Richard Lo
Electrical Engineering graduate from University of the Pacific. 20+ years experience as senior Sales Executive and Executive Management.
| Headline: | Startup Member |
| Skills: | Electrical Engineering, Engineering |
| Interested in: | Finding team mates, Meeting new people, Professional opportunities, Recruiting for my startup |
| Schools: | University of the Pacific |
FULL BIO
• 20+ years experience as senior Sales Executive and Executive Management
• Member of 4 pre-IPO Executive Management teams (Brightware, Personic, Trigo, MetaLINCS)
• Officer at Verity (Nasdaq – VRTY) responsible for over $80MM in total annual revenue
• Operational Consulting Executive for Sony Technology Incubator in San Francisco
• One of the key Executives responsible for the sale of Trigo to IBM for $175MM
• MDM (Master Data Management) Sales Management Executive at IBM Software Group
• One of the key Executives responsible for the sale of MetaLINCS to i365, a STX company
• Experienced in Enterprise Software, SaaS and complex solution offerings
WORK EXPERIENCE
| Employer: | I365, a Seagate Company, Santa Clara, CA |
| Position: | Vice President Sales, eDiscovery Business Unit; Vice President, North America Enterprise Sales |
| Time period: | January 2008 - December 2008 |
| Description: | • Promoted to lead North America Sales for the Evault Back-up SaaS and software solutions, MetaLINCS eDiscovery SaaS and software solutions and Seagate Data Recovery Services product offerings
• Led an 60 person sales and pre-sales team to two consecutive record sales quarters resulting in $30MM in revenue for FY’08 • Responsible for Inside Priority Accounts team of (6) to support renewal of SaaS and software maintenance contracts • Implemented Sales Forecast and Pipeline reporting discipline and methodology which is now standard best practices for i365 |
| Employer: | MetaLINCS (acquired by i365, a Seagate Company in December 2007) |
| Position: | Vice President WW Sales & Services, San Jose, CA |
| Time period: | July 2007 - December 2007 |
| Description: | • Personally recruited by CTO of MetaLINCS, who I worked with at Brightware
• Responsible for all sales, services and customer support for MetaLINCS, an eDiscovery software company • Created Inside and Outside Sales teams selling SaaS and on-premise data analytics and workflow software solutions • Secured key sales transactions with Citigroup, Merrill Lynch, FINRA and several AMlaw 200 law firms including Paul Weiss and Skadden Arps • Key Executive Team member involved in securing term sheet for Series B and subsequent sale of company to i365, a Seagate company for $82MM |
| Employer: | IBM Software Group, IBM Corporation |
| Position: | Director of Worldwide PIM/MDM Sales, San Francisco, CA |
| Time period: | April 2004 - June 2007 |
| Description: | • IBM Executive responsible for worldwide sales of Master Data Management (MDM) software solution portfolio (includes Product Information Management, Customer Data Integration, Threat & Fraud & RFID software solutions)
• Provide business direction to 250 worldwide MDM Sales, Industry consultants and Tech Sales resources • Key Trigo heritage Executive managing the successful integration of Trigo into IBM • Results are double-digit revenue growth and exceeding 90% retention rate • $166MM total software revenue business plan for 2007 |
| Employer: | Trigo Technologies (acquired by IBM in April 2004) |
| Position: | Vice President WW Sales, Brisbane, CA |
| Time period: | October 2001 - April 2004 |
| Description: | • The first Vice President of Sales for Trigo
• Grew revenue from $200K to $40MM run-rate in less than 3 years • Managed 30+ team of Inside Sales, Outside Enterprise Sales and Pre-Sales • Closed several multi-million dollar license transactions in Retail, CPG, and Consumer Electronics during the most challenging time in enterprise software sales. Key wins include; The Home Depot, Albertsons, Unilever, Carrefour, Buhrmann, Philips Consumer Electronics, Gap, & HP. • Key Executive Team member involved in raising Series C round of funding and subsequent sale of company to IBM for $175MM |
| Employer: | 550 Digital Media Ventures (Sony Music Technology Incubator) |
| Position: | Executive Consultant, San Francisco, CA |
| Time period: | October 2000 - August 2001 |
| Description: | • Provided sales, marketing, operations leadership for Sony-backed incubated companies in the digital media and networking space |
| Employer: | Brightware, Inc. (technology now owned/sold by Siebel/Oracle) |
| Position: | Senior Vice President WW Sales, Novato, CA |
| Time period: | March 1998 - July 2000 |
| Description: | • Key member of Executive Team growing eCRM software revenue from $150K to $18MM in 2 years by signing over 80 new global customers
• Personally closed 3 OEM contracts worth $2+ million in pre-pay cash • Responsible for 30+ organization of Direct/Inside Sales and Pre-Sales professionals |
| Employer: | Personic Software (Recruitment application) |
| Position: | Vice President of Sales, Brisbane, CA |
| Time period: | September 1997 - March 1998 |
| Description: | • Implemented much needed sales infrastructure, and process. Rebuilt fragmented sales organization into a cohesive, disciplined and effective sales operation
• Aggressively recruited to Brightware, Inc. |
| Employer: | Verity, Inc. (VRTY nasdaq, acquired by Autonomy in 2006) |
| Position: | Vice President U.S. & International Sales, Sunnyvale, CA |
| Time period: | August 1995 - September 1997 |
| Description: | • #1 company-wide sales producer with $3MM in software sales in 1st year
• Promoted to VP in 1996 – grew company revenue 80% in first two quarters • Responsible for 100+ person Direct/Inside Sales and Tech Sales organization and over $80MM in total revenue |
| Employer: | International Network Services (INS) (acquired by Lucent) |
| Position: | Northwest Regional Sales Manager, San Francisco, CA |
| Time period: | March 1994 - August 1995 |
| Description: | • #1 company-wide sales producer with over $2MM in 1st year sales
• Grew INS business 300% in the Northwest region |
| Employer: | Digital Equipment Corporation |
| Position: | Sales Executive, San Francisco, CA |
| Time period: | November 1987 - February 1994 |
| Description: | • Ranked in top 10% of SF District (out of 70+ sales professionals)
• Network Salesperson of the year in FY88 |
| Employer: | Mobil Oil Corporation |
| Position: | Project Manager, Network Communication Systems, Denver, CO |
| Time period: | January 1985 - December 1987 |
EDUCATION
| University: | University of the Pacific |
| Time period: | 1985 |
| Degree: | Electrical Engineering , BSc |
INFORMATION
| Hobbies: | Passions are; my family, all sports, including; basketball, snow skiing, and my daughters’ athletic careers. Most importantly, helping build vibrant and successful companies and developing long lasting relationships with my colleagues. |
