> Proven Senior Executive with 20+ years of experience - Marketing, brand management, sales, business development, channel management, product management and operations
> Delivers results with a customer-focused and market-driven philosophy
> Business unit leader of performance-driven global teams who seamlessly transitions between strategic and tactical situations- full P&L responsibility with strong gross margin achievement performance
> Proven success building brand recognition and demand generation through strategic channel, partner and customer alliances with Tier 1 channel partners and Fortune 500/100 companies
> Transforms marketing and channel strategy to revenue growth by delivering highest quality B2B and B2C user experience
> Leads with a collaborative coaching style and believes creativity is a key asset for team members
> Highly skilled at transforming the subtlest points of technical differentiation into end user value messaging
> Successful body of work for Internet, telecommunications, satellite, cloud managed services & solutions, DoD, avionics and Federal Government - Most recently cloud services delivery, UCaaS & SaaS solutions and services for B2B, SMB and Enterprise
AREAS OF GLOBAL EXPERTISE
> Marketing, Product Strategy, Pricing, Sales & Channel Leadership, Product Management
> Brand Development and Management
> Go To Market Strategy Development and Execution
> GM/Operations, Multi-function Leader with Full P&L Responsibility
> Managed Satellite Services
> Digital Transformation & Cloud Services
> Service Provider & Enterprise Business Development
> Complex RFPs
> Embedded/client software solutions
Cloud Constellation Corporation August 2018 - Present
Chief Commercial Officer
Cloud Constellation Corporation offers a space-based cloud data security as a service (DSaaS), that provides cloud data storage in space. Bypassing terrestrial networks for global connectivity and data storage, SpaceBelt™ DSaaS provides the strongest level of data security whether at rest or in motion for government, military and businesses.
Global responsibility for sales, corporate and service brand management, marketing, strategic alliances and channel partnerships.
Successfully re-branded and re-positioned SpaceBelt as a cloud service offering into a range of vertical markets, addressing the cybersecurity challenges of securing highly sensitive, high value data assets. Thought leader for space-based edge computing services.
Cloud Constellation Corporation October 2017 - July 2018
Vice President of Channel Management & Marketing
Responsible for global strategic alliances management and marketing, developing relationships with reseller partners including cloud, communications and satellite service providers across a range of vertical markets.
Broadsoft Inc. June 2016 - November 2016
Consultant, SaaS Go To Market Strategy
With 800 service provider customers, Broadsoft is a global market leader for cloud-based Unified Communications, Collaboration and Voice Software Solutions; including significant vertical focus in hospitality, education, FedGov.
Responsible for go to market strategy, new channel development strategies, operations business model and execution for BroadWorks and BroadCloud cloud services (UCaaS, SaaS, PaaS) solutions that enable managed Unified Communications, Collaboration and Voice services for SMB and enterprise customers and contact centers. Focus on social media content portfolio to deliver on network effect growth strategy.
Senior Vice President & General Manager - North America Division August 2010 - May 2016
OneAccess designs, manufactures and markets innovative multi-service router and cloud application delivery platforms and software solutions. These are utilized by service providers to enable managed voice, data and cloud services for SMB and enterprise customers; including vertical markets- hospitality, healthcare and education.
P&L responsibility for NA operations that included product management, marketing, sales, business development, operations and channel/solution partnership development. Recruited, managed a 5 member team. Defined and executed brand development strategy, marketing and product strategy. Developed product strategies/roadmaps and partnerships for the introduction of cloud application delivery, integrated mobility, managed satellite services, and NFV/SDN solutions.
> Developed North American go to market strategy and lead execution- evangelist and spokesperson
> Developed field marketing strategy and programs to create awareness and capture customers, channel and solution partners
> Created and maintained a broad portfolio of media content and marketing collateral
> Successfully established North American presence and market relevance from absolute startup with zero brand recognition
> Reached $500,000 revenue in 2016, including 1st Tier-1 service provider launch
> Captured business commitments at six Tier-1 (to $147 billion) service provider companies, and marquee hotel brands
> Built strategic alliances and go-to market strategies with technology and channel partners: Broadsoft, Metaswitch, SYNNEX, NETXUSA, FONEX, Comtech EF Data and Actelis Networks
> Captured managed satellite service provider customers and channel partners for satellite WAN optimization solution
Director of Strategy - Enterprise CPE Division 2008 - 2010
ADTRAN is a global provider of networking platforms and software solutions. At the time of my employ, revenue was $606 million.
ADTRAN's products enable voice, data, video and Internet communications across a variety of network infrastructures.
Responsible for leading field marketing, product and channel based strategic initiatives of the Enterprise Division platforms and software solutions. Developed and led the strategic planning process with a team comprised of senior management and cross functional organizations. Led the ADTRAN enterprise solutions market launch into the Europe, Middle East & Africa markets. Additionally responsible for the reorganization and rebranding of ADTRAN’s solution partnership program - defining organization responsibilities, partner development and marketing investment criteria. Created the global services strategy for ADTRAN ACES - professional maintenance and installation services.
> Selected to guide the global growth strategy for this $180 million division of the company
> Successfully opened the European VoIP channel in 12 countries with Verizon, where multiple attempts had failed, prior to my arrival
> Created the go to market strategy for the Tier 1 MSOs
> Division spokesperson with press and analysts
Carrier Access Corporation 2006 - 2007
Vice President & General Manager, Converged Access Business Unit
Carrier Access Corporation designed, manufactured, and sold broadband access equipment to wireline and wireless carriers. The company also offered converged business access products that integrated multiple voice & data access services and supported the connection of customer voice and data equipment. The firm was sold in 2007 to Force10 Networks, Inc. for $97.3 million.
P&L responsibility for $35M Converged Access Business Unit including sales, sales operations, R&D (US and China teams), field product marketing and product management teams. Responsible to develop and focus a product strategy based on customer engagement. Created an aggressive product development plan to be executed by the product management and engineering teams. Served as spokesperson with press and analysts. Responsible for business development, including strategic account relationship development. Provided the long-range direction of the Division's technology function.
> Selected to lead the Converged Access Business Unit, with P&L responsibility on $35 million in revenue
> Successfully developed and managed a team of 50- including R&D, product management, product marketing, sales, sales operations and sales engineering
> Enabled the successful sale of the company by dramatically improving the business unit’s impact within market segments and with strategic customers
> Aggressively and successfully developed alliances for providing end-to-end solutions
> Successfully created a product strategy based on key account and market directives
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