Bellevue, Washington, United States
Innovative public and private growth technology company executive leader, with 30 years of global experience and a track record of delivering revenue growth and outstanding returns for investors and stakeholders. • Repeatedly successful operating executive and GM with over 20 years of P&L experience in leading technology businesses, creating top and bottom-line growth using customer success as a driver • Effective change agent accelerating innovation, new services, and driving business evolution in start-up, incubation, expansion and diversified corporate settings Vice President of Services / GTM Leader: • 15 years of collaborative go-to-market team leadership (marketing, sales strategy and consulting delivery operations) to generate top line growth managing organizations from 20-300 professionals • Specialist in creating new recurring revenue businesses leveraging productized and life cycle services for advanced technologies like business intelligence, big data analytics, IoT, mobility and advanced cloud network capabilities
Responsibilities include organization wide leadership and development of key initiatives, applications portfolio, and cadence of IT operations. Provide budget guidance and operational metrics to ensure strategic alignment with company objectives. Energetic, partnering leadership style that results in high employee engagement. • Co-lead company-wide AI strategic initiative with Chief of Staff CEO, targeting business results and ROI driven investments spanning personal productivity, functional and company transformation • Pioneered innovations like “Fast Track” delivery model and creation of an internal consulting “Business Solutions Group” to reduce complexity and provide high-touch capabilities to business teams • Active leader working with teams to achieve $10m reduction in IT spend in applications portfolio and SFDC customizations, while accelerating company productivity in key business processes • Led and completed $10m 3-year FedRAMP certification program across Engineering, IT and Government Sales teams; protected existing business and deepened opportunities in key Gov’t agencies • Defined strategy and led insourcing of IT, building an IT Center of Excellence in India – reducing costs and improving time-to-value more than 50%
Investment assistance and consultancy for CEO’s of venture backed start-ups, private equity and public companies in technology, digital entertainment, big data, cloud, SaaS/IaaS and services businesses – including strategy, market dynamics, go-to-market and product/service development (build, buy and partner). • Researched and developed foundational cybersecurity partnerships for CMO of Netas - a market leading cloud, intercloud hosting, system integrator and DVAR in Turkey, North Africa and Central Asia • For Riverbed CEO/CSO: Defined incremental $186m revenue 3-year Life Cycle Services opportunity, with focus on need to move EBITDA multiple and extend current product lifecycle – including plan and partner enablement; Detailed and improved focus on Cloud Strategy while reducing time to implement
Rovi is $550m leader in intellectual property, guides, monetization and metadata, big data audience analytics, and cloud services for service providers, over the top, set top box and mobile players. • Recruited to found the Global Services business capturing emerging market trends in cloud and analytics, while moving the company towards a best-of-breed solution-integration strategy • Built team, methodology and offerings from scratch; partnered with sales to launch within months, transformed several customers and services from “free” to “fee” • Turned sentiment from “slow to respond” into “great partner, gets our projects implemented and internal teams working together faster than any other vendor” at Rovi’s first $1m/yr. services customer • Partnered to enable expansion markets – consumer electronics, data mining, retail, avionics, broadcast • Performed due diligence and championed deals to acquire Integral Reach, Veveo, Fanhattan and Tivo
Led dynamic cross function teams innovating new opportunities for Cisco. Key responsibilities included cross business unit solutions and ISV, OEM and SI partners. Introduced new business and consumption models like XaaS, and advanced sales strategies and skills for rapid adoption by the 15,000+ person sales team. • Led Services Attach initiative with $0.5 billion incremental revenue impact, driving solutions orientation and positioning future reformations of the corporate wide sales and services organizations • Negotiated disparate business unit strategies for Cisco ONE SDN into a consistent and comprehensive strategy and messaging for rollout to WW Sales team using educational contest as a “forcing function” • Expanded Smart Services concept into big data analytics engine driving value-added services via an automated remote Cisco infrastructure; included legal frameworks, platform design, and go to market
Co-founded Advisory Services and grew business to 70 people, $50m/yr at 45% margin with $billions in product pull through sales. Responsible for P&L, service offering design, personnel, delivery management, partner development and post-merger integration of high end Scientific Atlanta consulting services. • Monetized unique “Premier” model for critical Service Providers, including special consulting services, dedicated labs, software certification, joint product testing, and coordinated feature/function roadmaps • Consulted C-levels of a major cable company leading several engagements linking their vision of “converging the future” from their corporate strategy to specific major architectural investments with Cisco; included National CDN and Video Network of the Future rollouts, initial and wide-scale IP Voice deployments, and investigations into mobility technologies • Drove expansion of a major service providers network to support fiber to the home and iPhone launches; defended Cisco’s interests in details behind femto cell hardware, and designed software and services packaging for launch • Built manufacturing and corporate network strategy for a major auto manufacturer; consulted on “internet enabled car” • Sponsored development of Smart Services platform using intelligence gathered from customer’s network to proactively warn of troubles, generating service opportunities and high customer satisfaction
Cambridge innovated the consulting industry with fixed price methodologies for business and technology consulting. As member of management team contributed to exponential business growth from 1 office of 125 employees to 55 offices with more than 5,500 consultants worldwide. Frequent speaker at CIO Lyceum. Cambridge was acquired in 2000 to substantially revamp Novell’s offerings and capabilities. Cambridge provided much of the succeeding senior management including the CEO. Among several positions of increasing responsibility, revitalized and grew Cambridge’s central region portfolio to $60M in annual revenues, 55% margins, and 220 delivery staff, doubling its size and averting potential liability with a troubled cornerstone client. Personally led Consulting, Systems Integration and Development efforts for customers like: • Developed predictive analytics on big data, churn management application for Cincinnati Bell • Spearheaded Banc One IT Strategy, resulting in Wingspan online bank and ATM Network applications • Created innovative deal structure with Executive Jet to manage customer service and operations • Secured win with Microsoft’s first DRM enabled electronic software distribution platform • Led Frontier (Rochester Telephone) IT strategy building strong relationship with CIO • Awarded inaugural “Partner of the Year” for extraordinary revenue impact