Executive Search | Director, Strategy and Business Development| Infrastructure Management Solutions Company
Position: Director, Strategy and Business Development
Smart Solutions for Distributed Networks
Remote monitoring, access and control from anywhere anytime
Opengear (www.opengear.com) is a profitable, double-digit annual growth technology provider that enables technical staff to provision, maintain and repair infrastructure from anywhere at any time, as if they were physically present, drastically reducing both operational costs and the risk of downtime.
Opengear solutions deliver true out-of-band management, always-available wired and wireless secure remote access, proactive monitoring and automated response capabilities.
Opengear designs, manufactures, and delivers remote infrastructure management solutions. It offers data center infrastructure management solutions, such as console server solutions that provide secure in-band and out-of-band access to manage data centers and colocation sites; manage serial, USB, and network console ports; monitor environment; control UPS systems and PDUs; and alert and auto respond. The company also provides remote site management solutions that allow users to monitor, access, and control various infrastructure, such as applications and computers at the local or remote site; networking equipment, security cameras, and power supplies; and down to door sensors, and temperature and digital I/O. In addition, it offers environmental monitoring and alerting solutions for managing changes in environmental conditions in computer rooms and remote sites; and central management solutions, including virtual and physical appliances to securely manage distributed infrastructure, and access locations without public IP. The company sells its products through its online stores in the United States, the United Kingdom, Australia, and internationally; and distributors worldwide. Opengear, Inc. was founded in 2004 in Brisbane, Australia and has operations in Sandy, Utah, and sales offices in Slough, United Kingdom. Currently, R&D operations remain based primarily in Brisbane, Australia.
The Director, Strategy and Business Development will spearhead business development initiatives which identify market, technology and partnership opportunities in infrastructure management that match Opengear’s strengths, work internally with the executive, product and marketing teams to refine the company’s strategic direction, and translate this direction into growth actions that create long-term value.
Highlights of the new Director, Strategy and Business Development’s track record and experience will include the following:
Detail of Responsibilities
The Director, Strategy and Business Development will develop and implement growth strategies for Opengear, with responsibilities including:
• Working with key customers and prospects to understand their current and future needs and identify problems and new opportunities
• Connecting with analysts to understand and anticipate market and technology trends
• Monitoring competitor strategies to identify and profile key gaps
• Driving the development and management of strategic industry partnerships to accelerate the company’s market growth and leadership
• Developing Market Requirements Documents (MRDs) with a high-level definition of the problems to be solved, the value proposition for the customer, the business case and paths to market
• Acting as an internal and external evangelist for the company’s unique abilities to deliver value to the market
• 5+ years of product strategy, and partner development experience
• Solid technical background in data centers or networking (MS/BS an advantage)
• Experience working in distributed teams spanning multiple continents is mandatory
• Ability to work independently and in a team environment
• Detail oriented with excellent organization and planning skills
• Excellent written and oral communication skills
• Strong desire to make a difference and a willingness to roll up your sleeves and get things done
Detail of Desired Experience and Characteristics
- FUNCTIONAL Prior Success In
- Technology vision, for both company & industry
- Evangelist for both company & industry
- Translating business strategy into product definition
- Product scoping & product roadmap creation authoring market requirements documents
- white space marketing
- Working knowledge of remote smart devices management ecosystem (DCIM etc.)
- Developing product and marketing partnerships with relevant ISVs and OEMs to create 1+1=3 relationships
- Competitor product and customer mapping and market intelligence
- Education: BS in CS, EE, Math, + MBA preferred
- INDUSTRY Experience: “Internet of Things”
- DCIM (data center information management)
- M2M IoT for the enterprise
- remote console and equipment management and monitoring via cellular or satellite (KVA, out of band)
- network infrastructure
- STAGE of Company Experience
- Marshalling cash resources, “doing more with less” in scaling business
- Experience working with founders, investors, and board directors in closely held companies
- Building & scaling brand recognition off of referenceable work
- Emerging/growth phase of company development & rapid revenue growth, $20-50M+
- CUSTOMER SEGMENT Experience
- Connected equipment & devices OEMs
- Captive enterprise data centers (e.g. for finserv industry)
- cloud providers (AMZ, Microsoft Azure, Google)
- Enterprise OEM equipment vendors (HP, Cisco, etc.)
- Industrial (e.g. Rockwell, GE etc.)
- Connected equipment & devices OEMs
Finally, this individual should have as many as possible of the traits required to succeed in any Director, Strategy and Business Development position:
• High levels of intelligence, analytical strength and conceptual ability.
• The ability, and willingness, to set and communicate demanding standards for professional staff and to hold people accountable for their performance; at the same time, sensitivity to, and insight into individuals’ capabilities and development needs.
• Decisiveness when necessary, coupled with a willingness to seek input and build consensus as much as possible.
• Unquestioned honesty and integrity; also, loyalty to colleagues and to the organization, and the ability to inspire loyalty. This person should have the ability to identify and focus on the Company’s best interests, rather than the agenda of any individual or group within the firm.
• A very high level of energy and commitment, combined with enthusiasm and a positive attitude.
• Excellent writing and speaking skills; this individual must be able to communicate complex ideas and information clearly and concisely.
• Outstanding planning and organization skills.
• Good strategic instincts and long-term vision; the ability to address both big-picture issues and detailed, day-to-day management concerns.
• In general, the business and personal skills, and the absolute commitment, required to make a major contribution to The Company during the coming years.
Ideal Candidate Profile
The following diagram illustrates the intersection of competencies critical in the Director, Strategy and Business Development position:
The Market Opportunity
Opengear, across the last decade, has evolved its products and services, addressing bigger companies and larger markets in each successive year.
Opengear’s initial target was on Fortune 100,000. Not as small as SMBs but an average F100,000 company that has 377 workers, 3-6 offices and 2-3 IT administration staff. In 2007 only 10% of these companies used packaged management solutions, the other 90% mainly preferring manual processes. This is contrasted to 75% of Fortune 1000 businesses rely on network management systems. As Opengear added products including SDTConnector, embedded Nagios, and added Solarwind with integration as remote technology monitoring via MSPs. Opengear’s new Fortune 1000 customers like Regus and Avis have very different needs regarding scalability and interoperability.
Opengear customer targets all have mission critical infrastructure operating in central (data center) and remote (branch office, data closet, remote site) installation environments. Current targets include:
• Hosting, Cloud Providers & ISP
• Network Managed Service Provider
• Distributed & Multinational Enterprise (Financial, Broadcast, Government, Military & Defense, Telco & Cellco)
• Typical organizational roles for purchasing is responsible for the operation of a variety of business critical infrastructure from a variety of vendors (Network Engineer, IT Security Analyst, Systems Administrator, IT Manager, CIO)
Opengear technology consists of a series of smart appliances deployed in state of the art data centers, distributed wiring closets and harsh remote environments worldwide, alongside critical IT, communications, network and power infrastructure.
Data Center Solutions
High density in- and out-of-band infrastructure management for manned and lights-out data centers and co-location sites.
• Highly available, highly secure
• More cost effective, efficient and feature rich
Remote Location Solutions
Opengear location solutions create the ability to monitor IT, network, power & environment. Secure remote control is possible even when the network is down. Automatically detect & repair issues. With the integrated 3G or LTE, Opengear solutions extend 5 nines uptime to distributed sites.
The total Opengear team is currently approximately 60.
Opengear has raised very little capital since 2004, preferring to bootstrap the company and retain the majority of enterprise value for the executive team and a select few angel investors, including David Martirano, General Partner of Point Judith Ventures in the US, and John McNulty, former Chairman, President and Chief Executive Officer of Secure Computing Corporation, a NASDAQ company acquired in November 2008 by McAfee Corporation.
Compensation is competitive with the marketplace. In a performance-based environment, this will include base salary, bonus structure based on qualitative and quantitative metrics, and equity stakeholder position.
Articles of Interest and further resources
Opengear Named “Cool Vendor” by Gartner
Key Executive Management Team & Board Directors
For complete list see, http://opengear.com/management-team.
Rick Stevenson | CEO
Rick Stevenson is a seasoned executive and technological visionary with over 30 years in senior roles at computer and communications technology companies. Most recently a VP of Product Development at McAfee, Rick was previously CEO at SnapGear, a leading developer of network security devices. He has also held senior roles at IBM, Secure Computing, Stallion Technologies and Pyramid Technology and been involved in several successful startup companies. Rick has a deep technical knowledge in areas including network security and embedded systems and has been a stalwart supporter of the FOSS community. He has Bachelors and Masters degrees in Computer Science from the University of Queensland and Rick is currently an Adjunct Professor in the School of Information Technology and Electrical Engineering there.
Gary Marks | President
Gary Marks has full ownership of Opengear’s global sales and marketing, as well as executive leadership responsibility for all US operations. Gary, an accomplished senior executive, served most recently as the SVP Global Sales and Marketing for Raritan, a power and infrastructure management provider for data centers. Channel publication CRN awarded Gary as a “CRN Channel Chief” for five years in a row for his initiatives at Raritan. Prior to this, he held senior executive leadership positions that focused on enterprise sales, marketing and channel growth with Dialogic (an Intel company), Conner Peripherals, AT&T, and Western Digital. Gary holds a Bachelor of Business Administration from the University of Miami and a MBA in Finance from Farleigh Dickinson University.
Todd Rychecky | VP Sales America
Todd Rychecky has over 17 years of sales and sales management experience. He is responsible for managing the sales strategies in the Americas. He excels at working with system integrators, global key accounts, OEM partnerships and implementing product marketing strategies. Todd worked for Whitmire Distribution/Cardinal Health (1991-1996) and sold the industries first pharmacy management system. Todd also worked for Datex-Engstrom (1996-1999) selling patient monitoring solutions. At Perle Systems (1999-2008) he was a Senior Sales Manager and the top sales producer for the company for the past decade. Todd holds a BS from Nebraska Wesleyan University.
Derek Watkins | VP Sales (EMEA & India)
Derek Watkins manages Opengear¹s partnerships and marketing strategies in EMEA and has over 25 years of sales and sales management experience. Before Opengear, Derek was Sales Director EMEA for Server Technology where he developed and implemented the company’s sales and marketing strategy and led sales of power distribution and monitoring solutions for the critical facilities market. Prior, he held senior roles within several specialist data center organizations, including AFCO Systems, where he forged his extensive experience in the sector. Derek excels at working with global key accounts and, specifically, building relationships in the financial and data center markets.
Brendan Walsh | Director of Sales Asia Pacific
Brendan Walsh has over 20 years of sales and marketing experience and is responsible for sales leadership in the Australian Region. Brendan is a results focused sales leader with extensive success in the IT industry. Prior to joining Opengear, Brendan held senior roles with Qbt and Avocent forging new partnerships with key partners and developing direct relationships with corporate customers. Brendan excels at working with key accounts and building relationships in the data center markets. Brendan holds an Advanced Diploma of Computer Science from RMIT in Melbourne.
Peter Suriani | Senior Director of Marketing
Peter is responsible for providing leadership of Opengear’s Marketing organization. Peter joined Opengear from Raritan where he spearheaded development and implementation of the marketing strategy to promote brand, portfolio and thought leadership for the company. Prior to this, he held leadership positions in Product Management, Marketing, Strategic Planning and Development at Lucent Technologies, BEA and AT&T. Peter holds an MBA in Marketing and Management from Fordham University where he also obtained his BA. Peter has also completed Executive Education programs at NYU and Boston University.
Robert Waldie | Distinguished Engineer
Robert Waldie works with the engineering, product management and sales teams, helping guide product development to meet the requirements of strategic accounts and markets. Previously, Robert led Opengear’s software development team before relocating to the UK to establish Opengear’s EMEA operation. Prior to joining Opengear, Robert worked with SnapGear developing embedded Linux security and network applications, then as a consultant specializing in open source solutions. Robert holds a BSc in Computer Science and a BA in Linguistics from the University of Queensland.
David Martirano | Board Director
David Martirano leads Point Judith Capital’s information technology investing, with a focus on enterprise software and networking. He is currently involved with the firm’s investments in Antenna Software, Envista Software, FSAStore.com, GetwellNetwork, MedOptions, NABsys, Spotlight Ticket Management, ParElastic, and Apptegic, and was previously involved with Taqua (acquired by Tekelec NASDAQ: TKLC), Optasite (acquired by SBA Communications NASDAQ: SBAC), and Fidelis Security Systems (acquired by General Dynamics NYSE: GD). Prior to Point Judith, David co-founded Rex Capital with Dave Mixer. While at Rex Capital, David led Rex’s investments in Yandex (NASDAQ: YNDX), the number one search engine in Russia, Co-nect, which was sold to Pearson (NYSE: PSO) and SnapGear which was sold to CyberGuard (NASDAQ: CGFW). He holds a BS from the University of Rhode Island and an MBA from the Columbia Business School. David is currently on the board of Year UP Rhode Island.
John McNulty | Board Director
John McNulty brings more than 40 years of technology executive management experience to Opengear. Currently John is President and CEO of InterAct, a leading provider of public safety incident response and management software. Previously, from mid-1999 to 2008, John served as Chairman, President and CEO of Secure Computing Corporation, a NASDAQ company acquired in November 2008 by McAfee Corporation. Before joining Secure Computing, he served for two years as Senior Vice President of Marketing, Services and Business Development at Genesys Telecommunications Laboratories, Inc., a leading independent software company in computer telephony integration acquired by Alcatel. John also served two distinguished four-year careers at Intel Corporation, where he was General Manager of Memory and Micro Systems as well as establishing Intel’s Enterprise Server Group. He also held executive positions at Rose Communications, Integrated Solutions, and Computer Consoles, Inc., and began his career at Honeywell Information Systems.
Bob Waldie | Board Director
Bob has a track record of successful entrepreneurship. Prior to co-founding Opengear, he chaired SnapGear, a developer of embedded Linux security appliances, which in 2003 was acquired by CyberGuard. Before this Bob was CEO of Moreton Bay Ventures which developed Internet messaging products and was acquired by Lineo in 2001. Bob has served on the board of private and public technology companies, as well as government and industry bodies, and currently participates in a number of technology start-ups as an early stage investor.
For more information, please contact:
Clark Waterfall, BSG Team Ventures, at email@example.com
Sharon Alexander, BSG Team Ventures, at firstname.lastname@example.org
Diane Amador, BSG Team Ventures, at email@example.com
Resume and cover letter should be posted to the BSG website. No phone calls please.