©2010 Kamal Kirpalani
Kamal Kirpalani résumé / curriculum vitae
profile
Senior Executive with a proven track record of leadership in fast growing and innovative technology
companies. Extensive international experience in leading high performance sales teams. Thrives on fast moving
environments where disruptive technologies require new thinking and agressive targets. An enthusiastic and
energetic team player, able to communicate effectively with people at all levels. Results-driven and customer-
focused - enjoys a challenging executive role which demands a deep commercial acumen, well-developed
communication skills and strong leadership capability.
skills summary
» Results driven senior executive with over a dozen years experience in building new business
activities for pre IPO technology companies in the enterprise software and ecommerce space.
» Combines visionary leadership with disciplined Management. Inspires and leads multi-
disciplined teams to consistently exceed targets and goals.
» Proven ability to manage, structure and win complex sales cycles resulting in multi-million
dollar software deals at Global 2000 companies.
» Ability to establish effective relationships at all levels of an organization. Strong at executive-
level account management.
» Extensive International experience. Have worked with clients and prospects in North America,
France, Germany, UK, Spain, Portugal, Italy, Benelux, Sweden and South Africa. Strong
language and multi-cultural skills.
positions held
Bazaarvoice Inc. Paris, France A leading provider of Social Commerce Solutions
Director, International Sales September 2007 - present Bazaarvoice’s first hire in continental Europe. Responsible for developing and managing Bazaarvoice’s
business in France, Germany, Benelux, Scandinavia, Spain and Italy. Developed and executed
Bazaarvoice’s European go-to-market strategy focused on dominating the European space by capturing
large and highly visible accounts early on in each market. Closed 70+ deals across France, Germany
Netherlands and Scandinavia and grew the business to over $5 million in annually recurring revenues
within first 2 years. Captured key accounts like Fnac, Darty, 3Suisses and Red Cats in France; Conrad,
Neckermann and Douglas in Germany; El Corte Ingles, Venca and Rumbo in Spain and Wehkamp and Bol
in the Netherlands making Bazaarvoice the de-facto leader across the territory. Won over 95% od all
competitive sales cycles. Currently managing a pan European sales team of four sales directors with a
view of growing to $10+ million in annualized revenues by 2011.
Lombardi Software Inc. Paris, France A leading provider of Business Process Management Solutions
Acquired by IBM [NYSE: IBM]
Director, EMEA Business Development July 2006 – August 2007 Responsible for developing Lombardi’s direct and channel sales business in EMEA. Closed $1.5. Million in
license revenues within the first 6 months. I was primarily focused on generating revenues in territories
where Lombardi had no prior presence. As Lombardi’s solutions required local deployment skills,
developing new markets required a two-pronged sales approach of simultaneously recruiting local
partners and managing sales activities.
BetweenMarkets Inc. Paris, France A provider of on-demand applications and managed services targeted at improving B2B data quality
Acquired by Inovis, Inc.
Managing Director, EMEA February 2005 – June 2006 As BetweenMarkets’ first hire in Europe, I was brought on board by BetweenMarkets’ CEO to establish
their European office and to develop and execute an EMEA-wide go-to-market strategy. My responsibilities
included managing sales and marketing activities as well as building and leveraging alliances and
partnerships. Additionally, as our customer base grew, I was responsible for hiring and managing a team
of account managers and technical presales staff. In this capacity, I successfully developed key customer
relationships in Europe resulting in multiple large deals within a very short timeframe. Within the first 12
months, the European contribution to top-line revenue has gone from zero to 20% of overall revenues.
Kamal Kirpalani résumé / curriculum vitae page 2
©2010 Kamal Kirpalani
Motive Inc. London, United Kingdom A leading provider of self management software solutions
IPO [NASDAQ: MOTV] and then acquired by Alcatel Lucent [NYSE: ALU]
Enterprise Sales, EMEA North / Nordics April 2003 – January 2005 Reported directly to Motive’s Managing Director for EMEA North & Nordics. First member of Motive’s
European Enterprise sales team. Tasked with introducing Motive’s Enterprise solutions in the UK, Benelux
and Scandinavia. Closed Motive’s first Enterprise deal in Europe. Developed sales activities in three key
verticals: managed service providers, independent software vendors and financial services companies.
Typical proposal size ranged from $1 million to $3.5 million. Key activities included creation of sales
opportunities, building and managing appropriate channel relationships and developing strategies to
successfully position Motive against established competitors. Built beneficial relationships with strategic
software partners and systems integrators. Recruited and managed technical presales team.
Trilogy Inc. Paris, France A provider of industry specific custom enterprise software and service solutions.
Business Development Associate, EMEA October 1999 – March 2003 Reported directly to Trilogy’s vice president of business development. Developed sales activities that
resulted in combined license and services revenue in excess of $25 million over 2.5 years. Key
responsibilities included originating, evaluating and structuring new sales opportunities, developing value-
based business success metrics to guide deployments and providing product management with input to
refine future product vision. Led Trilogy’s entry into the airline industry and developed British Airways into
Trilogy’s largest account in Europe. Initiated and developed relationships with several Global 1000
customers across multiple industries, including Qantas, Equant, Credit Agricole, Renault and GE Medical
Systems. Led multiple sales and consulting teams to drive account growth and deployment impact.
Worked closely with strategic customers, prospects and alliance partners (IBM Global Services and
Accenture) to develop compelling technology solutions to high value business problems in the financial
services industry.
Technical Presales Consultant, EMEA July1998 – September 1999
Spearheaded Trilogy's European sales engineering effort. Tasks included selling the technical merits of
Trilogy’s solutions, building software demonstrations and Conference Room Pilots, determining project
scope and addressing concerns pertaining to the technical architecture and integration requirements.
Worked closely with several clients in the telecommunication industry including Ericsson, Telecom Italia
and France Telecom; generating in excess of $7 million in combined license and services revenue for
Trilogy in 14 months.
Voice Control Systems Cambridge, Massachusetts A speech recognition technology company targeting the computer telephony market.
IPO [NASDAQ: VCSI] and then acquired by Philips Electronics [NYSE: PHG]
Sales Engineer January 1998 – June 1998 Served as presales technical lead and prototype project management lead for major clients including
Unisys, Lucent, Comverse Network Systems (Israel) and Glenayre Electronics. Acted as a liaison between
engineering, product marketing and the field sales force. Gathered technical requirements, prepared
proposals and quotes and presented recommendations to clients. Taught seminars on Speech Recognition.
Voice Processing Corporation Cambridge, Massachusetts A speech recognition technology company targeting the computer telephony market.
Acquired by Voice Control Systems [NASDAQ: VCSI]
Coordinator of International Language Development February 1996 – December 1997 Managed worldwide speech data collection projects. Interfaced with senior engineers, account managers,
contractors and customers. Managed internal transcription processes and hired, trained and supervised
contractual employees for this purpose. Developed phonetic scripts for German, Russian and Japanese
based on specifications from research engineers. Managed data organization processes, involving design,
development and implementation of Lotus Notes based database application. Taught client seminars on
data-collections.
PaineWebber Inc. Wellesley, Massachusetts A full service financial services firm.
Acquired by UBS [NYSE: UBS]
Associate Investment Executive August 1994 – January 1996 Serviced a clientele of corporations and high net worth individuals. Consulted corporate clients on pension
plan design and implementation, stock option finance and corporate cash management. Assisted high net
worth individuals in identifying investment needs and goals. Developed detailed asset-allocation based on
client needs and selected investment vehicles for the individual asset classes. Continuously monitored
performance of investment portfolio and made changes when warranted.
Kamal Kirpalani résumé / curriculum vitae page 3
©2010 Kamal Kirpalani
professional development
Sales development Phillips Sales Development, Advanced Negotiation Strategies May 2009
Magic Management, Successful Selling December 2008
Prime Resource Group, Diagnostic Selling January 2004
McAlinden Associates, Advanced presentation skills workshop May 2000
Huthwaite “Major Account Selling Strategies” program December 1999
Huthwaite “Developing Sales Strategies” program September 1999
Target Account Selling, Advanced Strategies Workshop August 1998
Other training and development Chartered Financial Analyst (CFA) level I exam May 1998
Certificate in Telecommunications Technologies April 1998 National Association of Securities Dealers (NASD) Licenses: > Series 7 (General Securities Representative Exam)
> Series 63 (Uniform Securities Agent State Law Exam)
> Series 65 (Uniform Investment Advisor Law Exam)
August 1994
August 1994
September 1994
education
Boston University Boston, Massachusetts Participated in Boston University’s collaborative degree program.
Boston University School of Management Bachelor of Science in Business Administration (Cum laude)
Concentrations in Finance and International Management
May 1994
Boston University College of Liberal Arts
Bachelor of Arts in Economics (Cum laude) May 1994
The City of Oslo College of Business and Economics Oslo, Norway Upper Secondary School Diploma June 1990
skills
Languages: Able to conduct business in English, French, German and Norwegian.
Computer: I have worked with computers on a daily basis for the last twenty years and have accumulated a good
understanding of all aspects of computing, including hardware, operating systems, applications,
networking and programming.
More recently I have been working primarily with productivity software and am highly proficient in
Microsoft Excel, PowerPoint, Word and Outlook, Salesforce.com and Lotus Notes. My experience with Excel
includes sophisticated financial modeling and business impact analysis.
personal details
Contact: Mobile: +33.6.84.97.11.86
E-Fax: +33.1.53.01.27.90
Email: [email protected]
Address: 20 bis rue de la Boétie
75008 Paris
France
Citizenship: Citizen of Norway, Permanent Resident of US (green-card) and France (carte de sejour). Authorized to
work in the United States and the European Union.
Location: Currently residing in Paris. Willing to relocate if required.
References: References available upon request.
“Far better it is to dare mighty things, to win glorious triumphs even though checkered by
failure than to rank with those poor spirits who neither enjoy nor suffer much because they
live in the gray twilight that knows neither victory nor defeat.”
-- Theodore Roosevelt
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Visual Summary of Career and Skills Evolution
©2010 Kamal Kirpalani
New Business Development
Partner/Alliance Management
Project Management
Managing People
Financial Modeling
Account Management
Technical Presales
University Education in US
Currently Residing in France
Secondary Education in Norway
Primary education in Germany
Indian Origin
Born in Hong Kong
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Migration and its Impact on Culture / Value System
Indian / Asian
ScandinavianGerman
AmericanFrench
©2010 Kamal Kirpalani
Visual Summary of Personal Background