Derekweeks 2009

DEREK E. WEEKS Find me on LinkedIn.com | Bethesda, MD 20817 SUMMARY OF QUALIFICATIONS Driven executive marketing manager with proven ability to successfully capitalize on emerging market trends at large and small companies. Accomplished at bringing new technologies to market, driving rapid revenue growth, and gaining unfair mind-share through broad-based competencies in: Product Marketing

Product Management

Business Expansion/Start-ups

Market Development

International Business

Staff Development

SYSTAR, INC. VICE PRESIDENT, PRODUCT MARKETING 2007 – Present Publicly held, profitable enterprise software company developing performance and capacity management solutions for physical and virtual computing environments. Managing global product marketing for business line representing 40% of corporate revenue. •

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Building product marketing from the ground-up to enable the business line to accelerate a 15% annual growth rate in Europe; initiating business in the States. Lead analysis to aim business toward most profitable virtualized infrastructure market segments, problems, and users. Expand portfolio by launching four new products and services in 12 months that best reflect new market requirements. Strengthen direct channel confidence and accelerate sales cycle for new products within new markets through self-paced and localized training, clear positioning, and skilled market planning. Enable indirect channel success with European OEM partner resulting in 500% YOY growth and resulting in expanded portfolio coverage of IBM and VMware virtualization platforms. Planned and delivered improved maintenance and support offering aimed to increase revenue by 20% annually beginning in FY10. Lead global launch campaigns for business line on shoe-string budget resulting in Product of the Year Award and unprecedented mindshare with industry analysts. Through innovative event management, pre-qualified 95% booth traffic at key industry events to accelerate post-event sales and targeted marketing efforts. Tracking campaign performance, to make sure every dollar counts.

HYPERFORMIX, INC. VICE PRESIDENT, PRODUCT MANAGEMENT and MARKETING 2005 – 2007 Privately held, profitable enterprise software company developing performance and capacity management solutions. Directly manage team of seven responsible for product management, product marketing, and alliances marketing. •

Implemented new Product Lifecycle Management processes resulting in 100% on-time releases over two year period. Maintained strong quality and market readiness through 12 product releases, ranging from 3 – 9 month release cycles. Led team through market and product requirements planning and release cycles for five established solutions to ensure company achieves profitability and revenue objectives. Introduced two new products, while eliminating another, to enable the company to quickly secure multiple $1M+ enterprise license agreements and add a new global alliance partner. Prioritize resource, budget, and timing requirements for major product releases across executive leadership team.

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Managed the technical advisory board representing eight Global 1000 firms, facilitated alliance technology reviews with IBM, HP, and EDS, and hosted weekly customer meetings to provide the voice-of-the-market in developing a balanced technology and market driven product roadmap. Renewed competitive strength of product roadmap and marketing leadership that secured Series C funding from venture capital partners.

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Established product and alliances marketing function to support faster sales cycles and clearly communicate solution value. Led OEM and alliance marketing activities for HP Software and IBM Tivoli that supported millions of dollars in revenue by filling strategic white-space portfolio gaps. Established customer reference program highlighting cross-industry value and exceptional customer ROI. Represented voice-tothe market through corporate webinar series and industry speaking engagements.

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Managed and coached team to maximize achievement of individual and team performance objectives while maintaining employee pride, and recognizing key achievements.

STORAGETEK CORPORATION SENIOR MANAGER, PRODUCT MARKETING 2002 – 2004 Responsible for managing double-digit growth for a portfolio of storage technologies and services with estimated FY03 revenue of $875M. Directly managed a team of nine senior Product Marketing Managers responsible for new growth businesses. Measure, analyze, and adjust marketing activities to optimize corporate revenue, margins, and shareholder value. •

Established a new marketing team and plans for the Support Services business, driving double-digit growth of services revenue for FY03. Directed and supported team through launch of new services with plans for contributing over $130M in incremental revenue in FY04, by establishing a customer loyalty program and enabling new service sales force to meet ramp-to-revenue schedule through extensive training and field tour.

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Established a second marketing team and guided development of marketing plan for the Storage Networking business. Team achieved 23% revenue growth (while protecting 42% margins) and 30% unit growth of OEM hardware products for FY03 in highly competitive, commoditized market.

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Directed third marketing team and plans for vertical and horizontal storage solutions markets – combining hardware, software, and services to better meet customer needs. Initially, inherited marketing activities for 7 industry storage solutions; through thorough business analysis, eliminated 5 solutions to improve corporate focus and ability to execute on remaining 2 solutions.

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Recognized under CEO Peak Performance Award; selected for KEEP Program, as 1 of 250 employees critical to the corporation’s success (2003).

HEWLETT-PACKARD GERMANY & U.S.A DIRECTOR, GLOBAL MARKET DEVELOPMENT HP OpenView (Network and Systems Management) and OpenCall (Communications Software) Businesses 1997 – 2002 Manage team of four direct and 12 matrix reports – across three global regions -- responsible for the international market segmentation, competitive positioning, direction, and success of 35 software products for the service provider (hosting, telecommunications, wireless) industry. •

Managed team to develop strategies and market plans for software solutions providing network/systems management and next-generation voice & data services (VoIP, SMS, SS7/IP bridging). Consulted customer executives on long-term business planning, marketing activities, and end-user sales/marketing strategies.

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Founded and managed the Competitive Intelligence team for HP’s software business. Closed strategic and must-win deals in Americas, Europe, Asia, and Australian markets worth $60 million, helping to grow $1.2 billion software business over 35% annually. Built relationships with industry thought-leaders and was the key driver in the improved perception of HP’s IT management software business from non-player to market-leader. As an influential voice-of-the-market, drove consideration for emerging markets, channels of distribution, and unique business- and technology advantages into the development Plan-of-Record. Created and evangelized OpenView’s converged network and systems management-, e-business-, and service provider market positioning; delivered technical state of the union address at annual user and sales conferences.

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Selected and participated as 1 of 40 corporate-wide employees for Hewlett-Packard LEAD Program (2001). The program aimed to further develop and mentor high-performance, high-potential managers through mentor relationships, and training programs. Demonstrated excellence in team building, and cross-cultural communication.

PRODUCT LINE MARKETING MANAGER HP OpenView Business Unit (Network and Systems Management Software) 1995 – 1997 •

Direct product management activities for three enterprise software solutions; increased product line sales from $9 to $35 million, achieving sales growth of 400% in two-year period, within a $180 million software organization. Built relationships with strategic customer council (Global 100) to define future product requirements and emerging technology trends. Managed full product life-cycle from initial concepts and market requirements to initial customer delivery and support. Worked directly with R&D staff to align development timing with marketing activities and gained hands-on experience in technical nuances of product features.

WIRELESS ACCESS, INC. MARKETING MANAGER Pre-IPO startup focused on fabless development of one- and two-way wireless communication devices and technology for computing platforms and personal use. Funded by Kleiner Perkins Caufield & Byers and other top-tier venture firms. 1993 – 1995 •

Managed successful market introduction of company during release of first product concepts and first two hardware products. . Composed company press releases and corporate backgrounder, and managed relationship with marketing communications firm. Managed relationship with eight largest domestic wireless communication partners; managed market trials, product introductions, and sales training. Led initiative to update corporate identity.

EDUCATION B.S. International Marketing, Minor: Pacific Rim Studies and German, San Jose State University San Jose, CA 1992 Pragmatic Marketing Certified , 2008 (Practical Product Marketing, Pragmatic Roadmapping) Continuing Executive Education, University of Michigan 2000 (Finance) Center for Creative Leadership, 2004 (BusinessWeek #1 ranking of leadership programs for six consecutive years)