KIRK BROWN 
 C  [Send email to request phone number] 48.6819 | H  [Send email to request phone number] 48.6819
4700 Tassjara Road #3309 * Dublin, CA 94568

SR. BUSINESS OR TECHNICAL EXECUTIVE

PROFILE

Executive leader of a Fortune 200 global software group with extensive
experience leading the optimization of organizational performance, revenue
growth, and profitability. Record of initiative, results, and forward-thinking
solutions in building strong and sustainable programs that enable multimillion
dollar revenue growth. Combines strong business, sales and financial acumen with
the ability to lead technology teams through the complex processes of technology
development, acquisition, deployment, integration, and operations management.

* Pioneered one of the first 100 million user portals that was based on early
Web server technology.
* Participated as a member of the senior management team in establishing
governance processes of direction and control to ensure business objectives are
achieved, risks are managed appropriately and the organization's resources are
used responsibly, while meeting 13 out of 14 quarterly sales revenue goals.
* Designed and launched numerous large-scale core networks in Telcom, Media, and
Financial environments based on High Performance, SOA, and Cloud Computing
patterns.
* High demand executive speaker presenting solutions and strategies to meet
C-level customer business requirements. High percentage of purchase decisions and
contract negotiations were obtained.

AREAS OF EXPERTISE

Operational / Turnaround Leadership
P&L Management
Start-Up Management
Contract Negotiations
Policy Creation
IT Strategy / Implementation
Strategic Planning
Technology Research
Mergers and Acquisitions
Sales Team Management
Portfolio Strategy
Product Development

PROFESSIONAL EXPERIENCE

SUN MICROSYSTEMS{NASDAQ: SUNW}, Menlo Park, CA
Sun Microsystems, Inc. is a Fortune 500 company (Rank #184 in 2008) with $34.9B
in revenue and 34,200 employees worldwide. Sun provides network computing
infrastructure solutions utilizing such core brands as Java, Enterprise
middleware, Solaris Operating System, the MySQL database management system and
hardware systems.

SW Business Director & Chief Technologist of Software 2005 - Oracle Acquisition
2/15/2010
Promoted by the company President due to recognition of unique skills and
reputation for success to lead the integration of 100 employees and executives
into a start-up software practice inside the company. Instrumental member of core
technical leadership teams for Web 2.0, Cloud Computing, Identity Management,
SOA, Business ERP and Global Desktop. Scope of accountability is significant and
includes long-range strategic planning, new product development, sales
management, and quality improvement. Maintain up-to-date knowledge of technology
standards, industry trends, emerging technologies, and software segment business
development and ability to articulate to C-level audience.

Serve in a multi-role capacity across a matrix organization: Chief Technologist
of Software to the GLobal Sales CTO Office, Principal Engineer to the R&D Office,
and Business Director to the Software Line of Business. Shared P&L management for
$600M in annual revenue. Formulate, justify, and manage budgets ranging from $50K
to $1M on a per project basis. Leadership accountability for 900 indirect sales
reports. Cover global territories. Report to the Vice President of the Software
Line of Business. Responsible for the career training and competency of 400
system engineers and sales reps. Lead strategic planning to achieve business
goals. Global sales planning and forecast calls.

* Built a start-up software practice within Sun Microsystems after Sun acquired
a company for $300M. Grew the annual revenue from $50M to $600M as part of a
small core executive team with 900 sales reports.

* Captured $100M in annual operational costs without impact to revenue goals
(during this period, revenue goals rose 23%) by co-leading a strategy team in
2009 to conduct a Global reduction in force (RIF) within the Software Practice
and eliminated 225 positions.

* Achieved a 17% gain in service revenue of ~$50M by co-leading the
implementation of a new Global policy that enforced attaching service mandates to
all software license sales across the Global Sales and Service organization.
* Played an instrumental role in driving ~400m in revenue during a three-year
period. Appointed as the Customer C-Level Speaker to proliferate the company
software strategy, often sharing the agenda with Senior Presidents, Vice
Presidents, CEO, and Chairman of the Board.
- Delivered dynamic speeches that earned an average survey rating of 4.5 out of
5.
- The attendees were C-Level Executives from Global 5000 companies.
- Secured new business opportunities and forged teams to execute and close the
purchase by generating business plans or proof of concepts.
* Drove in excess of $100M in sales by designing and launching a secured
SOA-based infrastructure platform solution.
* Member of original 6 person tiger management team that saved the company more
than $100M in operational costs and electricity by migrating the entire company
to a thin client 10-watt desktop.
* Designed training initiatives and curriculum for 500 Software System
Engineers. Devised training and provided oversight for 4,000 Global System
Engineers.

Practice CTO for Global Identity Practice, 2003 - 2005
Handpicked to facilitate the merger of the teams and operations into Sun after
company acquired WaveSet in 2005 because it was a market-leading Identity
Management software company. Flawlessly integrated the business acquisition and
met the unique challenges to create a winning scenario for the company's
integration. Member of the sales team that defined and executed the growth
strategy that led to the doubling of annual revenue. Reported to the Executive
Vice President. Performed pre-sales presentations and contract negotiations.

* Led team in generating $128M in revenue with an average growth of 40% or more
by proliferating Identity Software products. Effectively communicated how the new
technology provided solutions for privacy, single sign-on, Sarbanes-Oxley, and
other compliance issues. Request as a key speaker in high demand.

Manager for the Advanced Software Practice, 2000 - 2004
Recruited as part of an eight-member start-up software sales team that was the
first in the enterprise software industry to price software based on a
subscription model. Later this became the company standard on all software
products because it was so highly successful with customers. This was a game
changing business approach in the global software market to charge by
subscription versus a software license. Conducted organization-wide needs
assessments for customers and reviewed with the customer to identify technology
solutions. Evaluate and identify appropriate technology platforms (including web
application frameworks and the deployment stack) for delivering the company's
services. Performed pre-sales discussions and proof of concepts.

ADDITIONAL PROFESSIONAL EXPERIENCE

SUN MICROSYSTEMS | Various Engineering and Contributor Roles

* Honored as the Top Consultant out of 2,000 employees in Professional Services
consulting.
* Awarded trips many times to exotic Sales Club locations for over achievement.
* Many times awarded stock/spot bonus and regional recognition for personal
performance.
* Managed product quality group and process, including integration and system
testing.

SOFTWARE STARTUP CTO
* Managed the software development process and development group, setting
short-term objectives and assessing progress as defined by the selected software
development methodology. Invented the product sold.

LOCKHEED MISSILE & SPACE COMPANY | Instructor and Electrical Engineer

EDUCATION

BACHELOR OF ARTS (B.A.) DEGREE | Whitworth College, Spokane, Washington

BUSINESS DEVELOPMENT PROFICIENCIES

Business Compliance & Risk Management
Develop client relationships at the C-level resulting in revenue opportunities
Executive Account Management: assemble and lead an effective team to pursue and
produce winning proposals
Pre-Sales and Solution Development: create and present an articulate strategy
that differentiates from others
Global Policy Change and Control
SOA Benefits (SaaS, PaaS, and Security)
Building internal coalitions across a matrix organization to gain support in
revenue generating projects
Cloud Computing Business and Revenue Models
Global Desktop Return on Investment (ROI)
Global & Local Reduction in Force Projects
Organizational structuring and new business acquisitions
Sales pipeline creation, development and accountability to drive revenue goals
Territory organization and planning
Forecasting, quarterly business reviews, performance management
Senior management directive enforcement and execution
Team leadership, mentoring and conflict management
Articulate business cases with a compelling business value-based solution
Proposal development, presentation, negotiation, closing and booking
Sales training design and implementation
Personnel recruitment
Undeniable credibility and ethical conduct - customers immediately sense honesty
and trust

TECHNICAL PROFICIENCIES

* Identity Management, Role Management, Privacy, and Compliance Solutions
* Access Management Solutions
* Large Telco and Enterprise Core Network Architecture
* Web Services in B2B, B2C, Social Network Architecture, and Solutions
* Service Oriented Services (SOA) Architecture and Solutions
* Java, Perl, C/C++, Scripting, Real-time, Lisp, Shell, Fortran, Device Driver,
and HTML
* Basic MySQL Database Design and Application development
* .Net Interoperability
* Graphics, GUI, and Client Application Design
* Outsourcing and Channel Models
* Software Design, Large-Scale Network Design and Integration
* Cloud Computing Models and Construction; architecture and design
* Te