Started at Xenogen as the West Coast Business Development Manager. Responsibilities included academic and commercial sales of IVIS preclinical imaging instruments. Closed the largest commercial deal up to that time (Scios Pharmaceuticals). Promoted to Director of International Business after six months and charged with building the international distributor sales channel. Succeeded as the primary architect of the international distributor network for company’s in vivo imaging instrument business. Controlled ROW sales channel and delivered three-year CAGR: 24% in 2010, 19% in 2011, and 28% in 2012. Restructured Canada’s in vitro sales channel and on-boarded new U.S. sales partner for in vitro business unit. Developed business from two to 16 worldwide partners with annual revenue growth of +$20M. Supervised and mentored channel managers for Eastern Europe and Asia. Earned numerous awards for meeting or exceeding sales goals. Managed Central and Latin America in vivo sales channels. Restructured Canada’s in vitro sales channel and on-boarded new U.S. sales partner for in vitro business unit.

Increased portfolio diversity and mindshare outside wireless telecom industry by leading strategy to sell technology across varied industries. Efforts resulted in Lexicus products being shipped in three new markets beyond the cellular telephone business. Earned an international standard within 3GPP standards organization by leading strategic plan for new core technology. Captured several key partners by executing Strategic Alliance Agreements. Initiated and closed approximately six licensing deals per year with values exceeding $1M by negotiating numerous complex license agreements with Fortune 500 Companies. Developed and strengthened critical relationships that were key for Motorola’s win over Nokia in the standards battle for Enhanced Messaging Service vector graphics. Increased revenue by $2M yearly and decreased dependency on internal sales while implementing Lexicus’ out-licensing program beyond Motorola. Product managed a core technology to transform it in to a commercial product, which earned #2 status at Lexicus. Ensured the legal protection of IP and proprietary data by assessing and managing intellectual assets. Won first external licensing deal and created case for establishing Go-To-Market Team.

Co-led team charged with discovering, evaluating, and presenting opportunities for in-licensing. Produced three potential product leads and drove process to termsheet negotiations. Reduced management overhead by creating an electronic database and tracking system while initiating and coordinating Non-Disclosure Agreements, Material Transfer Agreements, Termsheets, and Collaboration Agreements. Collaborated in steering strategic path of business and research efforts by presenting oral and written analysis, status reports, and recommendations to senior management at weekly meetings. Produced key data for several published papers and was instrumental in moving program forward to pre-clinical porcine studies at Emory University for restenosis. Successfully captured the interest of Johnson & Johnson and negotiated terms for the licensing agreement for a pre-clinical restenosis drug. Lowered time/costs of research collaborations, including M.D./PhD investigators at Stanford and Emory Universities. Supervised research and development of a pre-clinical drug program including time lines and cost forecasting.

Evaluated novel drugs in an animal model of Alzheimer’s Dementia by conducting neurobiology research. Introduced new surgical techniques and taught others how to do stereotaxic brain implants on rats. Analyzed complex data and reported detailed written results while using analytical skills and critical thinking to interpret data and redesign experiments. Built a highly-motivated team environment while working harmoniously with a team of four other research scientists. Effectively solved problems and selected best approach to novel surgeries. Designed, scheduled, and completed experiments independently.

Conducted neurophysiology research on the spinal mechanisms of analgesia (publications available upon request). Worked independently to design and run intensive electrophysiology experiments. Managed lab purchasing and all daily lab administrative functions. Honed ability to be a self-starter and autonomous problem solver with minimal supervision.