EDD ZAPATA

Sunnyvale, CA 94087
805.844.4044
e-mail: eddszapata@hotmail.com

OBJECTIVE
Experienced and dynamic high tech senior corporate executive, sales and business development,
professional seeks an executive position to leverage expertise to drive sales, increase profit margins and
exceed corporate objectives.

PROFESSIONAL SUMMARY
Extensive and outstanding leadership experience developing successful, innovative sales of networking
solutions for wireless and broadband applications, Enterprise Software, Computer Software, Network
Management Software, Security Software, Enterprise VPNs, Mobility, WiFi, Secure IP applications, SaaS,
Cloud Computing Services, Big Data, HADOOP, Visualization Software & digital fiber optical networking.
Recent emphasis on broadband wireless applications and infrastructure. Industry recognized expertise in
computer security software, network security software/hardware, telecommunications and optical
networking. Senior sales and marketing experience in large corporations and startup organizations
formulating delivery of revenue strategies for new technologies to companies such as AT&T, Sprint, EDS,
Procter & Gamble, Citibank, Chase, Cisco, Lockheed Martin, Google, Yahoo, Intel, HP as well as
Microsoft. Ability to establish world-class sales to OEMs, Wireless Carriers, Device Manufacturers &
Software Technology entities. Proven leadership skills in corporate business development and sales
channel development.

EXPERIENCE
Senior Vice President of Sales, Business Development & Marketing
IPMagix & Flat World Corporations 2006 to present

Reporting to CEO on managing two distinct start-up companies (IPMagix-IPM/Flat World-FW) in all
aspects of sales, business development, product management, marketing, sales support and
operations for U.S. base, generating new business of $133.9M focusing on software solutions and
services

Generated $89.5M for IPMagix in new business with Cisco, Cisco Gold/Platinum partners, IBM,
Intel, HP, RSA, EDS, Yahoo, Microsoft, Verizon, J.P. Morgan Chase, Citibank, Motorola,
Lockheed, Motorola from zero revenue for Information Technology Services (in-house/outsourced)
for solutions/service line/alliance partner and product revenue, staff size worldwide of 125 for IPM

Developed, built and established both entities sales operations for software application
development (VOIP/Unified Communications) via Cisco, HP, IBM, Intel, AT&T, Sprint, RSA and
Microsoft platforms for IPMagix and engineering services for architects / builders for Flat World

Negotiated strategic partnership with Cisco as First Worldwide Software Subcontractor under
PSS Program and developed new alliances within Cisco Corporation across varied verticals
(banking, financial, airport, retail, trading, hospitality/hotel), IP, Cloud/Computing Services, Big
Data, HADOOP, Security, Networking, Client/Server, Software Wireless, Mobility,
Telecommunications and Visualization Software with Tableau and TIBCO

Developed key business relationships with AT&T, Avaya, Verizon, Cisco, HP, IBM, Intel, Yahoo,
Nokia, Google, EDS, RSA Business Unit Executives at corporate, national and international levels

Promoted IP Telephony, Security Software, networking and telecommunications solutions via RSA,
IBM, Sprint, Verizon, Ciscos sales managers, marketing, account managers and corporate units

Built new business for Flat world of $44.4M from zero revenue for Engineering Services, staff 150

Senior Vice President of Worldwide Sales

Remoba 2006 to 2006

Reporting to the President and CEO with worldwide responsibility for software sales strategy,
revenue planning and marketing strategy to national and international carriers for wireless
productivity solutions for the mobile enterprise markets

Wireless software product provided affordable solution of accessing corporate email (IMAP/IP),
personal email (POP3 as Hotmail, Yahoo, Gmail, Juno, NetZero, COX, Comcast, etc), calendar
and contact base from Microsoft Outlook Exchange to ordinary cell phone but with functionality of a
PDA (Palm) or Blackberry

Focused on Verizon nationwide and other wireless carriers such as AllTel, Metro PCS, nTelos,
Cricket, US Cellular, Bell South, Cellular One, Midwest Wireless and Celluar South following
BREW/CDMA protocol and Qualcomm for BREW support on a worldwide basis

Strong interface with software supported handset manufacturers as LG, Motorola, Kyocera,
Audiovox, Nokia and Samsung for on-going new entries in the marketplace

Developed new penetration levels with Verizon on participation of sales kick-offs, workshops,
vertical market sessions, internal training and joint sales calls (formerly 4 sessions up to 22)

Worked extensively with Verizon, AT&T, Sprint and T-Mobiles Data Solutions, B2B, Corporate,
Strategic, National, Direct/Indirect, Major, Government, Training, Customer Service, Operations,
Retail, Senior Management sectors staff to include our offerings to their corporate customers

Opened, developed and closed new market solution with interface to Lotus Notes to complement
Microsoft Outlook offering as well as participate in developing new product offerings

Created new market strategy and closed new accounts in Central, South America and Asia in both
CDMA & GSM markets

Vice President of Worldwide Sales

Broadata Communications 2002 to 2005

Reporting to the President/CEO, responsible for developing a sales strategy to drive annual sales
to $29.6M, an increase of 300% on quota of $10M for software/hardware fiber optical networking
company
Digital fiber optic transmission systems incorporated solutions for data networking, enterprise,
security & OEM markets
Developed new channel marketing/business development programs to increase channel sales
Decreased operational expenses by eliminating unprofitable products from product line
As member of ISO certification committee, insured that company was compliant to ISO 9000
standards and was certified and compliant with WiFi (802.11) standards
Responsibility for sales, marketing, sales/technical support, operations, customer service and P/L
Opened new enterprise business with HP, EDS, P&G, Intel, TI, B of A, Chase, Boeing, TRW,
Apple, Microsoft, E&Y, Bechtel, SUN, Time Warner, IBM, Yahoo, Chevron, Google, BT, Nissan,
Toyota
Opened new markets in Canada, Europe, South America, Mexico, Australia, Japan and China

Senior Vice President Sales and Marketing

Acotec 1998-2002

Quota set at $20M, achieving $57.2M in sales, a 236% increase overall

Restructured and refocused sales and marketing organizations to exceed revenue projections for
remote access management security software for dial-up, VPN, RAS, Web and Client access
Increased sales revenue from $1,250,000 to $57,245,000 and reporting to CEO
Connectivity Security Systems provided managed Enterprise VPNs, secure IP applications, secure
B2B exchanges, provisioning of network services, delivery of high Q of S and access control
Assisted CEO in evaluating exit strategies, adding partners, VC fundraising and corporate planning
Responsibility included corporate governance, financial reporting, audit process and new
mentorship and leadership to European senior members
Refined international product mix, eliminating unprofitable products while harvesting opportunities
Established new business development program with support, distribution and execution strategy
Developed new marketing unit, brochures, sales tools, PR, lead generation, collateral and web site
Implemented new OEM, indirect and direct channel sales programs, product development, full P/L
Created a new national sales organization including sales support, operations and technical staff
Developed new clients including AT&T, Cisco, Compaq, Intel, Nokia, Sun, Sprint, UUnet, Siemens,
Citibank, Verizon, Prudential, Nortel, KPMG, Infonet, RSA Security, EDS, and Motorola

National Sales Manager

NEC America 1996-1998

Quota set at $25M, achieving $56.2M in sales, a 226% increase

Responsible for staff of 50 salespeople in the Western United States for PBX Systems products
Increased sales revenue from $1,725,000 to $56,235,000 with P/L responsibility
Implemented new sales strategies to leverage existing account relationships to win new business
Successfully sold integrated PBX/software applications and assisted in creating new products
Closed major corporate accounts including Microsoft, HP, Lockheed Martin, Procter & Gamble and
Citibank, University of California, Verizon, EDS, GE, Hyatt/Sheraton Hotels and Stanford University

Vice President Sales

VIDICOM 1987-1996

Instituted new leadership, mission statement, sales/marketing strategy to leverage new product
line of systems integration and telecom to include consulting/design services and OEM
Managed milestone deliverables, banking responsibility, fundraising, investors and shareholders
Instituted product delivery, deployment and post-customer relationship programs
Increased annual sales from $4 million to $250 million with direct report to CEO
Restructured and managed sales, marketing, engineering, finance and operations staff of 150
Developed operations strategy, marketing plans and business development programs with full P/L
Closed major corporate accounts including AT&T, Pac Bell, NY Bell, Southwest Bell, Firemans
Fund, Mobil Oil, Pacific Bell, Chase Manhattan, Citibank, Chemical Bank, Bank of Chicago,
Motorola, AT&T, State of California, Rockwell, Sprint, PG&E, Edison, Kaiser, GE, Bell South,
Nokia, and Texaco

EDUCATION
Bachelor of Science Degree - Business Administration Management/Marketing
California State University, Los Angeles
Associate of Arts Degree Computer Science
Los Angeles City College, Los Angeles, CA