David Beberman
800 Main St. Ste. 212
Holden, MA. 01520
(508) 510 1155
dbeberman@gmail.com
www.linkedin.com/in/davidbeberman
VP/Director Sales, Marketing, Operations & Business Development
My principle strengths are understanding and communicating the core value propositions of my products & services to drive sustained business growth in new markets, and new and existing accounts.
Current Experience & Skill Set
25 years professional business, marketing, sales, and account management experience coupled with software research and design, and systems engineering
Sales & FAE management and team building
Channel management and creation
Strategic product planning and marketing
Partner management of product “ecosystem”
Online “social media” presence management
Coordinating Technical Support, Training, and Professional Services
General business planning and operations
Symposium paper authoring and presentation
Product presentations and demonstrations
Work History
Aicas, Inc. Stamford, CT 2010 - current
Aicas's patented software memory management technology known as realtime garbage collection coupled with an Ahead-of-Time (“AOT”) native code Java compiler enables embedded systems software developers to use Java in embedded, realtime and safety critical applications. www.aicas.com
Director, Business Development North America
Responsibilities
Increase company and product brand recognition through online “social media”, and industry catalog placement, and online discussion participation.
Redefine and reposition product's value proposition to improve deal flow.
Create partnerships with semiconductor manufacturers and software tool vendors
Develop slide presentation and “sales kit” material
Locate and identify companies meeting defined qualification profile
Initiate and manage team performing outbound prospecting using leads sourced from tradeshows, contacts, and online research.
PRQA, Inc. Boston, MA 2008 – 2010
Programming Research's industry leading static code analysis tools find application in many markets saving significant time in software development and maintenance. The result is robust code, an immediate ROI, and longer term corollary benefits from improved software code quality. www.programmingresearch.com
Vice President, Operations North America
Successes
Generated annual sales growth rate of 22%, last fiscal year
North America territory, lead company globally by an order of magnitude in new leads & opportunities generation annually
New Online Banner ad generated over 100 new corporate website visits in first 3 month period.
Created new relationship with US FDA OSEL Office
Operations
Hired and managed US and Canada teams each consisting of an Account Manager (“AM”) and Field Applications Engineer (“FAE”), as well as Inside Sales, Lead Generation, and Admin personnel.
Repositioned business and licensing model to enable growth in existing accounts and provided AMs with new “sales tools”. Changes include new Authorized User License, Enterprise License, Subscription License models along with “rules of engagement” sales manual.
Developed, documented and trained team on new sales process including “sales kit” materials, slide presentations, “mailers”, and competitive positioning material.
Created tradeshow booth and “popups” for regional Realtime Embedded Computing Conference and Embedded Systems Conference tradeshows.
Improved company’s online presence by: designing a “banner ad” deployed on independent industry website; contributed to company website redesign; author and co-author of technology whitepapers and press releases.
Created new synergistic business partnerships with complementary software toolchain partners, Operating System vendors and Hardware vendors: Aicas, Inc., Verocel, Inc., Lynuxworks, Inc., QNX, Inc.
Provided R&D with feedback from the “field” on current products, new feature requests, and product extensions
Proposed new product focus on open source toolchains based on Eclipse (eclipse.org), and webserver-based solutions giving the products a “face-lift”, while leveraging core technology strengths.
Created relationship with US FDA OSEL Office, including installation of full product line in software forensics lab. Relationship was critical for continued medical device market growth both within the US & globally
Implemented online account and contact management with “CRM on Demand” for entire sales team.
DDC-I, Inc. Phoenix, AZ. 2007 - 2008
DDC-I develops and markets compiler tool chains for embedded real-time applications. DDC-I’s primary market is the U.S. defense industry. DDC-I plans were to expand into the embedded Java market place as a VAR for Aicas, Gmbh. products, JamaicaVM. www.ddci.com
Technical & Marketing Manager
Successes:
Created ongoing relationship with senior level management at Freescale, Inc. Established Scorpion Java tool chain as sole Java product offered for the MPC55xxEVB evaluation board on Freescale’s website.
Proposed and demonstrated proof-of-concept “C# to Scorpion Java” integration product to major defense contractor, General Dynamics
Created ongoing relationship with Arxan, Inc. Arxan EnforcIT product extends Scorpion Java with software anti-tamper capabilities.
Sponsored, managed and supported joint R&D project with Michigan Technical University.
Enabled DDC-I to enter into sales, marketing, and reselling partnerships with two companies offering complementary tool chain components.
Defined tool suite “roadmap” based on market research, and customer feedback
Identified and defined product usability features and enhancements
Responsibilities
Managing Sales and Business Development team
“Go-to-market” strategy for entire Scorpion product line, hard real-time, deterministic Java tool suite
Setting product direction and planning for Scorpion product line
Evaluating competitive products, creating market differentiation positioning material
Creating partnerships with complementary products to expand the product “ecosystem”
Interfacing with Engineering Management and Developers
Authoring technical whitepapers, slide presentation materials
Authoring and submitting abstracts and technical papers to symposiums and conferences (recently lectured at Software and Systems Technology Conference – Las Vegas, NV)
Proposing innovative product enhancements and features with technical whitepapers and “proof-of-concepts” when possible
Lynuxworks, Inc. San Jose, CA. 2005 – 2007
Lynuxworks develops and markets standards-based embedded realtime operating systems for the commercial and military markets. In addition to a full suite of operating systems, Lynuxworks offers standards-based cross development tools. URL: www.lynuxworks.com
US Northeast and Eastern Canada Sr. Account Manager
Successes
Largest single design win for fiscal year 2007 of entire corporate sales team
Created reference selling partnerships with I-Logics, DDC-I, Mercury Computer Systems, and Arrow distributors, and others
Expanded marketing and sales into new medical market vertical with 2 major design wins
Doubled annual revenue for fiscal year 2007
40% increase in total business year over year for fiscal year 2006
Technical Achievements
Seminar presentations at RTECC tradeshows on embedded operating systems technology
Wrote application engineering documents detailing new product configurations
Responsibilities
Channel management of Arrow OCS and ZEUS organization
Account Management and Field Sales with primary focus on Military and Aerospace vertical
Customer-facing company and product presentations and demonstrations
Seminars at industry trade shows and company “lunch&learns”
Price quotation and sales negotiation
Full sales cycle management w/SalesForce.com
Partner management of hardware, middleware, and applications providers
Pre and Post sales systems engineering and onsite technical support
Application engineering, interfacing with hardware, middleware and application layer partners
Zentera, Inc. San Jose, CA. 2004 - 2005
A funded startup specializing in innovative optical to wireless solutions target using Coarse Wave Division Multiplexing (“CWDM”) coupled with point-multipoint WLAN technology.
Vice President WLAN Software Engineering
Responsibilities
Presented products & technology to current and potential investors
Presented products & technology to international business opportunitiesParticipating in product definition and generating engineering design specifications to match marketing requirements
Created overall system architecture, project plans, and resource requirements
Created and managed engineering product development team
Provided hands-on technical lead for embedded Linux port using Timesys distribution
Researched primary and secondary component equipment vendors, designing solutions based on PC/104+ and other embedded board form factors
Applyed knowledge of IEEE 802.11a wireless LAN capabilities to meet product requirements for alpha customers
Corporate WaveNet, Inc. Northborough, MA 2001- 2003
Corporate WaveNet, Inc., (“CWN”), has developed and is marketing patent-pending enhancements to current standards based wireless LAN technology. ww.corporatewavenet.com
Co-founder
Responsibilities
Established and worked with executive team developing business plan and strategy
Presented business plan to angel and venture capitalists
Created partnerships with ASIC vendors to embed technology
Presented technology overview to IEEE 802.11 Working Group
Designed specifications for wireless solutions for the wireless LAN industry.
Filed patents on RF medium access algorithms and wireless LAN systems, improving aggregate data throughput by an average of 50% or greater over existing I.E.E.E. 802.11 standards.
Implemented new congestion free contention resolution algorithm
Logic Solutions, Inc./Routerware, Inc. Northborough, MA 1993 - 2001
Logic Solutions, Inc., (“LSI”), was created for the purposes of product development and engineering through joint ventures and contract relationships. LSI formed a joint relationship with Routerware and maintained an office as Routerware East DBA. Guided LSI through projects with clients such as Intel, Cisco, Gateway, Microcom, and Racal Datacomm. Summary of products and services:
President
Professional Services
Provided consulting services to carrier class, telecom customer premise equipment, (“CPE”), management services provider company.
Created IP firewall/nat/routing/management solution proposal for Internet Access Device (IAD) customer premise equipment manufacturer.
Created RSVP solution proposal for national home hybrid fiber cable (HFC) access device manufacturer.
Systems and Network Security Auditing.
Engineering Consulting, Hardware Diagnostic Support, Embedded Engineering
PCI Card based dynamic webserver load balancer
Full project lifecycle management, staffing, and implementation of standard software management practices.
Architecture, design and development of proprietary C++ Embedded Foundation Class Library.
Implementations of high performance packet forwarding paths, and key hash algorithms.
Development of WindRiver VxWorks RTOS custom 3COM 10/100 LAN card drivers and custom Intel 10/100 Quad LAN controller drivers.
Modifications and enhancements to Board Support Packages for commercial-off-the-shelf I960 PCI cards, as well as BSPs for custom high performance LAN controller cards.
Development of Win NT integration, accomplished via custom virtual NIC NDIS 4.0 drivers.
Portable Source Code Network Protocol Development
Network Address Translation, (“NAT”)
Layer 2 Tunneling Protocol, (“L2TP”)
TACACS
RADIUS
Netbios Gateway
ARP/RARP
IEEE 802.1d Bridge
Porting to WindRiver VxWorks including BSP, Device Driver and system development.
Reference design platforms for Intel and Cisco, full Routerware Link Switch Layer and protocol suites.
Various device drivers for Intel I960, Motorola 68K and other processor families.
Operating Systems Internals Engineering
HomeLAN HDSL Twisted Pair LAN
Project leadership of a team of six engineers.
ISO 9000 compliant design procedures.
Component level board design and embedded processor evaluation.
project planning, high level and engineering design specifications, network management design and implementation and general software programming support.
Project included the Motorola MC68040 and MC68360 embedded microprocessors, both executing the pSOS real-time operating system from Integrated Systems, Inc.
OSI Systems Management Specifications
Cabletron developed an Open Systems Interconnect (OSI) compliant network management application to be integrated with the Cabletron Spectrum product line. The application makes use of a third party protocol stack up to and including CMIP, ACSE, and ROSE in the Application layer. This was integrated with the management interface provided by Spectrum.
Provided Cabletron with knowledge in OSI Network Management standards, Network Management orum's OmniPoint, and National Institute of Standards and Technology NMSIG.
Generated industry white paper discussing the various network management standards and how they related on behalf of Cabletron.
Provided support in protocol stack debugging.
Education
Tufts University, B.S.E.E. and B.S.Computer Engineering
Certifications
Lynuxworks LynxOS Developer
Wind River Systems VxWorks Developer
Integrated Systems pSOS Systems Design and Programmer
GO Corporation PenPoint Application Developer
DG/UX Unix Systems Programmer
Wang VS/OS Internals Engineer
Seminars & Speaking Engagements
“Static Analysis for Safety Critical Applications”, Real-time Embedded Computing Conference, multiple locations, 2010
“Static Analysis Of Linux Kernel & Device Drivers”, Real-time Embedded Computing Conference, multiple locations, 2008 - 2009
"Migrating Legacy Applications to Java", Systems & Software Technology Conference, Las Vegas, NV 2008
"Embedded Java & Anti-Tamper", Edge Lab, General Dynamics, Scottsdale, AZ 2008
"Embedded Real-time Linux Internals", Real-time Embedded Computing Conference, multiple locations, 2005-2007
"Carrier-Sense Multiple Access with Collision Detection for 802.11 Wireless LAN", Institute of Electrical and Electronics Engineers, 2003
Awards
Lynuxworks -- "Largest Single Design Win", 2007
Lynuxworks -- "Presidents Club", 2007
Professional Organizations
Former Secretary of Network Management Special Interest Group of National Institute of Standards and Technology.
Member of Institute of Electrical and Electronics Engineers, (“I.E.E.E.”).
Software Process Improvement Network (“SPIN”)
No comments:
Post a Comment