Michael Malone Email & Phone Number

Greater St. Louis Area

Lead product strategy, life cycle management and new product introduction for industrial Power Line Communication (PLC) product line and hybrid wireless systems for AMI and Distribution Management by Electric Utilities. Establish strategic customer relationships and maintain voice-of-customer, subject matter expertise and domain knowledge to support technical innovation and mentor sales, channels and customers in all global regions.Provide product line vision, primary customer-facing engagement and account pursuit strategies in support of sales, competitive positioning, channel development and expansion.Develop customer value proposition, product positioning, segmentation and competitive analysis for new product introductions to insure alignment with customer requirements and accelerate sales and profit growth.

Rochester, New York

Led product strategy, NPI and product lifecycle for global industrial wireless portfolio comprising seven product lines operating in both licensed and unlicensed VHF, UHF and wideband spectrum implementing point-to-multipoint, mesh and M2M networks for IP/Ethernet, serial and I/O signal communication to metering, measurement & control devices and sensors.Author and create sales collateral, product application presentations, white papers, case studies and training materials, ensuring sales growth and comprehensive technical/commercial customer engagement.• Successfully executed 3 new product introductions comprising definition, segmentation, positioning and sales force mentoring, launch and commercialization• Developed and executed 4 major account pursuit strategies identifying key customer needs, correcting product feature gaps and providing competitive positioning resulting in shift from competitor products• Implemented end-of-life product line plan combined with customer retention program, product migration strategy and technology whitepaper leading to full customer retention and shift to next generation technology

Rochester, New York

Led market development, sales expansion and product management for new business and product opportunities in heavy industrial market segments including Manufacturing, Water & Wastewater, Oil & Gas production and refining.Expanded sales channels, created strategic B2B partnerships, developed OEM opportunities and executed new product and feature introductions.Identified and executed product strategies that aligned key wireless product features with 3rd party software and control products leading to greater customer value and segment-specific sales growth.Managed 3rd party channel programs encompassing PLC, metering, I/O and sensing products for the specification and deployment of wireless technologies in manufacturing and industrial applications.Trained, mentored and supported global sales team in new product opportunities, channel growth and innovative technology expansion into adjacent space opportunities.• Drove increases in sales in Water/Wastewater and industrial SCADA by developing partnership with major programmable controller manufacturer and creating channel partnership with company’s distributors• Proposed and executed feature expansion to embed external network adaptor functionality in directly in company's wireless devices for Modbus-Modbus TCP, DF1-Ethernet/IP and DNP3 conversion, eliminating the need external devices and resulting in 2X annual sales increases• Proposed and led company’s expansion into wireless, protocol addressable I/O solutions targeting Oil & Gas production, wellhead automation and industrial data acquisition applications

Rochester, New York

Responsible for global sales, marketing and business development for security training software company targeting FAA, airline, aviation and law enforcement security firms. Software delivered by enterprise license or web-based session licensing. Managed 4-person team and 15 global distributors.Developed and executed product diversification strategy to expand company's product portfolio into adjacent markets by expanding content, restructuring content delivery and implementing new licensing alternatives.

Rochester, New York

Director of International Sales (1997 – 2000)Sales management and channel development for all regions outside North America for test & measurement, calibration, and control product lines used primarily in process monitoring and control industries worldwide including Oil & Gas, Energy Utilities, and Manufacturing.• Implemented global channels, catalog distribution and pricing strategies for sales of both sourced and manufactured products from over 60 suppliers.• Managed 3 regional sales managers, 4-person inside sales team and 30 global channel partners for business concentrated in Southeast Asia, China, Korea and Latin America.Sales and Product Manager – Systems/Instrumentation Business Unit (1992 - 1997)Led sales and product strategy for 4 product lines comprising data acquisition systems, temperature monitoring instrumentation, metering and control equipment used in process monitoring and control.• Managed 3 regional managers and 22 channel partners for business concentrated primarily in Petroleum, Petrochemical and Energy Utility market segments.