VIEWS: 172 PAGES: 2 CATEGORY: Resumes POSTED ON: 7/16/2012
Tom Crawford is an accomplished SaaS and on-premise software sales and market development executive with extensive experience in direct and indirect sales and strategic alliances. He has proven ability to align sales and marketing efforts with corporate objectives. Tom is a solutions-oriented leader focused on managing repeatable processes, teams, and partner relationships.
T O M C R A W F O R D WENHAM, MASSACHUSETTS 01984 (508) 932-2194 | email@example.com SUMMARY Accomplished SaaS and on-premise software sales and market development executive with extensive experience in direct and indirect sales and strategic alliances. Proven ability to align sales and marketing efforts with corporate objectives. Solutions-oriented leader focused on managing repeatable processes, teams, and partner relationships. CORE COMPETENCIES SaaS and Lean Startup Models Direct & Indirect Models Sales & Marketing 2.0 Technology & Processes International Relationships Partner Recruitment & Mgt. eCommerce Strategy & Implementation EXPERIENCE KNOWLEDGEVISION, Concord, MA 2009 – 2012 KnowledgeVision is a Series A venture-funded startup with 11 employees and 90 customers. KnowledgeVision is a SaaS application that simplifies the creation, sharing, and tracking of interactive online video presentations. Co-Founder and VP Sales & Business Development Sourced funding of $4.5M in seed and series A rounds Increased 2011customer acquisition by 473% using Sales and Marketing 2.0 direct and partner go-to-market models. Clients include: Alcatel-Lucent, Bain Capital, Burlington Coat Factory, Canon Business Solutions, Equifax, Eaton Vance, IDG, McKesson, Morgan Stanley, Progress Software, and United Way. Partners include: Brightcove, Carahsoft, and Ooyala Built and coached sales team of three that delivered a 688% MRR increase in 2011 Flipped the sales model in 2011, resulting in an 8% increase in conversion rate eCOPY (Purchased by Nuance Communications, Inc), Nashua, NH 2008 – 2009 eCopy was a privately held company with revenues of $57M providing server-based and desktop document imaging products and platforms. Acquired by Nuance in October 2009. Director, Business Development – eCopy Paperworks Led cross-functional team to achieve 18% revenue growth in FY 2009 Restructured product strategy, launched new product, and created a new industry category resulting in 13% growth in Q1 FY 2010 Secured distribution relationships with Avnet, Cranel, Canon, HP, IKON/Ricoh, and Toshiba Created team of three to build third party partner ecosystem with content management, imaging, and workflow solutions. Five connectors and services available within two months of platform availability STREAMSERVE (Purchased by OpenText), Burlington, MA 2004 – 2008 Privately held international company with $70M in revenue and over 4,600 customers. StreamServe provides a server based document publishing and personalization solution. Senior Director, IBM Corporate Alliance Secured worldwide IBM relationships with the Enterprise Content Management, Global Business Services, and InfoPrint Solutions divisions, resulting in acquisition discussions, $8.4M in revenue over three years, and a 2008 pipeline of $4.9M Managed sales teams from IBM and business partners to facilitate worldwide customer wins with medium and large customers including Circuit City, Fidelity National, Handelsbanken, McKesson, and Merrill Lynch Sourced and managed resources for joint development of IBM FileNet P8 integrations and new platform support for zLinux and DB2. Efforts led to joint customer wins and an expanded reseller ecosystem Managed remote EMEA IBM Alliances Manager T O M C R A W FO R D Page 2 of 2 NETKEY (Purchased by NCR), Branford, CT 2002 – 2003 Venture-backed company that provides a kiosk based content delivery platform and applications to the retail, financial, healthcare, and hospitality industries. Purchased by NCR in October 2009. Director, Business Partners Developed recruitment strategy, joint sales enablement, and marketing programs for partners including Agilysys, Arrow EC, HP, IBM, Lexmark, and NCR. Partner sales grew from zero to $2.4M Designed retail, financial, and hospitality vertical market strategy resulting in $600K in six months Managed joint sales teams for Fidelity, USPS, Disney, Petco, PLCB, and Starbucks implementations VIGNETTE (Purchased by OpenText), Waltham, MA 2000 – 2002 Public company that provides web content management solutions. Purchased by OpenText in May 2009. Alliance Development Manager – Worldwide Sales Created revenue from zero to $500K in 2000, $1M in 2001, and a 50% pipeline growth in 2002 Led the restructuring of the hosted channel sales and support program resulting in inventory pull through TRELLIX (Purchased by Interland), Concord, MA 2000 Venture-backed Trellix provided web site creation software as a service, integrated web services, and a hosting platform. Purchased by Interland in December 2002. Trellix Web Express Product Marketing Manager Developed OEM and end-user revenue model for photo component and supported associated sales efforts, resulting in sales to Terra Lycos, CNET Networks, iVillage, and BizLand Managed cross-functional team to create sales tools, product messaging, demos, and evaluation environment ARTISOFT (Purchased by Vertical Communications), Cambridge, MA 1999 – 2000 Public company provides a server based software VoIP phone system for small and medium businesses. Name changed to Vertical Communications in January 2005. Strategic Alliance Manager Designed and implemented alliance strategy, programs, and sales efforts resulting in alliances with Compaq, IBM, Intel, HP, and Avnet Drove negotiation with Microsoft resulting in profitable OEM-in relationship by reducing per seat costs Led team to address competitive threat resulting in an award winning relationship with FrontRange (GoldMine), an integrated channel, and a formal ISV recruitment and sales program LOTUS (Purchased by IBM), Cambridge, MA 1991 – 1999 Lotus provides collaboration, social, and messaging software. Purchased by IBM in July 1995. eSuite Business Development Manager Designed and led cross-functional team to build partner strategy and to select, recruit, enable, and manage an ISV and OEM channel. 53 North American and International partners were recruited Managed team to deliver North American and International partner sales training Managed sales opportunities with large companies like McDonalds and Chrysler EDUCATION Bachelor of Science in Marketing, UNIVERSITY OF RHODE ISLAND Solution Selling, Sales Performance International Value Selling, Value Selling Associates ASSOCIATIONS Member, Association of Strategic Alliance Professionals Board of Directors, Ipswich Bay Yacht Club Educational Foundation
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