Michael J. Wilson

1 Prospect Ave.

Sausalito, CA 94965

(703) 346-6000

mjw@getmjw.com

 

SUMMARY

 

An entrepreneurial business development executive who is energized by new challenges and with a proven record in leading to generate new business, revenues, growth, and profit within emerging and high growth technology markets. A recruiter and motivator of individuals and teams, with outstanding probing skills to uncover requirements and goals while formulating creative solutions for mutual gain. A skilled negotiator with a track record of success in identifying and closing complex financing, licensing, development and supply agreements within targeted OEMs, customers and channels. Global customer experience covering G-2000 enterprise accounts, service providers, SIs, software/application/solution providers as well as device and infrastructure OEMs. Award winning C-level presentation and communications skills. Experienced in SFDC.

 

EXPERIENCE AND ACCOMPLISHMENTS

 

Veniam – Mountain View, CA       Current

VP Global Business Development

Veniam brings mobility to Wi-Fi through the deployment of the Internet of Moving Things. We turn vehicles into Wi-Fi hotspots and build city-scale vehicular networks that expand wireless coverage and collect terabytes of urban data.

Responsible for strategic planning, market development, demand creation, ecosystem development, strategic partnerships, channels and suppliers.

 

·         Developed ecosystem and go-to-market strategy.

·         Instrumental in opening initial network pilots with C-level city officials in NYC, San Francisco, Chicago, LA and Providence.

·         Initiated proposals and MOUs with Comcast, Black and Veatch, Qualcomm, Samsung, Google and others.

·         Created demand and initiated pilot proposals with US DOT, Lyft and various municipal transit authorities.

·         Winning presentation at the Wireless Broadband Alliance Global Congress. Initiated winning PR at Red Herring 2015, Fierce Wireless - Fierce 15 2015 and CableLabs Innovation Showcase Summer 2015.

              m                                                                                   

Compatriot Solutions f/k/a Evolve Development Group - Chicago, IL & Miami, FL       2008 to 12/2014

Founder - Principal

Compatriot Solutions provides market strategy, global business development and sales services to emerging technology companies targeting the Internet of Things, connected device manufacturers, wireless service providers, MSOs, cloud infrastructure companies and network infrastructure providers.

·         Developed and implemented market strategies including: demand generation process, key customer acquisition, channel strategy and programs, product validation, roadmap strategy, and licensing policies.

·         Developed C-level business relationships with key “must win” end customers. Initiated customer demand within service provider accounts including Comcast, AT&T, Time Warner Cable, Verizon, Vodafone, T-Mobile and Telefonica/O2 and others.

·         Focused business development initiatives into cloud, network, application and device security, enterprise mobility management, unified communications, content delivery networks, SaaS, SDN/NFV, M2M and The Internet of Things markets.

·         Initiated new product introductions with product management leadership at Siemens, Lockheed, CableLabs, IBM, Verizon, AT&T, HP, Citrix, Microsoft and others.

·         Closed development, trial and supply agreements with Verizon, AT&T, GD, Cisco, SAIC, Bosch, Avaya, Polycom, Nokia, Alcatel, Motorola, Qualcomm and IBM.

 

 

 

 

 

 

 

 

Infineon Technologies – Munich, Germany; Chicago, IL      2007 –2008

Sr. Director, Global Account Executive

Reporting to the COO, Worldwide responsibility for all sales and support teams for all Motorola business globally. Responsible for overall business management including design wins, forecasting, logistics, quality, and ongoing revenue and profit.

 

·         Closed RF design wins increased revenue pipeline from $18M in 2008 to $50M by the end of 2011.

·         Managed all key executive level relationships within Motorola Mobile Devices, H&NM, and Enterprise Mobility business units.

·         Direct involvement with the key device, platform, OS/software and silicon teams for mobile products including smartphones, feature phones, and entry phones. Provided solutions covering core processors, Wi-Fi, WiMAX, LTE, 3G, Bluetooth, audio and display.

·         Key supplier to DSL, Cable modem, and FTTP business groups covering core device components.

·                                                                                                                                                                                                                                                                                                                        Managed 4 account managers, 3 field engineers, 3 product-marketing managers, and 4 RF engineers

 

Mavenir Systems Inc. – Richardson, TX      2006 – 2007

VP Business Development and Alliances

Reporting directly to the CEO, responsibilities included the management of all outbound business development, market development, strategic partners and suppliers.

·         Directly responsible for initiating strategic business with worldwide core network, IMS and next generation network (NGN) business unit executives within Ericsson, Alcatel-Lucent, Nokia Siemens Networks, Motorola, Cisco, and Huawei. Identified and cultivated product interoperability partners and channel partners to include Sylantro, BroadSoft, Tekelec, ACME Packet, AudioCodes, and Apertio. 

·         Demand generation and direct selling at T-Mobile, AT&T, British Telecom, O2, Telefonica, and Verizon.

·         Negotiated and closed worldwide OEM reseller and licensing agreement with Ericsson and British Telecom.

 

Millimetrix – Tel Aviv, Israel; Paris, France; and Herndon, VA1998 - 2005

Executive VP Sales and Marketing, Executive VP Business Development

Reporting directly to the CEO, lead executive for all sales, marketing and business development for 110 employee Israel based broadband wireless network company. Worldwide responsibility for all revenue, marketing, end customers, strategic supplier alliances, OEM sales channels, and services.

·         Instrumental in development and execution of our corporate strategy and fund raising in which we raised over $35M. Investors included Cisco Systems and CIBC Oppenheimer. Lead executive for financial, industry and trade analysts.

·         Identified, negotiated and closed exclusive OEM product development and supply contracts with Siemens and Harris valued at $40M within the first 18 months.

·         Directly responsible for demand creation within the top 30 wireless service providers globally such as: AT&T, Sprint, Verizon, Vodafone, Orange, Hutchison, T-Mobile, TIM, Telefonica, China Mobile and others. The company became the leading WW supplier of optical rate microwave indoor units within our second year.

·         Winner of the 2002 Supercomm “SuperQuest Award” for most promising new public network technology for our Unity product.

 

U.S. Robotics/3COM – Skokie, IL1995 - 1998

Sr. Director, Worldwide OEM Sales

Responsible for business planning, execution and P&L of a new business unit to license core modem technologies, network systems products, software and services to major network equipment manufacturers throughout the world.

·         Closed major software development and licensing agreements with IBM, Siemens, Lucent, Cisco, Northern Telecom and AFC, valued at over $400M. Key areas of cooperation were in RAS, broadband access, VOIP, and mobile data.

·         Initiated “Letters of Intent” and business agreements around specific strategic initiatives with DSC, Siemens, Northern Telecom, Ericsson, Infocom, Alcatel, and CS Telecom.

·         Achieved 130% of quota for FY97. Doubled orders from $35M to $65M in 9 months.

 

 

 

 

 

 

Zenith Data Systems – Buffalo Grove, IL1986 - 1995

Sr. Director, Worldwide Notebook Product Marketing, Area Sales Director

Started as an Account Manager and was promoted three times; first to District Manager in 1988, then to Area Director in 1991, and to Sr. Director in 1994. Reporting directly to the COO, I had P&L management responsibility for the worldwide marketing and sales of approximately $400M in annual revenues of notebook computers. My duties included forecasts, budgets, product strategy, selling strategy, pricing, competitive positioning, strategic suppliers and strategic alliances.

·         Managed the successful launch of four portable products in 1995. Served as a company spokesman for product announcements, press releases and meetings with industry and trade analysts.

·         During my tenure as Area Director, my duties consisted of managing 16 field sales and support personnel in a 10-state area (Southeast and Mid-Atlantic states). Consistently ranked as the top area in the company.

·         Consistently increased revenue growth 30% per year. Earned ‘ZDS Top District’ awards two years in a row (90, 91) and “Top Area Award” in 1993.

 

EDUCATION

College of Business, The Ohio State University, Columbus, OH (1983)

OTHER

IBM Sales Training, Acclivus Sales Training, Phillip Crosby Associates, Management College

US and EU (Irish) citizenship