Sales, Business Development, New Ventures, Internet of Things

STEPHEN B. MAKAYI

Silicon Valley, California 408-***-****

linkedin.com/in/stephenmakayi *******@*******.***

SUMMARY

A client-focused technology industry executive and thought leader with considerable global experience in strategic business development, consultative selling, establishing new ventures, the Internet of Things

(IoT), sensing platforms, solutions strategy, and partner development. I am seeking executive ownership for leading, executing and growing a portfolio of platform-based, innovation-led, new ventures and transformational plays that will differentiate and accelerate your growth in the new digital marketplace. KEY SKILLS AND CORE COMPETENCIES

Consultative Selling & Business Development Solutions Strategy & Integrated Solutions Sales Operations & Cross-functional Interlock IoT Platform Solutions, Cloud & Analytics Leading New Ventures & Corporate Initiatives Growth Strategy, Industry & Firm Analysis Alternative Models & Go-to-Market Execution Ecosystem Strategy & Partner Development EXPERIENCE AND KEY ACCOMPLISHMENTS

Cisco Systems Inc., United States, San Jose

Manager, Business Development, Smart and Connected Communities (S+CC) 2013 - 2016 Drove $580M FY16 IoT product and solutions bookings across the Americas. Led execution of Cisco innovative IoT strategy in cities and enterprise markets with smart solutions and software partnerships.

• Achieved 127% of annual plan in IoT S+CC product and solutions bookings across the Americas.

• Attained 68% YoY growth in total IoT S+CC bookings through direct CXO and partner engagements.

• Delivered first Cisco $900K IoT S+CC solution software wins in the City of Dallas and Mexico City.

• Engaged city Mayors and enterprise CXO leaders on their digitization strategies and implementation.

• Founding member of the Dallas Innovation Alliance (DIA) executing the City’s digitization strategy. Cisco Systems Inc., United States, San Jose

Marketing Manager, Office of Strategy and Planning 2010 - 2013 Entrepreneur-in-Residence for IoT, Healthcare and Interactive Signage incubations in Industry Solutions Group. Led strategy, investment, business development, and operations for Cisco innovation solutions.

• Sized $27B Cisco IoT opportunity, models and investment prioritization for Operating Committee.

• Managed $160M Cisco IoT Healthcare, Interactive Signage, and Smart Cities incubation portfolio.

• Conducted initial Cisco corporate IoT strategic evaluation and recommendations to OC in 2010/11.

• Led FY13 Cisco solutions strategy, long range planning and operations resulting in $550M bookings.

• Co-founded Internet of Things World Forum and structured first Steering Committee event in 2013. Cisco Systems Inc., United States, San Jose

Marketing Manager, World-Wide Cloud and Managed Services 2007 - 2010 Led product marketing and solution strategy for World-Wide Cloud and Managed Services organization, with responsibility for offer management, strategic marketing, and service creation to service providers.

• Evaluated, sized and competitively framed $190B Cisco TAM in cloud and managed services market.

• Launched extensive sales and marketing materials for MSP partners resulting in 40% increased sales.

• Managed $450K Cloud, Security and ACI/APM portfolio budget, resulting in increased Field sales.

• Created and launched differentiated offerings and envision kits for Cloud, Security and ACI/APM.

• Developed Cloud differentiation framework and strategy using IT stack and value chain analyses. Gartner Inc., United States, San Jose

Senior Consultant, Market and Business Strategy Practice 2006 - 2007 Scoped, prepared, and delivered high-impact critical client engagements and insights to tier-1 global high-tech and enterprise clients. Presented outputs and actionable recommendations to CEO-level.

• Led market opportunity and entry strategy assessment in the US and Europe for a US data center and intelligent infrastructure management solutions provider resulting in new market plays and entry. *******@*******.*** STEPHEN B. MAKAYI 408-***-****

• Developed integrated processes and metrics model for OSS/BSS provider to evaluate CSP networks.

• Evaluated collaboration market transitions and buyer segments for a leading provider’s growth plans.

• Advised collaboration provider on future state scenarios and market implications in the unified communication and collaboration market via extensive market modelling and competitive analyses. Gartner Inc., United Kingdom, London

Senior Consultant, Market and Business Strategy Practice 2004 - 2006 Scoped, prepared, and delivered high-impact critical client engagements and insights to tier-1 global high-tech and enterprise clients. Presented outputs and actionable recommendations to CEO-level.

• Executed M&A commercial due-diligence of acquisition strategies for security software providers.

• Assessed market opportunity and risks of new market entry into managed security market for CSP.

• Evaluated and repurposed a European CSP marketing plan with new actionable recommendations.

• Performed MVNO European market and regulatory assessment for Simyo ahead of new market entry. Gartner Inc., United Kingdom, London

Account Partner, Vendors and Major Clients 2003 - 2004 Led virtual team to retain and grow $2.5 million annual goal from Telecoms, IT and enterprise clients.

• Secured $612K advisory services contract with Accenture by applying a combination of compelling ROI analyses, business case justifications, and managing executive relationships.

• Brokered Gartner capabilities to CIO, CMO and other C-level executives with numerous national and global enterprises, systems integrators, hardware, software, services and application providers. Cable & Wireless plc., United Kingdom, London

Account Manager, International and Partner Services 1998 - 2001 Led global virtual team of experts to manage complex ISP and carrier reciprocal revenue relationships.

• Grew bookings 60% from $50 to $80 million by leading and orchestrating global capability teams.

• Structured $4.5 million DS-3 Gemini optical bandwidth US-UK deal with a US-based global carrier.

• Led, negotiated and structured complex capacity, voice, IP transit, hosting, interconnection, and indefeasible rights of use (IRU) agreements with international carriers, internet exchanges, and ISP’s.

• Managed monthly and quarterly sales forecasting operations internally, with customer, and partners. Account Executive, High-Tech Sector and Public Sector 1996 - 1998 Negotiated sector-specific solution implementations and contractual agreements with customers.

• Grew revenues to $1.6 million from prioritized accounts within the High-Tech and public sectors.

• Streamlined and presented C&W value proposition and outcomes to NHS WAN (NHSnet) clients. SAMPLE PUBLICATIONS AND THOUGHT LEADERSHIP

• The Internet of Things: Understanding the Paradigm Shift and Implications for Cisco.

• Cisco Managed Application Performance Management Services.

• Ascending the Managed Services Value Chain: Cisco IP NGN Thought Leadership Journal.

• Application Fluency for Service Providers: Why it Matters in the Managed Services Market.

• Unlocking the Potential of Cloud Computing with Cisco Application Performance Management. EDUCATION

Master of Business Administration (MBA)

Imperial College London, Imperial College Business School, London, United Kingdom. Thesis: The Emergence of Competitive Software Clusters - Policy and Market Catalysts for Clustering. Postgraduate Diploma in Management Studies (DMS), with Merit. University of Westminster, London, United Kingdom. Certificate in Microcomputing for Business

University of Westminster, London, United Kingdom. Bachelor of Arts in Education BA (Ed.) (Hons), Economics Major. Makerere University, Kampala, Uganda.

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