Scott R. Smith
scott@sailordude.com
OBJECTIVE
To bring software products to market utilizing my management, technical, leadership, and sales skills in a product management position.
Extensive experience in the commercial software industry. Executive level experience in Marketing and Product Management. Delivered products to market for enterprise, B2B and security software markets. Experience with PKI, smart cards, security, client/server, distributed application, Internet, object oriented, relational database, Java and enterprise application development tools. Results-oriented with proven communication skills.
Satmetrix, Mountain View, CA. 2004-Present
Director of Product Marketing (4/04 to present)
Responsible for all product marketing and management functions.
Gemplus, Redwood Shores, CA, 1998-2001
Director of Product Management and Marketing (1/98 to 6/01)
Led organization in building enterprise software products for corporate security and loyalty markets. Principal BU spokesman to press and analysts. Managed team of 7 Marketing/Product Management professionals. Defined and executed new cross-functional business processes including: market research, MRDs, roadmaps, scheduling, worldwide sales training & support, pricing, product launches, and revenue forecasting..
· Grew business unit revenue from $7 Million to $20 million run-rate as a startup operation in an established company (Gemplus has over 7000 employees)
· Overcame company culture to move company into new line of business resulting in the delivery of new products market
· Innovated product management and marketing processes resulting in the winning of multiple multi-million dollar contracts
· Defined and executed strategies for working with Microsoft, IBM and PC manufactures resulting in joint development, increased revenue and widespread press coverage.
Sabbatical (8/97 to 12/98)
Vice President, Product Management (7/96-7/97)
Responsible for product management of cross-platform, database, middleware and Java GUI products. Acting VP Marketing (11/95-2/97). Developed business plans, MRDs, managed multiple product launches & releases, analyst relationships, sales support and training, introduced new products and developed 3rd party alliances. Managed a $3 million marketing budget.
· Rebuilt marketing programs resulting in a successful re-launch and repositioning of the company with a new line-of-business. Company went public based upon new LOB.
· Maintained company revenues in changing market
Director, Product Marketing / International Marketing (7/94-6/96)
Product Manager for distributed messaging, database, WWW and internationalized products. Responsible for developing company positioning, product positioning, marketing requirements, product launches and technical direction. Managed relationships with 30 distributors. Responsible for competitive analysis, technical papers, demos, and pricing. Successfully launched new products.
· Developed sales and marketing programs for international distributors and offices resulting in sales and support for new product lines and increased contributions to profits
· Developed go-to-market strategies to maintain sales and marketing momentum for delayed products
The ASK Group/Ingres (purchased by CA), Alameda, CA, 1990-1994
Product Manager, Windows4GL, Development Tools Unit (10/93-6/94)
Product Manager for Windows4GL (OpenROAD), a cross-platform graphical client-server development tool. Responsible for product definition and marketing requirements. Developed sales presentations, data sheets, competitive analysis, sales training, and sales demos for worldwide sales force.
· Negotiated technology agreements with competitors resulting in new product capabilities
· Executed world-wide product launch resulting in widespread press coverage
Principal Sales Engineer (10/90-10/93)
Provide technical sales support for pre-sales efforts for strategic sales. Western Region expert on Server Performance, Windows4GL and Distributed Databases.
· Developed first-to-market INGRES/Replication server bringing a 10X ROI
· Rookie Sales Engineer of the Year for FY91.
· Sales Club FY91, FY92, FY93
Auto-trol Technology Inc., Denver, CO, 1986-1990
Project Manager, Database Applications (11/88-9/90)
First line manager responsible for the development of applications based upon RDBMS technology. Managed 9 software engineers and multiple projects. Responsible for the development of the following products: Engineering Information Management System (EIMS), an engineering document management system. Modeling Database Support System, a repository for engineering models for CAD systems, Graphics SQL, A SQL subset that queries graphical Object and RDBMS data. Managed development of user interface style guide. Pioneered the use of source control systems and software metrics in development.
Engineer/Senior Engineer (11/86 to 11/88)
Provided coordination for multiple projects. Lead 4 developer team to develop EIMS. Wrote C, SQL code, design and functional specifications. Delivered projects on time and under budget. Provided customer, sales and marketing support.
Interactive Software Systems Inc., Denver, CO, 1985-1985
Software Engineer (12/85 to 9/86)
Wrote 4GL Language compiler/execution engine using C. Tripled performance and expanded capabilities of original 4GL engine.
Gathers Software Inc. (Ensys Inc.), Denver, CO, 1982-1985
Senior Programmer Analyst (12/82 to 11/85)
Developed petroleum and economic modeling system. Supervised programmers. Developed graphical chart program. Wrote new features for reserves and economics modeling system on VAX/VMS. Developed report generator, Interactive spreadsheet and production history system. Project Lead for MS-DOS version .
EDUCATION