Business Development

Robert Brown

Cell: 415-***-****

San Francisco Bay Area based

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

OBJECTIVE:

Business development/sales solutions, working with a sales team for a high growth business in technology, digital transformation, enterprise solutions software, and professional services; experience in software lifecycle product development/management, cloud computing services, IT solutions services, corporate applications customizations and product engineering; custom SaaS software development. Manage partnerships with Salesforce Snowflake and Google. Technologies include; Oracle OCI, AI&ML, analytics, Cloud- Azure, AWS, Google, digital transformation and others noted.

PROFESSIONAL EMPLOYMENT

2020 to 2024 STRAIVE (previously Spi-Global) –San Francisco CA

VP Business Development & Alliances- Data Solutions Division

Providing the best-in-class AI and ML technologies for data extraction and analysis. Product development and RPA automation. Platforms; hi-tech, industrial, financial investment, life sciences, real estate

* Business Development: Driving intelligent solutions for data-driven businesses to enhance their productivity and customer experience. Analytics and process integrations.

* Offering solutions: SaaS and PaaS platform-based technologies to extract data for near real-time reporting. Solutions identifying new techniques for process improvement and automation using AI.

* Manage Salesforce and Google partnerships at their headquarters in San Francisco Bay Area

* Projects: ESG data solutions for the largest financial information providers, Music rights management data for Sony and others, NLP tools, data analysis for drugs and medical devices development, logistics supply chain tracking and analysis

* Selling Microsoft products; Dynamics and Azure- cloud migrations

* Projects with: ICE- New York Stock Exchange, BioMarin, Sony USA, NASDAQ, Athena Health, Moody’s, Franklin Templeton, Illumina, PG&E, Palo Alto Public Utilities, SMUD, Gilead, Navis/Kaleris, Moody’s, Bloomberg, Zillow, Corelogic, Lexus Nexus, Honda Motors USA

* Range revenue responsibly and growth to $11mil

2013 to 2020 KUMARAN SYSTEMS – Redwood City/Torrance, CA

Sr. Director Business Development- North America

Provider of onsite and offshore technology development, Oracle BI services/migrations, software product development and IT outsourcing

* Position: Offering services to global clientele with a range of services including migration modernization, RPA, BI, product development, system integration, and infrastructure management solutions. Leadership of the business development for the US, managing 6 people for sales and support. Working with projects: mobile device, semantic search, digital rights management, BI analytics, Hadoop, and IT cloud computing. Focusing on high tech, banking, large retail, healthcare and telecom, mobile CRM, Oracle implementations, migrations, Nu Skin cosmetics, Clorox, Honda, Paypal, Gilead, Chevron, Bank of America, Republic Bank, Ross Stores, SMUD, SDG&E Utilities, Levi’s, Intuitive Surgical, Willian Sonoma, Bare Essentials, Byer Apparel, Gap, Farmers Insurance, VMware, Tibco, Informatica, NetApp, Juniper Networks, Cisco. Writing, detailing and negotiating SOW’s for different projects.

* Sold and managed the Honda account for 6 years; projects working with IBM to modernize and migrate to the cloud for 6 of 13 plants in North America

* Sold the agreement with large retailer, $1.5mil for offshore IT services, insurance provider, $2.1mil

* Won agreement for OBIEE for a large retail company using ODI and analytics.

* Sold projects with a large automotive company, product development for supply chain and infotainment

* Sold Genband solutions for network monitoring; carrier and telecom network endpoint monitoring

* Sold Embedded development for semiconductor market; deals with Microchip, Onsemi and Renasas, Xilinx, Freescale, Windriver and Autosar development projects;

* Aerospace, Ames, SpaceX, Malin, Northrop

* Cloud implementations and Operations Management, storage CIS, DR

* Oracle implementation and service for eBiz, OBIEE, Hyperion, Google Cloud, etc

* Migration cross platform and upgrade to 11i, Oracle Suite, VMWare project

* Banking clients with investment management, transfers, ATM, projects

* Selling to SDG&E, LA Dept. of Water and Power; contracted sales efforts with Omtrak and Epikso

* Retail project, large national retailer supply chain and warehouse management, Red Prairie with Tibco real time supply chain management

2010 to 2013 APEXON – Menlo Park, CA

Director Business Development

Provider of onsite and offshore technology development, QA services and software product development and healthcare IT services

* Position: selling product development engineering services for technology companies, cloud computing services, BI data solutions and IT services, testing.

* Won Oracle On Demand support business growing in one year to $1.5 mil/yr on site offshore blended model

* Selling ICD10 conversion medical compliance services to the healthcare sector engaged with General Dynamics; payer and payee services for Kaiser, Gilead, BCBS of CA

* SAP support services, all modules BI, FICO, MM, SRM4.0, for KBR, 1st Republic Bank, Wells Fargo

* Contracts with Webroot, Kaiser Permanente, Catholic Health, WebMD, Medtronics, Oracle, Polycom, Plantronics, JDSU; product development and testing, QA; Intel, McAfee, Symantec, Polycom, Juniper, NetApp

* Also selling product development projects, embedded applications and SaaS/Cloud Services.

* Projects involving HIPAA 5010 and ICD 10 compliance for healthcare prayers and providers; SCA Surgical Care Affiliates- BI reporting project; BCBS of CA- VIPs solution

* Quota $4.5mil individual and $14 mil from sales team

2007 to 2010 SONATA SOFTWARE – San Jose (Fremont), CA

Director Sales/Business Development

Provider of outsourced software product development and project management, onsite and offshore professional services

* Position: selling outsourced engineering services for software development and IT services, testing.

* Catholic Healthcare IT conversion project from legacy Unix to MS SQL.

* Microsoft gold certified implementations, Sharepoint, SAP implementations, QA and testing services

* Contracts with Logitech, Adobe, Trend Micro and other enterprise software vendors

* Selling full life cycle services and staff resources for software development and managed IT implementations.

* Quota $3mil per year, individual contributor.

2005 to 2007 PERSISTENT SYSTEMS- Santa Clara, CA

Director Regional Sales

Leading provider of outsourced software product development and Project Management, onsite and offshore

* Position: selling outsourced engineering services for software development and IT services.

* Deals included; @Road, eMerge, DecisionView ongoing projects: Versant, Acteva

* Selling full life cycle services for software development and managed implementations.

* Through @Road deal and acquisition was able to win Trimble Communications business

* Quota $2mil per year, individual contributor, part of a new Silicon Valley team.

2001 to 2005 SUMTOTAL SYSTEMS (was DOCENT INC.), Mountain View, CA

Sales Director, OnDemand

Enterprise software for learning, HCM and CRM solutions (competes with Oracle- Peoplesoft)

* Position: selling enterprise license software for the Human Capitol Management solutions; negotiating solutions and contracts, some P&L responsibility and engineering team interface with sales quota goals. Selling to executive level based on ROI and total cost of ownership.

* Negotiated deals in various vertical markets; data communication- Digex/MCI, AT&T, Qwest, Navisite, BT Syntegra; pharma- J&J, GSk, Sutter Health, Catholic Health; financial- Well Fargo, Bank of America, Republic Bank, TD Waterhouse, Visa Intl.

* Signed agreements with Docent clients including Johnson and Johnson, Harvard, Nike, Micromuse, Disney, Corning, Waste Management, Maytag, Toronto Dominion, Cadence and other Fortune 2000.

* Proposed professional services, integration and engineering statements of work.

* Sold engineering and consulting services for clients such as Pitney Bowes, Motorola, Nike etc.

* Carried a revenue quota of $3.6 million for reoccurring annual revenue contracts.

1998 to 2001 CELLNET DATA SYSTEMS San Carlos, CA

Sales Manager

(CellNet was purchased by Schlumberger) Wholesale data processing center services primarily for the utility and power industry

* Sold and negotiated data collection and data center services with large electric energy utilities

* Selling hosted solutions and data center services

* Wrote the strategic plan for growth into water utilities services and closed the first three deals for services

* Trained and managed a successful business development and sales team.

* Negotiated and closed complex national contracts for national accounts and drove deals well over $1 million/yr each in new business

* All aspects of strategic alliance activity for the company with an array of online and off-line partners, including identifying new opportunities, qualifying and analyzing new opportunities, closing deals, and owning and managing relationships with a long-term perspective.

* Helped recruit and manage a successful business development team, actively participated in company-wide recruiting efforts.

EDUCATION

MASTER OF BUSINESS ADMINISTRATION 1998

Concentration in Marketing Management

Georgia State University, Atlanta, GA

BACHELOR OF SCIENCE BIOMEDICAL MECHANICAL ENGINEERING 1995

University of Pittsburgh, Pittsburgh, PA

ORACLE

OBIEE- Sales Module training, BI integrations 2019

Oracle Utilities Customer Care and Billing Cloud Service

TABLEAU SOFTWARE

Sales Product training, BI analysis solutions 2016

MICROSTRATEGY ANALYTICS TRAINING

Completed the training April 2011

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