Gene M. Fay
1463 Great Pond Road
North Andover, MA 01875
(978) 805-0818
PROFESSIONAL EXPERIENCE: ———————————————————————————
2009-Present Nine Technology
President as of 11/2011,
Senior Vice President of Sales, Marketing and Support, Middleboro, MA.
· Part of the executive team that rebranded and refocused VaultUSA, an online backup service provider to Nine Technology, an online backup software company.
· Created mission statement, company positioning and overall corporate messaging
· Implemented social media inbound marketing programs through the use of Facebook, Twitter, blogs, YouTube/Nine Technology TV and SEO
· Set up capital efficient sales 2.0 inside sales team focused on following up exclusively on inbound leads
· Leverage Hubspot, Google Analytics, Salesforce.com and pivot tables to manage the metrics of the business on a daily basis
· With my marketing team developed company name, brand, pricing and website presence
· Created “Powered by Nine” Channel program, which has brought on over 178 partners in less than 15 months
· Set up, hired and trained marketing, sales and support organization
· Work closely with executive team and board to develop annual business plan and pro forma financials
· Assist in fundraising efforts of the company by meeting with potential individual angel investors and venture capitalist
· On an ongoing basis work on OEM partnerships and strategic corporate development discussions
· Award: “Top 200 Channel Chiefs” in 2011 by CRN magazine
2008-2009 VKernel
VP of World Wide Sales and Business Development, Andover, MA.
· Set up capital efficient and metric centric Sales 2.0 inside sales team to focus on selling systems management software in the virtualization market, using both perpetual and subscription (SaaS) pricing models.
· Hired, top graded, trained and motivated inside sales team, system engineers and customer support team, which consisted of between 6-20 people
· The team grew the customer base from 5 to over 250 and increased the annual revenue run rate to almost $2,000,000 in less than 15 months. Some customers include EMC, Anderson Window, Pepsi, Cablevision and IBM Global Services
· Developed the 7 step inside sales call/e-mail marketing process, which included calling and e-mail lead nurturing with Marketo.
· Developed a strategic account attack plan for larger revenue opportunities and or Fortune 500 accounts
· Structured the sales and support organization to have a worldwide focus. The team achieved earning customers in North America, South America, Europe and Asia
· Deployed Salesforce.com Marketo, Google Analytics and Lead Lander for lead tracking and lead nurturing
· As a part of the senior management team developed annual plans including headcount, budget and revenue projections and met with the board on a monthly basis.
· Initiated or expanded strategic discussions with BMC, CA, EMC, IBM, HP, Microsoft and VMware
2006-2008 EMC Corporation
RSA, the Security Division of EMC
VP of World Wide Sales and Global Alliances S.I.E.M. Bedford, MA.
In 2006 I joined Network Intelligence (NI); a VC backed (Bain Capital and Egan Managed Capital), 100 person high technology company in the Security Information and Event Management (SIEM) market. The company was acquired by EMC for $175 million. After the acquisition I was appointed VP of WW Sales and Global Alliances, S.I.E.M.
· Managed a team of 55 sales and technical architects located throughout the world
· With the team grew the SIEM business to $40 million in 2007 and $58 million in 2008
· Worked as a part of the integration team that merged NI into RSA and EMC
· Developed the worldwide account coverage model and sales methodology
· Hired, trained and motivated a senior enterprise security sales force and presales engineers
· Work within the senior security management team that develops new product releases and strategic business unit direction
· Evaluated potential M&A strategies
· Established strategic partnership with ACS, Accenture, CSC, EDS, Perot Systems, TCS and Wipro
2004-2006 FVF Partners
President and Founder, North Andover, MA
· Set up corporate development and channel strategies plans for early stage companies
· Established strategic partnerships including OEM partnerships for clients
· Negotiated and drove acquisition of Pinnacle Team Sports, a division of Pinnacle Systems, a publicly traded company to XO’s Tech, a privately held company
· Negotiated and drove acquisition of Medea Corporation, a privately held company to Avid Technology, a publicly traded company
· Clients include Avid Technology, CoThrive, DigiBahn, EMC, Medea, Pinpoint Global Communications, Pinnacle Systems, Trivium and XO’s Technology
1998-2004 EMC
2003-2004 Business Development Manager, Centera Business Unit, Hopkinton, MA
· Established OEM partnership with major IT companies (i.e., Dell) within the US and Internationally
· Wrote the OEM mission statement and business plan for the Centera business unit
· Worked with Senior Management within EMC to achieve strategic OEM objectives
· Worked closely with Senior Managers at Accenture to establish Centera as their content addressable storage standard product offering
· Built solutions sets that were rolled out by Senior Partners at Accenture, Deloitte Consulting and PWC/IBM Global Services
2002-2003 OEM Alliance Manager, Telco Media and Entertainment, Southborough, MA
· Managed a team of 2 people within the Media and Entertainment vertical
· Established and maintained partnerships with OEM partners Sony, Avid Technology, Thomson Broadcast and Pinnacle Systems
· Worked with Senior Management to evaluate potential M&A candidates
2000-2002 District Sales Manager, San Francisco, CA
· Drove $78 Million of business and was 105% of quota
· Managed 7 sales people and indirectly managed 5 system engineers focused on selling EMC Storage to Exodus, StorageWay, Digital Island
· Interviewed, hired and trained a geographically disbursed sales team
· Built professional development plans for each team member
· 5 of 7 Sales Reps achieved 100%+ of quota
1998-1999 National Alliance Manager, Cincinnati, OH
· Developed EMC best practice tool kit for Arthur Anderson Managing Partners
· Drove $3 Million in incremental business as a result of this partnership
1996-1998 Avid Sports (Acquired by Pinnacle System 1999)
Founder and Sales/Product Marketing Manager, Lowell, MA
· Sold high-end video coaching systems directly to NBA, NFl, MLB, NHL and Division 1 College sports team
· One of 13 founders to start Avid Sports. Grew Business from $0 to $20 Million in 3 years
· Annually closed $2 Million worth of business per year
· Built Avid Sports’ Business Strategy and Product Plan for Baseball and Basketball Market, including determining the product specifications, market demand and pricing
· Set up mutually beneficial partnership with NHL and NBA League Offices
· Awards: Q1– 1997, Outstanding Performance Game Ball, Q3 - 1997, Outstanding Performance Game Ball, Q3 - 1998, Outstanding Performance Game Ball
1992-1995 Avid Technology
Sales Representative, Dallas, TX and Tewksbury, MA
· Annually closed $3 Million in sales directly to customers and through partners
· Consistently met or exceeding quota including 1995 when I was 176% of quota
· Awards:
Passion to Win, 1993
Regional Channel Manager of the Year, 1994
EDUCATION: ———————————————————————————
2010-Present Northeastern University, Boston, MA
Online Instructor and Guest Lecturer
· Social Media
· Introduction to Marketing
· New Product Development
2003-2005 Northeastern University, Boston, MA
High Technology MBA, April/2005
· Graduated Summa Cum Laude
· Class President
· Beta Gamma Sigma Honor Society
1987-1992 Northeastern University, Boston, MA
Bachelors of Science - Business Marketing, June/1992
· 4 Year Varsity Crew Team
Award: Tough as Nails 1990
