2008-2009       VKernel

VP of World Wide Sales and Business Development, Andover, MA.

·         Set up capital efficient 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.

·         The team consisted of 9 inside sales reps, technical architects and customer support located in Andover, MA.

·         Grew the customer base from 20 customers to over 250 customers and an annual revenue run rate of almost $2,000,000 in just over 1 year.  Some customers include EMC, Anderson Window, Pepsi, Cablevision and IBM Global Services

·         Developed the inside sales call process and metrics driven culture

·         Developed a strategic account attack plan for larger revenue opportunities and or Fortune 500

·         Worked closely with VP of Marketing to deploy HubSpot and Marketo for lead nurturing

·         Hired, top graded, trained and motivated a senior inside sales team

·         Developed Customer Support call process and escalation procedures

·         Attended and participated in monthly board meetings

·         As a part of the senior management team developed annual plans including headcount, budget and revenue projections

·         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, SIEM and Global Alliances, 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, SIEM. 

·         Manage a team of 45 sales and technical architects located throughout the world

·         Grew the SIEM business over 40% in 2007

·         Worked on 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

·         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

·         Developed business development and channel strategies plans

·         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

1999-2004      EMC Corporation

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

·         Evaluated potential M&A strategies

·         Worked with Senior Management to evaluate potential M&A candidates

·         Wrote MOU’s and reviewed contracts to establish new OEM partnerships

·         Built rules of engagement documents, web-casts and presentations to roll out new partnership to the EMC and partner’s sales force

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

1999-2000                               National Alliance Manager, Arthur Anderson (AA), 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, LLC (Acquired by Pinnacle System 1999)

Founder and Sales/Product Marketing Manager, Lowell, MA

·         Sold high-end video coaching systems directly to NBA, MLB and NHL Senior Managers and Coaching Staffs 

·         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 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, Inc.

Sales Representative, Dallas, TX and Tewksbury, MA

·         Sold Direct or through channel partners; typical customers included regional video production studios and up to Fortune 2000 Corporations

·         Annually closed $3 Million in sales directly to customers and through partners

·         Worked with sales management to create first channel program in Avid’s history

·         Established an extremely successful regional reseller channel in the TX Market

·         Consistently met or exceeding quota including 1995 when I was 176% of quota

·         Joined Avid Technology Pre-IPO

·         Awards:

Passion to Win, 1993

Regional Channel Manager of the Year, 1994

EDUCATION: ———————————————————————————

2003-2005              Northeastern University, Boston, MA

High Technology MBA, April/2005  

·         Graduated Summa Cum Laude

·         Class President (EMC Program)

·         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