Professional Profile

Skills
Sales
Business Development
Marketing
Commercial Contracts
RFP/RFI Writing Leadership
Programme & Project Management
Telecom and Enterprise IT
Solution Design 3rd Party/Partner Management
Strategic Planning
Business Case Development
Product Marketing

A long track record of driving sales in complex, technically diverse environment

s. A pragmatic aout-of-the-boxa thinker with creative marketing,business develo
pment, engineering and leadership skills, plus tenacity and the ability to deliv
er high quality results. Particular expertise in marketing and sales of high vol
ume, telecommunication, Web and mobile computing solutions. Team building, comm
unication and stakeholder management skills that have proven successful in corpo
rate and small business settings.
Career highlights:
a Introduction of global solutions sales initiatives generating $200 Million in
new revenue for HP.
a Leadership role helping to guide an internet start-up company to a successful
IPO.
a Multiple patents filed for advanced mobile computing software.
a Multiple awards and commendations for professional and sales excellence.
a Worldwide speaking engagements on diverse topics related to IT, Telecommunicat
ions and Multimedia.
Hewlett-Packard (HP), Communication, Media and Entertainment (CME) 2009 - Pres
ent
Present role is Senior Program Manager at HP New Zealand Delivery Management Off
ice (DMO): Responsible for Strategic Business Development and delivery of Chorus
Transition Program. Established a trusted partner relationship in the account a
nd currently driving new business opportunities.
Senior Program Manager for HP Service Delivery Platform (SDP) 2004-2009
Drove sales and provided leadership on a worldwide team creating the HP SDP solu
tion. Defined marketing and sales strategies; implemented go-to-market campaign
s, drove marketing to stimulate demand, positioned the SDP against competitors,
established partner business development activities to increase sales through 3r
d party application enablement, conducted direct sales campaigns across regions,
defined trade show presentations and demonstrations, established worldwide cros
s organizational training on SDP, and provided guidance and direct assistance to
sales teams to drive wins at Telstra, T-Mobile, Telenor, Telecom Italia, and Ro
dgers.
World Wide Solution Manager a" Mobile Content and Mobile Messaging 2001-2004
This solution management role consisted of sales and business development activi
ties for Mobile Content Management Messaging Solutions. These were partner based
solutions designed to drive sales for the HP Consulting and Integration Service
s. Created aone-stopa solutions for our customers and helped establish new acco
unts with Turkcell, Digi, SK Telecom, and KDDI.
Bluestone Software, Inc. 1996-2001
Director of Product Management and Marketing
Established the product marketing department for this start-up company; activiti
es included definition and implementation of marketing and sales strategies, con
ducting sales campaigns, hiring the product marketing team, establishing partner
s and partner business development processes, creating all new product marketing
and sales collaterals, helping to define, then implementing break-through mark
eting and sales campaigns to grow the business from 40 to 400 people and culmina
ting in a successful IPO and eventual sale of the company to HP.
Pre-Sales Systems Engineer
Consultative technical sales: worked with account lead and customers to determin
e needs and solve customer problems. Developed proof of concept applications an
d delivered in-depth presentations to close sales deals. Won multiple awards fo
r consistently enabling sales teams to meet or exceed quotas.
General Research Corporation 1994 -1996
Senior Multimedia Engineer
Designed and produced high quality multimedia Computer Based Training (CBT) and
web-based training applications that generated $25M in new contracts with Comput
er Sciences Corporation (CSC), Lockheed Martin, and the U.S. Navy.
Lockheed, M&DS Division 1985 - 1994
Multimedia Project Manager
Initiated and drove creation of a multimedia development business for the compan
y. Convinced management of the business opportunity, and designed, developed, a
nd implemented an advanced multimedia studio. This initiative led to multiple n
ew government contracts for delivery of CBT to train armed forces personnel arou
nd the globe. The multimedia studios are still in operation today and producing
new contracts for Lockheed.
Systems Engineer
Performed software systems analysis of a highly classified distributed data proc
essing system used for spacecraft command and control. Chairman of Spacecraft C
onfiguration Control Board and customer liaison for all spacecraft design modifi
cations.
Education:
Temple University, Philadelphia, PA
Bachelor of Science in Mechanical Engineering & Technology
Publications:
Service Delivery Platforms in the Web 2.0 Era a" Moriana Group
Service Delivery Platform and Adobe Flash a" Adobe and HP
Instant Communications in an IMS Environment - ICIN IEEE Communications Society
Datacasting - How to Stream Databases Over the Internet: Jessica Keyes. Chapter
19 aGluing Data to The Weba
Awards:
Final Piece Award, GE Aerospace Division
Presidents Award, Lockheed Martin
Highest Achiever Award, Bluestone Software
Speaking Engagements:
Supercomm: Wifi Hotspots - New Channel for Data Services
HP CTO Summit: Service Chaining- converged Telecom and IT services
International Telecommunication Union (ITU): Meeting Subscriber Needs, Community
Based Services
Telestrategies: Context Management, A New Way to Govern and Manager Web 2.0 Mash
ups