Richard Pearce Email & Phone Number

San Jose, Ca, Us

Santa Clara, Ca, Us

Recruited to develop corporate partnership strategy/processes/management and inorganic transactions as part of the company’s plans to accelerate business growth.• Developed first technology partnership strategy for the B2B portfolio and identified, negotiated and executed agreements with several technology vendors (e.g., OPSWAT, Cloudflare) that delivered multi $M subscription revenue within 18 months.• Defined and executed a technology partnership strategy for the Consumer market portfolio and identified, negotiated and executed agreements with several technology vendors (e.g., Mullvad, TransUnion), delivering highly profitable product lines with revenue of multi $M/year within 2 years).• Managed the commercial OEM partnership strategy to broaden the commercial reach of the Consumer and B2B portfolios, negotiating and launching multiple partnerships (e.g., Verizon Media, TeamViewer), delivering revenue of multi $M/year within 2 years).• Identified, negotiated and launched business alliances for the B2B portfolio (e.g., Coalition Cyber-Insurance), delivering an innovative partnership that gained significant positive press coverage and generated customer leads (100+ per joint event).• Identified and engaged with potential M&A targets. Developed and delivered business cases for the executive team to make go/no-go decisions on opportunities, enabling continued product differentiation.

Us

Retained by a number of startups to accomplish goals that significantly advance the development of their businesses, most often as “Head of Business Development”. Examples;• “Win significant sales deals” – APIMetrics - Negotiated agreements with Telus, Philips and John Deere.• “Complete “Proof-of-Concept” solutions with major vendors” - E8 Storage – Defined, negotiated, managed and launched public POCs with NVIDIA and Hitachi Data Systems.

San Jose, Ca, Us

Recruited to lead a PM team tasked to introduce a new product line with a revenue target of $300M/year within 3 years following launch.• Developed and initiated a 36-month roadmap for new product-line and updates to deliver 3-year goal, leveraging emerging technologies from company labs to generate interest and deliver differentiation.• Delivered first product on time and multiple derivatives ahead of schedule.• Developed and managed innovative sales and marketing programs for launch and thereafter, delivering sales results that exceeded the interim targets for quarters leading towards the 3-year goal.• Renegotiated an expired OEM Agreement to include launched and roadmap products to support 3-year target.

Sunnyvale, Ca, Us

Recruited to develop strategies to grow quarterly revenue with strategic accounts by 50% within 12 months.• Evangelized and negotiated 2 solution design wins with a “hyperscale cloud” customer, growing revenue from $4.5M/Q to $9.3M/Q within 9 months.• Defined and executed the technical and commercial engagement plans for 4 successful next-generation solution design wins.• Designed and managed a global supply-chain agreement to enable the manufacturing growth rates to meet the sales growth targets.

Santa Clara, California, Us

• Retained by the HDS executive team, post-acquisition, to establish and grow partnerships and alliances and business growth initiatives for the new “File & Content” Business Unit. • Developed, negotiated and executed a strategic OEM agreement with Hitachi Ltd (first for HDS), enabling business in the parent company’s home market of Japan.• Defined and executed agreements and processes with existing partners to enable business continuity despite changes in competitive positioning (e.g., NetApp, DDN)• Developed and executed a series of global agreements across Hitachi legal entities to enable innovative co-operative development of solutions to emerging customer requirements. Vice President, Business Development & Alliances (BlueArc)• Recruited to accelerate addressable market expansion via commercial partnerships and technology licensing. • Led the renegotiation of the OEM Agreement with HDS, enabling the doubling of the revenue run-rate in the following year, reaching $40M ARR within 9 months of signature.• Developed and negotiated technology licensing agreements to deliver necessary functionality to add the enterprise market to the existing high-performance-computing market. (e.g., Permabit for de-duplication).• Defined platform strategy for portfolio to allow market entry acceleration and built ecosystem partner recruitment processes.• Led the due-diligence process for the acquisition by Hitachi Data Systems and the development of the acquisition agreement.

San Jose, California, Us

Recruited to accelerate business growth by establishing OEM partnerships, building ecosystems, licensing technologies and identifying how to enter new complementary markets.• Established, developed and led a team that managed inbound and outbound technology deals, OEM sales, strategic alliance development, M&A and divestment planning & development and investigating unsolicited opportunities.• Defined negotiated and executed OEM agreements to broaden the addressable market (e.g. Juniper Networks, Nortel Networks).• Defined and executed on processes and agreements to allow for the rapid expansion of multiple partner ecosystems around multiple product platforms, hitting a run rate of 20 partnerships per month.• Identified, developed and executed technology licensing opportunities to meet market requirements and expand addressable market (e.g. GuardianEdge for encryption).• Defined and managed the strategic initiative to enter the Network Admission Control market, leading an alliance with Cisco, co-leading an industry technology alliance and identifying and leading an acquisition (Sygate).• Led the development and execution of partner strategies for projects within the New Business Incubator division.

Ph.D, Data Networks

B.Sc, Applied Physics & Electronics