Fred Stein

OEM BUSINESS CONSULTANT:

9 years of accomplishments in Sun’s $B+ OEM partner business: (From proposals to Statements of Work to delivered projects and volume sales.)

• Produce proposals to win new business
  
• Manage custom projects

Proposals:

• Published dozens of proposals to OEM customers, some over $100M.
  
• Forge consensus across organizational boundaries to meet customer needs.
  
• Develop business cases for large customer opportunities.
  
• Negotiate with customers to agree on critical-to-success terms of agreement.
  

Manage Projects:

• Develop Statements of Work with key requirements, dates and deliverables.
  
• Manage cross-organizational teams to deliver results.
  
• Define executive dashboards, tracking methods, and review forums.
  
• Build tactical teams to address special needs, such as quality reports.
  
• Internal change agent: Develop processes to grow OEM business.
  

OEM customer partners: (Generated proposals and/or supported)

• Alcatel / Lucent
  
• Nokia / Seimens
  
• Ericsson
  
• Nortel
  
• Avaya
  
• Motorola
  
• Comverse
  
• Xerox
  
• GE Medical
  
• Google
  

Prior Sales and Marketing Positions:

• Set-up US Sales for Software start-up. Closed 1st US sale: Stanford.
  
• Launched Hitachi's 1st Internet Software product.
  
• Ran PR campaign (22 articles, One 1st page).
  
• Managed Nortel’s LAN business.
  
• Managed Nortel’s OEM suppliers, Banyan and Novell.
  
• Managed Trade Shows, Demos and other marketing events.
  
• Published Videos, Brochures, Data Sheets, White Papers.
  
• Wrote Market Requirements Documents, Business Plans, etc.
  

PROFESSIONAL EXPERIENCE:

Sun Microsystems, Computer Systems August 1995 to Present
901 San Antonio Road Palo Alto, CA. 94303

OEM Customer Program Manager – OEM Platforms:

• Generated Proposals for major account OEM opportunities.
  
• Negotiated new features to meet OEM customer requirements.
  
• Led engineering teams to deliver new features to OEM customers.
  
• Managed change, exceptions and escalations to support OEM customers.
  

Group Marketing Manager -- Network Software:

• Managed $50M Internet software portfolio.
  

• • •

Esys Corporation January 1995 to August 1995
Edmonton, Alberta, Canada

Director of Sales -- Internet Email:

• Sold Internet Email product to 1st US customer, Stanford University.
  
• Started customer trials in Wells Fargo, and Lawrence Livermore Labs.
  

• • •

Hitachi Computer Products (America), Inc. 1989 to 1995
Santa Clara, CA

• Director of Marketing -- Internet Software
  
• Senior Project Manager
  

• • •

Nortel
Santa Clara, CA:

Product Manager: Negotiated OEM partnerships to enhance LAN product line.

• • •

Harris Corporation

• Product Marketing Specialist
  
• Software Engineer
  

• • •

Amdahl Corporation

• Software Engineer
  

EDUCATION

University of Florida, Melville FL:
3 month Full Time, intensive MBA program sponsored by Harris Corporation

University of Oregon, Eugene, OR:
Bachelor of Science, Computer Science