Resume

Steven M. Goodman

524-A 19th Street Richmond, CA 94801

248-534-6777   –  steve [at] stevegoodman.com

LinkedIn: www.linkedin.com/in/stevegoodman2  –  Twitter: @mythicaldude

PROFILE

Senior level marketing professional with 20+ years of successful experience building great products and brands, developing business models, planning and executing effective and innovative sales and marketing strategies. Seasoned, insightful, tenacious, results-oriented, and customer-focused with a proven track record of achieving aggressive business growth objectives. Extremely disciplined, analytic, imaginative, and articulate. Consistently recognized as a highly collaborative team player who is positive, persuasive, pragmatic and flexible. A strong proponent of agile methods and adaptive approaches to product development, sales, marketing and service.

 

OBJECTIVE

Seeking a high impact marketing position where I can contribute, collaborate, innovate and apply well-honed analytic, planning and leadership skills along with my marketing and business development experience.

EMPLOYMENT

Vice President of Sales and Marketing      Lrnr – Vallejo, CA                                                                                        5/14 to 3/15

Worked as a consultant to create and execute sales and marketing strategy for Lrnr, an education-technology SaaS startup. Responsible for development and execution of branding, product marketing, marketing communications, PR, strategic partnerships and sales of software to educational content publishers, online universities and enterprise customers. Rebranded company and developed new sales and marketing strategies that led to new business opportunities.

 

Consultant                                                       Adobe Systems, Inc. (hired through ZeroChaos) – San Jose, CA     8/13 to 11/13

Recruited by Adobe and hired as a contractor through ZeroChaos to work with Adobe’s volume licensing group on channel and sales enablement communications projects. Wrote, edited, managed and measured marketing and training material with a focus on operationalizing Adobe’s business strategy for their SaaS Creative Cloud product suite. Created a robust set of Omniture reports and dashboards for decision-support and to monitor program response and effectiveness. Created, edited and published web content for volume licensing programs for business, government, education and non-profit customer segments on Adobe.com.                       

Digital Marketing Consultant                       Steve Goodman Consulting – Phnom Penh, Cambodia                   10/02 to 4/12

Communications consulting with an Asian advertising agency (Adscom) aimed at focusing and transforming their marketing and communications strategies, promotional activities and presentation materials. Produced a wide range of photography including; editorial, commercial, advertising, documentary, event and other assignments. Photographs published in books, magazines, newspapers and on the web. Built, managed and maintained a variety of popular blogs, photoblogs and websites focused on travel, photography and ex-pat lifestyle in Southeast Asia. Responsible for content development, design, SEO, SEM, analytics, advertising and technology.

President and CEO                                         Broadband Mechanics, Inc. – San Francisco, CA                                     9/99 to 1/01

Promoted to CEO after 5 months as President and COO. Drove revenue from zero to over $4 million during the company’s first year of operations. Start-up company developed an XML-based platform for streaming media and other high-end rich media broadband applications featuring multimedia personalization and scalable content. Grew company profitably from 2 to 55 employees in 4 months. Personally negotiated contracts and closed deals with all major customers including PCC, VerticalNet and Digiscents. Responsible for general management, operations, business development, and strategic oversight. Managed sales, marketing, corporate, financial, HR, business and legal affairs.

 

Vice President Worldwide Sales                 Acotec, Inc. – San Francisco, CA                                                            12/98 to 8/99

Promoted from VP of North American Sales after just 3 months. VC funded start-up developed and sold enterprise software for managing remote access to networks. Responsible for business development and worldwide sales and marketing for OEM and VAR channels. Managed a global sales team in Europe and the US selling to value-added channel partners and top-tier OEM accounts such as Compaq, IBM, Dell, HP, Brooktrout, Digi, Eicon, Interphase and others. Developed distribution strategy and channel marketing programs designed to build a sustainable reseller channel to complement the company’s OEM business. Worked closely with product management, product marketing, engineering and finance departments to improve Acotec’s customer and market focus. Reported to the CEO.

 

President & COO                                           Canto Software, Inc. – San Francisco, CA                                             2/96 to 11/97

Restarted failing U.S. operations which became profitable in 1 year. More than tripled annual sales to approximately $3 million and architected a business plan resulting in raising $3 million of venture capital from R.R. Donnelley & Sons. Company developed and sold consumer and enterprise digital asset management software to publishing, advertising, graphics and design, entertainment and broadcast market segments. Responsible for executive management, worldwide marketing and operations. Developed a customized CRM system and developed innovative content marketing programs. Managed a global team that grew from 6 to 28 people. Reported to the Chairman & CEO.

 

President & CEO                                            SMG Consulting – San Francisco, CA                                                        2/94 to 1/96

Provided management consulting services to computer hardware and software companies. Assisted and advised client management teams with development of strategic business and marketing plans, acquisitions, business development and sales and marketing strategies for consumer and enterprise software/hardware. Clients included; Adaptec, Canter Technology, Canto Software, Drew Pictures (now Pulse Entertainment), Foresight Technology and LLB.

 

Vice President of Sales & Marketing          FWB, Inc. – San Francisco, CA                                                                11/90 to 1/94

Increased revenue from under $2 million to over $24 million over a 3 year period, a growth rate that allowed this storage and backup subsystem manufacturer and software developer to rank #109 in the October 1993 “Inc 500”. Managed multiple lines of business with systems and software for consumer, SMB and enterprise markets. Responsible for managing worldwide sales and marketing. Directed sales, channel distribution programs, product management, advertising, public relations, and administrative operations. Developed a customized CRM system and developed innovative content marketing materials. Grew staff from 6 to over 50, and led a transition that moved FWB from a niche player to a leading competitor in its market segment. Reported to the CEO.

 

Director of Marketing                                    DayStar Digital, Inc. – Flowery Branch, GA                                              3/89 to 7/90

Worked as a member of an executive team that tripled annual company sales to about $6 million over an 18 month period. Company developed high-end Macintosh CPU acceleration hardware products for the professional graphics and design market. Directed all marketing activities, including pricing, promotion, advertising, public relations, product management, brand management and distribution programs. Supervised a team of product managers and an in-house graphics department. Reported to the CEO.

 

Director of Sales                                             Rodime Systems, Inc. – Boca Raton, FL                                                    7/87 to 2/89

Created and executed a business plan to sell hard drive subsystems to the higher education market. Built a national sales division and implemented an effective and innovative distribution strategy for this $100 million hard disk drive OEM. Managed sales promotions, sales projections, and division administration. Hired and trained a sales team and built channel sales from nothing to over $6 million in 1 year. Developed a customized CRM system. Reported to the Vice President of Sales and Marketing. Received the Chairman’s Award for Outstanding Sales Achievement in 1988.

 

ADDITIONAL EMPLOYMENT

Faculty Member (part-time)                       San Francisco State University – San Francisco, CA                               1995 to 1996

 

EDUCATION

BA Degree – Philosophy and English Literature – University of Pittsburgh – Pittsburgh, PA

Completed Xerox Professional Selling Skills III program

Certificate in Cloud Computing from CloudU

 

SKILLS

Strategic Sales                                                     Market / Competitive Analysis            Segmentation, Positioning, Targeting

Brand Development                                             Business Planning                 Program and Project Management

Forecasting and Budgeting                                  Marketing Communications                Product Life-cycle Management

Channel Marketing                                               Alliances & Partnerships                      Business Development

Customer Experience Management                   Content Marketing                               Strategic Marketing

 

ACCOMPLISHMENTS AND INNOVATIONS

Progressed from sales and sales management to product management, senior level marketing and executive management positions with hardware and software companies where I profitably built brands, grew revenue and expanded distribution through multiple channels.

Successful experience selling and marketing hardware and software products with long complex sales cycles to enterprise and SMB customers. Negotiated and closed numerous multi-million dollar contracts for software, services and hardware.

Architected a winning business plan and raised $3 million of venture capital for a leading digital asset management software startup after successfully turning around its American subsidiary as a consultant.

Started a new sales division at a $100 million hard drive company and grew sales from nothing to over $6 million in one year.

Spearheaded business development and partnership deals with Apple, Kodak, Adobe, Quark, the University of Michigan and other digital media leaders.

Built efficient sales and marketing teams at startups and small companies that consistently exceeded quotas and maintained high customer satisfaction, loyalty and brand awareness. Designed and developed highly customized CRM systems to streamline, measure, and manage the entire sales process.

Planned, created and deployed innovative content marketing, sales/channel training programs to build trust, authority, awareness and sales of hardware and software products and services.

Coordinated successful software product development programs, global product introductions, ad campaigns and channel promotions while managing remote and culturally diverse teams.

Managed products, channels and teams focused on solutions for media companies including broadcast, print publishing and Internet.

Started a successful strategy and communications consulting practice with clients ranging from advertising agencies to software startups and large computer hardware manufacturers.

 

REFERENCES

Furnished upon request.