SVP/GM - Technical Business Development Leader

Arthur Alter

Danville CA ***** 415-***-**** *******@*****.*** linkedin.com/in/arthuralter

TECHNICAL BUSINESS DEVELOPMENT LEADER

Technical business development executive with extensive experience generating revenue and leading multiple business functions while operating in both a startup and fortune 500 environments. Proven expertise in integrating new technologies and developing go to market sales strategies including product launches. Recognized for a value and results focused approach to effective team leadership of multi-disciplinary projects.

AREAS OF EXPERTISE

Business Development Marketing Influencer IoT, Cloud, Edge technologies

Managing Distribution Channels New Market Expansion SaaS products

Leading Sales & Services Teams Pricing Strategy Technical Presentations

Product Influencer Managing P&L Sales & Product Strategy

Smart Buildings Digital Twins Energy & Renewables

OEM Channel Strategy UI/UX Design Digital Twins

PROFESSIONAL EXPERIENCE

ACUITY BRANDS / DISTECH CONTROLS, Atlanta, GA & Montreal Canada 2019 – Present

VP, General Manager,

Assumed P&L responsibility for DGLogik business unit including Building Automation, IoT, Industrial segments. Managed global Sales, Marketing, Product and Professional Services teams.

Highlights:

Member of the Distech Sales Leadership team deploying strategies that attained 3x market growth.

As a domain expert for multiple Acuity products and technologies, assembled a cross-selling team across Atrius, Distech and DGLogik generating a $9.5M pipeline in 6 months.

Established a digital partner program, signed 28 alliance partners to reach more customers.

Improved Professional Services workflow and introduced new tools (Airtable, Zeplin) reducing average project delivery by 1 month and achieving 98% customer satisfaction.

Identified an opportunity to supplement Professional Services through vendor relationships allowing for flexibility in resource allocation thereby utilizing 60% of internal resources on internal projects while doubling external project capacity with no added overhead.

Aligned product roadmap between Distech & DGLogik reducing new platform launch by 6 months.

Supported Distech OEM with edge to cloud architecture and custom user experience enabling $7M in hardware sales.

Advised global enterprise account team on software capabilities for their vertical markets: Datacenters, Healthcare, Retail helping build a $25m pipeline in 1 year

Personally lead Sales presentations and product demos for key accounts securing business with a high-profile search engine client, one of the largest retailers and a top cloud services provider.

VP Business Development, 2016 – 2019

Led the DGLogik Building Automation segment including sales, marketing, and product influencer.

Highlights:

Worked with Acuity Atrius division on developing a cloud user interface for indoor positioning and asset tracking products allowing Acuity to secure a $350M enterprise retail customer.

Member of the leadership team for Lucid Design Group, an Acuity Brands company, expanded platform capabilities through integration securing a deployment for the top co-working space company.

Maintained 30% YoY growth for DGLogik Buildings business.

Facilitated a product re-brand, sales collateral, public facing messaging solidifying the DGLux brand as a top data visualization toolset in the space.

Developed and executed a new pricing policy across channel with SaaS, converting 40% of the company revenue to SaaS.

Lead the team through a successful merger retaining 95% of talent.

DGLogik, Acquired by Acuity, Oakland, CA 2010 – 2016

VP Business Development & Co-Founder,

Built company from start up with the immediate responsibility of generating revenue and growing the business for a successful exit. Contributed in multiple business functions including customer service, product training, sales strategy, marketing campaigns, and cashflow management to drive revenue in hyper-fast and changing environment.

Highlights:

Built a Global distribution and OEM network of 125 enterprise partners who deployed 70,000 software licenses across thousands of end user customers.

Expanded into new markets beyond the initial Building Automation space including Data Center, Industrial Automation, Smart City, IoT/edge computing, and Energy fueling 50% YoY revenue growth.

Targeted and grew specific Fortune 500 accounts securing a direct relationship with the largest property management and IT consulting companies

Facilitated the introduction of a SaaS business model enabling the company to convert 40% of revenue from perpetual to recurring.

Created a 3-day technical Training program to be deployed across channel globally increasing channel sales by 10%

Organized exhibitions and participated in panels at trade shows.

Created an staffed a professional services team to execute projects and provide enterprise support enabling the addition of 25% services revenue to the bottom line.

Worked with Legal teams to refine terms and conditions of partner agreements to reduce legal review and negotiation times while protecting interests of both parties.

EARLIER B2C & B2B EXPERIENCE, San Francisco, CA 2004 – 2010

Document Systems Consultant: Ricoh Business Solutions Store Manager: Luxottica

ADVISOR/BOARD MEMBER

TopHap: AI powered real estate research and analytics company. 2020-Present

Advisory Board

Defined an enterprise sales and pricing strategy.

Identified the focus segments for enterprise partnerships.

Aligned marketing and messaging to speak to an enterprise customer.

Secured a partnership with the 2nd largest US Real Estate company leading to a nationwide expansion.

CHEKhub: A robust SaaS product for operations management. 2020-Present

Advisory Board,

Advised on Product roadmap.

Advised on best practices with Data Visualization.

Secured 2 enterprise clients.

EDUCATION

Bachelor of Science (BS), Business Management

Lam Family College of Business, San Francisco State University, San Francisco, CA

Contact this candidate