1099 Sunset Rd, Nashville, TN 37027 o (615) 663-9072 o
gcba0e0c@westpost.net o Open to international relocation Skype: Greg.clawson1 o LinkedIn: http://www.linkedin.com/in/gregoryclawson o Twitter.com/gregclawson Vice President Sales and Marketing Seeking top leadership role in angel or private equity backed start-up, turnaround, or small to large cap public or private company needing a revenue growth focused top performing global sales and marketing leader. EXECUTIVE SUMMARY Top performing executive who delivers exceptional results managing operations, sales and marketing teams of up to 50 staff and 100's of business partners throughout the world, at global integrated technology solution companies.
Experience gained through management positions at Fortune 500 and
start-ups, including Motorola, Symbol Technologies and Battelle Memorial Institute. Proud Veteran of US Air Force. Regularly achieves exceptional revenue and profit results by leading teams who deliver B2B enterprise information technology (IT) hardware, software and integrated solutions to global commercial and government customers in the following areas: * Network hardware and services revenue over $40 million annually. * Automated identification data capture (AIDC) products and services revenue over $40 million annually. * Multi-year professional services outsourcing contracts up to $10 million in size to develop and maintain enterprise resource planning (ERP), financial, logistics and SaaS systems . * Multi-year professional services contracts up to $10M in size to maintain IT operations (networks, email, server farm, information security, third party software) in large enterprises.
* Multi-Year IT professional services contracts up to $1M in size to
provide technology adoption consulting expertise. SELECTED ACHIEVEMENTS * Turnaround and global product launch success at private equity backed start-up Time Domain Corporation, leading global sales and marketing to achieve $15 million in new RTLS/GPS product and government service revenue, while averaging 50% gross margins. * New product launch and sales success of RFID product line to over 500% in first and second year revenue growth at Symbol Technologies and Motorola, leading regional sales and marketing to $8 million of new revenue for passive RFID products and market leader status in logistics and defense markets. * Channel sales management success of wireless, barcode, RFID and mobile computer products at Symbol Technologies and Motorola to over $40M annually. * New business capture success for outsource IT division at Battelle, leading the development of large proposals and achieving $20 million in new annual contracts and doubling gross margin. INDUSTRY AND CUSTOMER Focus Technology Industry Partnering Experience Extensive experience setting strategy and managing teams to develop go-to-market partners, negotiating teaming agreements, reseller contracts and managing executive relationships to enable selling to and through the global IT partner community. Maintains extensive executive contacts with: Large System Integrators and Consultants (Lockheed Martin, Accenture, Northrop Grumman, General Dynamics, IBM, etc.) - Hardware and Software Manufacturers (Dell, HP, Cisco, Motorola, etc., Oracle, Microsoft, NCR, SAP, IBM, etc.) - Small System Integrators and 3rd Party Software Suppliers (specialist by vertical) - Major IT Product Distributors (Ingram Micro, ScanSource, Bluestar, Avnet, WWT). Commercial and Government Market Experience Exceptional P&L and revenue results managing operations, sales and marketing teams delivering IT solutions to commercial and government global 1000 customers. $100's of Millions in total sales to commercial customers including: Healthcare (institutional hospitals, research and education hospitals, VA hospitals, specialty centers and assisted living/nursing homes) - Retail ( grocery, consumer packaged goods, mass merchandisers, automotive parts specialty apparel) - Advertising and Marketing (research, social networking, in-store, online) - Manufacturing (automotive, aerospace and defense, steel, heavy machinery) - Energy (oil and gas, specialty chemicals, green energy) - Logistics (supply chain and wholesalers) - Transportation (rail, trucking, air and sea shipping). $100's of Millions in sales to Government customers including: United States Federal Government (Army, Navy, Air Force, Homeland Security, Veterans Affairs, State Department, Energy Department, Transportation Department, Postal Service, NASA, GSA- State and Local municipalities (prison systems, welfare, unemployment, call centers, lottery systems, police and fire). GLOBAL EXPERIENCE Extensive global experience managing 100's of partners in over 22 countries: Traveled and lived outside the United States, including 3 years in Germany. Set up and managed executive relationships with companies around the globe including Russia, China, Brazil, India, South Korea, Singapore, Australia and New Zealand. Culturally sensitive, with skills negotiating and closing deals in multi-lingual environments. FORMAL EDUCATION AND TRAINING Extensive formal education in both technology and business operations at top tier accredited universities. Advanced training by world class executive consultants in team dynamics, organizational behavior, sales models and techniques, corporate reporting, and external speaking and communications. Veracious reader, who is always staying current with macro and micro global market trends and government regulations that impact business environments. MBA, Finance and MIS minor concentration, University of Dayton B.S. Business & Logistics Management, Park University Extensive list of advanced hardware and software training Professional Experience TIme Domain Corporation, Huntsville, AL 2007 -2010 Senior Vice President, Global Sales and Marketing Develop and execute all company sales and marketing functions, reporting to CEO and Board of Directors for private equity backed startup manufacturing and selling real time location products that deliver real time business intelligence to help increase productivity, increase sales, and drive out costs in our customers' business operations. Key Achievements: Successfully launched product in December 2007 and maintained 100% quarter/quarter sales growth for 8 quarters. Managed team to achieve over $15 million in product and services sales through global sales channel of 50 resellers. Completed over 100 installations in 22 countries with signature customers, including: (Boeing, SpaceX, Lockheed Martin, Honeywell, American Eagle, Limited Brands, Safeway, Whole Foods, Carousel Center Mall, WPP, Homeland Security, Navy, Army, Singapore Defense Forces, Washington Hospital, Nesconset Nursing Home, Posco). Core Responsibilities: * Develop and manage annual and multi-year sales and marketing strategy including budgets, staffing, commissions, campaign, territories, and CRM process in Salesforce.com for monthly, quarterly and annual booking and revenue forecasts. * Develop and manage marketing strategy including complete re-launch and rebranding of website, thought leadership and advertising campaign, analyst and press outreach, and adoption of social networking strategies using Podcasts, Face book, Twitter and YouTube. * Manage 10 internal and external staff across channel sales, direct relationship sales, sales engineering, sales support and marketing support roles. * Establish strategic partnerships with IT integrators, distributors and resellers to carry products and integrate into their solutions. Motorola (formerly Symbol and Matrics), Mclean, VA 2004 -2007 Regional Sales / Channel Manager Develop and execute strategic sales strategy of a new RFID product line serving government and defense markets. Manage existing sales of enterprise mobility products (wireless, barcode, mobile computers and cell phones) sold direct and through 2-tier channel model for retail, postal, healthcare, defense and homeland security customer's data visibility applications in government, state and local markets. Key Achievements: Successfully launched product in 2004 and achieved 500% year over year sales growth hitting $8 Million in sales and #1 market share. Achieved $42 million in overall product sales. Sold largest Government RFID Project on record at time to Defense Logistics Agency. Championed State Department choice of UHF Passive RFID technology over other alternatives. Core Responsibilities: * Manage pipeline and commit bookings process in SAP and Salesforce.com * Manage team of 10 federal account and channel managers. * Manage lobbying group and Government business development team to develop congressional awareness of the emerging RFID industry and to attract over $5 Million in congressional sponsored projects for Motorola products. * Manage relationship with 100's of solution partners, large system integrators, distributors and channel resellers who carried our products. Lionbridge Technologies, Inc, Washington, DC 2003 - 2004 Senior Sales Director, Key Achievements: Developed government go-to-market strategy and led the company's efforts to establish multiple contract vehicles (GSA) to sell its hardware/software testing solutions and its global language services to the federal government. Core Responsibilities: * Develop target market and account plan. * Manage team of 6 consultants as adjunct sales staff to close new sales of over $5 Million. Battelle Memorial Institute, Columbus, Ohio 1995 - 2003
Multiple Sales and Operation Management Roles
Business Development Manager, ERP, SaaS solutions 1998 - 2003 Key Achievements: Tripled annual sales from $7 Million to $ 21 Million and increased net profits by 300%. Core Responsibilities: * Direct national sales to Air Force and defense aerospace clients developing finance and logistics enterprise resource planning systems. Supporting role in state and local * Manage six person account team. Operations Manager, ERP , SaaS, and Web Portal Solutions 1997 - 1998 Key Achievements: Managed team of 50 IT professionals with $7 Million annual P&L responsibility Record business unit net profits exceeding 20% with high staff retention and outstanding (90%) client ratings. Core Responsibilities: * Hire, train and staff projects for Air Force and defense aerospace clients. * Manage project team leaders and support internal and customer reviews. * Develop proposals with sales and business development staff. Division Process Improvement Manager, Dayton, Ohio 1995 -1997 Key Achievements: Division rated best improvement program ever seen by outside auditing agency in 1996. Managed $750,000 process improvement budget for $40 Million IT group. Early professional experience and military service record available on request along with salary history and references. Page | 1 Greg Clawson Confidential Resume 2010