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.

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.
• 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.
• 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.
• 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.

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.
• 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 –.
• Managed 3 regional managers and 22 channel partners for business concentrated primarily in Petroleum, Petrochemical and Energy Utility market segments.