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Tom Weishaar
Excels at rapid closure of
complex deals and new market penetration. Extensive Business
Development, Sales and OEM Start-Upexperience includes:
Ecommerce, Security, Mobile computing and Enterprise
Software, coupled with solid international exposure.
Rapid engagement strategy, time compression and closing in
new markets without the advantage of brand or franchise are
unique strengths.
Resume/CV
Emerging Technology Commercialization
Specialist
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weishaar Associates
Valley Forge, PA
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June 2006
– present |
Principal Consultant
Provide ongoing
sales and marketing services to several clients including: Custom Medical, Inc. a
manufacturer of disposable surgical supplies with markets in the
US and Great Britain and to Tech Pack Inc. a service provider
specializing in VOIP telephony systems.
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Route1,Inc
Toronto,
Ontario |
Nov 2005
– May
2006 |
Vice President Global
Alliances
Route1, Inc.
was
a pre-revenue startup specializing in identity management and
remote access solutions. Spearheaded distribution
agreement with a $500M multinational electronics distributor and represented the company at CeBit
in Hanover, Germany. Global Alliances focused on direct sales
for this pre-revenue startup while the company designed and
executed a VAR program strategy.
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Validian Corporation
Ottawa, Ontario |
Aug 2002
– Dec
2004 |
Vice President Business
Development
Validian (VLDI) is a
pre-revenue startup that develops leading-edge application to
application security and secure message and file-exchange
solutions. Validian’s underlying technology is called ASI
(Application Security Infrastructure) which authenticates
application components and ensures the end-to-end security of
information exchange among application processes.
Flash Communicator™ is the world’s only secure enterprise
instant messaging and file exchange solution to integrate two
and three factor user authentication.
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Pioneered the development of
Flash Communicator™ residing on a USB flash drive resulting
in formal discussions with hardware manufactures for the
express purpose of embedding Flash Communicator on their
devices as a value ad for them and a means of distribution
for Validian.
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Conceived and spearheaded
multifactor authentication
capability to uniquely
differentiate Flash Communicator within the secure
Enterprise IM market.
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$8,000,000 private placement
was achieved and directly attributed to the closing of a
strategic worldwide
OEM agreement with Sony Corporation to provide world’s
first biometrically enabled, three factor, secure Enterprise
IM solution.
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Kyberpass Corporation
Ottawa, Ontario |
2000
– 2001 |
Vice President
Strategic Business Development
Kyberpass
is a PKI based security infrastructure software vender, with
strong emphasis on the use of digital signatures, to implement
e-business and e-commerce applications across LAN, Internet, and
wireless networks.
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Responsible for driving company
into an
emerging, global e-commerce exchange initiative spearheaded
by
Identrus.
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Successfully
positioned company to compete against global leaders such as
IBM and SUN I-Planet.
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Developed a
Global Strike Team to rapidly engage
senior level management at numerous Level 1 financial
institutions including ANZ, Commonwealth Bank, National
Australian Bank, Commerz Bank, Abbey National, Royal Bank of
Scotland, Dresdner Bank, Deutsche Bank, Hypovereinsbank,
Wells Fargo, ABN Amro, etc.
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Developed and/or
leveraged worldwide partnership/ relationships with
Logica
(London),
WiseKey (Geneva) and
TC
TrustCenter (Hamburg)
Ernst & Young (Ottawa) to
address local resource and support issues frequently
encountered by smaller North American companies entering the
global marketplace for the first time.
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Established first
European office in Hamburg, Germany
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TrekWare
Corporation
Wayne, Pa &
Ottawa Canada |
1997 - 2000 |
Founder &
Vice President
Sales and
Marketing
TrekWare was a software and
hardware development company with specific focus on wireless and
handheld mobile computing. Its flagship product StreetSigns™
 was
the first vector based mapping application for the Palm platform
to be Platinum Certified by Palm Computing.
-
Sold over 80,000 licenses of
StreetSigns to
Palm
Computing, a division of the 3Com Corporation.
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Negotiated a worldwide
OEM license with Etak, a division of Sony Corporation to
embed StreetSigns into all Sony SkyMap software.
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TrekWare website
as it existed in 1999 using the
Wayback
Machine technology.
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Achieved numerous awards and
industry recognition including TUCOWS, ZDNet’s Jesse
Berst's AnchorDesk and Palm Computing’s Vendor of the Week.
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Drove multiple channel
distribution strategy and sold directly to large accounts.
Briefed senior industry analysts, drafted press
releases and negotiated bundling opportunities with major
channel partners.
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Acquired customer database from
Palm Computing, at no cost, to utilize in sales and
marketing efforts to drive revenue for the company.
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Palm Computing adopted
TrekWare’s software for its strategic customers location
based marketing campaigns.
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Worked with corporate and
intellectual property attorneys on original equipment
manufacturing (OEM) contract reviews and corporate/patent
issues.
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Directed graphic designers and web developers on the
construction of company web site including consumer friendly
design, e-commerce functionality, user logic, and all
graphic design.
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JetForm
Corporation
Ottawa, Ontario
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1992 - 1997
|
Director Global Business
Development
JetForm was a
leading global provider of Web-enabled business process
solutions built on an innovative and proven electronic forms
technology. As employee number 40 it eventually grew to over 600
before its acquisition by Adobe.
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Achieved more than 20% of the
yearly gross revenue after JetForm launched its
Initial Public Offering (IPO)...twice.
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Consistently closed largest
deals in the history of the company.
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Sold and negotiated multiple million
dollar agreements with original equipment manufacturers
(OEM’s) such as IBM, Fujitsu/ICL and Sun Microsystems.
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Spearheaded and piloted the
Virtual Internet Presentation (VIP), a web-based, high
level, and multi-site presentation forum with emphasis on
significantly decreasing travel expenditures for the
company.
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Numerous awards for Leadership,
Salesman of the Year and Top Gun awards for over achievement,
multiple years.
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Developed unique Software
Licensing Agreement with Coopers & Lybrand centered on a transactional pricing model for it's customer,
Chase Manhattan Bank Employee Benefits Call Center
application. This opportunity led to the formation of the
OEM Group within JetForm.
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Sometimes success is measured by
going the
extra inch as recounted by the enclosed article from "The Newsjetter" (the
company magazine) about my efforts with one of our
Japanese customers.
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Egghead Software
Issaquah, Washington
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1989 -1992
|
Senior Account
Executive ..New
Haven, CT
Egghead software was
one of the largest software resellers in the US and Europe.
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Significantly
increased territory revenue by 500%. Three of the five
largest accounts in the territory committed to "single
source agreements"
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Successfully
negotiated a two year global contract with General Electric
Company valued at over $10,000,000.
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Invited by General
Electric as the
only non-GE employee to participate in the GE Worldwide
Corporate Software Standards Committee, strengthening my
relationship with the customer and impacted margin on
$10,000,000 contract.
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Founded the
Connecticut Corporate Users Group as a means to heighten
Egghead's visibility to the MIS community within this sales
territory. Speakers have included Mr. Alan Ashton, Founder
of WordPerfect Corporation and Mr. Ken Walsh, President of
the Software Publishers Association. In 1993 the active
membership merged with the Microcomputer Managers
Association of New York.
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Metriplex
Corporation
Cambridge, Massachusetts |
1986 - 1989 |
Manager of National Accounts,
Financial Services
Metriplex developed and
sold Global24, the worlds first mobile information delivery
system for real-time data and personal messaging
targeted at serious financial investors and traders.
-
Drove initial
market awareness and developed early adopter sales
strategies eventually leading to Global24's service being
sold into over 400 financial institutions and government
agencies.
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Successfully
negotiated $1.4 million for first round financing for the
company.
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Introduced product
to the Chicago Mercantile Exchange, the Chicago Board of
Trade, The New York Futures Exchange and COMEX.
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Selected as
the "Vendor
of the Month" to the Chicago Mercantile Exchange.
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