STEVE GIBSON

*** *** ******, ******** ****, CA 94041

650-***-**** adqk34@r.postjobfree.com

OEM Licensing – New Revenue Streams - Strategic Deals

High-energy sales professional focused on hunting for new business. I find emerging markets and build new use cases that catapult companies to the next level of revenue attainment. I am experienced at taking a global view to doing transformative deals. An exceptional communicator, presenter and strategist.

OEM Sales International Sales Strategic Account Sales

Enterprise Sales Technology Licensing Use Case Definition

Emerging Markets Business Model Innovation Eco System Building

PROFESSIONAL EXPERIENCE

PROOFPOINT, INC., Sunnyvale, California 2016-Present

Senior OEM Sales Manager – Emerging Threats Business Unit

OEM Sales Manager for Eastern USA and International Territories.

New customer acquisition using ETPro metadata for vulnerability assessment.

New Use Case development for Container Security.

Streamlined the deal closure process.

Expanded the product portfolio into strategic accounts.

DATASTAX, INC., Santa Clara, California 2015-2016

Regional Channel Director

Regional Systems Integrator Channel Development.

Negotiated reseller and referral agreements.

Sales training and sales enablement of new partner sales reps.

Pipeline development of new incremental license revenue.

Territory planning and account mapping of major account targets.

HEWLETT-PACKARD SOFTWARE, Palo Alto, California 2012-2014

Account Executive

Licensed embedded Autonomy analytics and technology to OEM customers.

Delivered quarterly revenue targets on $2.5 million annual revenue.

New business and market development for video analytics.

Use case and value proposition creation for social media and sentiment analysis.

Major account development for international and HP strategic accounts.

GUARDIAN ANALYTICS, Los Altos, California 2010-2011

Vice President, Business Development

Business Development Strategy for Platform Development.

Created OEM integration partnership with Fiserv.

Developed reseller program and initial partnership with S1 and Intuit.

Created integration partner program and initial partnership with Jack Henry.

STEVE GIBSON Page Two

CENZIC, INC., Santa Clara, California

(Acquired by Trustwave) 2008-2010

Vice President, Business Development

Launched the Cenzic SaaS business model and formed the first new revenue opportunities.

Created alliances, OEM and partner strategy with industry leaders to propagate Cenzic technology.

Formed technology partnerships within the security eco-system around Cenzic patents.

Built a $2 million international pipeline and channel sales program.

VELLO, INC., Mountain View, California

(Acquired by Callvine) 2007-2008

Vice President, Marketing and Business Development

Created strategic alliances with Research In Motion (BlackBerry) and Motorola.

Built the product management program. Managed web site design, public relations, production of marketing materials and collateral.

VERISIGN, INC., Mountain View, California

(Acquired by Symantec) 2000-2007

Director, Strategic Development

Provide business development and strategic alliance leadership for security, communications, and information services divisions for industry leading intelligent infrastructure company.

Direct initiatives in e-commerce, identity management, and managed services; created alliance best practices, value propositions, metrics, and program roadmap.

Created an innovative process for new partner development including market maps, eco-systems, proof-of-concept demonstrations, and pilot programs for next generation technologies.

Designed and organized the building of an Executive Briefing Center and program.

Built relationships with and negotiated strategic alliance agreements with leadership corporations, including Microsoft, generating new revenue streams and growth.

Developed comprehensive launch plans and marketing communications strategies for partner programs.

ORBITAL SOFTWARE, Mountain View, California

(Acquired by Sopheon U.K.) 1998-1999

Vice President, Business Development

Managed global business development with responsibility for strategic alliance revenue generation.

Created VAR and integrator channels program and defined the corporate web services strategy.

VERITY, INC., Sunnyvale, California

(Acquired by Autonomy) 1996-1998

Director, International Sales

Built a $4 million revenue stream in 9 months through creation of over 20 new OEM and channels partners including NEC, Omron, and Samsung.

Hired and trained international sales management, sales, and technical team.

Managed product localization efforts and provided license agreement negotiation leadership.

STEVE GIBSON Page Three

ZEITNET, INC., INC., Santa Clara, California

(Acquired by Cabletron) 1995-1996

Director, Major Account Sales

Created the company technology partner program and structured joint development business models.

Managed national account development, vendor interoperability programs, and negotiated contracts.

Led successful growth in partner program from zero to over $3 million.

SPIDER SOFTWARE, Edinburgh, Scotland

(Acquired by Shiva) 1992-1995

Sales Manager, Western U.S. and Asia-Pacific

Developed the Asia-Pacific territory and distributor network expanding revenue by 15% per year.

Generated source code licensing and royalty pricing models and negotiated OEM contracts.

Managed on-site customer software development; created proposals for contract engineering services.

DATABILITY, INC., New York, New York

(Acquired by Penril Data) 1989-1992

Regional Sales Manager

Opened a west coast regional office and consistently achieved or exceeded a $3 million annual quota.

Managed end-user, government, and education sales; supervised system engineering and sales support staff; developed promotional strategies; created VAR discount schedule and negotiated contracts.

COMMUNICATIONS MACHINERY CORPORATION, Santa Barbara, California 1985-1989

(Acquired by Rockwell International)

Product Manager

Led cross functional product development team of up to 20 people with responsibility for revenue and gross margin performance, life cycle management, and product marketing.

Responded to government RFIs/RFPs; wrote technical articles for trade publications; delivered technical presentations at seminars; developed data sheets, marketing collateral, and PR strategy.

Represented company on industry standards setting committees and organizations.

Began career as a Financial Analyst with COMDESIGN INC., Santa Barbara, with responsibility for gross margin and profit analysis, hardware and software procurement, implementation of financial software modules, and configuration of work center routing and manufacturing flow. ComDesign was acquired by Network Equipment Technologies.

EDUCATION

WESTMONT COLLEGE, Santa Barbara, California

Bachelor of Arts, Majors in Business/Economics and Philosophy, 1984

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