©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: kirpalani@gmail.com

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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1972 1974 1976 1978 1980 1982 1984 1986 1988 1990 1992 1994 1996 1998 2000 2002 2004 2006 2007 2008 2009 2010

Migration and its Impact on Culture / Value System

Indian / Asian

ScandinavianGerman

AmericanFrench

©2010 Kamal Kirpalani

Visual Summary of Personal Background