Director Business Development or Sales
Director Business Development or Sales with 17 years experience looking for a Direct Contributor position.
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Professional Summary Software professional with over 16 years of expertise in eCommerce, social comme rce, social marketing, behavioral based personalization, mobile and video commer ce. Leadership roles in direct sales, channel sales, partner recruitment, partne r program management and alliances for advertisers, ISVs, resellers and systems integrators. Ability to evangelize new solutions and uncover market opportuniti es. Strong international and domestic track record driving direct & channel-inf luenced revenue through the creation of integrated solution sets. Professional Experience PowerReviews San Francisco, April 10-Oct 10 Leading provider of Social Commerce applications for multi-channel and web retai lers. Director of Partnerships and Alliances Established channel sales for the companys Enterprise product line, targeting I nternet Retailer top 500 accounts. Positioned PowerReviews as subject matter expert around emerging business chann els: social/conversational commerce on Facebook, mobile commerce, and video comm erce. Prospected and negotiated reseller agreement with Wipro for their global eComme rce offering. 2-year expected revenue over $1M. Similar negotiations with Tata Consulting, Marketlive, Digital River, SysIQ and Venda. Formalized co-selling and marketing relationships with ExpoTV, Lithium Technolo gies, ATG, Netsuite and ExactTarget Initialized and launched Social Commerce education programs for Sapient, Aaxis Group and Professional Access. Forecasted impact from co-selling over first 12 months expected to increase lea ds by 20% and revenue by 5%. ATG (Art Technology Group) San Francisco, Jan 09- Jan 10 Part of new Optimization Services SAAS division. Account Executive, Western Region (direct sales role) Responsible for marketing automation software sales into Retail, Telco, Financia l Services, & Travel/Hospitality Built territory plan and targeted VPs of eCommerce, Marketing and Customer Care with deployments improving site revenue, automated merchandising, reducing call center costs via self-service and chat applications. Closed deals in Wireless (Boingo Wireless global rollout), Travel/Hospitality ( Viator, 20 + sites), Intercontinental Montelucia Resort ($300+ million dollar re sort deployment). Typical sale $50K/annual. Aggregate Knowledge San Francisco, Nov06- Jan 09 Pioneer social merchandising and behavioral driven advertising solutions for ret ailers, publishers and CPG companies Director, Sales & Business Development Top producer for entire time at the company. Typical deal $60K-$250K annually. Planned and instituted retail penetration and sales strategy; instrumental in g aining early adoption at top-tier prospects. Prospected and closed deals with top branded Internet retailers included SonySt yle, Sears, Walmart (Sams club.com), Bloomingdales, Smart Bargains, Netshops, Si mon & Schuster, Drugstore.com, IAC (TicketsNow). Responsible for building retail and publisher partner network. Within first ye ar, drove over 60 million impressions of our content. Partners included over 100 ecommerce sites and 20 publishers. Distributed recommendation widgets to top publishers including: Washington Post /Newsweek Interactive, Business Week, Philly.com, and OReilly Network, among man y others.
Identified opportunity and launched new advertising solution to top digital mar keting agencies: Agency.com (Chicago), Avenue A (Chicago) Blast Radius, Digitas (NY & Boston), MediaVest & WPP. Spoke on a panel at Commission Junctions annual conference about Web 2.0 techno logy and affiliate marketing. Demandware San Francisco, Sept 03- Nov 06 Leading SAAS eCommerce platform for large multi-channel retailers. Director, Business Development Launched partner program for core technology, ISVs and OEMs. Initiated new OEM sales channel and closed deal with 12-month revenue forecast of $2 million, largest corporate deal Built partner program driving lead generation and key technologies for marketin g solutions around the platform. Strategic role in product management and professional services driving build vs . buy decision processes. Independent Consultant Project managed VC road show across N. America with personal introduction leadi ng to $10 million A round. Led market validation initiatives with potential systems integrators and web de velopment partners. ATOMICA Corporation (now Answers.com) Burlingame, CA, May 01-Dec 02 A data integration and information delivery application Funded by Goldman Sachs, AOL, Highland Capital & others Director, Alliances and Business Development Reported to President and then VP Sales, with responsibility for driving revenu e through strategic technology partners, systems integrators and resellers. Closed IBM as strategic partner: internal deployment of our software inside IBM worth $100K+, IBM as a reference customer, product bundle with IBMs Discovery S erver Product. Drove $750K of revenue through channel partners in 2002, constituting 60% of to tal company sales. Negotiated technology and marketing agreements with Google Appliance, Semio, St ratify and others to deliver complete solutions for managing structured and unst ructured corporate data. INTERSHOP Communications, Inc San Francisco, CA, Sept 96-Jan 01 Leading Content Management and Sell-Side eBusiness software (ISHP formerly on NA SDAQ and Neur Markt). Global Director, Partner Programs Oversaw a cross functional, international team of alliance managers, product ma nagers, engineers and product marketing managers responsible for developing and marketing solutions to direct sales team and alliance partners such as Accenture , Cap Gemini, CSC, HP, KPMG, and Unisys. Solution launch: datasheets, white pap ers, webinars and road shows. Solutions included integrations with leading Payment Gateways, ERP, CRM, and Co ntent Management applications. 80% of deals required partner technology and hel ped contribute to 30% of revenue in 2000. ($39 million dollars.) Established executive level partnerships that facilitated sales, helped the com pany grow revenues 100x and raise money in the public financial markets. Example : Intel, first a partner, later OEMed $6 million in software. Manager, Business Development and Strategic Alliances Developed, launched and managed global ISV partner program. (50+ global partner s) Identified and recruited best of breed 3rd party software and service provid
ers to integrate their offerings with Intershops eCommerce platform and engage i n joint sales and marketing. Developed partner recruitment and marketing programs for ISPs and Telcos modele d after Deutsche Telekom deal. Up to 66% of revenue in some quarters ($10s of mi llions of dollars) was derived from this channel. Bell South, Bell Canada, US We st, France Telecom, Go2net, The Globe, and Citysearch were all customers. International Financial and Trading Network Moscow, Russia, May 94-May 96 Developer of account management software for spot market currency trading. Director, Sales and Marketing CIS and Eastern European US representative in Eastern Europe managing 11 people in Moscow and Kiev. Resp onsible for all sales and marketing throughout territories. Sold 17 turnkey day trading dealing centers to banks and financial companies in the Baltics, Russia, Ukraine and Central Asia. Franchise included enterprise ac count management/trading software, access to private dealer network, real time i nformation systems from Reuters, Tenfore or Telerate as well as consulting servi ces. P&L responsibility: Generated over $750,000 of revenue in two-year period with profitability after year one. Education University California, Los Angeles BA, Business Administration and Psychology Continuing Education Product and Market Development, Inc. Market Validation Workshop 2000 Pragmatic Marketing Practical Product Management 1999 Personal Advisory Board Member: LocalNow.net, formerly advised; Arcadia One Software, Cal iber Design and Bizfinity.com Passions: global travel, live music, cooking, Internet technologies. Limited pa rtner in www.Independentsf.com
1993
Identified opportunity and launched new advertising solution to top digital mar keting agencies: Agency.com (Chicago), Avenue A (Chicago) Blast Radius, Digitas (NY & Boston), MediaVest & WPP. Spoke on a panel at Commission Junctions annual conference about Web 2.0 techno logy and affiliate marketing. Demandware San Francisco, Sept 03- Nov 06 Leading SAAS eCommerce platform for large multi-channel retailers. Director, Business Development Launched partner program for core technology, ISVs and OEMs. Initiated new OEM sales channel and closed deal with 12-month revenue forecast of $2 million, largest corporate deal Built partner program driving lead generation and key technologies for marketin g solutions around the platform. Strategic role in product management and professional services driving build vs . buy decision processes. Independent Consultant Project managed VC road show across N. America with personal introduction leadi ng to $10 million A round. Led market validation initiatives with potential systems integrators and web de velopment partners. ATOMICA Corporation (now Answers.com) Burlingame, CA, May 01-Dec 02 A data integration and information delivery application Funded by Goldman Sachs, AOL, Highland Capital & others Director, Alliances and Business Development Reported to President and then VP Sales, with responsibility for driving revenu e through strategic technology partners, systems integrators and resellers. Closed IBM as strategic partner: internal deployment of our software inside IBM worth $100K+, IBM as a reference customer, product bundle with IBMs Discovery S erver Product. Drove $750K of revenue through channel partners in 2002, constituting 60% of to tal company sales. Negotiated technology and marketing agreements with Google Appliance, Semio, St ratify and others to deliver complete solutions for managing structured and unst ructured corporate data. INTERSHOP Communications, Inc San Francisco, CA, Sept 96-Jan 01 Leading Content Management and Sell-Side eBusiness software (ISHP formerly on NA SDAQ and Neur Markt). Global Director, Partner Programs Oversaw a cross functional, international team of alliance managers, product ma nagers, engineers and product marketing managers responsible for developing and marketing solutions to direct sales team and alliance partners such as Accenture , Cap Gemini, CSC, HP, KPMG, and Unisys. Solution launch: datasheets, white pap ers, webinars and road shows. Solutions included integrations with leading Payment Gateways, ERP, CRM, and Co ntent Management applications. 80% of deals required partner technology and hel ped contribute to 30% of revenue in 2000. ($39 million dollars.) Established executive level partnerships that facilitated sales, helped the com pany grow revenues 100x and raise money in the public financial markets. Example : Intel, first a partner, later OEMed $6 million in software. Manager, Business Development and Strategic Alliances Developed, launched and managed global ISV partner program. (50+ global partner s) Identified and recruited best of breed 3rd party software and service provid
ers to integrate their offerings with Intershops eCommerce platform and engage i n joint sales and marketing. Developed partner recruitment and marketing programs for ISPs and Telcos modele d after Deutsche Telekom deal. Up to 66% of revenue in some quarters ($10s of mi llions of dollars) was derived from this channel. Bell South, Bell Canada, US We st, France Telecom, Go2net, The Globe, and Citysearch were all customers. International Financial and Trading Network Moscow, Russia, May 94-May 96 Developer of account management software for spot market currency trading. Director, Sales and Marketing CIS and Eastern European US representative in Eastern Europe managing 11 people in Moscow and Kiev. Resp onsible for all sales and marketing throughout territories. Sold 17 turnkey day trading dealing centers to banks and financial companies in the Baltics, Russia, Ukraine and Central Asia. Franchise included enterprise ac count management/trading software, access to private dealer network, real time i nformation systems from Reuters, Tenfore or Telerate as well as consulting servi ces. P&L responsibility: Generated over $750,000 of revenue in two-year period with profitability after year one. Education University California, Los Angeles BA, Business Administration and Psychology Continuing Education Product and Market Development, Inc. Market Validation Workshop 2000 Pragmatic Marketing Practical Product Management 1999 Personal Advisory Board Member: LocalNow.net, formerly advised; Arcadia One Software, Cal iber Design and Bizfinity.com Passions: global travel, live music, cooking, Internet technologies. Limited pa rtner in www.Independentsf.com
1993
