DONATA MAKUTA [email protected]
Cell: 408-205-5364 Relationship Manager/ Project and Program Manager/ Enterprise Account Manager/ S ervices Business Development Manager with 15+ years of experience in planning, i mplementing projects and programs, selling and marketing technical and non-tech nical products and services to partners and enterprise customers. Built, grew, m aintained and strengthened key account relationships. Known for delivering resul ts, revenues & customer satisfaction. Team player. Excellent interpersonal, orga nizational & communication skills. PROFESSIONAL EXPERIENCE eBay Inc. (PayPal Inc.), San Jose, CA June 2007 to present Senior Project Manager, Integrations, Large Merchant Services Project manage PayPal integrations. Have launched PayPal as a payment option on numerous websites. Support large retailers' development teams in their integrati on efforts. Integrations included verticals such as the airline industry - Ameri can Airlines, United Airlines, Continental, Delta and jetBlue. Other verticals i nclude: Apparel, Specialty merchants such golf, jewelry, tobacco, dating service s and digital goods. * Exceeded business goals and revenues for the Large Merchant Services team and the company, by 25%-35% quarter over quarter. * Launched 11 merchants in 2010 to date. DonataRealty, Santa Clara, CA Jan. 2006 to June 2007 Real Estate Broker Represented clients in their residential transactions. Managed each transaction from prospecting, promoting, marketing/ selling the property to contract negotia tion to coordinating the close of escrow. * Closed 7 transactions valued at approx. $ 6 Million in 2006/07. * Built diverse client base throughout Bay Area. JUNIPER NETWORKS INC., Sunnyvale, CA Dec. 2002 to Jan. 2006 Services Business Manager Drove Services business through the Channel, large Service Providers and to dire ct key enterprise accounts; managed complete service business (maintenance suppo rt contracts, professional services, trainings) for large key accounts, as well as service business for the general territories in the US and Latin America. * Increased support revenue by 20% -30% every year. * Managed services business for large service providers (Sprint, SBC, MCI, Erics son, Alcatel). * Responded to large RFPs from a Service Delivery perspective and won deal oppor tunities. * Negotiated service contracts with large Enterprise Accounts, Service Delivery Partners and Resellers in the US, Europe and Latin America. VERITAS SOFTWARE INC., Mountain View, CA 2000 to 2002 Accounts Manager, OEM Partners & Strategic Alliances, Technical Services Managed service relationships for 15 key partners ($45M in annual revenues for Support Services). * Managed the implementation of Technical Services Operations for global partner s. * Implemented account reviews and analyzed data, optimizing effective resource m anagement. * Negotiated contracts for delivery of services with key partners. Program Manager, OEM Engineer Certification Program, Strategic Alliances Developed business plan for first Engineer Certification Program as well as for
program roll-out and quantifying potential return on investment. * Created and delivered first Engineer Certification Program within VERITAS. * Developed joint OEM Partner Certification Program with Sun Microsystems and VE RITAS. SUN MICROSYSTEMS INC., Europe and the U.S., Menlo Park, CA 1995 to 2000 Strategic Sales Development Manager, Global Accounts Responsible for managing together with the account teams 5 key telco accounts wi th combined revenues of $200M+. Contributed to an increase in revenues of 20-40% for Tier 1 ($50M+) and Tier 2 accounts ($20M+). * Roll-out of account methodology, increasing efficiencies & focus. Exceeded fin ancial goals. * Increased customer satisfaction levels for key accounts by 30 %, through incre ased attention to key accounts, executive level sponsorships and customer involv ement. Global Business Manager , Enterprise Services, Americas & APAC Responsible for selling global support contracts to Sun's global/international a ccounts. * Sold global service contracts ($50K to $1M+) to more than 20 key accounts. * Maintained relationships and saved a major relationship worth $2-3M in support revenues. * Audited Service Partners in Latin America & APAC; verified service capabilitie s Global Accounts Manager, Enterprise Services, Munich, Germany Responsible for selling and managing European accounts and international account s. * Gained six new accounts worth several million dollars in support service contr acts. * Negotiated and closed global service contract for Siemens overcoming delays an d red tape. MICROTEK ELECTRONICS, Duesseldorf, Germany 1993 to 1995 Marketing Manager Responsible for managing all European marketing activities. * Developed business plan with Director for Europe to relocate operations to Rot terdam. Downsized marketing staff from 5 staff members to 1 with no disruption o r harm to business. * Managed marketing communications activities (advertising, POS activities, trad e shows) * Won market share from Umax & HP by working closely with sales reps and master resellers and dealers by incenting them to increase sales & improving trainings/ communication. KIENBAUM & PARTNER CONSULTANCY, Duesseldorf, Germany 1991 to 1993 Senior Consultant Responsible for generating international trade and investment promotion projects . * Generated 3 major consulting projects ($3-4M) and implemented two of these pro jects. * Implementation of diverse projects including "personnel capacity analysis" pro viding roadmap for restaffing to major printing company in Germany; revamping pr omotion program of Cyprus Tourism Organization; investment promotion study for M orocco; business matchmaking with African & German businesses; revamping marketi ng and sales activities for former East German companies to ease European integr ation. MINISTRY of ECONOMIC DEVELOPMENT, San Juan, Puerto Rico 1987 to 1991 Investment Promotion Consultant Responsible for selling & promoting Puerto Rico & the Caribbean Basin as an inve stment site to investors.
EDUCATION MBA International Business & Marketing, Bradford University, England MA International Business, George Washington University, Washington DC BA&BA Spanish/German, Political Science/LATAM Studies, University of North Carol ina, Greensboro Languages: Fluent in German, English, Spanish; French comprehension; Learning It alian; Organizations/ Membership SV Project Management Institute; Silicon Valley American Marketing As sociation; Toastmasters International EBAY; started Juniper Networks Toastmaster s; Member of Sunnyvale Chamber of Commerce and its Economic Development Committe e for three years; Women in Technology (WITI), eWit at EBAY; Leadership Sunnyval e Program; German American Business Association, Hispanic.Net.