KIRK BROWN

C 925.548.6819 | H 925.548.6819
4700 Tassjara Road #3309 * Dublin, CA 94568
SR. BUSINESS OR TECHNICAL EXECUTIVE
PROFILE
Executive leader of a Fortune 200 global software group with extensive experienc
e leading the optimization of organizational performance, revenue growth, and pr
ofitability. Record of initiative, results, and forward-thinking solutions in bu
ilding strong and sustainable programs that enable multimillion dollar revenue g
rowth. Combines strong business, sales and financial acumen with the ability to
lead technology teams through the complex processes of technology development, a
cquisition, deployment, integration, and operations management.
* Pioneered one of the first 100 million user portals that was based on early We
b server technology.
* Participated as a member of the senior management team in establishing governa
nce processes of direction and control to ensure business objectives are achieve
d, risks are managed appropriately and the organization's resources are used res
ponsibly, while meeting 13 out of 14 quarterly sales revenue goals.
* Designed and launched numerous large-scale core networks in Telcom, Media, and
Financial environments based on High Performance, SOA, and Cloud Computing patt
erns.
* High demand executive speaker presenting solutions and strategies to meet C-le
vel customer business requirements. High percentage of purchase decisions and co
ntract negotiations were obtained.
AREAS OF EXPERTISE
Operational / Turnaround Leadership
P&L Management
Start-Up Management
Contract Negotiations
Policy Creation
IT Strategy / Implementation
Strategic Planning
Technology Research
Mergers and Acquisitions
Sales Team Management
Portfolio Strategy
Product Development
PROFESSIONAL EXPERIENCE
SUN MICROSYSTEMS{NASDAQ: SUNW}, Menlo Park, CA
Sun Microsystems, Inc. is a Fortune 500 company (Rank #184 in 2008) with $34.9B
in revenue and 34,200 employees worldwide. Sun provides network computing infras
tructure solutions utilizing such core brands as Java, Enterprise middleware, So
laris Operating System, the MySQL database management system and hardware system
s.
SW Business Director & Chief Technologist of Software 2005 - Oracle Acquisition
2/15/2010
Promoted by the company President due to recognition of unique skills and reputa
tion for success to lead the integration of 100 employees and executives into a
start-up software practice inside the company. Instrumental member of core techn
ical leadership teams for Web 2.0, Cloud Computing, Identity Management, SOA, Bu
siness ERP and Global Desktop. Scope of accountability is significant and includ
es long-range strategic planning, new product development, sales management, and
quality improvement. Maintain up-to-date knowledge of technology standards, ind
ustry trends, emerging technologies, and software segment business development a
nd ability to articulate to C-level audience.
Serve in a multi-role capacity across a matrix organization: Chief Technologist
of Software to the GLobal Sales CTO Office, Principal Engineer to the R&D Office
, and Business Director to the Software Line of Business. Shared P&L management
for $600M in annual revenue. Formulate, justify, and manage budgets ranging from
$50K to $1M on a per project basis. Leadership accountability for 900 indirect
sales reports. Cover global territories. Report to the Vice President of the Sof
tware Line of Business. Responsible for the career training and competency of 40
0 system engineers and sales reps. Lead strategic planning to achieve business g
oals. Global sales planning and forecast calls.
* Built a start-up software practice within Sun Microsystems after Sun acquired
a company for $300M. Grew the annual revenue from $50M to $600M as part of a sma
ll core executive team with 900 sales reports.
* Captured $100M in annual operational costs without impact to revenue goals (du
ring this period, revenue goals rose 23%) by co-leading a strategy team in 2009
to conduct a Global reduction in force (RIF) within the Software Practice and el
iminated 225 positions.
* Achieved a 17% gain in service revenue of ~$50M by co-leading the implementati
on of a new Global policy that enforced attaching service mandates to all softwa
re license sales across the Global Sales and Service organization.
* Played an instrumental role in driving ~400m in revenue during a three-year pe
riod. Appointed as the Customer C-Level Speaker to proliferate the company softw
are strategy, often sharing the agenda with Senior Presidents, Vice Presidents,
CEO, and Chairman of the Board.
- Delivered dynamic speeches that earned an average survey rating of 4.5 out of
5.
- The attendees were C-Level Executives from Global 5000 companies.
- Secured new business opportunities and forged teams to execute and close the p
urchase by generating business plans or proof of concepts.
* Drove in excess of $100M in sales by designing and launching a secured SOA-bas
ed infrastructure platform solution.
* Member of original 6 person tiger management team that saved the company more
than $100M in operational costs and electricity by migrating the entire company
to a thin client 10-watt desktop.
* Designed training initiatives and curriculum for 500 Software System Engineers
. Devised training and provided oversight for 4,000 Global System Engineers.
Practice CTO for Global Identity Practice, 2003 - 2005
Handpicked to facilitate the merger of the teams and operations into Sun after c
ompany acquired WaveSet in 2005 because it was a market-leading Identity Managem
ent software company. Flawlessly integrated the business acquisition and met the
unique challenges to create a winning scenario for the company's integration. M
ember of the sales team that defined and executed the growth strategy that led t
o the doubling of annual revenue. Reported to the Executive Vice President. Perf
ormed pre-sales presentations and contract negotiations.
* Led team in generating $128M in revenue with an average growth of 40% or more
by proliferating Identity Software products. Effectively communicated how the ne
w technology provided solutions for privacy, single sign-on, Sarbanes-Oxley, and
other compliance issues. Request as a key speaker in high demand.
Manager for the Advanced Software Practice, 2000 - 2004
Recruited as part of an eight-member start-up software sales team that was the f
irst in the enterprise software industry to price software based on a subscripti
on model. Later this became the company standard on all software products becaus
e it was so highly successful with customers. This was a game changing business
approach in the global software market to charge by subscription versus a softwa
re license. Conducted organization-wide needs assessments for customers and revi
ewed with the customer to identify technology solutions. Evaluate and identify a
ppropriate technology platforms (including web application frameworks and the de
ployment stack) for delivering the company's services. Performed pre-sales discu
ssions and proof of concepts.
ADDITIONAL PROFESSIONAL EXPERIENCE
SUN MICROSYSTEMS | Various Engineering and Contributor Roles
* Honored as the Top Consultant out of 2,000 employees in Professional Services
consulting.
* Awarded trips many times to exotic Sales Club locations for over achievement.
* Many times awarded stock/spot bonus and regional recognition for personal perf
ormance.
* Managed product quality group and process, including integration and system te
sting.
SOFTWARE STARTUP CTO
* Managed the software development process and development group, setting short-
term objectives and assessing progress as defined by the selected software devel
opment methodology. Invented the product sold.
LOCKHEED MISSILE & SPACE COMPANY | Instructor and Electrical Engineer
EDUCATION
BACHELOR OF ARTS (B.A.) DEGREE | Whitworth College, Spokane, Washington
BUSINESS DEVELOPMENT PROFICIENCIES
Business Compliance & Risk Management
Develop client relationships at the C-level resulting in revenue opportunities
Executive Account Management: assemble and lead an effective team to pursue and
produce winning proposals
Pre-Sales and Solution Development: create and present an articulate strategy th
at differentiates from others
Global Policy Change and Control
SOA Benefits (SaaS, PaaS, and Security)
Building internal coalitions across a matrix organization to gain support in rev
enue generating projects
Cloud Computing Business and Revenue Models
Global Desktop Return on Investment (ROI)
Global & Local Reduction in Force Projects
Organizational structuring and new business acquisitions
Sales pipeline creation, development and accountability to drive revenue goals
Territory organization and planning
Forecasting, quarterly business reviews, performance management
Senior management directive enforcement and execution
Team leadership, mentoring and conflict management
Articulate business cases with a compelling business value-based solution
Proposal development, presentation, negotiation, closing and booking
Sales training design and implementation
Personnel recruitment
Undeniable credibility and ethical conduct - customers immediately sense honesty
and trust
TECHNICAL PROFICIENCIES
* Identity Management, Role Management, Privacy, and Compliance Solutions
* Access Management Solutions
* Large Telco and Enterprise Core Network Architecture
* Web Services in B2B, B2C, Social Network Architecture, and Solutions
* Service Oriented Services (SOA) Architecture and Solutions
* Java, Perl, C/C++, Scripting, Real-time, Lisp, Shell, Fortran, Device Driver,
and HTML
* Basic MySQL Database Design and Application development
* .Net Interoperability
* Graphics, GUI, and Client Application Design
* Outsourcing and Channel Models
* Software Design, Large-Scale Network Design and Integration
* Cloud Computing Models and Construction; architecture and design
* Test Engineering Methodology and Test Unit Development and Code
* Unix Operating Systems
* Scaling and Load Balancing, Router Plant Construction
* Network, System, and Application Security
* Electrical AC/DC Engineering and Fabrication
* Analog Systems Engineering
* Control Systems Theory
* Photoshop, IDE(Netbeans, iPod, Andriod, MySQL, and others), Powerpoint, iWork,
and Excel
* Business Integration and ERP
* Real-time systems
* Desktop management and Virtualization; global desktop