Experience

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  Zeptive

  • Ceo & Co-Founder At Zeptive, Inc.
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  Zeptive

  • Burlington, Massachusetts

  • CEO & Co-Founder at Zeptive, Inc.

    • Jan 2019 - Present
    • Burlington, Massachusetts
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  Bruker Detection Corporation

  • Billerica, MA

  • President

    • Feb 2016 - Dec 2018
    • Billerica, MA
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  Morpho Detection, Inc.

  • United Kingdom
  • Security and Investigations
  • 200 - 300 Employee

  • General Manager, Global Marketing & Channel Management

    • Sep 2011 - Feb 2016

    • Led and supported a staff of global Marketing, BD & Communications professionals to develop & execute a global marketing & channel strategy that supported & grew a leading security business• Collaborated daily with sales leaders to drive and support 100+ global channel partners that deliver $50M+ annually in equipment revenue; grew sales 5%, 7% & 6% in years 1, 2 & 3• Directed several key global customer centric initiatives (Customer 1st, Pragmatic Marketing, and Customer Engagement) and developed KPI’s that enhance Morpho Detection’s ability to develop and provide sustained customer value • Directly supported 10+ key customer & channel events annually & speak regularly at key aviation security industry conferences; team delivers 50+ conferences/tradeshows annually

  • Director, Product Management for Emerging Products and Markets

    • Dec 2007 - Sep 2011

    • Led and managed a staff of 4 product managers and 1 BD manager to research, develop, and commercialize new products such as: X-ray, Chemical/Biological identification, Explosives detection for shoes and Radiation/Nuclear detection technologies• Completed several joint development agreements for the following technologies: Mass Spectrometry, MEMS, Millimeter Wave Imaging, X-ray and Bio-detection assay development • Launched and commercialized a unique new product (handheld chemical and biological substance identifier) to target the $200M first responder market• Supported the pursuit of numerous U.S. and International government external programs to further develop key technologies and won several key opportunities worth $10M+ for Radiation/Nuclear detection, Explosives and Biological detection

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  GE

  • Product Manager, Global Market Development

    • Dec 2005 - Dec 2007

    • Executed a key joint development agreement and initiated a commercial terms agreement with a major millimeter wave technology firm enabling GE to enter key new markets• Initiated commercial distribution agreements with checkpoint x-ray & metal detector firms that would add $12-$13M in annual revenue• Managed 2 product lines: finger sampling explosives detector and a reconfigured desktop ITMS system for the pharmaceutical cleaning validation market• Led and managed a high profile DHS sponsored public transit explosives detection trial• Collaborated with GE’s Global Research Center to propose the development of a next generation mobile checkpoint and obtained a $1.2M DHS contract to build it in 2008

  • Global Sales Development Leader

    • Jul 2004 - Dec 2005

    • Developed and initiated business plans for the education, public transit, petrochemical, and mobile checkpoint markets with potential market opportunity of $200M-500M • Delivered $500K in sales during a 4 month assignment as the Latin American sales leader• Generated over $350K in incremental sales in the pharmaceutical market as a result of a collaborative joint development effort between GE Sensing and GE Security• Presented to and/or hosted over 60 key prospects/customers including the United Nations, NFL, NBA, Russian Airports, Mexican Airports, Chinese Airports, DHS, etc.

  • Experienced Commercial Leadership Program (6 month rotations of 4 different GE Divisions)

    • Jun 2002 - Jul 2004

    • Developed & implemented a lead qualification & transfer process that enabled GE Lighting’s sales force to close ~200% more business from leads transferred • Created a consumer finance sales strategy for the $300B Canadian retail marketplace, which justified developing a dedicated Canadian sales team to pursue $2B of opportunity• Implemented a new CRM sales tool that provided management visibility on sales opportunities across the 4 different GE Consumer Finance business’s• Completed 3 Six Sigma projects to obtain Six Sigma Black Belt Certification

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  Eastman Kodak Company

  • Rochester, New York Area

  • Marketing Analyst Intern

    • May 2001 - Jun 2002
    • Rochester, New York Area

    • Developed tactical selling tools and scenarios to assist the sales force in competitive selling• Created a competitor-pricing database that was used to analyze and design an optimal pricing plan for Kodak’s new digital radiography products

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  Cornell University

  • Ithaca, New York Area

  • Business Manager

    • Jan 1997 - Aug 2000
    • Ithaca, New York Area

    • Increased Outfitting division revenue by 15% year one, 20% year two and three • Designed and implemented a new database to manage 10,000 reservations per year, $100,000 in sales and rentals, $150,000 in inventory, and over 50,000 members

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  FRANKLIN COMMUNICATIONS INC.

  • Greater Denver Area

  • President/Partner

    • 1996 - 1997
    • Greater Denver Area

    • Directed the start-up of this new Internet company that marketed secure e-business software allowing clients to integrate their web site with existing accounting systems• Developed a novel approach to selling web sites: partnered with companies to sell their products on-line and received a...

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  THE SUMMIT CONSULTING GROUP, LTD.

  • Greater Denver Area

  • Director of Internet Services

    • 1995 - 1996
    • Greater Denver Area

    • Managed marketing, html programming, and sales calls for all Internet projects • Developed new response systems to improve customer service, which helped make Summit Consulting one of the top 50 fastest growing firms in Denver