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Danna Mouhot
309 Cumston Street, Boston, MA 02001
617.640.9876 danna@mac.com
Experienced software professional with extensive
international business development experience across healthcare and multiple industry verticals
within organizations ranging from startups
to a Fortune 15 corporation. Consistently aligned technology strategy with
business goals to achieve significant improvements in key business metrics such
as revenue, market share, and profitability. Creative, diplomatic strategist with
strong cross-cultural communication skills, high standards, and a powerful
drive to uncover new business growth opportunities.
Areas of Expertise:
International Business Development
Technology
Alliances & Partnerships
Software
Product Management and Strategy
Professional Experience
ZEBRA TECHNOLOGIES
– Vernon Hills, IL May
2010 – July 2011
Director, Global ISV Program
Report to VP of Global Alliances for $1B thermal
barcode and RFID printer manufacturer. Built
and launched a new global Independent Software Vendor (ISV) marketing program
in North America, Latin America, EMEA, and APAC. Partners include ISV’s in multiple industry
verticals including healthcare, transportation, logistics, and public sector.
§ Launched
ISV enablement program as part of regional channel marketing programs in February
2011 and recruited over 90 ISV technology partners worldwide within 5
months. Achieved over $5M in influence
revenue within first quarter on a first year target of $20M.
§ Hired
and managed a new global team of 12 with program managers, business development
managers, and technical enablement consultants within each region. Led cross-functional teams involving
marketing, events, sales operations, and legal to implement regional variations
in program structure and content.
§ Managed
the launch of ISV partner portal http://www.zebra.com/ISV and a technical
knowledge management system shared by technical support and product management.
§ Managed
overall program expenses within budget and established benchmarks for future
investment decisions on program changes and growth strategy.
ECLIPSYS (now Allscripts)
– Boston, MA April 2008 – November 2009
VP, Technology and Business
Solutions
Reported to VP of Product Development Operations for
$500M healthcare information technology vendor.
Established and maintained corporate alliances with strategic partners
such as Microsoft, Intel, Citrix, VMware, other hardware/software
infrastructure vendors. Clients
included large Academic Medical Centers, community hospitals, and physician
practices.
§ Owned
primary responsibility for Microsoft partnership across all Eclipsys product
lines with aggregate revenue >$100M.
This included integration with Microsoft HealthVault and Health
Solutions Group assets in addition to Microsoft Dynamics XRM and SQL platforms,
adoption of new technologies such as portals, Microsoft Surface, and cloud
computing.
§ Led
product management for Eclipsys common services product layer (security and
integration). Negotiated partnership
agreement to create new line of business in Health Information Exchange (HIE),
which required extensive cross-functional buy-in, negotiating up front issues
with data exchange, security, service level agreements, and revenue
sharing. Restructured existing
relationships to meet business needs.
§ Developed
strategic partner plans and executed joint sales and marketing activities with
internal and partner worldwide sales and marketing organizations. Conducted executive briefing sessions and
quarterly/annual business reviews with partners to ensure profitability and
minimize technology and business risk.
MCKESSON
– Newton, MA October 2005
– April 2008
Director, Business
Development
Reported to VP of Strategic Marketing and Business
Development for Fortune 15 Corporation.
Managed a geographically distributed organization with responsibility
for entire partner portfolio of over 50 Tier 1 and Tier 2 ISVs. Clients included the top payers, public
sector organizations, and hospitals nationally.
§ Expanded
outbound Alliance Partner technical enablement program for ISVs who embed
McKesson technology to deliver joint go-to-market solutions in the Medical
Management market, representing approximately 50% of business unit software
revenue. Grew this program by 40% in
first year.
§ Managed
inbound technology licensing, contracting, and ongoing relationships with
healthcare software vendors, OEM and VAR relationships with major software
platform/infrastructure software vendors (e.g., IBM, Oracle, Microsoft, TIBCO),
clinical content vendors, and SIs.
IBM –
Lexington, MA
(IBM acquired Rational Software and its predecessors in 2003)
Senior Product Manager, Product
Strategy 2003
– 2005
Reported to VP Business Development, conceived new
product strategy for $300M IBM Rational Software enterprise product
portfolio: business, marketing,
architectural, and engineering planning across multiple product
lines/development organizations in a highly-matrixed international
organization.
§ Led
product management of IBM Rational solution concept for joint Software
Lifecycle Management and Product Lifecycle Management solution between IBM,
French ISV partner Dassault Systèmes, and IBM Global Services.
§ Executed
global product management activities in cooperation with multinational sales
and marketing teams. Primary focus on Industrial Sector partners and clients: Automotive,
Aerospace & Defense, Consumer Electronics.
Product
Manager (Rational
Software acquired Pure Atria in 1998)
1998 – 2003
Reported to VP
Product Management in mature organization (3,300 employees) for Rational
Software Enterprise Change Management product family. Selected as member of original 8-person team
to launch a new technology spin-off, Catapulse, offering an on-line version of
the product line in a cloud-based delivery model.
§ Managed
extensive client-facing relationships and communications in product advisory
boards, account situations, user conferences, focus groups, and industry
publications to launch new product lines.
§ Guided
strategic planning and product strategy of first release of new venture development
and reinsertion of technology back into parent company once new venture was
re-acquired by Rational.
Pure Atria -
Amsterdam / Stockholm / Helsinki
International
Sales Manager
1996
– 1998
Reported to VP European Sales, working for Dutch
subsidiary of newly-formed company (600 employees) created by merger between
Pure and Atria software. Managed Pure
Atria channels sales in Europe. Managed
direct sales into EMEA countries where there were no direct or partner teams. President’s Club 1996, 1997, 1998.
International
Channels Technical Manager
1994
-1996
Reported to VP of International Sales during
international expansion phase of business (grew from 50 to 300 employees). Managed sales and technical training to
distributors and end customers in 10 Countries in Europe (Sweden, Finland,
Israel, Italy, Spain), Asia-Pacific
(Japan, Korea, Australia), Brazil and South Africa.
Early Career:
Software Alliance Manager, Computer Associates (1989-1990). Educational Services Engineer, Cadre
Technologies (1990 – 1993). Technical Trainer,
Atria Software (1993-1994).
Education & affiliations
MBA –
Boston University, 2000.
BA, Russian – Amherst College, 1989. University of
Tampere, Finland 1987-1988.
HIMSS,
Healthcare Information and Management Systems Society, Member
PDMA,
Product Development and Management Association
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