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Director

Director

Work Experience

Experience

2002 Interim Executive
Location: Italy Area of work: Europe and Japan

Working as interim sales manager for selling via indirect channels in the UK, France,
Germany, Italy, Spain, and Japan.
Software type: Middleware, Security

1998 to 2001 New Era of Networks (NEON)
Location: UK Area of work: Europe

Managing Director of German subsidiary and Vice President of European Operations
Previously – Director Business Development – Europe
Software type: Middleware

1996 to 1998 Channel Productivity Associates
Location: UK Area of work: Europe, South America

Director
Established and ran channel networks and marketing for client companies.
Worked as a coach for Solution Selling, a sales training course for selling intangible products.
Software type: Network Management, Security, and Storage

1993 to 1996 Horizons Technology
Location: Netherlands Area of work: Europe

Director, International Operations
Software type: Storage, network management, multimedia

1989 to 1992 Peregrine Systems
Location: California Area of work: Europe, Asia

Director of International Operations
Software type: Enterprise, Help Desk, Asset Management


1984 to 1989 Candle Corporation
Location: Netherlands and UK Area of work: Worldwide

Various management roles, including Channel Sales Manager, Finance and HR Manager
Software type: Performance Management


1980 to 1984 Garrett Corporation
Location: California Area of work: Worldwide

Various roles (marketing analyst, plant controller)


Education

Master of International Management, The American Graduate School in International
Management (Thunderbird), 1979
B.A. Political Science, University of California, San Diego, 1978
Professional Seminar: Solution Selling Certificate for Non-tangible Products


Skills

As Managing Director
German subsidiary of middleware Software Company.
o Led the team to increase revenue from $3 million to an annual run rate of $12.8 million in the first ten months
o Increased profit margin from 4% to 17%, including an increase of a substantial marketing campaign

Dutch subsidiary of network management Software Company.
o Led sales team to increase revenue from $500,000 to $3 million, becoming 34% of total company revenue
o Increased marcom, while keeping profit constant at 5%

UK, German, and French subsidiaries of enterprise Software Company.
o Grew direct sales from zero to an annualised $4 million in first year.
o Managed transition from channel sales to split between channel and direct sales

As Sales Director
Interim Channel Sales Manager.
• Establishing partners throughout the UK, the continent and Japan for client firms (middleware and security software). Provide sales management, product training, channel development, leading to first six months’ sales of $500,000, and a pipeline of $2.8 million in the first ten months.

Sales Director and Business Development
• Rationalized EMEA channel network, to focus on a major OEM account, increasing revenue from $1 million in the first year to $10 million in the third year.
• Set up distribution networks for network management company, signing up seven productive distributors, and increasing revenue from $500,000 per year to $2 million
• Led direct and indirect sales teams for three companies, hitting targets in most years.

As Operations
Vice President and Director level
• Managed Finance, Human Resources, and Operations for four companies. Built team, implemented policies, procedures and measurements for subsidiaries that contributed to growth while not hindering revenue-producing activities.

As Mergers, Acquisitions, Integration and Restructuring
Business Development Director

• Led team to acquire companies in the UK, Switzerland, Germany, and Hong Kong to expand international organization. Identified need for territorial growth, found companies to acquire, led the M&A&I process, and closed the transactions. Revenue from the acquired companies added $25 million per year to combined organization.
• Have led restructuring efforts in several companies to cut costs while keeping main business functioning.


Languages

English, French, Good Portuguese, Beginning Italian and Dutch

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