MARK MILFORD

Gaithersburg, MD 20882 mtmilford@aol.com www.linkedin.com/in/mtmilford 301 869-2454 (Home) 240-388-5502 (Mobile)

HIGHLY SUCCESSFUL INFORMATION TECHNOLOGY SALES LEADER

Top-performing senior business executive with extensive domestic and international experience with a consistent track record for growing sales, profits and revenue streams at both small and large technology companies. Effective leader and team builder with strong strategic as well as tactical skills. Proven ability to recruit, train, develop and retain highly productive sales leadership and account management teams. TOP LINE GROWTH Multiple industry experience, including Public Sector Led Global large enterprise and mid-market sales teams (direct and channels) across organizations Negotiation strength; Enterprise License Agreements, Distribution contracts and Reseller agreements Perpetual, SaaS and Cloud software licensing expertise LEADERSHIP SKILLS Talent & organizational development; consistently rated high in employee surveys across company peer groups Sustainable and consistent business results with exemplary forecasting accuracy Drive and enthusiasm that sparks innovation with the courage to lead change Planning, organization and execution discipline EXTENSIVE AND DIVERSIFIED PERSPECTIVE US, North America, and Global leadership experience Experience leading mature, start-up and turnaround businesses Developing and driving direct, indirect and hybrid sales models Large Cap and early stage company experience

PROFESSIONAL EXPERIENCE
SAP AMERICA, INC., Newtown Square, PA 20112013 $20B application and platform software provider to mid-size and large enterprise customers. National VP Sales, North America Ecosystem & Channels Organization, Rockville, MD Responsible for the 1-Tier Resell ($150M), IT Outsourcing ($50M), BusinessOne ERP ($10M), OEM ($60M) and 2-Tier Distribution ($35M) businesses. Delivered 15% growth in OEM business after 3 years of declining revenues, launched new Authorized Reseller Program in Distribution business and grew the BusinessOne business >25% both years after 2 years of declining revenues. Reseller team was 117% of annual plan for 2012 with 55% growth YOY. INDEPENDENT SALES AND MARKETING CONSULTANT, Rockville, MD 20092011 Provided consulting services to large and small companies in the Washington, DC area in the following specialty areas; Channel Strategy Development, Go-To-Market Strategies Assessment and Development, Sales Model Organization and Execution Assessment and Public Sector Go-To-Market Strategy Development. DATASYNAPSE, INC., New York, NY 20082009 $40M private equity-owned software firm serving Global 100 financial services customers (Acquired by TIBCO Software). EVP, Global Sales, Consulting Services and Customer Support, New York, NY Repositioned customer base from 100% global financial services during financial industries recession by expanding industry focus into government and telecommunications. Grew new industries to 25% of revenues in 2008 and cut field operations costs by more than 50% in less than six months. Responsible for global team of 100 people in sales and customer support. Positioned company for viable sale in 2009. BAKBONE SOFTWARE, INC., San Diego, CA 20052007 $60M backup & recovery software company focused on middle/large enterprise customers (Acquired by Qwest Software). SVP, Global Sales & Customer Support, Rockville, MD Reengineered go-to-market strategy around indirect channels (OEM and VAR) that grew bookings by 30% and 26% in first two years. Exceeded annual bookings target for first time in company 8 year history. Recruited new global leadership team and developed consulting services portfolio that accounted for 10% of revenues in second year. Successfully deployed SalesForce.com for both global sales and customer support teams.

Mark Milford mtmilford@aol.com www.linkedin.com/in/markmilford

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SYMANTEC CORPORATION, Mountain View, CA 20022005 $7B security & storage management software provider to consumers and small, medium, and large enterprise customers. Acquired PowerQuest Corp in 2003. VP, Global Sales & Professional Services, Symantec, Herndon, VA, 20032005 $350M in bookings. Led global team of over 200 people in channels, field marketing, sales, and professional services. Generated 30% increase YOY bookings by executing new channel centric go-to-market strategy. Seamlessly integrated PowerQuest channel partners and channel program into the existing Symantec channel. SVP, Global Sales & Professional Services, PowerQuest Corp., Orem, UT, 20022003 $70M private equity-owned data management software provider to consumer and enterprise customers. Led global team of 95 sales, marketing, and professional services. Grew enterprise sales by 82% and overall business by 25% in one year, positioning for sale to Symantec. CA TECHNOLOGIES, INC., Islandia, NY 20002002 $5B infrastructure software and services provider to consumer and enterprise customers. SVP & General Manager, Global Channel Sales/Storage Business Unit, Herndon, VA $1.1B P&L. Responsible for 400-person product marketing & management, channel marketing, and software development business unit team and 300-person worldwide indirect channel sales team. Following two-year decline of 10% YOY, turned around business and grew SBU revenue 30% in two years. Grew global channel revenue by 30% (Distribution, VAR, OEM and SI) over the two years. HEWLETT-PACKARD COMPANY, Palo Alto, CA 19732000 $125B hardware, software, and services provider to consumer and enterprise customers. General Manager, Global Enterprise Storage Sales, Rockville, MD, 19992000 Recruited by CEO to design and staff 350-person worldwide sales organization in less than four months with a mission to capture major market share in the $9B enterprise storage hardware market. Led global team that delivered $1.4B in bookings & 16% market share in 12 months. Built new storage resell channel that was 50% of the business. General Manager, Global Government Business Unit, Rockville, MD, 19951999 Led 225-person global government team responsible for product development, product management, manufacturing, finance, and sales operations of $250M business. Oversaw identification, bidding, and delivery of government IT contracts in all NATO-based countries. Most profitable division in computer group from 1997-1999. Grew business by 140% in four years by bidding more US contracts and increasing overall win rate by 15%. Launched international government business that grew to $30M in three years. General Manager, Global Order Fulfillment/Business Process Optimization, Rockville, MD, 19931995 Recruited by CEO to lead global business and IT teams responsible for re-engineering legacy order fulfillment processes and systems. Led 50 global order fulfillment centers (800 employees). Deployed SAP-based OM system that reduced headcount by 15% and overhead by 30%, while providing customers and partners access to web-enabled ordering, system configuration, and order status data. Designed new global organizational model, work processes and metrics. Region General Manager, Area General Manager, Area Sales Manager, District Sales Manager and Sales Representative, Rockville, MD 1986-1993, Atlanta, GA 1979-1986 and Philadelphia, PA 1973-1979

PROFESSIONAL ASSOCIATION & COMMUNITY INVOLVEMENT

Member, Industrial & Professional Advisory Council, College of Engineering, Pennsylvania State University, (Computer Science & Engineering Dept. advisory on curriculum, research, and career development), 1998Present Member, Marketing Advisory Board, United States Postal Service, (Business review and sounding board serving Postmaster General of the United States), 2000Present

EDUCATION
BS, Computer Science, Pennsylvania State University