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K. Gould 5/96

KEVIN A. GOULD

Arlington, MA 02474

Tel: (781) 646-4558/ Cell 617-347-9670

kg13beda0@westpost.net

SUMMARY

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Senior channel sales and marketing professional*

Extensive technical sales and sales support covering softwaresystems in networking, storage and database environments, socialmedia, web technologies*

High level technical product sales management, consistently meetingor exceeding revenue targets.

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aLead by doinga management style for developing and managingjunior to senior technical pre-sales engineers*

Trusted and long-term relationship with senior IT decision makers*

Excellent communication and organizational skills.

TECHNICAL

EXPERIENCE

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Hyper-V, VMware, Citrix, Red Hat, Moodle, Sharepoint, Windows,Vista, Win 7, OSX*

Spotfire Analytics Server , Detailed knowledge of databasetechnologies including Sybase IQ, Adaptive Server Enterprise,Replication Server, SQL Server 200X, SQL Anywhere, Oracle, DB2, Model204, Business Objects,*

PHP, SQL, HTTP, Web 2.0, TCP/IP, AS/400 and LU 6.2 environments.*

EMC Symmetrix, IBM

BUSINESS

EXPERIENCE

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2010 a" Present TIBCO SPOTFIRE SOMERVILLE, MA

_SENIOR PARTNER MARKETING MANAGER, CHANNEL SALES_

Provide international sales and marketing programs for TIBCOSpotfire partners exceeding quarterly sales objectives. Activitiesincluded:

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Developed and deployed standalone self service Spotfire PartnerPortal for approved partners

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Grew from 38 partners 220 in 9 months; top 5 Google search*

Created partner on boarding materials*

Enabled partners to build Spotfire micro sites

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Built and delivered quarterly partner sales training bootcamps*

Create partner contact and customer database*

Introduced Marketing Development Funds procedures*

Developed marketing tools

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Created and delivered partner recruitment webinars*

Introduced Spotfire partner newsletters*

2011 Spotfire Partner Program Guide*

Published Spotfire partner case studies*

Released new Spotfire Partner section on TIBCO Spotfire corporatewebsite*

Leveraged social media for Spotfire Channel Program exposure

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Co presented partner solution at TIBCO International Users Group(TUCON)

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1993 - 2009 SYBASE, INC. CONCORD, MA.

_TECHNICAL SYSTEMS DIRECTOR, CHANNEL SALES, 1/06 TO 9/09_

PROVIDED TECHNICAL AND SALES DIRECTION FOR MIRROR ACTIVATOR, APRODUCT THAT DETERS COMPONENT FAILURE AND PROVIDES 100% OPERABILITYFOR 24/7 RELATIONAL DATABASE MANAGEMENT ENVIRONMENTS. MANAGE EMCSELECT PARTNER RELATIONSHIP AND BUILT SOLID AND PROFITABLERELATIONSHIPS WITH TOP VENDORS, INCLUDING EMC, IBM, HP, SUN, HITACHI,AND SYMANTEC. PARTNERED ON SYBASE/BRADMARK AND LUMIGENT (DATAAUDITING) SALES AGREEMENT, DEVELOPING SELLING OPPORTUNITIES,WEBINARS/SEMINARS, AND OFFERING TECHNICAL ADVICE. WORK CLOSELY WITHSYBASE PARTNERS TO ENSURE CUSTOMER SATISFACTION AND PROVIDE TECHNICALEXPERTISE.

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_AREA TECHNICAL DIRECTOR, 1/03 _TO_ 01/06_

Plan and manage all pre-sales technical support within Northeastterritory ensuring achievement of revenue, expense, and customersatisfaction goals, with $38 million revenue target. Assist theterritoryas Sales Manager in developing and implementing the

business strategy for the territory and taking significantresponsibility for its successful operation, one of the moststrategic for Sybase worldwide. Extensive customer interactioncovering product roadmaps, product satisfaction, and meeting ITstrategies and goals. Mentor and train technical support staff.Prioritize and allocate internal and external resources includingSybase corporate resources.

_AREA TECHNICAL DIRECTOR, EBUSINESS DIVISION, 1/02 TO 12/02_

Manage geographically distributed team of technical sales engineerswith average annual product and services revenue of $37 million.Territory included all states east of the Mississippi and all of

Canada.

Key relationship with decision makers and influencers on Sybaseproduct strategy and directions and liaison between customers andSybase corporate. Relationships across product engineering,marketing, and customer service in order to bring the appropriateresources to enhance sales situations. Close relationship with usergroups to create more opportunities for Sybase to present to existingcustomers and prospects

_REGIONAL TECHNICAL MANAGER, NORTHEAST COMMERCIAL MAJOR ACCOUNTS ANDNORTH AMERICAN INSIDES SALES._ 1995 a" 2001

Manage geographically distributed team of technical sales engineersresponsible for New York, New Jersey and New England named accountswith an average of $24 million license and consulting revenueannually. Additionally, manage a team of inside technical salesengineers responsible for North American sales with an average of$174 million revenue annually.

Started at Sybase as a principal systems consultant supportingNortheast customer sales. 1993

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SYBASE AWARDS:

Presidents Sales Quota Club 1993 thru 2000 and 2005

North America Technical Director Circle of Excellence 2000

Offensive Player of the year 2000

Northeast Area Excellence Award 1994

1985 - 1993 COMPUTER CORPORATION OF AMERICA CAMBRIDGE, MA.

_BUSINESS PARTNER MANAGER, NETWORK COMPUTING_. Built small team todeliver solutions in client/server computing and network connectivityto the IBM mainframe environment with particular emphasis on Model 204integration. Key partners included Cooperative Solutions, Powersoft,IBM, Gupta, Novell, Borland, and ESRI. Managed relationships,negotiated contracts, provided technical assistance and sales supportfor delivering complete solutions including needs analysis, softwareselection, installation, training, and custom development.

_PRODUCT MANAGER, 9370__ _. Managed the redesign and repackaging ofModel 204 for midrange office 9370 systems. Developed DBMS appliancefor the 9370. Delivered marketing and sales support. Primary liaison

with IBM for new technology enhancements, installing system inWestern European demonstration center, and in performing benchmarksto meet customer acceptance criteria.

_SENIOR TECHNICAL PRODUCT ENGINEER_. Answered customer calls,debugged assembler code, wrote source and machine code fixes,prepared early warnings, and communicated problem solutions for Model204 in the IBM VM/CMS operating system environment. Served as keytechnical expert in operating systems and evaluated hardware andsoftware compliance for government distribution channels.

1983-1985 PROJECT SOFTWARE & DEVELOPMENT (PSDI) CAMBRIDGE, MASS.

Provided software and system configuration training via telephoneand travel to client sites to support VM/CMS environments. Designedand developed custom programs in "C" on IBM mainframe and UNIXhardware.

Additional BADGER ENGINEERS (A RAYTHEON CO.), SIGNET SCIENTIFIC,CHRISTRIE ELECTRIC

Expertise

EDUCATION BOSTON UNIVERSITY BOSTON, MA.

MISCELLANEOUS

TDWI Member, Microsoft Application Partner, MIT Enterprise Forum ofCambridge member, NETSEA member