More than 10 years of large and small company experience in designing networks, network products, and in developing OEM and corporate to corporate relationships with hardware manufacturers, software developers, industry and government. Key strengths include:
Alpine is a leading provider of networked computer integration services. With over 200 engineers on staff, Alpine is one of New England's largest integrators.
SENIOR TECHNOLOGY CONSULTANT - June 1998 to Present. Designed, specified and directed network computer integration projects. These projects include, but not limited to, VPN, NT Networking, Active Directory, Novell Directory Services, ZAR, ZENWorks, outsourcing, network health check, secure web services, and remote access. Designed systems using technology from Sun, Microsoft, Novell, Cisco, Netscape, IBM, Digital, and Compaq, just to name a few.
Caldera is a leading provider of Linux to the commercial marketplace. They are the leader in providing the corporate stability and support that businesses demand.
REGIONAL MANAGER - October 1997 to April 1998. Left Osicom to pursue opportunity in Caldera, a Utah based startup with ties to Novell. Responsible for all activity, except retail sales, to Europe, Canada and Northeast US. Developed relationships with Symbol Technologies, world's largest manufacturer of handheld scanning devices. Worked on products that included SAMBA (Linux support for MS-SMB), Novell NDS for Linux and Embedded Linux and DR-DOS (Caldera bought Digital Research from Novell).
Digital Products, a division of Osicom Technologies, is a leading manufacturer of print server technology. In addition to a commercial line of print server products, DPI also provides a line of OEM adapters for printers.
DIRECTOR, OEM BUSINESS DEVELOPMENT - March 1997 to October 1997. Left Novell to join DPI for exciting opportunity to promote Internet technology with print servers. Working with major manufacturers of printers including Xerox and IBM. Responsible for product development and extending the business relationship with these partners. Also responsible for pursuing and developing relationships with manufacturers of embedded systems other than printers as prospects for exciting new networking technology.
Novell is the world's leading provider of Network Operating Systems. Founded in 1983, Novell pioneered much of today's networking technology. Revenues in 1995 were $2 billion.
BUSINESS DEVELOPMENT MANAGER - 1992 to 1997. Promoted to manage the relationship and all development projects with Digital Equipment Corporation and Novell. Also responsible for managing several other OEM's and for promoting emerging technologies. Turned around a deteriorating relationship occasioned by Novell's delays in completing a project that would allow Digital to exploit the power of the Alpha chip with Novell software. Developed significant new projects with Digital despite the attempts of Microsoft to monopolize the business.
Signed more NEST contracts and managed more projects with OEM customers than anyone else in the corporation. (NEST, Novell Embedded System Technology, allows any device with a network connection to be managed and secured by Novell.)
ACCOUNT EXECUTIVE - 1988 to 1992. Promoted as Novell's first OEM representative in the East. Responsible for handling all computer OEM relationships and OEM product development in New England except for Digital Equipment Corporation. Also responsible for licensing hardware. At the time, Novell was withdrawing from the hardware business and was developing a new version of the system to run on non-Intel computers.
Licensed the first hardware, the Novell file server, to MicroDyne Corporation which became one of the largest suppliers of Ethernet in the world.
Designed, implemented and negotiated development projects and marketing programs with Wang, Data General, Standard Microsystems, ComputerVision and Stratus Computer. Worked closely with partners' product managers. Negotiated the first two Portable NetWare contracts and managed the product development.
Concluded and managed more contracts than anyone else in Novell. Played a key role in increasing revenues from zero to more than $10 million by 1992.
REGIONAL MANAGER - 1986 to 1988. Responsible for all Novell activities in the Mid Atlantic Region including the Federal Government. Managed 15 Sales, Systems Engineering, training and support personnel. Served as part of the senior team that developed Novell's often imitated three tier distribution, support and education channel as well as a POS (Point of Sale) model for sales compensation.
Increased Mid Atlantic sales from $8 million to $40 million annually. In last quarter in position, sold $13 million in new products, a company record. Revamped the method by which geographical territories were assigned to distributors. Doubled sales through distributors in less than one year.
GOVERNMENT SALES MANAGER - 1986. Responsible for all Novell dealings with the Federal Government. At the time, there was no Federal sales program. Leveraged the developing reseller channel to help penetrate the Federal government. Negotiated the GSA Schedule C contract which simplified the purchasing procedure for Federal orders. Created a program to compensate resellers who worked with Novell on GSA sales. Signed 25 resellers and drove 1986 sales to more than $3 million, a six fold increase over 1985.
Founded in 1979 as a small operation selling calculators, MBI evolved to become an electronic games shop and then a systems integrator. Sales climbed from $1.5 million in 1979 to $184 million by 1986.
NETWORK PRODUCT MANAGER - 1985 to 1986. Promoted to develop network business. Also served as Corporate Consultant for Networking. Developed and implemented a strategy and program for selling networking products and services. Supported sales personnel on sales calls. Established relationships with vendors and manufacturers of networking equipment. Evaluated the strengths and weaknesses of IBM, 3Com and Novell. Created an offering that utilized Novell software running on IBM PCs with 3Com adapters.
FEDERAL CHANNEL MANAGER - 1983 to 1984. Promoted to establish the company's first Federal sales program and to manage all sales to the Federal Government. Negotiated the contract to open a computer store in the General Services Administration's headquarters in Washington, D.C. Oversaw the buildup. Hired and trained staff. In the first month, sold more that the first six month's projection of $400,000. In the first six months, sold the entire three year allocation, $10 million.
EDUCATION CHANNEL MANAGER - 1981 to 1983. Sold computer equipment to school systems in the Washington, D.C. area. Managed ten Sales Representatives, Technicians and Support personnel. Organized the bidding process. Built a sales team. Increased sales 5 fold to $2 million in slightly more than one year.
SOFTWARE PRODUCT MANAGER - 1979 to 1981. Managed ten sales, operations and marketing personnel in a new position created to promote the software sales. Increased software sales from zero to more than $.6 million annually.
BA, University of Maryland, Frostburg.
Leisure activities include acting (have performed in more than 30 plays) and music (performer, singer and songwriter), have written more than 50 songs. Excellent references are available.