Chief business development officer

Andrew Carlton

Chief Business Development Officer - The Pursuit Group

Pittsburgh, PA

Work Experience

Chief Business Development Officer

The Pursuit Group -

Pittsburgh, PA

2011 to Present

Provide high-level sales & business development leadership for this innovating technology company providing automated marketing solutions to small and medium (SMB) level clients. Infuse new life into sales strategies, relationship and channel development and quickly acquire 10 new, long-term contracts valued at nearly $1MM.

- Lead all strategy, planning and execution of business development initiatives to acquire new clients and champion launch of new marketing automation product that allows clients to gain greater control in tailoring their marketing message to specific clients utilizing a compounded marketing methodology.
- Disseminate complex technical language and explain product features, functionality and benefits to audiences of all levels; quickly gain the trust and cooperation of key decision makers and influence buying decision through targeted ROI and value-added consultative approach.
- Maintain ownership of entire sales cycle from inception to closing; serve as key liaison during product integration phase and ensure that the client enjoys full product benefit from strategy, automation workflow, messaging and metrics.
- Develop cross-collaborative partnerships with referral sources to drive steady flow of new opportunities; quickly assess potential new business, conduct in-depth qualification processes, identify needs and develop potential sales into structured, closed deals.
- Manage integration & management of marketing automation platforms with SalesForce and other CRM systems for sales alerts, sales intelligence and lead to close tracking.

Vice President, Sales & Business Development

Elliance Incorporated -

Pittsburgh, PA

1997 to 2011

Began tenure in role as a Senior Sales and Marketing Strategist and achieved successive promotions to Director, New Business Development and subsequently Vice President, Sales & Business Development. Evolved to rapidly changing business landscape to provide strategic guidance and leadership for this digital marketing firm. Adapted to changing technologies to integrate relevant products and services encompassing SEO, social media, mobile, response marketing and lead generation platforms.

996 Grandview Avenue * Pittsburgh, PA 15237
412.389.1259 * carltonandrew42@gmail.com

- Instrumental in taking this business to ranking as a top rated Digital Marketing Firm, acknowledged as one of the Top 20 Web Firms in the US, as named by Business 2.0, and Top 10 Interactive Agencies according to Interactive Media Awards, 2008.
- Developed, trained and mentored a high performing team of Inside Sales professionals tasked with leading aggressive outreach, lead generation and sales of SaaS platform resulting in phenomenal reoccurring revenue results.
- Drove new business development, client relations and capitalized on market opportunities to grow revenue from $300K to over $4.2MM.
- Built sales, marketing and account management infrastructure to grow revenue 30%, year over year; defined sales goals, integrated performance metrics and worked with a diverse team of Account Managers to secure new opportunities for web, search, social and mobile marketing products and services.
- Secured high value deals with medium and enterprise level clients with the retail, CPG, financial and education industries including Ameritrade, Readers Digest, Wal-Mart and Rue 21; developed trusting partnerships with key decision makers and built long-term relationships, resulting in repeat and referral business.
- Secured multi-million dollar agreement to provide digital media marketing for Cisco, led aggressive negotiations, business development and deal structuring to close the largest sale in company history.
- Led focus to enhance and expand higher education channel and successfully landed a "Top 5" college; developed relationships with colleges and universities, invited speaker to multiple education conferences to present fundamentals of digital and social media marketing to high level administrators.
- Created and launched progressive business model to improve strategic sales processes; widely adopted model leading to greater client loyalty, 50% increase in spend on interactive digital media products and highly improved profit margins across the board.

Sales Manager

Nets, Incorporated -

Pittsburgh, PA

1996 to 1997

Launched grass roots sales efforts for this highly innovative website concept that allowed buyers to source, review and purchase MRO products within a single location. Led a team of 12 Inside Sales Representatives to grow new account acquisition by 300% within the first 60 days.

- Brought cohesion and continuity to the team; developed customer profiles and identified key business issues to create meaningful business conversations with decision makers.
- Selected by Senior Management to represent the organization at National Sales Conference.

Early Career
Integra Bank, Pittsburgh, PA - Retail and Commercial Management
Centre for International Business, City, State - Marketing Consultant

Director, chief administrative officer (cao)

Arthur Prusan

Maplewood, NJ

Finance and Operations executive at Goldman Sachs, UBS, Deutsche Bank and GE Capital. Member of leadership teams in Finance, Operations, Technology, Sales & Marketing and Shared Services. Designed and implemented corporate strategies to reduce costs by $150MM and increase revenues by $600MM. Executed large scale programs to outsource and near/far shore functions involving 500 FTEs. Managed offshore teams, deal closer in vendor and client negotiations, partnered with and influenced business leaders including C-level executives. MBA - Kellogg School of Management; BA - Yale University.

Work Experience

DIRECTOR, CHIEF ADMINISTRATIVE OFFICER (CAO)

Deutsche Bank - Global Business Services

2010 to Present

Identified and reduced operational and performance risk to achieve $550MM budget target across Credit, Rates Emerging Markets and Equities Operations and Global Regulatory group.
• Owned cost drivers including real estate footprint, market data and headcount approvals for 1,500 person global division.
• Restructured India Business Management team; implementing new metrics and consolidating reporting to improve reporting accuracy by 100%.
• Drove transition of 450 roles to India including 50 senior staff roles.

CHIEF OPERATING OFFICER

Deutsche Bank - Valuations Group

2011 to 2012

Integrated 90 person Client Books and Records team into existing group.
• Identified operating efficiencies to reduce onshore headcount by 10% and offshore headcount by 5%.

CHIEF OPERATING OFFICER

Deutsche Bank - Financial Controls

2010 to 2011

Provide guidance and oversight for $100MM annual budget including forecasting, technology program and project spend, headcount tracking, expense, travel and hire approvals.
• Led transition of 140 person Financial Controls group from Finance into Operations.

DIRECTOR, FINANCE AND BUSINESS MANAGER - OFFICE OF THE COO

UBS Investment Bank -

Stamford, CT

2008 to 2010

Drove $59MM in cost savings through policy changes, renegotiated outsourcing contracts and influencing employee behavior in the areas of Real Estate, Corporate Services and Technology.
• Forged relationships with divisional COOs and CAOs to implement changes and meet savings objectives.
• Managed $350MM COO budget including budgeting, forecasting, analysis and recommendations.

VICE PRESIDENT, GLOBAL ANALYTICS AND REPORTNG

Goldman Sachs - Corporate Services and Real Estate Division -

New York, NY

2007 to 2008

Spearheaded annual strategic planning process for global division including $950MM budget, 150 employees and 3,000 contingent workers.
• Collaborated with service managers, procurement leaders and divisional COOs to reduce expenses by $100MM.
• Designed and developed financial models, reducing business services costs by $40MM.
• Built migration budget model for 9,000 employee transition into new headquarters building.

DIRECTOR, CORPORATE STRATEGY

IPC Information Systems -

New York, NY

2005 to 2006

Developed and presented Executive Committee Sales and Operations dashboards.
• Led international due diligence for $70MM Canadian acquisition, acting as liaison between CEOs and CFOs.
• Designed and marketed small customer strategic solutions including a starter product and $15MM captive lease program to new hedge funds and other small customers, tripling customer base and revenues.
• Improved data integrity of contract database driving an additional $10MM in contracted revenue.

Commercial Finance Manager

General Electric Corporation - Railcar Services -

Chicago, IL

2002 to 2005

Pricing Leader

General Electric Corporation - Commercial Equipment Finance -

Danbury, CT

1995 to 2002

Business Analyst

General Electric Corporation - Information Technology -

Stamford, CT

1989 to 1994

Education

MBA in Marketing and Management & Organizations

Kellogg School of Management at Northwestern University

2004 to 2006

MBA course work

Stern School of Business at New York University

2006

B.A. in Economics and Applied Math

Yale University

1988

Links

http://www.linkedin.com/in/arthurprusan

Additional Information

CORE COMPETENCIES
Finance/Reporting - Financial Planning & Analysis (FP&A), Sales Forecasting, Division/Department Budgeting, Monthly/Annual Forecasts, Headcount Planning, Dashboard/Scorecard Development, Key Performance Indicators (KPI).
Project Management - Six Sigma Certified, Process Improvements, Owned Project Plans and Budgets.
Strategy - Short and Long-Range Strategic Planning, Execution and Delivery.
Offshoring/Outsourcing - Managed offshoring programs, Led offshore teams in India and near-shore locations.
Vendor/Client Management - Contract Negotiations, Vendor/Client Relationships, Procurement, RFP/RFQ, Deal Closer.
Leadership - Global Team Leadership, Multi-Culture Experience, Hiring, Training, Retaining, Influencing & Collaboration.

Cto chief technology officer

Rodrigue Fouafou

Co-Founder & COO - VERTAMIN INC./Gourmandia.com

Palo Alto, CA

http://www.linkedin.com/in/rodriguefouafou

Work Experience

CTO CHIEF TECHNOLOGY OFFICER

VERTAMIN INC./Gourmandia.com -

Ottawa, ON

2008 to Present

Built business from ground up technologically engineering innovative solutions for boosting revenue. Created all product features and applications. Led negotiations with major partners including Yahoo, NBC Universal, and Microsoft .
Engineered launching of site on 10 major networks including Sreencast.com, Yume, Adapt TV, Yahoo, Microsoft Media, Rubicon Project, Interclick, and national direct advertising agencies.
• Spearheaded technical engineering of 45+ new sites since 2009.
• Created Fondness Media Network.
• Through technical processes and arrangements, helped the company generate record-breaking $5.7M in revenue, 2011.
• Grew site traffic from 5M unique visitors per month to 9.7M+ using Google SEO, Facebook, Bing Campaigns, and PPC.
• Ranked as #6 application worldwide in mobile popularity and #4 online.

Software Designer

NORTEL NETWORKS/CIENA NETWORK -

Ottawa, ON

2007 to 2009

Designed and implemented Nortel’s 100G optical network solution using C and C++ and was later utilized by Verizon and Telecoms Europe. Performed comprehensive testing and analysis in compliance with Software Feature / Application Design process. Participated in design reviews and code inspections to build product knowledge and provide expert recommendations.

SOFTWARE DEVELOPER

MOBILE KNOWLEDGE -

Ottawa, ON

2007 to 2007

Conceptualized, developed, and tested dispatch system software to meet customer requirements using Visual basic and SQL Organized. Maintained records of software configuration management and documents.
• Provided Level 2 technical support.

ECOMMERCE DEVELOPER

IBM CANADA -

Ottawa, ON

2006 to 2007

Programmed and designed in Java J2EE and C#. Performed client-side development in XML and worked with IBMs WebSphere and .Net platform.
• Played integral role in designing and implementing collaborative eCommerce tools.

Education

Bachelor of Applied Sciences in Computer Engineering in Computer Engineering

University of Ottawa -

Ottawa, ON

Skills

C, C++, C#, Java, Visual Basic, SDL, Assembler, VHDL, Verilog, Java AWT, Java Swing, HTML, JavaScript, Java Applet, XML, SDL, Real-Time UML, Rational RT, ROOM, clients-server, RMI, CORBA, Authentication, encryption (IPsec, SSL, DES, RSA), firewalls, packet-filtering, HTTP, SMTP, POP, FTP, TCP, UDP, IP, SNMP, DNS, ETHERNET, SIP, RTP, IGMP, OSPF, Quartrus II, MATLAB, LabView, Visual Studio.Net, Eclipse, WebSphere, Rational Rose, Oscilloscopes, Function Generators, M68HC12 Microcontrollers, Intel 8086 processor, Altera UP2 , NIOS FPGA boards and IR sensors, MS Windows, UNIX/Linux, Solaris, Access, MySQL, Object Oriented Programming (OOP) and UML

Links

http://ca.linkedin.com/in/rodriguefouafou

Additional Information

Core Competencies

Strategic Planning & Execution Talent Identification Team Development
Java Performance Management Content Development
Contract Negotiations Communications Web Advertising
Mobile Advertising Mobile Development Web Site SEO
Sales & Marketing Syndication PPC
CPM CPA CDN, IO, ROI
SEM Search Servers
Ad Servers Global Growth Team Management
E-Commerce Cross Functional Leadership Online Business Strategies
Strategic Transformation Operations Account Management
Software Design Software Developer Product Management

Chief security officer

Chad Skipper

CHIEF SECURITY OFFICER - BLACKSTRATUS

Austin, TX

Dynamic and well-rounded product management and marketing executive in developing
security intelligence technology, capabilities in detection, management, monitoring,
situational awareness and security intelligence mitigation solutions. Chad has a strong
understanding of network security technologies and key business drivers for the
enterprise, mid market, and commercial business segments. With 15+ years experience in
all aspects of Internet Security, product management and marketing of security
technologies, services, engineering, administration, and sales engagements with excellent
team collaboration.

Work Experience

CHIEF SECURITY OFFICER

BLACKSTRATUS

August 2011 to Present

Strategic executive management and delivery responsibilities of BlackStratus MSP product line
offerings of SIEM and Logging for direct, SaaS and channels.
• Direct executive leadership in execution of product launches, guiding and advising a cross
functional team from product management, marketing, engineering, sales, customer service, and finance teams.
• As the security authority for the BlackStratus product line, responsible for delivery of the vision and message to partners and channels.
• Developed vision, strategy, positioning, messaging, pricing, and licensing strategies.

Sr. Manager, Product Management

CISCO SYSTEMS

April 2008 to August 2011

Cisco Remote Management Services for Security
• P&L Ownership and Responsibility for Ciscos multi-million dollar Managed and Hosted security
services.($22M)
• Product managed from service inception to service release Cisco IronPort Hosted and Managed E-
Mail Security Services. The first Cisco security hybrid-hosted service competing and displacing
Google and Microsoft
• Managed Security Product Management team consisting of Product Management, Technical
Marketing and Product Marketing.
• Introduction of 24 new Managed Security Service technologies increased bookings 60% YoY.
• Product managed collaborative white-labeled security services platform producing security
situational awareness by leveraging tools, process and people to obtain 99% reduction of security
events into actionable security intelligence.

Product Manager

Cisco Security Manager & Cisco Security-MARS

April 2005 to April 2008

• CSM 3,000+ units for revenue since 4/06 FCS; FY07E: $6M -> $9M -> $12.3M; 140,000+ sold
device licenses. 57,795 device licenses in Q1FY08
• Product Manager for CS-MARS. CS-MARS is a family of high performance, scalable threat
mitigation appliances that fortify deployed network devices and security countermeasures by combining network intelligence, events correlation, and mitigation capability which empowers
companies to readily identify, manage and eliminate network attacks and maintain compliance.
• CS-MARS $50M and CSM $12M revenue supports Cisco STG $1B product line as the enterprise solution for management of Cisco IPS, PIX, ASA, VPN, FWSM, IDSM and other
routing and switching security technologies and third party security technologies.
• Responsible for all aspects of product marketing strategies and management, collateral,
requirements, industry insight, customer engagements, promotion, pricings, and customer
relationships surrounding CSM and MARS.
• Participate in setting direction and business strategy at business and developing levels of CSM and MARS
• Develop long and short term marketing objectives to solve marketing problems and aid in its
decision making

Software Engineer

CISCO SYSTEMS

December 2002 to May 2005

Cisco IPS and Threat Response
• Lead Dev-Test Engineer for Cisco Threat Response and Cisco IPS product lines
• Developed and maintained automation suite using Java, Sybase, and Tomcat
• Developed automation suite of live attacks against vulnerable and non-vulnerable targets
• Created master test plans
• Performed automated stress and performance testing with viewable process matrix
• Performed Dev-Test duties on the migration of CTR into Security Monitor

Security Contractor (Exploitation Engineer)

BLADE SOFTWARE - REDSEAL

September 2002 to December 2002

Developed new exploit architecture of their security assessment tools including IDS Informer and Firewall Informer

Manager, SQA Engineering

SYMANTEC CORP

November 1999 to September 2002

Manage a team of 16 SQA Engineers, consisting of two test departments within an extreme
programming environment (XP)
• Ensure full automated certification test coverage of all development products including
Host/Network IDS, VPNs and Firewalls
• Supported Symantec Security Response on all aspects of security updates for all products
• Development of 24-hour automated regression test framework to include full network bandwidth
saturation.
• Speaker Black Hat Conference 2001 - Polymorphism and IDS
• Speaker WebSec Conference 2001 - Polymorphism and IDS

Systems Administrator

TRIDENT DATA SYSTEMS

November 1997 to November 1999

Systems Administrator

UNITED STATES AIR FORCE

1994 to 1997

Education

BS in Management/Computer Information Systems

Park University

Skills

Product Management, Product Marketing, Executive Leadership, P&L, Forecasting, Visionary

Additional Information

Self-motivated and organized professional skilled in orchestrating tasks & details to achieve
overall project goals while effectively communicating project status, issues, oversight,
and future roadmaps at all organization levels: engineering & executive.