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



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