Tom Normand Email & Phone Number

El Segundo, California, United States

I work across our enterprise to identify, develop, and grow new business opportunities for PSL/ETG R&D across customers (including our grant portfolio). I am striving to enhance and encourage collaboration within our innovation ecosystem.Focused on developing and transitioning innovative, space-based solutions.

Los Angeles, Ca

I served as the main interface between the TANMS Engineering Research Center (headquartered at UCLA, with partner institutions being UC Berkeley, Cornell University, CSUN, UT Dallas and Northeastern University) and its industry partners. This included classic business development, partnerships and alliances, IP licensing, internal innovation, commercialization strategies, improving student/industry interactions, entrepreneurship, as well as, spin-outs, etc...TANMS = Center for Translational Applications of Nanoscale Multiferroic Systems. Funded by the National Science Foundation (NSF).http://www.tanms-erc.org/news/welcomenewtanmsdirectorofindustrialrelationstomnormand

Greater Los Angeles Area

Founded this boutique business development, sales and alliances consultancy providing services to startup and niche sectors within the technology space.

Built from start-up and led the APAC region for this global manufacturer and systems integrator of complex audio/video solutions within the command & control, entertainment and digital signage sectors. This included selling via direct/indirect channels and alliances. Business Development and Channel Management• Identified, built relationships, and negotiated contracts with channels: VARS, systems integrators and distributors to provide hardware, software and service solutions to commercial and government/military segments. • Drove and managed sales funnel from zero to $8M in sales in less than two years that exceeded revenue and margin targets. • Designed, formalized, and over saw, in collaboration with product management and engineering, the delivery of localized channel training programs for new and existing channel partners in the Pacific Rim in Korean, Japanese, Mandarin, and English.• Overall, expanded distribution and professionalized approach to APAC.Alliances and Strategy • Transformed revenue and sales strategy from opportunistic to channel-driven resulting in triple digit growth.• Developed relationships and agreements with system integration partners: Northrop Grumman, BAE Systems, CACI, General Dynamics, Raytheon , SPAWAR, IBM, and international distributors to leverage potential that resulted in improved penetration into government/military, and corporate segments with South Korea, Japan, and Hawaii with the Pacific Command.• Established distributor support/co-op budget, and concurrently determined and supported distributor tradeshow and conference choices in Asia• Built alliances with Christie Digital and Planar to drive business to company’s high-end solutions. Informal cooperation with Polycom and CISCO for complementary business generation.

A leading worldwide supplier of high-performance networking/WAN communications gear sold in over 92 countries; Mentat acquired by Packeteer (PKTR) in December 2004 in a cash and stock related transaction.Led the international expansion of this niche market player into a mix of verticals, including; corporate, government/military, and satellite/wireless. Responsible for all aspects of managing Worldwide International Sales and Marketing via primarily Indirect Channels of Distribution. Channel strategy and composition. Hardware and software computer networking products with significant value-add for satellite, microwave and long-haul terrestrial networks.- Managed a diverse cadre of international channel partners (VARS, SI’s, Disti’s), including:- Extensive ‘in country’ experience with Asia and Europe (i.e., China, Hong Kong, Taiwan, Singapore, South Korea, Thailand, India, United Kingdom, France, Spain, Germany, and The Netherlands).- Successful market penetrations in India, China, and Western Africa.- Professionalized quarterly business planning process for international distributors.- Created partnership and integrator programs for the North American market.- Compiled and monitored global sales pipeline to ensure visibility.Team player. Mentat Inc was acquired by Packeteer Inc (NASDAQ: PKTR) in December of 2004. Became a member of the integration team.- Acted as one of the key Mentat/Packeteer liaisons during the integration; Successfully transitioned Mentat international distributors into Packeteer’s 2-tier distribution structure, and transitioned all direct sales to the Packeteer worldwide channel (including readjusted pricing issues). Took a short sabbatical after integration was completed.

Joined as core founding team as employee #9 to build the business development function including partnerships/alliances, and strategic planning with market and trend analysis for this vertical B2B Internet startup providing a commercial publishing and printing marketplace with ecommerce and a dynamic auction exchange. Venture capital funded: Two rounds with $31 million from Lehman Brothers Ventures, USVP and Venrock Assoc. Grew from 10 to 123 employees in a twelve-month period.- Performed environmental scans, competitive analysis, & financial modeling to identified partnership needs and strategic initiatives for the executive team.- Successfully negotiated and implemented strategic partnerships and business alliances with Yahoo!, FreightQuote.com, I-Escrow.com, GBC, Imation, and Mitsubishi; Managed relationships and interfaces with key partners and preferred suppliers such as Yahoo!, Lithco, Citiplate and FreightQuote.com.- Collaborated closely and constantly with General Counsel on licensing and contract negotiation, and marketing for marketplace partner additions as well as engineering for systems.

Los Angeles, California, United States

A multi-billion dollar, multi-national conglomerate focused on digital and traditional imaging/publishing product lines; Direct and indirect channels of distribution Managed a wholesale distribution channel of 11 distributors with 50 sales personnel in the Los Angeles area; Networked with trade organizations Consistently achieved top 5% of measured performers (out of 165), ranking #1 in Los Angeles for 1991 and 1993; President's Club winner for 1993 (top 1%) Turned around one wholesaler's branch by increasing performance 51% to $3.6 million in 1991 through developing trust, implementing creative marketing programs and educating employees Developed distributor growth plan which raised efficiencies and enhanced performance; plan template adopted nationwide for 300 distributors  Successfully negotiated multi-million dollar client commercial printing contracts

Los Angeles, California, United States

 Managed $8 million metropolitan publishing/printing graphic's territory, consistently increasing sales by 20% while maintaining existing consumer base Coached and motivated marketing personnel, in one case achieving a 50% increase in distributor branch revenue performance to $3 million in 1989 Created sliding-scale sales incentives and dramatically increased visibility Awarded Representative of the Year in 1989

Mba, Global Business & Strategy

Bs Me, Mechanical Engineering