Vice President Marketing

Resume

BILLY ZHANG, PH.D.

Andover, Massachusetts

978-***-**** • ***********@*****.***

GLOBAL MARKETING & ACCOUNT MANAGEMENT LEADER

Dynamic senior leader in B2B sales and marketing with more than 15 years of experience at the forefront of new product development and innovation in the international telecom, industrial, energy, and IT sectors. Entrepreneurial minded, strategic- thinking, and process driven creative and analytical problem solver, with proven history of developing highly competitive strategies for global commercialization, and providing vision and leadership to and motivating direct and virtual teams in execution of strategies for market capture, development, and growth, including penetrating hard-to-enter Asian markets. Leveraged superb technical expertise and strong customer relationship skills to shape product offerings that integrated Voice of Customer, achieving stellar results in expanding business, building new business, and turning around underperforming business. KEY CAPABILITIES & AREAS OF EXPERTISE

• Strategic Planning & Execution

• Team Building & Leadership

• P&L and Budget Management

• Go to Market Strategy & NPI

• Key Account Management

• Product Management & Branding

• Demand Generation

• Value Proposition & Positioning

• Channel & Distributor Management

• Business Turnaround

• M&A Negotiations

• Financial Due Diligence

• Continuous Improvement

• Sales Effectiveness & Efficiency

• Advanced Excel

ACCOMPLISHMENTS

• Led cross-functional team of Finance, Marketing, Project Management, R&D, and Legal to bid on a 5 million RMB R&D smart grid project for a $73-billion government energy utility key account (KA), after forging strong customer intimacy at C-levels and overcoming stiff competition from low-cost local offerings, achieving first-ever sale of the Situation Awareness energy management enterprise software solution in the KA, and watershed win that positioned company well for the KA’s subsequent smart grid initiatives worth hundreds of millions of dollars.

• Spearheaded efforts in building the commercial foundation of an industrial MNC in emerging market that expanded export business to the market from $30 million to $110 million over three years, through cross-industry market research and competitive analysis to tap into executive expertise in the market, gain insights to integrate into market entry strategies for 9 diversified business units, identify M&A prospects, perform due diligence, and negotiate joint ventures – resulting in an $18 million JV with an SOE and a $30 million JV with a POE.

• Built a Safety & Security business from scratch and grew to $3.5 million in first year with deft business leadership, launching an entirely new category of solutions in the Safety & Security market with entrenched competition, and boosting brand awareness with integrated marketing programs. Closed deals of multiple image-enhancing projects, including Tianjin Airbus general assembly plant, and the highly desirable 2008 Beijing Olympics Swimming Stadium project (Water Cube) for intelligent emergency lighting system at 10x the cost of local solution with special customer funding, tapping a last-minute window of opportunity through personal networking and international collaboration, and cementing top of the pack leading position for the brand.

• Turned around a Tools business in consecutive three-year sales decline, transforming the entire business processes of product pricing, organization development and team incentivization, and distribution channel management, reversing the down-sliding trend within first month of taking charge, and increasing topline by 56% YoY at year-end.

• Drove more than $2 million in advance bookings prior to formal product launch of new SONET/SDH optical communications test solution, with orders rising to $8 million by year-end – exceeding target by 40% through delivery of value propositions that focused on differentiation and direct presentations to customers around the world, including winning first-ever order from Japan within record time of initiating international business development effort. Resume

BILLY ZHANG, PH.D. • Page 2 • 978-***-**** • ***********@*****.*** PROFESSIONAL EXPERIENCE

Commercial Leadership with Both Start-ups and Global 500 Technology Companies, 2003 – Present Principal / Consultant, VIRTUOUS INTELLIGENT INFOENERGY, Andover, Massachusetts April 2013 – Present Vice President, DEMAND ENERGY NETWORKS, Liberty Lake, Washington April 2012 – March 2013 Managing Director – Network Management Solutions, ALSTOM GRID, Shanghai, China May 2011 – April 2012 Director of Sales Performance & Operations / Director of Sales, ALSTOM GRID, Shanghai, China April 2009 – April 2011 Manager, HONG KONG TRUE COLOR INDUSTRIAL CO. LTD., Shanghai, China November 2006 – March 2009 General Manager APAC – Cooper Safety & Security, COOPER INDUSTRIES, Shanghai, China May 2005 – October 2006 Director of Sales & Marketing, COOPER INDUSTRIES, Shanghai, China March 2003 – April 2005 Delivered consistent successes and demonstrated business leadership with full P&L in Cloud / enterprise software solutions for Smart Grid / Smart Building / Smart City / Internet of Things (IoT) ecosystem, and in hardware systems of electrical power, tools, lighting, and fire protection & security for diverse industrial and commercial markets, in emerging economies (China & India). Created and executed effective and winning business strategies with consumer insights that expanded business, built new business, and turned around underperforming business. Launched whole new categories of solutions through brand-boosting integrated marketing with differentiated value propositions. Nurtured relationships at both technical and C-levels with governments, NGOs, investors, R&D institutions, and global key accounts in clean energy, utilities, nuclear power, and industrials. Negotiated multiple multimillion dollar joint ventures. Leveraged Salesforce.com to implement sales effectiveness and efficiency processes that enabled sales force to outperform productivity and volume goals and sustain steady €320 million in revenues. Coached, mentored, and developed multiple teams with performance-driven culture and can-win attitude. Selected Achievements:

• Won 10 million RMB in government seed funding for an entrepreneurial scientist with startup venture to commercialize cutting-edge plasma antennae technology for mobile communications. Additional funding for an energy storage startup.

• Guided a private investor to invest 20 million RMB in Industry 4.0 / IoT and wastewater treatment technologies, leading to joint effort to build smart platforms for healthcare, tourism and transportation, and to develop connections with international wastewater treatment technology companies and municipal facilities across Europe, U.S. and China.

• Secured participation in a 4.2 billion RMB offshore off-grid wind-solar-storage pilot microgrid project funded by National Development & Reform Commission (NDRC) to meet its requirement for energy storage built into the project.

• Landed Alstom Grid’s first-ever sale into a utility global key account of high-voltage gas insulated switch (GIS) gears, a €7 million centralized bid, by regaining the key account’s trust and overcoming the key account’s decade-long sanctions against Alstom after previous poor performance by predecessor AREVA T&D. Product Management / Product Marketing with Data Storage and Optical Communications Companies, 1997 – 2003 Market Development Manager – North America, HARTING-USA, Elgin, Illinois May 2002 – February 2003 Product Marketing Manager, TEKTRONIX, Chelmsford, Massachusetts July 1999 – April 2002 Manufacturing Engineer, LINKE CORPORATION, Gaithersburg, Maryland May 1998 – June 1999 Product Manager, LECROY CORPORATION, Chestnut Ridge, New York September 1997 – May 1998 Directed the full new product development lifecycle of test instrument from concept through market launch, working with R&D and product development groups to ensure that customer expectations and technical feature requirements were met or exceeded, and balancing time to market against financial goals and competitive positioning. Liaised with corporate MARCOM team on differentiated messaging and positioning. Allocated product demo units and conducted global customer presentations in support of field sales. Determined pricing by value to optimize profit ROI. Created effective go-to-market and global NPI strategies. Managed phase-out of old product with end-of-life orders exceeding plan by 32%. Served as company representative on the U.S. delegation to the ITU-T standards body in Geneva, and the O.172 working group on jitter and wander measurement. Selected Achievements:

• Realized first optical communications order from Japan in company’s history, within 6 months of strategic initiation.

• Re-launched software solution for disk drive analysis after uncovering and fixing algorithm flaws and revamping UI. Resume

BILLY ZHANG, PH.D. • Page 3 • 978-***-**** • ***********@*****.*** Earlier roles include Materials Engineer for Hughes Network Systems (Supply Chain / Supplier Management for Satellite / Cellular Communications & DirecTV Set-Top Boxes, Maryland), and Composition Assistant for CNS/ThisWeek (Editing Articles

/ Layout for Newspaper Publishing). Details on request. FORMAL EDUCATION

Executive Education in Business Marketing Strategy Harvard Business School

Doctor of Philosophy in Materials Science & Engineering Johns Hopkins University

Master of Business Administration (MBA) in Marketing University of Maryland

Bachelor of Science in Physics

Shandong University

PROFESSIONAL DEVELOPMENT

Graphic Design Courses

College of Arts & Sciences, Ohio State University

Drawing Lessons

Maryland Institute College of Art

RESEARCH ACTIVITIES

Use of X-Ray Absorption Techniques to Study Passive Films on Alloy Surfaces National Synchrotron Light Source, Brookhaven National Laboratories Data Analysis & Mathematical Modeling

Materials Department, National Bureau of Standards (National Institute of Standards and Technology) Electrochemical Sample Preparation & Scanning Electron Microscopy Surface Analysis Johns Hopkins University

Study of Color Centers in Crystalline KCl by Ion Implantation Shandong University

LANGUAGE SKILLS

Mandarin Chinese (fluent) • English (fluent) • Japanese (basic)

U.S. CITIZEN

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