($0.4 M).

Julie H. Skipper, Ph. D.

. Negotiated five new partnership contracts to reduce time-to-market and

initial investment, while leveraging best-in-class software platform

capabilities.

. Requirements development focused on Europe and emerging markets: India

and Latin America.

. Vertical market focus: Retail, Pharma, Real Estate, Financial

Services, Utility, and Consumer Package Goods - verticals with high

volume of digital marketing and customer communications

Business Development Manager: Services for Business

2010 - 2013

Practice Leader for the Media and Print services business.

. Established the strategy and business cases for 3 new solution and

service offerings.

. Led Marketing and Go-to-Market communications and validate client value

propositions.

. Led client engagements presenting more than 15 requests for proposal

responses.

. Achieved an initial revenue pipeline of $2.5 M (40% margins) without a

sales force.

Business Planning and Strategy Development Manager: Chief Marketing

Office 2008-2010

Provided thought leadership to defined and quantify new business

opportunities in commercial print and digital marketing through the

introduction of services, partnerships, and acquisitions.

. Led the CMO strategic requirements to re-build a customer data

warehouse for inbound and outbound marketing. Define market

segmentation strategies and align with the data warehouse.

. Performed Acquisitions Case Evaluations by analyzing the strategic fit

and alignment of acquisitions with Kodak.

Technical Director: Graphics Communications Group

2006-2008

Developed new business strategies to grow and generate new digital

marketing communications and targeted marketing solutions. Completed

market sizing, business opportunity assessments, competitive landscape,

and market segmentation analysis and presented to management.

. Initiated new business opportunities across business silos and

distribution channels.

. Developed a customer -focused client engagement model for direct to

Enterprise solution sales. Used with more than 20 client to establish

solution and market requirements.

. Designed and proposed integrated marketing and print workflow

solutions for multiple corporate customers.

. Drove an awareness within the businesses for Service Oriented

Architectures (RESTful interfaces), cloud /web services, and SaaS

business models.

Research Program Manager: Research and Development

2003-2006

Directed an R&D portfolio using a new innovation process for 5 newly

acquired businesses in the commercial print industry. A team of 20

systems engineers, image scientists, and software developers focused on

workflow process improvements for: marketing communications, graphics and

commercial print workflows, and service offerings.

. Successfully initiated and championed a workflow solutions portfolio

driven by customer, market, business and technically weighted decision

criteria.

. Built relationships and collaborative teams within a complex business

environment involving five newly acquired business cultures to share

technology, product concepts, and market plans.

. Supported due diligence studies in the acquisition of two of the

Commercial Printing businesses.

R&D Portfolio Manager: Professional Imaging Business

2001-2003

Managed a $25 M+ R&D and advanced development portfolio; prioritizing

projects across five strategic business units. Liaised and coordinated

product and technology reviews between R&D and the professional imaging

businesses.

. Commercialized and launched three color management products.

Julie H. Skipper, Ph. D.

. Led a corporate initiative to understand Kodak technologies relevant

to the new Homeland Security efforts after "911". Explored government

funded research.

. Led an initiative to platform software accelerating time-to-market.

. Championed and evaluated four new product concepts driving

requirements, use cases, business case analysis and go to market

plans.

Laboratory Head: Image Engineering and Simulation

1994 - 2001

Managed a $25M research budget and staff of 75 software developers and

image scientists to provide image science support for over 20 consumer

and professional photographic, digital and hybrid products.

. Championed an image science delivery model emphasizing the value of

centralized teams in a matrixed organization to design and promote

common system designs and architectures.

. Championed the importance of software platforming to support research

and product programs, enabling nimble commercialization and go-to-

market opportunities.

. Led cycle time reduction efforts that resulted in reductions from six

months to two weeks

. Defined and implemented a robust technology development process for

software algorithm and image science delivery from research into

product commercialization.

. Presented at a worldwide press/marketing event tour for Kodak Research

Labs in Japan, Australia, China and Singapore.

Additional Responsibilities with Eastman Kodak

1985-1994

Additional experience at Kodak includes Ergonomist and Sr. Research to

provide human factors and consultation in psychophysics, experimental

design and statistics. Designed and taught courses to research

scientists, statisticians, and business researchers leading to improved

product design and market share.

. Successfully modeled color preferences for the manufacturing of film

and digital imaging systems through consumer research. These models

were used up until 2012.

. Drove the establishment of a common set of corporate statistical

design and analysis tools.

. Directed the corporate standards for psychophysical testing and

viewing environments.

. Served as a Kodak liaison with Virginia Tech graduate thesis and

dissertation students.

EDUCATION

Virginia Tech, Blacksburg, VA.

. Ph.D. Human Factors in Industrial Engineering and Operations

Research. Phi Kappa Phi.

. M.S. Human Factors in Industrial Engineering and Operations Research.

Phi Kappa Phi.

North Carolina State University, Raleigh, NC

. B.S. Industrial Engineering. Tau Beta Pi.

OTHER EDUCATION

Kodak Executive Program (1994) - Lucerne Management Institute, Stuttgart,

Germany.

Kellogg Executive Development Program (1996) - Northwestern University,

School of Management

Smith Executive Program (1999) - Smith College, School of Management

CalTech Management of Technology and Innovation (1999) - CalTech,

Pasadena, CA

Six-Sigma Yellow Belt (2006) - Eastman Kodak

Kellogg Strategic Data-Driven Marketing (2010) - Northwestern University,

School of Management

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