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Work Background
StoryalsStrategic Advisor
Sep. 2018Washington D.C. Metro AreaOur Story based videos drive adoption of Office365 and help create a more efficient way of working and organizing your work life.
FirstMate ServicesCEO and co-founder of FirstMate Services
May. 2018Annapolis, Maryland, United StatesMaking my boat maintenance easy.
Machem CapitalCEO & Founder, Machem Capital
Apr. 2016A business advisory and investment firm focused on helping early-stage, B2B and B2C start-ups in the lifestyle and technology markets, we work with companies based both in the U.S. and internationally. Machem Capital is constantly looking for the right investment opportunities. If you feel your start-up has the potential to be a match, contact: julianne@machemcapital.com. Current Portfolio Companies Include: Lifestyle:
Ring Around Me - www.ringaroundme.com
FirstMate Services - www.firstmateservices.com BurnAlong - www.burnalong.com Technology:
Storyals - www.storyals.com
Score
HoneIn - www.honein.io
CienaSr. Director of Global Learning and Development
Aug. 2013 - Apr. 2016Hanover, Maryland• • Lead the development and deployment strategy for learning products across the entire 5,500-person organization as well as thousands of external customers and hundreds of global partners
• Drive development for new learning product lines for internal employees, customers, partners and potential customers
• Manage a $10 million P&L, with an operations team of approximately 70 staff globally • Key accomplishments:
o Successfully transformed the internal learning organization, leading a complete restructuring, including a new three-year strategic plan
o Delivered all new external facing learning products for customers, partners and potential customers
o Created a Ciena Certification program for all employees, customers, partners and potential customers
o Converted an obscure corporate division into a high-profile organization that was integrally involved in all strategic planning
CienaSr. Director of Sales
Nov. 2010 - Jul. 2013London, United Kingdom• Managed the growth of the company’s revenue footprint in the key UK market, and built the sales operation from the ground up in South Africa
• Supervised four direct and four indirect reports, with P+L responsibility of over $25 million
• Key accomplishments:
o Built three key strategic partnerships in South Africa that drive revenues from zero to over $4 million in 2 years
o Cultivated a new vertical – Research and Education – building our client list among these networks across the EMEA region o Gained numerous awards and recognition: 2012 Account Team of the Year and yearly listing in the Honor Circle (for exceeding quota by over 100%)
BTI Photonic SystemsSr. Director of Global Accounts/Channels
Sep. 2008 - Oct. 2010London, United Kingdom• Led the ground-up build out of a strategic alliance program with the twin goals of driving sales and technological development
• Managed 10 indirect reports across the organizational matrix
• Key accomplishments:
o Re-conceived, transformed and rolled out the global partner in 9 months; achieved positive revenue in 12 months
o Forged OEM relationships with major players such as ECI, Fujitsu and Ericsson, as well as over 10 key global partners
o Drove the partner and OEM programs to deliver over 50% of total BTI revenue in under 18 months
Hatteras NetworksDirector of Channels/OEM, EMEA
Sep. 2007 - Sep. 2008London, United Kingdom• Built out an OEM partner program to expand the company’s global footprint, reporting jointly to the President and VP of EMEA
• Conducted a comprehensive gap analysis and developed a global partner strategy focused on market and revenue growth • Key accomplishments:
o Enabled the transformation of the company from a primarily domestic player to an international one
o Converted the lagging ALU OEM relationship into one that delivered 25% of company revenue in under 12 months
o Closed a new OEM partnership with Adva and exceeded revenue goals for that relationship by over 150%
CienaDirector of Sales
Mar. 2001 - Sep. 2007
Mayan NetworksSr. SE
Jan. 1999 - Dec. 2001
Mayan NetworksSr. SE
Jan. 1999 - Dec. 2001
Thru PointSales Engineer
Sep. 1998 - Apr. 2000
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