John
N. Kornitsky
JNK9448@rit.edu
Mobile 408-221-5962
High Performing
Strategic Business Development expert in business and technology (MBA,
MSCS, BSEE) specializing in new products and NPI (New Product Introduction in
fast paced, high growth, global technology companies from Fortune 500 to
small. Deep technical and business acumen to seamlessly traverse domains with
emphasis on execution, revenue growth and business strategy.
Value
Added Summary
·
Understanding
of current trends in: advanced
analytics, visualization, big data, storage, SDN and cloud computing
(including virtualization.)
·
Build,
organize and manage diverse organizations: OEM,
channel marketing, product marketing, product management, sales enablement,
operations and product development.
·
Proficient
in: business strategy, change
management, P&L, analysis, revenue generation, product management,
product marketing and strategic business development.
·
Grow, direct,
reengineer and realign: product lines
and turnaround situations with business objectives.
·
High energy,
quick study who is analytical yet
creative; collaborative; works in large and small high-performance teams;
customer oriented, market focused; communicates at all levels.
·
Big picture
perspective: operational from 50,000 foot to
grass roots level, complex, convoluted, cross-functional and
multi-disciplinary situations are a specialty.
·
Domain
expertise in: network and software architecture,
HPC, imaging, video processing, network security, storage & network
technologies.
·
Best
practices utilized delivering results in:
strategic marketing with product management, product development and
strategic alliances in cost and profit center environments.
·
Successful
track record in: accelerating revenue generation,
increasing market share, growing the customer base and expanding into new
market segments.
Built
Alliances at Major Enterprises including; AT&T, Cisco, Comcast, Dell,
EMC, Hitachi, HP, IBM, Intel, Lucent/Alcatel, Microsoft, Motorola, Oracle,
SAP/Sybase, Time Warner, Toshiba, and US Government Agencies.
Work
Experience
Sales & Marketing Strategy Architects,
Los Gatos, CA2008 – present
Strategic
Business Development Consultant, Design of Business & Technology Go-to-Market
Strategies for high-technology clients, Communication with Sr. Executives;
provide operations, technical and strategic business solutions for software,
communication, networking and system companies.
§ Business Alignment: Performing business evaluation,
analysis, product definition and positioning for SaaS Enterprise Software,
financial compliance, IT and business analytics companies. (ITIL
Compliant)
§ Product Launch Readiness: Develop go-to-market strategies
including product roadmaps, collateral generation, whitepapers, competitive
analysis and sales enablement and training for enterprise software, hardware,
cloud services and systems level companies globally.
§ Visibility Creation: Develop use cases to showcase
product applications.
§ Corporate Positioning: Perform strategic direction,
strategy development for penetrating new markets, strategic planning, product
marketing, market development, program management, pricing strategies, new
product definition and product roadmap for wireless communications including
RFID.
§ Executive Development: Designed and developed a
“Thought Leadership” Executive Training Program for Change Management and
Blue Ocean Strategies.
§ Advanced Analytics, visualization
and real-time dashboard display.
o Created sales penetration
strategy, marketing strategy, pricing proposals, positioning, business model,
product roadmap, SaaS delivery model, cloud application definition, new
markets and customer presentations. Resulted in clear product positioning,
feature-set and vertical target markets.
§ Cloud Services
o Formulated positioning,
differentiation, marketing strategy and plan, customer presentation and
roadmap. Resulted in clear product line positioning and early target
markets.
§ Data Center and WAN Link
Connectivity
o Developed product positioning and
value proposition investor and customer presentation for a 10Gb/s and up data
link accelerator. Resulted in securing Series-B funding of $25M.
· Software Development & Management Consulting in:
marketing strategy, product strategy, value proposition, business strategy,
product definition, operational issues and technical evaluation.
o
Developed
product-positioning, presentations for partners, investors and
customers. Resulted in clear positioning and investor acceptance.
o
Created
entrepreneurship curriculum and training program consisting of 15 classes for
software engineers.
o
Lead software
development for SaaS sales platform that utilized big data and business
intelligence.
o
Focus on
market segment in network security IPS and threat detection.
o
Performed
patent write-ups for patent attorney submission.
§ Storage (Resulted in detailed
competitive analysis)
o EMC, NetApp: hybrid flash storage
analysis; e-Series, FAS, VNX.
o Hitachi Content Platform (HCP)
analysis (SAN, NAS solutions) for content management.
o SSD Storage: System Architecture
and Analysis.
§ Product Workflow Enterprise System
o Crafted positioning,
differentiation, marketing strategy, customer presentations and sales
strategy. Resulted in rapid expansion in other international geographies.
§ CPG Communications Device
o Generated positioning, marketing
strategy, pricing, sales distribution strategy, product roadmap and customer
presentations. Resulted in revised business and sales strategy.
§ Financial Regulatory Compliance
Enterprise Software
o Developed positioning, market
penetration strategy, pricing, feature set validation, migration plan to SaaS
Model and sales strategy. Resulted in clear product positioning and target market.
§ Financial IT Enterprise Software
o Generated positioning,
differentiation, marketing strategy and plan. Resulted in revenue growth
through account expansion.
Rapport,
Inc.,
Redwood City, CA2007 – 2008
Strategic Business
Development for massively parallel processing reconfigurable solutions and
software with applications including: high performance computing, data
storage, network security and cloud computing handling petabytes of data.
§ Developed strategies for penetrating new markets, performed
roadmap generation, set strategic direction, performed program management,
developed strategy for re-entering the market with new product solutions in:
video, image and signal processing, also, security for IDS, IPS and
surveillance.
§ Aligned product to applications that showcase strength in:
processing, storage handling, content management, network security and
virtualization applications.
§ Repositioned company from semiconductor focused to
software and solutions oriented (e.g. OC-768 Deep Packet Inspection Systems)
in a change management environment. Resulted in high value application
interest and new funding of $18M.
§ Developed use cases to illustrate product applications to
complete the product definition with engineering.
§ Built relationships with key companies, organizations and
agencies for solutions launch to propel Rapport solidly into the high
performance computing and network security market place. (e.g. IBM Blade
Server and Storage; NAS, SAN, SSD Storage Architecture for agency
applications).
Brilliant Wireless,
Campbell, CA2004 – 2006
Part
of Founding Team, Strategic Business Development, Product Management,
Design
and development of corporate business and technology strategies and direction
for a GPS based Next Generation Network Timing and Synchronization Company
for cellular base stations including PWE, Network Edge Data Storage (SAN,
NAS), AAA Security protocol and distributed processing /cloud computing.
·
Built
company from ground up in a change management atmosphere providing
leadership, direction and system engineering for next generation
carrier-class network timing and synchronization, to deliver world class NTP
and Stratum Timing Technology Solutions. Included creation of corporate
growth plan, marketing strategy, product roadmap, positioning, sales
strategy, financial cash flow plan and investor presentations.
·
Executed
product definition, strategy and planning, including MRDs, PRDs and
competitive analysis. (ITIL Compliant). Result was new form factor with
a new performance level that led to acquisition.
·
Performed
market segmentation, differentiation and unified communications system
architecture for telecom carrier, MSO and enterprise companies (e.g. Cisco,
Juniper, AT&T/Cingular).
Sales & Marketing Architects Consulting,
Los Gatos, CA2001 – 2004
Business
Consultant & Principal, Designed Business and Technology Strategies for
high-tech clients provided operations, technical and strategic business
solutions for software, computer and networking system companies.
§ Sr. Executive, providing leadership and direction for a
Real-Time IP Communications Enterprise Software Company delivering VoIP that
also had embedded firewall technology. Included creation of marketing
strategy and plan, sales strategy and plan, positioning, whitepaper
generation and investor presentations.
§ Interim Business Development Executive, provided
leadership, direction and program management for software product marketing
group. Resulted in a turnaround using change management best practices and
acquisition.
§ Analyzed and restructured software licensing business
models for $100k packages. (ITIL Compliant).
§ Provided marketing strategy for broadband IP and
networking company, including high-speed interfaces (HSI, Infiniband, USB2.0,
64bit PCI, FC) for data storage, SAN and NAS, familiarity with VMware.
Motorola/Terayon Communication Systems,
Santa Clara, CA,1999 – 2001
Strategic
Business Development, managing a new generation digital video streaming
content management solutions product for $308M broadband networking company.
§ Grew revenue from $4M to $23M in 12 months for product
line of Digital Streams Management Systems for Cable, DSL, Wireless and
Internet Broadband Markets. (MPEG2, MPEG4, IP, SMNP, network
management, DOCSIS, VDSL, network data storage) in a change management
environment.
§ Created sales toolkit and training effort for Worldwide
OEM and channel partner sales force resulting in shorter sales cycles
yielding higher quarterly revenues.
§ Identified and built new channel business relationships
including M&A Evaluation.
§ Built and strengthened relationships at major MSOs,
reseller and application companies in the Cable, xDSL, Wireless, Satellite,
Streaming Media and VOD Market segments. (QoS, ToS, Encryption, HDTV,
VoIP) (e.g. VOD Server, Ad Server, Motorola, AT&T, TWC, Comcast, Cox,
Philips, NDS, Alcatel/Lucent, etc.)
§ Speaker at international seminars and sales training,
including North America, Europe, Asia and Japan.
NUKO Information Systems,
San Jose, CA1996 – 1998
Strategic
Business Development, Leader in building an interactive product's development
infrastructure for providers of IP (Internet Protocol), ATM, digital video,
content management and data networking systems.
§ Led stealth product development effort under EVP,
resulting in a very short development cycle, creating new product from
concept to prototype in 4 months in a change management setting. Resulted in
immediate interest from high value customers.
§ Performed account management and strategic business
development of major telecom and network companies as well as program
management for software companies.
§ Launched product family for the Interactive Video
Networking Market targeting Distance Learning, Business Conferencing,
Tele-Medicine, Court Arraignment, plus Streaming Media and VOD. (ITIL
Compliant)
§ Created product positioning strategies, droving schedule,
quality, service, support, new product requirements and promotion, for
product roadmap, including enterprise s/w apps: networking management,
scheduling and billing, content distribution, etc. (QoS, ToS, RSVP, RTP, RIP,
Multicast, Unix, Solaris, HPOV)
EDUCATION
MBA,
Marketing and Management, Leavey School of Business, Santa Clara University,
CA
MSCS,
Computer Science, minor in Electrical Engineering, Santa Clara University, CA
BSEE,
Electrical Engineering, Rochester Institute of Technology, NY
AFFILIATIONS
School of Business
and School of Engineering Advisor, Santa Clara University
Adjunct Instructor
in Leadership, Marketing, Decision Making and Organizational Development,
National University, San Jose, CA
GLG Expert in
Technology & Educator Program
Eagle Scout, NESA
Member (National Eagle Scout Association)
CERTIFICATIONS
Cloud Computing,
Cloud-U, April 2013
Cloud Architect, HP
ASE Cloud Architect (in process)
PUBLICATIONS
Kornitsky, J.N.
& Kukoleca, D. (2005). Where is VoIP Today? The Migration from
Circuit-switched Voice to Packet-switched VoIP Services: VoIP and Enhanced IP
Communication Services, p111-115, International Engineering Consortium (IEC),
ISBN 1-931695-29-6
J.
Kornitsky was a contributor and reviewer, Authors: LT Isaac J.
Donaldson, USN; Dr. Thomas J. Housel, Professor; Johnathan Mun, Professor;
Sandra Hom, Research Associate; Trent Silkey, Research Assistant, (2014);
Visualization of Big Data Through Ship Maintenance Metrics Analysis for Fleet
Maintenance and Revitalization; Acquisition Research Program, NPS-LM-14-010
J. Kornitsky, G.
Wells, C. Moore, S. Lumm, W. Jones, M. Brown, S. Millington, J. Leineke, R.
Frandenberg, R. Kalmas (all authors), (2015). Science of Success: Ten
Unstoppable Stories, Kornitsky: The Hidden Important of Independent Work,
Chapter 6, Dragon God Books 1.0 edition, ASIN: B01705OSBO
J. Kornitsky was a
reviewer, Authors: Perreault, Cannon, McCarthy (2013); Essentials of
Marketing 13e; McGraw-Hill, ISBN 978-0-07-802888-5.