Allan Greenberg

** ********* **** ****, ******** Springs, New York12866  732-***-****  vn5fqi@r.postjobfree.com

VP - GLOBAL SALES & MARKETING / BUSINESS DEVELOPMENT / OPERATIONS

Alliances / Channels / Startups / Turnarounds / Change Management / M&A / P&L

Service Delivery / Solution Development / Strategic Planning / Fund Raising

Unique, versatile, and hands on rainmaker with highly successful track record of developing new and, re-energizing constrained/competitive markets. Significantly exceeded objectives for revenue, margin, and market share with industry leaders Nortel, Compaq, Digital, and Dimension Date, and start-ups. Noted for the ability to select appropriate core competencies and partner to become best in class and increase market traction. Consultative solutions approach, focused on the “voice of the customer” that captures clients’ and partners’ imagination. Scaled businesses organically, through re-engineering, mergers and acquisitions, and strategic partnerships. Strong executive leadership competencies in all areas of the organization; talent for identifying strategy, communicating vision, developing tactical plans, cross functional integration, and motivating/empowering teams and individuals to achieve remarkable goals.

Built solutions businesses to market dominance at great velocity for professional/outsourcing services and software/technology solutions, through innovative and integrated routes to market (sales teams, eCommerce, telemarketing, and high performance sell with/through and OEM relationships with technology, software, professional services, service providers/Telcos, and VARs) to cost effectively build differentiation and market traction. Strong record of results across vertical markets (public/private sectors) and enterprise/SMB segments for both installed base and new markets/solution offerings.

Selected Accomplishments

 Turned failing division of a $600M solution provider into top revenue/profit performer within 12 months.

 Grew startup, Mirrorworlds, revenue more than ten-fold in 18 months in a recessionary market.

 Increased Nortel’s partnership revenue by $100M and grew managed services revenue to $250M within the first year

 Led $750M eBusiness portfolio for Compaq and Digital to twice the market share of the closest competitor.

 Led cross-functional integration of Compaq’s, Digital’s, and Tandem’s eBusiness/Internet go to market strategies. New organization ramped and operating within three months.

 Reestablished dominance in Digital’s Banking business, growing revenue from $50M to $250M within five years while increasing margins by 10%, and customer satisfaction by 20%.

Market Breadth

Career has spanned the convergence of networking and computing. Expert at leveraging converging elements to create competitive advantage and speed time to value. Professional services: strategic consulting, systems integrations, custom and packaged software implementation, outsourcing, and managed services (hosting, ASP, SSP, managed networks).

Technology: appliances, servers, storage, and networking. Software: SaaS, infrastructure, security, middleware, database, content/knowledge management, BI, enterprise applications, (e.g. CRM, ERP, SCM, collaboration, contact centers, vertical industry solutions), eBusiness/Internet, and operation/management tools.

Career History

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Extreme Networks, 2008 – Present. Publicly traded $ 400 Million network technology and software company.

Managing Director of America’s Service Provider Field Operations: Retained by former boss to build and execute company’s first vertical market initiative. Responsibilities included sales, marketing, and solution strategy.

• Established company’s cross functional execution plan leveraging client/prospects, market ecosystem players, analysts, and competitive benchmarking.

• Evolved approach from product to solution orientation providing end to end solutions and professional/outsourcing services utilizing internal and “partner” capabilities.

• Created partner (sell with, through, OEM, and “influencer”) ecosystem to expand solution breadth, market traction, and thought/brand leadership.

• Established Service Provider as an Enterprise VAR program resulting in 40%+ increase in deal size and annuity business for this class of carrier.

• Established cloud computing initiative for managed service providers including partnerships with key technology vendors (servers, storage, software).

• Grew revenue from $5 Million to $10 Million within year 1 year of implementation. Increased deal size by 25% and currently supporting a pipeline of >$70 Million.

Plug Power, 2006 – 2008. 10 Year old, publicly traded company, providing mission critical clean energy power solutions for network, communication, and IT applications.

VP of Field Operations: Retained to transform company from development to commercial/market focused. Responsible for global sales, marketing, government relations, and professional services.

• Re-organized/changed sales, presales, marketing, and channel organization and instrumented the business (e.g. sales force automation, marketing analytics, deal reviews).

• Re-defined go to market offerings from products to solutions resulting in 33% increase in selling price.

• Developed professional and managed service offerings raising average deal price by 25%.

• Expanded partnerships from “green energy” providers to major telecom and data center equipment and system integration companies.

• Within 18 months, increased customer adoption by over 150%.

Dimension Data, 2004 – 2005. $2.5 Billion global IT services and solution provider that helps clients plan, build and support their IT infrastructures.

VP and General Manager of Data Center and Information Management Solutions, 2004 – 2005. Brought in by CEO to turn around declining line of business for a $600 Million solution provider focused on high speed internet, storage, content networking, VoIP, data/knowledge/email/collaboration management solutions and supporting, professional services, and managed/outsourcing services.

• Re-designed sales, presales, marketing, channel, and delivery organization.

• Re-defined go to market offerings from capabilities to solutions.

• Established vertical market focus.

• Re-focused technology and services partnerships (e.g. Microsoft, Cisco, EMC, HP, IBM, Veritas, Oracle, Citrix) and established joint in field go to market programs.

• Grew pipeline from $20 Million to $120 Million within 6 months.

• Within one year, increased margins by 10% and revenues by 100% to $100M becoming top new business development division.

Mirror Worlds Technology, 2001 – 2003. 3-year software and professional services start up focused on bridging the gap between storage and networking (content and knowledge management, search, P2P technologies, middleware, and wireless solutions).

SVP of Sales and Marketing. Recruited to define solution strategy and build the sales, marketing, business development, channel/alliance and professional services/support organizations. Solutions sold through direct sales, eCommerce, and telemarketing as well as sell with/through/OEM relationships with infrastructure/technologies companies, service providers, enterprise application vendors, and SMB channels/VARs. Field operations P&L responsibility. Key role in venture funding activity. Coordinated successful PR and analyst tour creating significant industry accolades and market momentum. Grew revenue ten fold.

Nortel Networks Corporation, $30B global internet, communications, and professional services leader with capabilities spanning high performance internet solutions, security, eBusiness (Clarify CRM), Contact Centers, and Content Networking/Management.

Vice President of Alliances, 2001. Led global strategy, marketing, and sales for this new start-up organization. Worked with cross functional executive team to define partner strategies and implemented joint go to market and/or engineering programs to generate $500M/year incremental top line revenue. Established Nortel as a leading provider of extended/wide area network solutions for distributed computing and SAN/NAS networks by working with key industry players and mutual customers. Managed a $20 Million expense line and measured on incremental revenue, partner share, and margin improvement.

Vice President of Sales/Marketing for Internet Data Solutions, 2000 – 2001. Head of field operations and corporate strategy, leading sales, marketing, and pre/post sales organization for new incubator business segment (VPNs, Co-location, Hosting, Storage/Application Service Provisioning, Content Management/Networking, VoIP) with a mission to help enterprises and service providers exploit the convergence of networking and computing. Provided operational/business support systems, middleware, and Internet Data Center infrastructure supported by plan, design, implement, and operate services. Grew business organically and through three acquisitions, (Alteon Web Systems, (content switch and management: $7B); Dimension Enterprises (professional services: $200M); and Epicon (software: $250 Million) Worked with major hardware, software, and System Integrators to speed time to value/market. Established VC outreach program (deal flow, technology access, and novel channel). Created Service Provider Success Assurance Program which provided shared risk/reward, linked revenue generation programs, and channels to solution offers. Built hosting business to $250M, at breakeven, in first year, with $1B in the pipeline.

Compaq Computer Corporation (Now HP) $42B global computer/storage/networking, software, professional services, and information systems solutions supplier. Initially part of Digital Equipment Corporation, which was acquired by Compaq in 1998. Progressively increased responsibility in sales and marketing with consistent over achievement of objectives. Particular success in building new and re-energizing stagnant/poorly performing segments. Successfully engineered entry into the Internet, Insurance, and Healthcare markets and significantly turned around ailing Financial Services business. Heavy solution focus, with experience in broad technology areas spanning services (plan, design, implement, operate), software (security, database, middleware, collaboration, vertical industry applications, IT development and management tools), and infrastructure (storage, networking, computers). Throughout tenure had responsibilities for all routes to market and aggressively built/leveraged partnerships and channels to speed time to market impact.

Director of eBusiness Solutions for North America, 1998 – 2000. Led the integration of Digital/Tandem/

Compaq’s eBusiness/Internet strategy, sales, and marketing. Then managed the sales/marketing and field operations plan for this $750 million business portfolio providing infrastructure h/w and s/w solutions, and professional services, working closely with leading vendors. Elevated Compaq's Internet server (share grown from 22% to 29% (2x closest competitor)), and storage (external RAID and SAN) market share to number 1 with increased attach rate of other products, and services. Prominent wins at Yahoo, Barnes and Noble, MSN, AOL, NASDAQ, US Postal Services, Best Western, Citigroup, Exodus, Cable and Wireless as well as continued growth within established accounts. Engineered entry into ISP/Hosting market becoming the leading technology and go to market partner to this segment. Excellence in building high performance partnerships significantly increasing our participation in our partner’s customer business (e.g. doubled our Siebel market share within two years).

Director of America's Internet Sales and Marketing, 1996-1998.

Director of Sales and Marketing for Financial Services and Health Care Industry, 1995 – 1996.

Global Group Sales Manager for Money Center Banks, 1991 – 1995.

Sales Manager, Insurance Market, 1988 – 1991.

Sales Manager, Government, Education, and Medical Market, 1984 – 1988.

Early Career: State University Of NY At Stony Brook Medical School, Research Scientist, 1982 – 1984.

Ph.D., Purdue University. B.A., State University of New York at Buffalo.

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