BUSINESS DEVELOPMENT and PRODUCT MARKETING EXECUTIVE
An executive and private consultant with extensive experience in business development, product marketing, and alliance negotiations. Visionary with ability to project market needs, develop new products to improve profits, increase sales, and extend market penetration. Areas of expertise:
Business Development · Product Marketing · Strategic Product Planning · Product Management Strategic Alliance Building · Relationship Management · Agreement Negotiations Business Plans · Go-To-Market Tactics · Competitive Positioning
ViaSat, Inc., Carlsbad, CA 2010 - 2016
Global leader in high capacity satellite communications technologies, products, and services for government, consumer and aviation.
Business Development Lead: Business Aviation
Defines and leads the business unit’s strategic and tactical initiatives for deploying airborne satellite broadband connectivity systems and services in the global business aviation industry. Marketing and business strategies for technology and partnerships with industry leaders for Inflight Communications (IFC) solutions, business aircraft OEMs, system integrators, completion centers/MRO, individual and corporate operators, and domestic and international airlines.
Analyzed global market environment and opportunities to prepare and validate a new corporate business plan for aviation high capacity satellite connectivity market and growth for broadband connectivity service and shipsets
Lead the effort leading to an equipment and services multi-year supply agreement with Dassault Aviation valued at $30-35M. Next generation contract valued at over $500M.
Managed on-going large cabin business and VVIP aircraft satellite in-flight connectivity business development generating $25-30 million per year
Planned and launched new airborne broadband service offerings implemented through worldwide value added partner eco-system.
Owned the plans for specific partner value propositions and implementation.
Succeeded in closing key partnerships on schedule and meeting corporate financial objectives
Launched a new IFC business segment, transport category VVIP aircraft, resulting in first year revenue of $1.2 Million
Negotiated shipset reseller agreements with leading completion centers and MROs in Europe, US, and the Middle East for deployment on Airbus and Boeing narrowbody and wide body aircraft; Gulfstream, Dassault, and Bombardier large cabin business jets.
Generated marketing campaigns, solution messages, value propositions with SWOT analysis, and industry conference presentations.
Strategic Product and Management Consulting Group, Carlsbad, CA 2009 - 2010
International business strategy, sales and product management consultancy.
Lead advisor on structure and negotiations of business frameworks, Go-To-Market alliances, sales tactics, product portfolios and roadmaps. Key considerations provided for value propositions and value chain implementation. Focus on OEM device manufacturers, chip-set vendors, global eco-system structure and management.
MOTOROLA, INC., Schaumburg, IL 2004 - 2009
Manufacturer of communication products for consumers, enterprises, and government entities; $30 Billion annual sales.
Director: Worldwide OEM Business Development & Sales
Directed the execution of business development vision in the enterprise mobility industry, including 802.11 (WiFi), mobile terminals, WLAN switches, and VoWLAN phone. Identify, cultivate, and maintain strategic
relationships for sale of products and/or core technology. Evaluated market trends and partner with sales, marketing, and product management to develop strategic plans for new customers, alliances, and technologies.
Conducted due diligence to support business development initiatives. Collaborated with C-level stakeholders to define relationship and agreement terms and conditions. Delivered forecasting plans and dealt with the administration of the annual budget.
Negotiated $50M-$75M strategic wireless alliances with 2 Fortune 50 companies and 1 Global 50 company.
Lead a security system initiative, endorsed by CxO, for the company to expand into a new industry.
Structured multi-million dollar custom product agreement with the leading secure credit card transaction company.
Consistently above annual plan for sales performance, product strategy, and management goals.
AXESSTEL, INC., San Diego, CA 2003
Manufacturer of fixed wireless (CDMA) voice and broadband data products; $15Million annual sales.
Senior Director: Business Development
Managed a multi-million dollar development and manufacturing contract for a SONY-Ericsson CDMA mobile phone. Gathered client requirements for engineering and manufacturing teams. Administered budgets, and managed project P&L. Defined product positioning and pricing strategy. Evaluated other new domestic and international product opportunities.
Delivered a CDMA mobile phone to SONY Ericsson on time and on budget.
NEW WORLD & JAZZ, San Anselmo, CA 2002
Industry award-winning independent jazz artist promotion company,
Consultant: Marketing & Business Development
Fueled the firm’s business growth by 35% in 12 months by increasing number of new clients and service offerings for established clients.
Implemented a new “services for fee” structure by increasing the number of fee-based tiers.
Restructured engagement contracts.
QUALCOMM, San Diego, CA 1997 - 2001
A world leader in 3G, 4G and next-generation wireless technologies. Manufacturer of digital wireless telecommunications products and services based on Code Division Multiple Access (CDMA) technology; $25 Billion annual sales.
Director: Product Management / Senior Product Manager-Phone Division
Directed the product management efforts in defining the hardware and software requirements for the mobile industries’ first 3G (1x-EVDO) baseband ASIC and a dual microprocessor core System-On-Chip (SOC).
Developed ASICs’ portfolio positioning and pricing plans. Collaborated with domestic and international mobile phone customers’ Senior Management to define the chips’ features and performance.
Collaborated with domestic and international carriers regarding 3G services.
Defined industry’s first digital image capture (camera) technology integrated on baseband ASIC.
Administered $25 Million budget.
Led 25-member product management team in defining features, functions, industrial design, market positioning, pricing, branding, launch strategies, and service plans for the industry’s first Smartphone, implementing CDMA technology and incorporating the Palm operating system.
Delivered ahead of schedule and under budget.
The Smartphone generated $10 Million revenue in its initial launch year.
Lead market launch plans including press releases, trade shows, promotional materials, and analyst conferences.
Collaborated with domestic and international carriers to define Smartphone’s requirements and commercial services.
Supervised 4 direct reports.
Administered $20 Million project budget.
PACIFIC COMMUNICATION SCIENCES, INC., San Diego, CA 1993 – 1997
Wireless development and marketing company of domestic and international digital platforms
Director: Business Development; CDPD and PHS Business
Launched the cellular industry’s 1st digital data service (CDPD) & consumer products: “under the cover” laptop modem & data Smartphone.
SIEMENS Communications, Santa Clara, CA 1991 – 1993
Senior Product Manager: Wireless PBX Product Management
Lead the product definition, marketing, and launch for enterprise grade wireless adjunct system for the enterprise digital PBX.
Bachelor of Science in Psychology
Syracuse University, Syracuse, New York
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