HIGHLIGHTS OF QUALIFICATIONS

Expertise in Embedded Systems and Real Time Software markets
Experienced in sales of embedded software development tools and methods internationally
Professional analytical, problem-solving, and decision making skills

KEY SKILLS                                                  MARKETS
Technical Sales, Business Development          Communications
RealTime, Embedded Software Design            Aerospace/Defense
Object-Oriented Programming                        Sensor Systems Sector
High-Integrity Systems Development              Biomedical Instrumentation
Software Engineering Methods and Tools         International Markets

PROFESSIONAL EXPERIENCE

CONTRACT BUSINESS DEVELOPMENT (JOHN LAWS & ASSOCIATES) 2002-2007
New Business Development for clients, Pathfinder Solutions and EmINENT Microsystems
· Developed sales strategies for the defense contracting market by identifying major contracting activities, contractor communities, and suitable contacts handling client services and products.
· Established market presence in major defense contracting activities, such as the Army Communications and Electronics Command, Naval Underwater Warfare Center, and Naval Sea Systems Command.
· Researched and networked to identify new potential partners by exploiting data about prime contractors such as Textron Systems, General Dynamics, SRA International, and the University of Rhode Island serving standing contracts and also about awards to small business innovators.
· Initiated new relationships with several teaming partners for major government development programs by arranging teleconferences among the companies’ management teams.
· Coordinated development of white papers and proposals for team responses to Defense solicitations.
· Represented client companies at tradeshows and expositions such as the Embedded Systems Show, RealTime Systems Exposition, and Object Management Group Model Driven Architecture Workshop.

RATIONAL SOFTWARE (OBJECTIME LIMITED, ACQUIRED) 1995-2001
Technical Engagement Manager –SWEDEN (May 2000 – Apr 2001)
Working in Sweden with the Ericsson Corporate Account Team in the International Field Organization,
· Successfully managed account relationships to ensure customer satisfaction as evidenced in license renewals and services bookings, growing volume to over 7500 designer seats and $20M in sales, including $2.7M in professional services, consistently performing at 110% of team quota.
· Developed a scalable services deployment model for large projects and successfully implemented engagement plans based on the model in key Ericsson projects with design centers in several European countries. Tools and methods for development of embedded systems were a critical aspect of the deployments.
· Selected and deployed junior consulting services providers for assignments in project design centers, combining resources from the account team, local sales offices, and international services representatives.
· Developed and delivered advanced training material on effective design methods and team development processes. Trained seven junior service providers in this material and qualified two consultants in delivery of the material in the field.
· Introduced partner tools and services vendors in the areas of automated software test and performance analysis to the account team’s senior management and technical representatives and arranged sales presentations in the account’s key projects.


Project Representative for International Accounts – CANADA, then SWEDEN (Jan 1999 – Mar 2000)
· Provided technical coordination, pre- and post-sales support, training, and consulting for embedded software tools and methods to multiple key accounts in the European Region.
· Managed product evaluations in new customers such as Ericsson and Nokia and helped close new business valued at over 1M in revenue.
· Engaged several major projects such as Ericsson’s W-CDMA base station and Nortel Matra Cellular’s wireless infrastructure upgrades, growing business from evaluations to full deployments and catalyzing introduction to additional projects.
· Grew license sales by introducing new approaches to test automation and large scale development, improving productivity, quality, and scalability in engaged projects.
· Coordinated services representatives, product management, channel account teams, and customer stakeholders in ensuring satisfactory product and services deployment.

Senior Software Design Consultant – CANADA (1998 )
· Provided onsite and remote consulting to customers in Canada, the USA and France.
· Engaged numerous projects in telecommunications equipment manufacturers and aerospace/defense contractors such as the GSM Cellular Base Transceiver Station & Base Station Controller 3G in Nortel Matra Cellular and National Missile Defense in Boeing.
· Mentored Regional Representatives in management of their account relationships, resulting in improved success in obtaining license renewals – e.g. one deal worth 700K at DSC.
· Contributed to product evolution in new feature areas such as the Rational Rose integration and an automated test framework.
· Conducted the technical trial onsite at Nortel Matra Cellular of a new release with enhanced functionality supporting large scale development.

Project Representative for Aerospace & Defense Accounts – CANADA (1996 – 1997 )
· Provided technical coordination, pre- and post-sales support, training, and consulting to Canadian and US customers in the Aerospace & Defense sector.
· Developed new opportunities within the sector and helped orient the Regional Representatives in this new business area.
· Contributed to close major deals with numerous defense contractors including TRW, Rockwell-Collins, and Lockheed-Martin, bringing in over 1M in new revenue.
· Helped close deals by providing technical leadership for product adaptation and evolution motivated by this sector, such as DOORS requirements management tool integration, VAPS GUI integration, and DSP target platform support.
· Participated in development of sales collateral and demos targeted at this sector and presented demos at sales visits and trade shows.
· Awarded the President’s Award for outstanding contribution to the company.

Senior Application Specialist – CANADA (1995 – 1996 )
· Provided onsite and remote consulting, training, and support to customers in Canada and the USA.
· Enhanced the support infrastructure, creating a web-accessible knowledge base.
· Handled onsite consulting to the Motorola Integrated Systems Group’s Cable Server project.
· Delivered specialized support in the Requirements Management feature area.


ADGA Group 1992-1995
Senior Software Engineer
· Established and managed the Software Maintenance Facility for the Military Aeronautical Communications System (MACS).
· Analyzed impact of MIL-STD-SDD (MIL-STD-498) on mission critical and automated information systems development in DND as a member of the Software Engineering Standards Study team.
· Performed IV&V of development processes and artifacts for several mission and safety critical projects for the Atomic Energy Control Board, Canadian Space Agency, and Department of National Defense as part of ADGA’s software engineering team.
· Analyzed requirements in Requests for Proposal and authored proposals for Canadian government computer systems development and integration services. Active in opportunity identification and upselling in current accounts.
· Managed the Command, Control and Information Systems group and participated in the Software Engineering Process Group at the Land Software Engineering Center.

MONENCO 1990-1992
Senior Software Engineer
· Analyzed automated air traffic systems and radio spectrum allocation systems.

CANADIAN ASTRONAUTICS LIMITED 1989-1990
Senior Software Analyst
· Analyzed computer based training systems. Assisted in development of new business.

CANADIAN MARCONI COMPANY, DATACOMM PRODUCTS DIV 1987-1990
Senior Software Designer
· Analyzed and designed next-generation telex exchanges, air traffic simulators, and computer based training systems.
· Worked with Business Development team to identify and pursue new opportunities.

UNITEL 1980-1986
Senior Systems Programmer
· Analyzed, designed, and implemented software for data communications controllers. Expanded opportunities with existing clients.

Prior to May/80--Worked for the University of Toronto, IBM Canada, and Bell Canada in various technical advisory and programming roles in academic and corporate data centers


EDUCATION & PROFESSIONAL DEVELOPMENT

Hons. BSc in Computer Science University of Toronto

Miller Heiman Strategic Selling
Huthwaite Building Collaborative Relationships with Customers

PUBLICATIONS

Developing Real-Time Distributed Systems with Executable Object Oriented Models,
Crosstalk, Nov 1997

Management of Complexity in Software Development, Software Engineering Notes, July 1998