Joseph W. Winthrop
One Greenbrier Court 
Greenville, Rhode Island 02828.2544
Phone:  [Send email to request phone number] 49.2692
Mobile: (617) 803.4677
Email   “ 

A senior technology sales and business development executive who is an
accomplished mentor, and has served as VP of Worldwide Sales, VP of Worldwide
Business Development, Regional Director, Channels Manager, and Professional
Services District Manager, with full Profit and Loss responsibility. 

    Managed teams of sales people who were consistently over quota 
    Won a multi-year $20 Million world wide reseller agreement with cash upfront
of $5 Million
    Negotiated a $5.6 million multi-vendor deal with the Canadian government
while at Sybase
    Identified, negotiated and signed reseller agreements with some of the world
 's largest SI firms 

PROFESSIONAL EXPERIENCE: 

salesengineering.com, Acton, MA 2003 to Present
 A privately held consulting, technology training and software development
company. The firm has unique offerings for pre-sales engineers.
 Vice President Worldwide Sales and Business Development
 Was hired as the first key sales executive for this firm that focuses on
enhancing the selling skills of the technical pre-sales members of sales teams. 

Redesigned the marketing approach from the perception of a training company to
be more aligned with the consultative approach of change management. The new
model included specific measurement of field results centered on four key
measurable results: deal size, win rate, cleanliness of current sales funnel and
time to solution closure. Assisted in the expansion of the core programs to offer
a complete service from detailed training to field level follow through to assure
the defined metric goals were being met. 

Reviewed sales strategy and re-defined the business to a partner resale
strategy. Evaluated current partners and made necessary adjustments to the mix to
exclude those who could not sell and deliver the enhanced program. Then recruited
and completed all partner contract negotiations to assure global coverage.
Oversaw development of Japanese offering,

The clients  ' results have been excellent in market acceptance of the new
offerings and client follow-through for metric proof of the value of the program
is delivering serious positive results. This will assure more sales as references
are strong in the results they have achieved.

Consulting Assignments 2001 to 2003
 Vice President Sales, Custom Creations A privately held manufacturing company.
Company specializes in the manufacture of collectables and unique promotional and
holiday ornaments 
 Acting President, TechnoMedia A privately held provider of new and emerging
wireless technology that would greatly enhance the quality and productivity of
certain manufacturing processes.
 VP of Worldwide Business Development, Virtual Access Networks A privately held
provider of unique technology for NT migration of data, files and personal
settings.

Marathon Technologies Corp., Boxborough, MA 1999 to 2001
 A privately held provider of unique technology for the high availability NT
market.
 VP of Worldwide Business Development
 Was responsible for all worldwide sell through partnership activity. Managed
staff responsible for; defining the global market, establishing agreements,
recruiting reselling partners, negotiating final contracts, and creating the sell
through revenue. Negotiated and signed a worldwide agreement with Hewlett-Packard
and signed other key partners to long term agreements. Grew revenues by over 300%
in the first two years. Achieved President's Club honors in 1999. 

Resume of: Joseph W. Winthrop Page 2

Peritus Software Services, Inc., Boston, MA 1997 to 1998
 A publicly traded software provider of unique technology for the applications
outsourcing marketplace.
 Regional Director, Sales

Information Advantage, Inc., Boston, MA 1996 to 1997
 A privately held software provider of essential technology for the OLAP Data
Warehousing Market.
 Manager, Channels

Sybase, Inc., Boston, MA 1991 to 1996
 A publicly traded software provider of database technology for the
client/server marketplace.
 Manager, National Systems Integrators

Paragon Computer Professionals, Inc., Boston, MA 1990 to 1991
 A privately held New Jersey-based firm and provider of management information
consulting services.
 District Manager

AAMPHORA SYSTEMS CONSULTANTS, INC., Lincoln, RI 1989 to 1990
 A privately held consulting practice providing information technology services
and products to the UNIX marketplace.
 Vice President
COMPUTER ASSISTANCE, INC., Wellesley, MA 1976 to 1989
 A Hartford-based $30 Million Division of Coopers & Lybrand providing consulting
services for the analysis, design and implementation of information systems.
 District Manager

Key highlights of the responsibilities at those firms include:
    Continuous attainment of sales and business goals 
    Key consensus builder for a wide reaching Canadian government purchase that
included coordinating hardware, software, solutions and service firms to close
the multi-million dollar Crown Project
    Have been very successful at building inter departmental support for active
sales opportunities
    Excellent success in condensing technical issues into business value in the
eye of executive buyers
    Met or exceeded quota for all 13 years of Profit & Loss responsibility for a
national SI firm
    Spent effective time recruiting and mentoring sales and consultant team
members
    Developed global reseller and distribution channels
    Assisted in defining and then locating a buyer for the IP of a distressed
company
    Negotiated several multi-million dollar fixed cost engagements
    Consultant for national consulting firm working in various industries;
manufacturing, retail, banking, private college, and metals refining

EDUCATION: M.S. Management
 Lesley College, Cambridge, MA
 B.S. Business Administration
 Bryant College, Smithfield, RI

REFERENCES: Furnished on Request