Resume

PRODUCT MANAGER | PRODUCT MARKETING | SERVICE LEADER

An innovative and accomplished leader in product management expertly guiding teams in bringing game-changing products to market, overseeing the full product lifecycle from R&D to sunsetting. Analyze market and competitive trends to craft go-to-market and product marketing strategies that reach and engage target audiences, leading to significant gains in product recognition, choice, and sales. Capture cost savings and enhance bottom-lines by defining strategies to optimize processes, improve sales cycles, and strengthen efficiencies. Effectively translate complex ideas to communicate value creation to internal and external stakeholders in diverse industry segments, including technology, healthcare, and life sciences sectors.

Expertise: Product Management – Strategic Planning – Team Leadership – Product Launch & Marketing – Data Analytics – Process Improvement – Growth Strategies – Client Relationship Management –  Problem Solving – Contract Negotiations – Stakeholder Relations –  Communications & Collaborations  – R&D – Project Management -Training & Development

2020-Present – ArisGlobal

Global Services Pre-Sales Manager/Product Marketing Manager | April 2021 – Present

Direct a geographically dispersed team of pre-sales assets in driving sales enablement and product marketing for three major SaaS products for an established global market leader in the life science industry. ArisGlobal’s SaaS solutions support client’s mission-critical tasks related to drug development/safety, clinical research and medical affairs, and regulatory compliance.

  • Managed the RFP process, supporting the acquisition of 15 new clients, representing more than $15M in additional income and a 10% year-over-year increase in annual recurring revenue (ARR).
  • Developed and drove adoption of best practices to enhance data reporting and reduce the overall sales cycle by 5%.
  • Captured 10% growth in managed service contract sales by adopting processes to capture and track client demand.
  • Collaborated with multiple teams to identify and resolve bottlenecks in the development of client quotes and contracts in order to expedite the process by two business days; also defined new KPIs for service delivery and quotes that led to a 20% reduction in average response time as well as a 10% gain in profit margins.
  • Led the global pre-sales team in reducing turnaround time 55% for non-standard SaaS implementation.

2019-2020- GE Healthcare

Service Delivery Leader – US & Canada Service
Director of Clinical Engineering – Jefferson Health, NJ Division

Manage and deliver outstanding hospital equipment services for the three Thomas Jefferson University Hospitals in New Jersey.

Managed Biomedical repair and maintenance service delivery for six Jefferson Health sites in NJ. Led a team of eight biomedical technicians, interfaced with customer C-suite to meet program needs and provide operational excellence while driving revenue and profitability metrics for GE.

  • Turned around the biomedical engineering maintenance program to reach compliance for Centers for Medicare and Medicaid Services requirements improving completion rate from 85% to over 97%.
  • Chaired multiple committees for industry and hospital, decreased staff errors by 15%, and led Jefferson representation for New Jersey Hospital Association.
  • Managed $2.5M in contract revenue and added $1M in non-contract revenue.
  • Drove down costs across the account to increase margins by 3%.

2017-2019- iconectiv

Product Marketing Analyst
  • Conducted and communicated market research and analysis that informs product strategy in Software Defined Networking (SDN)/Network Function Virtualization (NFV) and other communications solutions.
  • Acting Product Manager for NFV product in partnership with several Communication Service Providers, the open source Open Networking Automation Platform (ONAP), and equipment vendors.
  • Managed new product introduction milestones with multiple departments as product owner in an agile software project.
  • Investigated voice of the customer in support of product development to finalize the features of a new product line with expected revenue of $30M per year.

2015-2017- Michael DaSilva Consulting

Owner

Serve as a Project and Marketing Consultant for startups and R&D companies. Assist in developing and improving processes for companies with less business operating rhythms. Recognized for delivering better data for leaders to make better decisions along the product lifecycle. Clients include:

Data Center Management Startup & SRI International:

Built a new product launch process overlaying a marketing layer onto existing R&D process to build in business requirements: Process improvements resulted in weeding out products with lower profit potential or prioritizing products that would have higher margin and profit potential. Supported sales and met with customers and key opinion leaders to improve solutions in product launch and design.

  • Guided design and launch of biometric access devices and biodosimeter market analysis. Biometric access solutions sold to Samsung Ventures.
  • Created templates and guides for business plans, market research data, and go / no-go scenarios.
  • Updated toll gates and deliverables list to include business case and marketing material preparation.
  • Set timing for sales, service, and supply chain readiness for product launch.
    Defined all activities for retirement, discontinuation, and disposal of products and parts for product end of life and the notification requirements to the customer base.
    Trained and supported business teams on roles and responsibilities and all aspects of the new process.
  • Researched and analyzed market trends, including competitive analysis, market conditions, and pricing models for different technologies.
Real Estate Flipping Venture

Reduced time in identifying potential house flipping properties from 3-5 days to 4-5 hours by developing an automated process to identify potential house flipping profit of foreclosed homes taking into account:

  • Asking price, costs for repair (with contingency and risk assessment), the maximum bid price for desired profit.
  • Deal margin calculations based on total costs and comparable sales in the area.
  • Worked with application developer, creating Excel-based tool, quickly identifying properties before the auction.

2008-2014 – GE Healthcare Lifesciences

Manufacturer of equipment, consumables, and services for the biopharmaceutical industry including biological research, clinical therapy, drug discovery, diagnostics, and bioprocessing.

Product Manager – Global Services

Managed global services product portfolio valued at $60M. Managed complete product lifecycle. Maintained pricing and developed sales and marketing collateral. Led strategic global projects for the $200M service business.

  • Achieved incremental revenue increase of $9M by developing and launching new service agreement product portfolio.
  • Led multiple new product introductions and defined go-to-market strategy ensuring overall service readiness (required inventory and deliverables) and satisfying the interests of approximately 300 stakeholders.
  • Assisted in generating over $15M in additional annual sales by identifying opportunities, researching and testing marketed new products, resulting in new products and campaigns.
  • Facilitated closing of numerous high-level deals by producing interactive sales tools with service agreement pricing and product strategy, yielding key customer benefits.
  • Reduced IP leakage with a bottom-line impact of $1M by leading intellectual property protection project interfacing between C suite, R&D, sales, field service, and corporate legal teams.
  • Improved acquisition revenue by up to 8% CAGR by driving service business integration for 2 company acquisitions, including all post-merger integration activities for $70M of inorganic growth.
  • Received numerous awards for contributions to the business.

2007-2008 – GE Healthcare, Wave Products Group

Manufacturer of disposable bioreactor equipment and consumables for the biopharmaceutical drug production industry.

Mechanical Engineer

Designed and engineered highly marketable disposable biopharmaceutical cell bioreactors, based on customer input. Managed high visibility customer order production and delivery projects.

  • Led production and delivery of largest single sale in company history ($2.4M). Managed customer relationship and met delivery deadlines despite challenges posed by concurrent plant closure.
  • Delivered 1st bioreactor to Switzerland, meeting all requirements for European safety standards. Worked with vendors, reducing CE certification time to 4 weeks and ensuring revenue recognition for Q4 2007.

2003-2007 – DesignPoint Solutions

Value Added Reseller of SolidWorks and CosmosWorks computer-aided design and simulation software.

Application Engineer

Supported sales activities and services for SolidWorks 3D modeling software. Excelled in breaking down complex concepts and tools into easily understood instruction. Delivered mechanical modeling services to corporate clients.

  • Consulted customers on capabilities and use based on customer design needs and requirements. Designed and demonstrated model sets showing ”ease of use” of software to support sales activities.
  • Delivered projects ranging from stapler redesigns to queue line railings for Walt Disney World.
  • Designed instrumentation for use on the U.S. Navy-owned Deep Submergence Vehicle Alvin.
  • Completed Certified SolidWorks Professional (CSWP) certification in April 2004

2001-2003 – AIL Research

Research and development firm concentrating on novel air conditioner design using solar and waste heat to provide cooling to buildings.

Engineer

Research and design engineer supporting experts in novel air conditioning systems. Built, tested, troubleshot, and analyzed computer models and physical prototypes to test theory and functionality of designs.

  • Created and analyzed mathematical system models with large data sets for system design. Research resulted in $200k phase two grant from the National Renewal Energy Lab (NREL) and the Department of Energy (DOE).
  • Designed, built, and tested prototypes of this system. Set up all sensors and collected data to prove design.
  • Received US Patent 6,848,265 for design related to air conditioner heat exchangers

1999-2001 – Tropaion

Consulting firm specializing in supporting telecommunication companies with staffing and project needs.

Consultant

Tested data and telephony systems in support of Lucent’s product launches. Wrote operator manuals and presented progress reports during weekly development meetings.

  • Performed system testing to Lucent Technologies for a line of data/telephony concentrators. Tested all functions of the device and provided reports of deficiencies and bugs, reporting back to the development team.
  • Developed user and service manuals for system “as-built” to compare to system user requirements reporting out to program management.

EDUCATION

Rutgers University – Rutgers Business School
2011 – MBA, Finance and Marketing

Rutgers University – College of Engineering
1999 – BS, Mechanical Engineering