Fred Stein

M: (650) 255-2549

 

http://www.oembusinessdevelopment.com  fredhstein@gmail.com

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SUMMARY:  As an accomplished business development professional, I bring expertise in recruiting partners, crafting deal-winning proposals, negotiating contracts, and managing joint delivery teams.  Known for managing complex technical and business engagements through joint product life cycles. Experienced in large, long-term multi-stakeholder partnerships

 

EXPERIENCE:

Principal, OEM Business Development      1/08 - Present

Advisor for Bright Learning

-          Reporting to the CEO, I am finding Seed investors for the EdTech startup.

 

Advisor for Fanout.io

-          Reporting to the CEO, I signed up customers, partners, advisors, and raised seed-round funding. Fanout is a open source realtime software tool for App developers.

 

Contract Business Development for Lightstreamer

-          Reporting to the CEO, produced white papers to expand the US market for Lightstreamer, real time data streaming software.  Closed an embedded deal with TOK.tv, plus up-sell with existing customers. Lightstreamer is a software tool for App developers.

 

Contract Principal Technical Research Analyst for Huawei, Santa Clara

-          Reporting to the VP CTO: Produced survey reports on new technologies and companies for potential partnerships. Topics included Wearable Devices, Visualization, Big Data, SDN, OTT, Network Function Virtualization, multicore firmware. Analyzed Gigabit FTTH and OTT video. Projects are in development now based on my research.

 

Contract Business Development for Cisco (Services Business), San Jose:

–         Managed the integration of Cisco’s intellectual property (IP) into the managed services offerings of Cisco’s top channel partners.  Sold the benefits of Cisco’s IP, which gave partners access to back-end databases of service entitlements, trouble tickets, remediation recommendations, and end-customer inventory. Drove customer evaluation & integration projects, business modeling, negotiations, market development, and sales training.

 

Partnership Development for Continuous Computing (now Radisys), San Diego:

–         Developed and managed three joint projects with Sun/Oracle for to embed Radisys data plane software in Oracle servers.  Created pricing strategies and business plans to kick-start projects for the new cellular technology, LTE.

 

Consultant for Axon7, Copenhagen Denmark:

Axon7 is a start-up developing multi-threaded software.

–         Forged first partnership with Cavium and managed a proof of concept design project.

 

Sun Microsystems            8/95 – 1/08

Business Development Manager:  Created and sustained over $1B in OEM revenue through the following projects:

-          Secured the design win for a joint Mobile IP Software project by negotiating technical and contract requests from Lucent, triaging requirements and managing joint teams to project completion. Resulted in a $100M+ revenue stream.

 

-          Won a $48M custom design project with Lucent by generating the proposal and negotiating the contract with multiple stakeholders. Renewed the project for three releases. Approximately $6M of the revenue was for custom engineering and $42M was for Product Revenue. The success of this test project led to a $600M Lucent deal for blade servers.

-          Negotiated Xerox’s image-processing enhancements to Solaris on x86. Closed the deal with Sun’s software teams across 3 continents to save Sun’s business with Xerox.

 

-          Grew Sun’s OEM business with Kodak, Xerox, Nortel, Ericsson, Alcatel Lucent, and Motorola by negotiating customer-defined enhancements to standard products.

 

-          Managed Sun’s Proposal Lab: Published 22 100-page RFP responses, and built portals to automate OEM partner support processes. Managed the OEM proposal processes triage requirements, while gaining new OEM deals for an annual $1B revenue stream.

 

Product Marketing Manager:

-          Launched a file server appliance product to compete with NetApp.

 

-          Managed an $80M Internet software portfolio of security, Internet protocols, web server, and data communications products by leveraging OEM software suppliers CheckPoint and Netscape.

 

Esys Corporation             1/95 - 8/95

 

Director of US Sales, Internet Email:

-Ran the US sales operations and sold Esys’ Internet Email product to their 1st US customer, Stanford University. Initiated trials at Wells Fargo and Lawrence Livermore Labs.

 

Hitachi Computer Products (America), Inc.           3/89 – 1/95

 

Director of Marketing, Enterprise Internet Directory Synchronization Software:

–         Delivered new product for Hitachi: created software concept, presented and won upper management support, wrote business plan and marketing requirements document; directed product development, launched product.  Ran public relations campaign that generated 22 articles, including first-page coverage.  Campaign led directly to the OEM first customer.

 

Sr. Product Manager, Network hardware and software:

-          Directed marketing strategy, positioning, collateral, and trade show activities for network hardware and software.  Wrote white papers on RAID appliances, client/server computing, RISC processors, and UNIX on the mainframe. Managed a $1.5M market research budget.

 

Nortel            1/84– 3/89

 

Product Manager – Network hardware and software:

-Managed portfolio of networking products, established partnerships with Banyan, Novell and 3Com, and wrote product requirements documents.  Managed four product specialists.

 

Volunteer Work:      7/09 - Present

 

Event Chair at MIT/Stanford Venture Lab, VLAB.org:  Led event teams to research disruptive start-ups featured on panel discussions, including: The Mobile Wallet, Virtual Goods, Real-Time Web, NoSQL, Predictive Analytics, The Internet of Things, Data Mining, Mobile Shopping, Augmented Reality, Cyber Security, Smart Watches, The Quantified Self, Virtual Currencies, 3D printers, Young Entrepreneurs (twice), and Ambient Intelligence.

 

Education

 

University of Florida, Melville, FL:

-3-month full-time, intensive MBA program

 

University of Oregon, Eugene, OR:

-Bachelor of Science, Computer Science