WILLIAM MICHAEL TOSCANO
411 Pamlar Avenue
San Jose, California 95128
(408) 768-0840 Wkccs@aol.com
. OBJECTIVE
Sales and marketing management, new business development, or general management.
PROFESSIONAL EXPERIENCE
LECROY CORPORATION - Santa Clara, CA 12/2004 11/2005
Senior Product Marketing Manager
Responsible for product marketing of PCI Express protocol analyzers and exercisers (test equipment). Accomplishments include product proposals, marketing requirements documents, product specifications development, program management, strategic partnerships management, compliance workshops, product promotion, pricing, market segmentation, sales support, etc.
DIVERGENET, INC. - San Jose, CA 5/2003 1/2004
Senior Vice President of Business Development
Responsible for worldwide sales and marketing for InfiniBand switch boxes, host channel adapter cards, NAS storage systems, and management software.
AGILENT TECHNOLOGIES/ REDSWITCH/FUJITSU - Milpitas, CA 1998 4/2003
(RedSwitch was a Spin-off of Fujitsu and funded by AgilentTechnologies. Agilent subsequently purchased RedSwitch.)
Senior Marketing Director, Agilent Technologies, Inc.
Responsible for worldwide marketing for InfiniBand, RapidIO, PCI-Express, and other industry standard switches and bridges.
Vice President of Business Development, RedSwitch, Inc.
Responsible for worldwide sales and marketing for InfiniBand and RapidIO switch and bridge chips for the server, storage, telecommunications, and embedded computer markets. Some accomplishments:
Obtained four major design wins with two Tier 1 server vendors, one Tier 1 storage vendor,
and one Tier 1 electronics contract manufacturer.
Second year revenue was $3 million and third year revenue forecasted for $25 million.
Penetrated new OEM accounts including EMC, Network Appliance, Hitachi, McData, IBM, Dell Computer, Sun Microsystems, Hewlett-Packard, Ericsson Communications, Lucent Technologies, Nortel Networks, Alcatel, Cisco Systems, 3Com, Motorola, Texas Instruments, Intel, NCR, Brocade Communications, ADI, Sanmina-SCI, and others
Launched three new products: InfiniBand switch chip, InfiniBand Switch Box, and NGIO-based switch chip.
Managed product marketing, promotion, strategic alliances/partnerships, business planning, and new business development.
Initiated product strategy for PCI-Express silicon products.
Participated in achieving three rounds of company funding and merger of RedSwitch into Agilent Technologies.
WILLIAM MICHAEL TOSCANO PAGE 2
Director of Sales, Fujitsu System Technologies
Responsible for the management of sales of high performance interconnect products (crossbar switches, adapter cards or NICs, and ASICs) for the embedded computer, server, storage, and telecommunications markets. Some accomplishments:
Penetrated new OEM accounts including EMC, IBM, Dell Computer, Sun Microsystems, AMD, Motorola, Lucent Technologies, Nortel Networks, Cisco Systems, 3Com, Auspex Systems, NCR, Brocade Communications, Emulex, QLogic, and others.
Secured and negotiated embedded switch product development contract and soon to follow distribution contract with a major storage system OEM; this contract will generate $150 million in revenue over the next four years.
Developed sales tactics and new product strategies for emerging InfiniBand, RapidIO, and HyperTransport markets.
Identified major embedded switch design win opportunities for next generation switching products at Lucent and Nortel; potential annual revenue in excess of $20 million per year.
DOLPHIN INTERCONNECT SOLUTIONS, INC. - Framingham, MA 1997 1998
Director of Sales
Responsible for the management of sales of high performance interconnect products (adapter cards or NICs, switches, and ASICs) for the enterprise market and software tools for clustered and distributed systems. Some accomplishments:
Penetrated new OEM accounts including Hewlett-Packard, IBM, Dell Computer, Data General, EMC, Siemens-Pyramid, Samsung Electronics, and others.
Negotiated distribution contract with a major net file server OEM; this contract generated $800 thousand in revenue during the first six months.
Established new sales channels including foreign distributors in Europe and the Pacific Rim.
Expanded the sales organization, as well as hired and trained a new sales staff.
Maintained strategic accounts such as Oracle, Intel, Novell, and IBM DB2.
MGA SOFTWARE - Concord, MA 1991 1997
Vice President of Sales and Marketing
Responsible for the management of worldwide sales and marketing of simulation and math software products and the management of the foreign distributors. Some accomplishments:
Achieved for the first year a 15 percent increase in sales and a profit of $1.0 million, the largest in the company's twenty-year history.
Established foreign distributors in the Pacific Rim and Eastern Europe and VARS in the U.S.
Turned around the sales organization, as well as hired and trained a new sales staff.
Expanded software products portfolio by successfully negotiating distribution agreements with third party software vendors.
SYSTEMS DESIGNERS SOFTWARE, INC. - Burlington, MA 1987 - 1991
President and General Manager
Responsible for the general management of a software product business with a staff of twenty people. Products include Ada cross compilation systems, Ada and Pascal software environments,
real time embedded computer systems, emulation/simulation software systems, and various software development tools. Some accomplishments:
Increased the annual sales from $800 thousand to $3.0 million over a three year period; this represents a compounded annual sales growth of 55 percent.
Within first eighteen months achieved a positive profit margin, the first in the company's five-year history.
WILLIAM MICHAEL TOSCANO PAGE 3
Implemented a customer services organization consisting of a manager and five engineers.
Established joint sales and marketing relationships with major computer and software companies including Digital, Hewlett-Packard, and Tektronix.
INTERMETRICS, INC. - Cambridge, MA 1984 - 1987
Director of Marketing, Software Systems Group
Responsible for the management of marketing and sales for a large contract software engineering group (150 people and annual revenue of $18.0 million) and the management of two software products businesses. Some accomplishments:
Supervised the formulation and execution of the marketing and strategic plans for the group.
Penetrated and initiated several new accounts within the industrial, telecommunications, computer manufacturers, aerospace, and government market segments.
Started up and managed two software product business areas: Byron, an Ada software programming environment, and Common Lisp, an AI software language.
Participated in backlog addition of $16.0 million per year for the group.
Achieved within the first year for the Ada software product, sales revenue of $525 thousand and a profit margin of 33 percent.
FACILITY & MANUFACTURING AUTOMATION, INC. - Framingham, MA 1982-1984
Manager, Northeast Division
Responsible for establishing a Northeast regional office for both performing contract engineering research and development business and marketing a local area network and software product line for manufacturing facilities automation and control. Some accomplishments:
Profit center management of start-up office with annual sales revenue of $500 thousand and backlog addition of $1.0 million during the second year.
Secured financing and managed product development of novel linear alternator, screw compressor refrigeration system, and long-life cryocooler.
Prepared and implemented marketing campaign for the product selling to industry and Department of Defense of a computer communications network, called Ultranet.
FOSTER-MILLER, INC. - Waltham, MA 1977 - 1982
Division Manager, Energy Conservation
Responsible for developing and managing a new product development business area for the company. Some accomplishments:
Profit center management of division with annual revenue of $1.5 million and staff of sixteen engineers and two program managers.
Increased the annual business backlog from $0 to $2.0 million.
Acquired first major Stirling cycle engine/fluidized bed combustion system development program; represented potential new business opportunity of $25.0 million.
New product development programs range from microprocessor controller for supermarket refrigeration systems to software design tools for thermodynamic engines and heat pumps.
Penetrated the following new business development areas: engines, heat pumps, refrigeration systems, compressors, industrial/residential burners, and appliances.
HELIX TECHNOLOGY CORPORATION - Waltham, MA 1974 - 1977
Research and Development Manager, Process Division
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MASSACHUSETTS INSTITUTE OF TECHNOLOGY - Cambridge, MA 1973 - 1974
Research Associate, Department of Mechanical Engineering
EDUCATION
MBA, Finance/Marketing, 1980 Boston University - Boston, MA
Ph.D., Mechanical Engineering, 1973 Massachusetts Institute of Technology - Cambridge, MA
S.M., Mechanical Engineering, 1969 Massachusetts Institute of Technology - Cambridge, MA
B.S., Mechanical Engineering, 1967 University of California - Berkeley, CA
PATENT AND PUBLICATIONS
"Helium Liquefaction Plant", U.S. Patent No. 4,267,701; May 19, 1981
More than forty-five (45) technical papers and reports. A list can be provided upon request.
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