Description
Areas of Expertise & Achievements Business Development, Channel Development, Pricing Strategy, Distribution & Logistics, Product Launch, Emerging Markets, Product Strategy and Vision, Team Leadership, Staff Mentoring * Proven ability to grow a territory, market segments and potential partners. * Strong ability to quickly grasp technical knowledge of products or technologies. * Highly regarded leadership skills of diverse nationalities and cross-functional teams. * Ability to clearly and effectively relay ideas and concepts to audiences from a variety of economic, political, cultural and educational backgrounds. * Solid reputation for fostering and mentoring talented individuals and teams. Reef Life Apps, Mill Creek, WA 2015 - Present Owner & Developer After leaving Western Digital decided to focus on a few passions. Two such passions are diving, exploring and protecting our oceans. While diving, recognized a need for cataloguing the various species seen during each dive trip. Searched online, looked at "Dive Apps" and could not find anything that would help me catalogue everything that was seen. As a result, decided to build an application that would allow divers to catalogue species of the world's oceans. Not being a developer by training, spent the first six months learning how to write code. Researched everything from HTML5 (JavaScript) to Objective-C, to Swift. At the same time, needed to build a robust catalogue of all the species, so I started researching species and built a detailed database on over 5000 species. While researching, also decided hire a small contract team of developers to assist various segments of the application. Today's Reef Life is on the Apple AppStore with over 2000 species, and includes technology not found in most apps, of any type, making it the largest and most successful Marine Life application on the market today. Western Digital 1999 - 2015 Director of Enterprise Business Marketing, (2010 - 2015) Focused on building and defining the Enterprise hard disk business for WD by focusing on core new markets, scientific markets as well as reestablishing existing markets. In this role, I was responsible for overall business strategy, sales, forecasting, ensuring profitability through custom deals, and overall marketing. * Set the EMEA & India strategic vision based on corporate goals. * Responsible for sales strategy, building pricing targets for the product line, setting sales goals for the team and setting financial strategies. * Responsible for the overall budget for the EMEA & India Enterprise business. * Setup quarterly targets for external distribution and internal WD sales. * Drove product launches, responsible for local market product positioning and the strategy on how to end- of-life products and upsell to newer technology. * Our EMEA & India performed at a high level and continuously delivered the highest product margins on a global basis. As a result, WD Enterprise earned the market share leadership role nearly every quarter since the launch of Nearline Enterprise. * Introduced a new weekly pricing concept to give the market a new sense of dynamic pricing that can meet their enterprise needs. * Streamlined pricing authorization for large deals and streamlined marketing expenditures. This streamlined process, combined with the weekly pricing changes, significantly improved channel efficiencies that played a key role in the growth and sustained leadership of WD Enterprise in the EMEA and India market. * Built and established a distribution network for WD's SAS drives. This included a method specialized distribution rights which resulted in the EMEA channel having the most successful launch of global distributions regions for the SAS market. * Pioneered customer outreach by increasing the customer knowledge and breadth across regions within the European channel. I did this by creating programs to educate the customers (market), channel sales, and resellers of the benefits of WD's products over the competition. These actions resulted in Enterprise EMEA having the largest customer breadth globally, at 8000+ active dealers. * Defined distribution pricing, evaluated margins and conduced EMEA quarterly planning with EMT. * Created a new plan to set distributor pricing targets and quarterly linearity targets. CERN and High-Energy Physics at Western Digital * Researched and developed the High-Energy Physics community for WD. * Embedded grid infrastructure that supports HEP / mapped out install base of storage & processors of accounts. * Identified 200+ different HEP facilities within the community including all colliders. * Developed a working relationship with most of CERN's T1 and several of CERN's T2 accounts. * Establishing methods for WD to support and promote the CERN / HEP community. * Attended 9 major HEP events, including the official sponsorship of the past six HEPiX events. * Forged meaningful relationships with CERN (multiple contacts) and tiered partners. Director, Central and Eastern Europe, (2009 - 2010) Served as the Director of Business Marketing with full P&L accountability for all business units within WD's European region. Responsible for managing the pricing of core products, authorized pricing variants for large-scale customers and drove specialized marketing activities. * Revised pricing structure that led to a quarterly volume growth from 2.7 million units (21% market share) to over 4.6 million units (39.5%) within 2 years. * Defined distributor pricing structure. * Evaluated product margins and conduced EMEA quarterly planning with EMT. * Defined distributor sales targets and managed distributors goals to dynamically adjust to ensure success where targets where met or exceeded. Senior Manager of Enterprise Marketing, (2005 - 2009) In this role, was tasked with developing the enterprise channel, building loyalty programs and marketing for product launches in EMEA. Collaborated with the Engineering Enterprise Team to develop future concepts of products that would meet the needs of demanding workloads from large enterprise customers. Key to this role was to liaise with partners, identify new opportunities and to build demand for products and services which led to increased revenue. * Managed a team that led to the development of WD's enterprise class hard drives in EMEA. * Increased sales from 12,000 quarterly units to 285,000 quarterly unites which resulted in a consistent market share of ~50% - 60% Sales Manager, Eastern Europe, (1999 - 2005) Responsible for developing Eastern Europe distribution sales strategy for 10 countries and 21 distributors. * Reduced number of distributors for 21 to 12 to optimize sales and reduces conflicts among competing distributors. * Grew regional market share from 30% to nearly 50%. * Increased ASP making Eastern Europe of the more profitable regions in EMEA.
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