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JIM GRAHAM

Singapore 597628 mobile: +65 97724927 R EGIONAL M ANAGING D IRECTOR / V ICE P RESIDENT
Senior Leader with proven ability to build and deliver sustainable growth

email: jim@thegrahams.net

Seasoned senior manager with 20+ years experience in global technology sales, marketing and general management. A strong, hands-on, development-focused leader with strategic planning ability to profitably grow business. Solid financial background - comprehensive experience balancing top line growth with bottom line success. Extensive experience selling as well as hiring, developing, mentoring and leading high performance teams. Proficient at developing and delivering marketing plans that support the business from branding to bottom line. Experienced in deploying resources across sales, marketing, service, legal and admin to exceed plan. Dual citizenship - Australia and US, with an active Singapore Personal Employment Pass. Areas of Expertise:
BUSINESS DEVELOPMENT TERRITORY MANAGEMENT STRATEGIC PLANNING RELATIONSHIP MANAGEMENT CHANGE MANAGEMENT TEAM BUILDING P&L CONSULTING AND WORKFLOW INTEGRATION - INTERNATIONAL BUSINESS MARKET ANALYSIS AND PENETRATION PRODUCT DEVELOPMENT AND INTRODUCTION

P ROFESSIONAL E XPERIENCE
AVID TECHNOLOGY, INC. Singapore
ENTERPRISE SALES DIRECTOR, ASIA PACIFIC (2007-2013)
Recruited back to Avid to develop a regional Enterprise Sales group based in Singapore. Created and managed an organization targeting named account sales to selected broadcasters, government, telecommunications, education and corporate customers. Restructured the existing organization, hired new reps and implemented a new sales model across Japan, Korea, China, Australia, New Zealand, and Southeast Asia. Transitioned the team from box sales to a high touch, value based solutions selling using a structured sales methodology with a focus on the business results delivered through transformational consulting and design. Direct relationship management to the C level for complex software, enterprise digital asset management, CMS, archive and media network infrastructure consultancy and sales. Technical, operational, change management and business continuity engagements helped drive additional product sales. Delivery and integration of Avid and third party products directly and via partners. Added responsibility in 2010 as ASEAN GEO Manager for full line of business.
Built and managed a team that achieved year-over-year growth in a challenging market, with individual sales ranging from $100K to $4M+. Balanced account management and ongoing revenue through add on sales and consulting (60%) with new logo acquisition (40%). Restructured channel recruited new partners and reduced the enterprise partner group by 60%+ while increasing overall sales. Increased Professional Services over 100% across the region while increasing product sales and customer satisfaction. Regularly met and exceeded aggressive, double-digit growth targets against a background of shrinking corporate revenues.

1995-2000, 2007 to 2013

QUVIS, INC. USA


EXECUTIVE VICE PRESIDENT, SALES AND MARKETING

2000 to 2007

Full P&L responsibility for global Sales, Marketing, and Product Management for this privately funded technology startup. Redesigned and launched the product line with a vertical market focus on solutions for entertainment, satellite, telecommunications, scientific and government clients. Developed worldwide marketing and support teams with strategies and materials enabling successful new market penetration on very limited budgets. Built a global sales, installation and service channel. Acquired, developed, and partnered with organizations to deliver software and consultancy for a diverse customer base. Designed and enabled a VAR and reseller channel to deliver integrated technology and solutions to selected vertical markets. Developed and maintained key relationships while building and mentoring successful global sales, marketing and engineering teams. Built company sales from zero to $10M+. Implemented an integration group to deliver solutions and services for large clients, such as Bose, Disney and NASA. Successfully won and delivered the high definition image capture system along with the technology and business transformation consultancy ($3M+ with ongoing maintenance and support) for NASAs shuttle return to flight program. Developed and closed the first technology licensing contract in Japan, a $2M upfront sale with ongoing royalties. Initiated trials with the Chinese government and public companies in India. Structured and sold first volume deployment via a specialist systems integration channel for Digital Cinema in Europe.

JIM GRAHAM jim@thegrahams.net


AVID TECHNOLOGIES Sydney Australia

Page 2 1995 to 2000

GENERAL MANAGER, AVID TECHNOLOGY AUSTRALIA PTY LTD, 1999-2000


In line with corporate requirements, packaged and sold local subsidiary through venture capital community as a franchise. Stayed on as GM, with P&L responsibility for all aspects of restructuring, integration and expansion of new franchise. Successfully expanded supply chain and increased business by 50%, with sales of equipment, integration, and services ranging from $1K to $17M.

COUNTRY MANAGER, AVID TECHNOLOGY AUSTRALIA PTY LTD, 1997-1999


Responsible for all aspects of business operations in Australia and New Zealand. Expanded marketing, implemented an enhanced service organization, reoriented operations along vertical lines. Collaborated with regional organization to restructure channel in India and other parts of Asia. Built a reseller channel to compliment direct sales organization. Increased sales from $8M to $15M+

SALES DIRECTOR, AVID TECHNOLOGY AUSTRALIA PTY LTD, 1995-1997


Recruited to build a direct sales force for the newly launched Australian subsidiary of Avid. Developed local sales plan, and implemented a mix of direct and indirect sales to profitably and effectively sell a variety of products and solutions. Increased sales from $2M to 8M.

P REVIOUS E XPERIENC E
BORLAND INTERNATIONAL USA, London, Auckland NZ, Sydney Australia
SALES DIRECTOR, AUSTRALIA, 1994-1995
Managed direct and indirect sales (US$22M+) to corporations, education, OEM and government. Drove program development and helped launch Borland Consulting, a profit center using a mixture of internal and outsourced resources that enabled product sales. 1987 to 1995

GENERAL MANAGER, NEW ZEALAND, 1993-1994


Brought in to restructure the existing organization. Full accountability for all aspects of the New Zealand business. Created local programs for developers, educational licensing, retail bundling, and direct marketing.

BUSINESS MANAGER, INTERBASE EUROPE, 1991-1993


Responsible for introduction, sales and marketing of Interbase across Europe and Africa. Sold directly and through channels. Built a successful support/service network including VARs and developers to deliver mission critical application solutions.

CORPORATE SALES MANAGER, UNITED KINGDOM, 1990-1991


Built a direct sales team focused on major accounts. Overachieved against first year goal of $8M+ in sales utilizing a mix of direct sales and indirect fulfillment. Developed and implemented first UK Partners programs with strategic partners to enable consultancy and application delivery. Lead for Borlands client/server partnership with DEC. Made first large ($500K+) European client/server software licensing sale to PWC Consulting for the National Grid. Added responsibility for selected lines across western Europe and Africa.

SALES AND TERRITORY MANAGEMENT, 1988-1990


Held responsibilities in channel and major account roles. Opened Houston sales office and achieved top district sales awards in first two years of operation.

SYSTEMS ENGINEER, 1987-1988


Presales consultancy and training role, initially for ANSA, a startup that was acquired by Borland International. Responsible for half of North America. Pioneered companys first developer and user group programs.

E DUCATION
B.A. Business Administration & History Trinity University San Antonio, TX