vp sales or vp marketing or vp business development or vp custom

8/3/2019 VP Sales or VP Marketing or VP Business Development or VP Custom

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Keith R. Clark

Phone: 925-984-1282 (Best); or 607-821-07299577 Garrett View, Hammondsport, NY 14840 [email protected]

SummaryProject Manager, Senior Marketing & Business Development Executive, Consultant,Strategic Sales Manager, ISV Program Manager, Customer Support Manager: Have performed these roles at CTG (Corning, Inc.), Hewlett-Packard, Compaq Computer, Digital Equipment and CSG Consulting as well as with many startup companies that provide Enterprise solutions for Accounts in Manufacturing, Transportation, Telecommunications, Food & Beverage, Pharmaceutical, Health Care, Biometrics, Financial Services, Internet Security, Semiconductor, Electronics, Biotech, Government and Military Defense. Possess a BS in General Studies with emphasis in Math, Physics and English from the University of Rochester and have taken corporate sponsored MBA refresher programs at Stanford and Harvard. Have always exceeded plannedobjectives

Hallmarks:* Have done extensive Financial Analysis and Project/Business Assessments with Microsoft, SAP and Oracle (PeopleSoft), JD Edwards VAR's focused on opening new industries and new accounts such as MS Dynamics GP, ERP (Financials), ERP/MRP (Manufacturing) and total Supply Chain solutions.* Sold and managed the implementation of several Real Time Manufacturing Solutio

ns to solve Quality issues using Six Sigma Process Improvement via Deming's DMAIC and DMADV.* Have done Channel Recruitment and Team Co-Selling with companies focused on Fortune 2000 firms including Chip Technology firms (Intel, AMD, Motorola), Financial (Citibank, Wells Fargo, Bank America), Health Care (Blue Cross, Sutter HealthCare, Providence Health), Pharmaceutical and State, Local and Federal Government.* Have done extensive Sales, Marketing & Business Development consulting contracts with companies helping them evolve comprehensive Go-To-Market strategies andeffective Customer Support processes.* Have built and managed key Business Development Alliances, Partnerships, OEM Relationships, team co-selling programs in numerous industries including all of,"The Big 6" consulting firms and major software system companies such as SAP, Or

acle (Siebel, PeopleSoft, JD Edwards) and Sybase.* Have hired, developed and trained Channel and ISV Sales Teams in the US, Europe and Pacific Rim.

PROFESSIONAL HISTORY

Carmel Solutions Group (CSG), www.CarmelSolutionsGroup.com Jan1999 to PresentSenior Business Development and Management Consultant to Startup companiesProject Management, Customer Support & Sales & Business Development to early-mid-stage startups.

Projects/Assignments while at Carmel Solutions Group:

* Project Manager for Computer Task Group; Aug '08 to Jan '09 assigned to Corning, Inc., Corning, NY* Managed HP-Mercury Test Tools Program Project to make it operational with Corporate Finance Globally* Managed 15 resources and brought it in under budget, on schedule and with significant business benefits* Utilized LEAN DEMAIC, SIX SIGMA, and SDLC Project Management tools* Managed internal FAR Sales History Warehousing Repository (PeopleSoft) Projectfor Corporate Finance



* Managed 16 resources and brought the initial phase I project in under budget,on schedule with significant business benefits

* Director North American Sales & Biz Dev at Baltimore Technologies, San Mateo,CA; Dec '00 to Sep '01* Responsible for the new product line, "Select Access;" a high-level authorization/authentication system that incorporated LDAP, SQL Server, XML and .Net Framework competing with Netegrity's Site Minder.* Recruited and built a team of 20 business development access control product specialists for PKI & Select Access.* Initiated business development teaming with "The Big-4" consulting firms at Fortune 500 Enterprise Accounts.* Exceeded 150% of quota, opened up new channel alliances, and closed the firstfive F500 accounts* VP Worldwide Sales Channels and Biz Dev; Apr '00 to Dec '00 Verdicom Inc, Santa Clara, CA* A startup spin-off from lucent providing fingerprint biometric recognition software, chips and devices.* Chartered restart from a biometric chip to an enterprise software security authentication company.* Focused on financial, health care and government markets, via direct, partnerand system integrators.* Inherited a $22 Million team quota and exceeded it while hiring a new sales force in the US, Australia and Asia, and retrained the sales forces in Europe, Jap

an and Korea for enterprise level selling. Set up, recruited and managed a global network of Resellers, OEM's SI's, VAR's and initiated many new co-marketing programs.* Completed fourth quarter with a 500% historic increase in sales orders and closed 33 new accounts, including the social security system of China, Government "Jobs" in South Africa, and Schwab in the US; all Lighthouse Acts.* SBC Global (Anixter Fiber-Cable/Ameritech Network Services/Pac Bell, all acquired by SBC); Jan 1999 to Apr 2000 as Channel Sales Manager* Sold bandwidth solutions and set up and managed OEM relationships with Cisco,Nortel and 3-Com as liaison between the companies.* Opened 5 new accounts during SBC/Ameritech's turbulent merger period and exceeded goals by 150%.Assignments prior to Carmel Solutions Group:

Compaq Computer, Santa Clara, CA (Originally Digital Equipment pre-merger)Aug 1996 to Jan 1999

ISV Business Development and Marketing Manager, North America-Managed a select sales team of 12 ISV National Account Managers with a $100 million quota for a portfolio of 25 high growth companies; managed all aspects of the Customer Relationship process.* Portfolio included system integrators such as the Big Six, distributors such as Pioneer and Avnet, and ISVs such as SAP, Oracle, Siebel, PeopleSoft, Informix,SAG, JD Edwards, Lawson, Sybase, Autodesk, Pixar and Quark.* Key market sectors were Data Warehouse, Data Mining, ERP, Internet Security, Healthcare, Database, GIS, Financial, Bio-Genetics Multimedia and Visualization;Increased Market Share at all Accounts.

* Achieved 206% of America's quota in 1998 with all account managers over quota. KC & Associates - CEO/Founder Sept 1994 to Aug 1996A private boutique consulting firm providing Business Development services to software startup companies in Telecom, Semiconductor and Aerospace defense firms.* Channel Sales consulting to SBC and startup companies such as Tut Systems, Synopsys, Compass and CCT.* Activities included Channel Management, Business Plan preparation; Fund Raising to VC/Angel Investors; Sales Hiring; Market Segmentation, Competitive Analysis, Partner and Light House Account Acquisition.



Vantage Analysis Systems, Fremont, CA; (merged with View logic, Marlboro, MA)Aug 1991 to Sept 1994

(View logic is now part of Synopsys). View logic's Revenue in 1993 was $125 million.)Vice President Worldwide Sales* Grew eight-person US channel sales team to over 20 people in three years with400% increase in revenues.* Grew direct channel installed base 300% and added many new major accounts suchas Intel, SGI, and Motorola. Also won the Air Force F-22 program, a multi-year,multi-million dollar strategic program.Hewlett-Packard, (Rochester, New York to Cupertino, CA Jan 1978 to Aug 1991Strategic Sales Channels/Business Development ManagerManaged Strategic Partnerships and Alliances and led worldwide sales efforts tosecure MUST WIN strategic sales opportunities ($5-$100 million) at global majoraccounts, VAR'S, ISV'S and OEM'S.* Created a talented team to work with key VAR'S, systems integrators, big consultant firms and OEM's.* Led and won major campaigns in telecom, manufacturing, financial services, transportation and aerospace.

Industry Channels Marketing/Business Development Manager, Telecom Program, Cupertino, CA* Chartered to initialize industry focus in telecom for large deal management on a nationwide basis.* National Channel Sales and Market Development Manager for Bellcore and the se

ven RBOCs.Worldwide Account Manager, Rochester, NYDirected all channel sales programs to Kodak worldwide for all HP produ

ct lines; exceeding 600% growth.* Grew team to eventually managed 11 district sales managers and 50 sales professionals worldwide* Won many large deals for HP3000 enterprise MRP II applications and HP1000 RealTime factory floor solutions.* Was the top growth Major Account in the Eastern Region in 1984, 1985 and 1986. EDUCATION

BS General Studies with emphasis in Math/Physics/Business and English. Universit

y of Rochester, Rochester, N.Y. 1975. Graduated with HonorsExecutive program non-degree MBA Refresher and Business Executive Network Program at Harvard; Corporate SponsoredKeith R. Clark

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