Sales Manager

En●tel●e●chy – perfect realization as opposed to a potentiality.

Summary

Quintessential Product Marketing professional with unique blend of business acumen and technical savvy, experience, leadership and drive leveraging expert mastery of the product lifecycle development process, deep domain knowledge of cloud computing, networking and security together with executive presence and expert application of indirect influence to development and market launch of successful new products with compelling value proposition and concise messaging that delivers sustainable new revenue, exceeds expectations, pleases stakeholders and delights customers.

New Product Introduction of 62 high-tech hardware & software solutions generating more than $5 Billion in revenue. Championed 5 innovative new product category initiatives.

20+ years Product Management / Marketing experience – researching market & competition & becoming expert, discerning requirements, writing clear MRDs & PRDs, leading product creation & product marketing teams, defining compelling value proposition & market positioning, developing & executing go-to-market & launch plans, training & enabling sales, developing & executing strategic plans & owning product roadmaps for high-tech product solutions for Enterprises, Service Providers and Cloud Computing.

15+ years developing & managing profitable strategic partners & ecosystem alliances

12+ years experience with direct sales & 3-Tier channel model, collaborating with sales & partners on channel development & creating innovative alternate routes to market.

TRANSFERABLE COMPETENCIES

Developing strategy to achieve sustainable competitive advantage & drive revenue growth – $25M to $250 M increase in annual sales, 2% market share increase in down market, 4% increase in partner revenue, achieving #1 market share leader.

Thinking through entire process, identifying uncertainties, developing tests, contingencies, mitigations & trigger points – changed “Plan-of-Record” for abrupt cut-over to major upgrade of OS by identifying & quantifying catastrophic customer impact to large installed base, damage to reputation & increased costs to support legacy customers.

Researching what the buyer wants & will pay for –. Personally interviewed buyers at 20 of the largest service providers to obtain facts & not guess about their needs & requirements to consolidate applications & implications to hardware development roadmap.

Leveraging technical expertise & story telling ability to communicate complex topics in a clear & compelling way. Go-to-guy at 3 companies to distill complex material into easily understood messages. Consistently received highest scores in audience surveys.

Leading & managing people, recognizing, developing & mentoring talent, – Identified, recruited & developed individuals to Director level; LinkedIn recommendation from direct reports; ability to adapt management style to match individual development need - guiding step by step for one, setting inch stones & monitoring progress for another.

Building rapport with stakeholders – Fostered relationships based on understanding & trust with geographically separated teams by emphasizing customer benefits, leveraging personal motivations & utilizing indirect influence.

EDUCATION

Bachelor of Science degree in Electronics Engineering

California Polytechnic State University, San Luis Obispo, California

Graduate-level courses in MSEE program at Santa Clara University

PROFESSIONAL TRAINING

MBA-like program at ESL, Inc taught by faculty from Stanford Graduate School of Business

8 management training programs, leadership courses & seminars attended

Project Management Institute (PMI) PMP PMBOK 3rd Edition CBT

Certified Product Owner – Agile

EMPLOYMENT HISTORY

Director, Product Management – CloudShield (May 2011- June 2012)

Identified & prioritized cutting-edge technologies for commercialization: conducted market research, developed forecasts, financial models & business plans; presented findings to board for go / no-go decisions.

Developed strategy & wrote business plan for SAIC corporate Trusted Cloud initiative for entry into Governance Risk & Compliance (GRC) market segment leveraging SAIC consulting services group, certification lab & learning’s from SoX-compliance process migrating SAIC corporate IT data center infrastructure to virtualized private cloud based on VCE V-Block, Cisco UCS, VMware V-Sphere, EMC Storage & RSA Archer.

• Prepared RFP, evaluated responses & selected 2 market research firms to uniquely segment private cloud computing market & generate estimate of market size for products & services that enable trust.

Developed GTM plan for automated real-time GRC product featuring in-line continuous monitoring of 10GbE UCS fabric, CloudShield DPI platform, real-time monitoring & assessment of security posture, security event reporting / correlation with SIEM & single pane of glass event reporting through RSA Archer.

Co-developed & refined technical marketing white papers & collateral for threat feed distribution, in-line mitigation networking security solution and DNS Defender products.

Led team to inventory all open source software used, identify problematic licenses & resolve. Wrote 40 page report.

Senior Product Marketing Manager – Juniper Networks (Dec 2009- May 2011)

Led Product Marketing for high-end portfolio of SRX Networking & Security gateways & IDP Solutions.

• Created GTM plan & executed successful global launch of SRX 1400 networking security solution: developed messaging & value proposition, created marketing & partner collateral and sales enablement material.

• Advanced thought leadership agenda with blog & professionally produced YouTube product videos.

• Co-created new product category introduction campaign for Juniper Mobile Security product suite & SaaS offering launched at GSM World 2010. Received commendation & monetary award from Chief Marketing Officer (CMO).

• Created & presented multimedia training sessions to Juniper enterprise sales account teams at 5 international locations on what to say and how to position Juniper security products to Mobile Network Operators.

• Developed use cases, marketing collateral & presentations describing development roadmap for carrier grade NAT.

Senior Product Manager – Nokia Internet Communications (Mar 2000- Jun 2009)

Head of high-end Product Line of High Availability Networking Security Solutions adopted by 97 of Fortune 100.

• Developed strategic product vision, roadmaps, messaging, value proposition and pricing for product line featuring (n+1) clustering & 16 CPU cores. Directed GTM & launch planning for new offerings, created sales enablement collateral for direct sales force & 3-tier channel, gathered market intelligence, created price list content, wrote channel & reseller communications, choreographed global launches, defined metrics, measured results and maximized revenue from mature products. Created & executed End of Life programs for non-productive products.

• Launched 5 data center networking security solutions, delivered $32M new revenue at 80+ % sales margin & 6 month return on investment (ROI) 1st year with pay as you grow customer investment protection value proposition.

Product Line Manager – TRW / ESL (- Mar 2000)

Global prime USG contractor in Aerospace, Defense & IT Systems Integration with annual sales of $10B. Acquired by Northrup Grumman.

Rapid career progression through demanding assignments in multiple disciplines, technologies, industries & roles with increasing responsibility & scope. Formal training in lifecycle development process. Experience with contracts, legal & IPR.

• One of three-person Business Development team that developed winning strategy for $1B SR-UAV contract which has expanded over time into a $100B line of business. Managed study to deploy UAVs on combat ships.

• Director Sales & Marketing for two internal startups: smart antenna product & spectrum management solution.

• Program Manager (equivalent to General Manager with P&L) of $50M multi-year cost-plus design development contracts with S-level quality requirements (Space Qualified).

• Wrote & managed cost & bleeding edge technical proposals for US Government Intelligence Community and DoD

• International Business Development – Opened markets, executed partnership & rep agreements in 31 countries.

• Chief Systems Engineer on multi-year design-development contracts for large, complex mobile Intelligence, Surveillance & Reconnaissance systems providing capabilities for US Strategic National Defense.

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