Dates Employed Job Title Company
5/2006 – Present Chief Business Developer SW Consulting, Sole Proprietorship Raleigh NC
Professional strategic planner, sales, marketing, business developer interim executive for hire. Provide assessments and recommendations on products and services portfolio, market and competitive position, forensic sales assessments. Assist with mergers, acquisitions or divestitures, alliances, joint venture development.
6/2005 – 4/2006 Vice President, Sales and Marketing Raytheon JPS Communications Raleigh NC
Brought in to realign business and revitalize products and services portfolio. Driving the development of new products, new markets and the strategies to reposition a business in transition. Developed company core competencies to enter systems integration market segment of communications and interoperability systems. Developed business growth roadmap to rapidly scale and achieve 100% year over year growth.
Managed global sales, product management, marketing, customer service, alliances and partnerships with teaming partners, managed multi-year multi-million dollar technology capture management including the management of engineering support and development. P&L range to $23 Million.
Six Sigma trained, strategic planning expert, product development and deployment expert, systems and software professional services management. Developed and recruited new Rep/Dealer base, increased resellers 50%.
10/2004 – 5/2005 Principal, Public Sector Business Developer Current Analysis Sterling VA
Created a new business unit. Developed and implemented new line of business focused on providing business intelligence and consulting to companies seeking government contracts. Developed products and services and consulting services for Fortune 500 Manufacturing, Communications and Systems Integrators clientele.
8/2003 – 9/2004 Segment Manager, Government WilTel Communications Herndon VA
Created a new business unit. Creating and driving new business unit to address the needs of government markets. Managing development of new products and services for selected target markets and clients. Developing strategic alliances and collaborative agreements with integrators, software partners, resellers and with potential professional service providers and acquisition partners.
11/2001 – 8/2003 Principal, Chief Marketing Officer SW Consulting Lynn MA
Consultant and interim executive for hire. Assisted companies align strategies. Provide sales, marketing and business development expertise to companies in need. Created startup business plans to obtain venture funding, and to execute sales and marketing plans for several companies. Created a franchise corporation from an existing service business. Developed sales, marketing and alliance plans for software company. Managed the development and training of sales teams. Developed product and service specifications. Responded to inquiries, RFPs and other opportunities requiring sales expertise.
4/2001 – 11/2001 Vice President Strategic Alliances EntitleNet Incorporated Medford MA
A startup company. My responsibilities include developing and deploying business, marketing and product development plans. I created the integrator, software developer and reseller, and direct sales programs. A significant portion of my time involved preparing presentations to investors, government proposals, analysts and senior prospective clients for the J2EE enterprise security software developed by EntitleNet.
8/1999 – 3/2001 Vice President, International and Government Northern Light Technology LLC Cambridge MA
Created international plans and executed global plans. Opened European office, recruited integrator and technology partners, responsible for development of new business with strategic global accounts. Grew business from zero to $1M in 6 months.
9/1994 – 8/1999 Director, Sales, Marketing,Strategic Planning US Dept of Commerce, NTIS
Entrepreneurial sales, joint ventures and product development position responsible for developing and successfully executing plans to drive business from $24M to $54M. Implemented $20M professional services organization. Key Accounts included DOE, DOD, IRS, HHS and many other government agencies. Created first online transaction processing system, developed and managed government’s largest on-demand printing system as a part of commercial enterprise, managed largest web hosting site in public sector, FedWorld. Created first government wide search service and a number of joint ventures with private sector organizations. Received promotion to SES level 2 (Vice President level). Trained and certified COTR.
5/1988 - 8/1994 Senior Manager, Strategic Marketing Digital Equipment Corporation Stow MA
Headed strategic planning, marketing and sales for worldwide desktop integration PC systems, and professional services organizations. Created new products and services for software, integration, hardware and networking services. Responsible for bottom line profit contribution of $250M. Responsible for the planning, development and implementation of multi-vendor services and professional services. Managed services portfolio growth globally through marketing and sales program development.
5/1985 - 5/1988 New England Area Manager Northern Telecom Stamford CT
Managed all sales, marketing, service organizations, corporate accounts, product management for entire New England area. Developed reseller networks. Managed National accounts in region and the introduction of new products and services. Introduced professional networking services group to corporate clients for VPNs and other custom voice/data services. Managed carrier partnership relationships. Teamed and partnered with NYNEX and Southern New England Telephone on major accounts services.
6/1981 - 8/1985 Director, Market Support and Training Services Allied Corp, Bunker Ramo Division Trumbull CT
Managed a professional hardware and software development group for leading financial systems and services development house creating CBT and online services for training. Created and conducted business as a training business serving global clients needs for network and C and Unix programming.
7/1968 - 6/1981 Research Scientist Perkin-Elmer Norwalk CT and Technicon Instruments Tarrytown NY
During this period of my career I was a researcher for two of the leading analytical and laboratory instrumentation manufacturers in the world. My responsibilities were to research and develop new methods, automated systems, testing procedures for use in environmental, clinical laboratory and applied research.