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Accomplished global licensing leader with a consistent, proven track record of exceeding performance goals.
Expert negotiator with a unique ability to broker complex agreements for digital products, including for online, mobile and emerging technologies.
Experience identifying highly-profitable online publishing opportunities and managing top-selling products.
Adaptable, proactive problem solver with a demonstrated ability to turnaround underperforming operations and find and deliver solutions that achieve revenue goals.
Uncanny ability to foresee what will be requested by businesses and consumers in the future.
Willing to travel, including abroad, and fluent in English, Spanish and French.
Proficient with Microsoft Office Suite.
> Licensing > Branding > Merchandising
> Contract Negotiations > Product Development > Competitive Analysis
> Turnaround Management > Team Management > Strategic Planning
> New Business Development > Interviewing & Hiring > Project Management
Senior Director, Licensing & Business Development (Aug. 2016-Present)
Maintain licensing contracts with 4,800 publishers around the world.
Negotiate new contracts and persuade publishers for the right to include their content (primarily ebooks, periodicals and newspapers) in aggregated electronic databases used in academic and public libraries.
Develop a strategy to target and acquire the most valuable, must-have content to drive product renewals and grow market share domestically and internationally.
Collaborate with sales and marketing personnel to acquire specific journal/periodical content.
Acquire more than 20,000 new assets annually (periodicals, newspapers and ebooks).
Lead a team of seven personnel, including interviewing candidates and hiring new staff members.
Turned around a business unit that maintains the $50 million in annual contracts.
Created a culture in which team members rapidly respond to requests from sales for new content, and leverage relationships with publishers to proactively help sales, marketing and product management with plans around content sets, including securing exclusive distribution rights or when exclusive pieces of content are up for bid.
Renegotiated existing guarantee contracts, which will save more than $2 million in 2017.
Initiated more than $1 million in new contracts for 2018 after turning around ineffective operations and renegotiating contracts and identifying new areas for growth, including a B-to-C solution.
Director of Journal Aggregation (Aug. 2015-Aug. 2016)
Hired to help grow an electronic database business that was underperforming.
Developed and engaged advisory boards to define the journal aggregation content strategy and targets for acquisition of individual products.
Leveraged existing content to develop new products families and practices.
Increased licensed product usage 10% after interviewing college students to learn a different way to provide content they were looking for via InfoTrack that was more intuitive and less complicated.
ProQuest LLC - Ann Arbor, MI Mar. 2004-July 2015
Global Content Alliance Manager
Oversaw a team of 10 personnel, including interviewing candidates and hiring new team members.
Identified and targeted high-potential global licensing opportunities to create database products for academic, public and corporate libraries.
Managed international product licensing, traveling throughout Latin America to promote offerings.
Led development of Spanish-language products in collaborative with the product team, including researching content and soliciting publisher participation.
Negotiated with top 50 publishers, establishing partnerships to leverage 90,000 authoritative sources and 6 billion digital pages spanning six centuries.
Collaborated with platform teams to implement new methods for acquiring content and employing innovative, web-scraping technology.
Negotiated a first-of-its-kind licensing deal with Cond Nast to publish 100 years of worth of Vogue magazine in university libraries, as well as past issues of Harper s Bazaar and Women s Wear Daily.
Secured a 10-year deal with the British Broadcasting Corp. (BBC) to license a series of 20,000 videos.
Spearheaded development of multiple innovative products from inception through launch, including Prisma, US Hispanic News, Latin American News and Twentieth Century Drama.
Cengage Learning Farmington Hill, MI Jan. 1999-Dec. 2003
International Sales and Marketing Manager
Promoted publishing products across Asia, Australia, Europe and Latin America.
Increased international sales by 100% in 2002 and 2003 after spearheading development of training programs for key international distributors.
Marketing Manager, Enigma, Inc. Burlington/Waltham, MA Mar. 1996-Sept. 1997
Internet Sales Representative, Dataware Technologies Cambridge, MA Jan. 1994-Mar. 1996
Latin America Sales Manager, MathSoft, Inc. Cambridge, MA Jan. 1992-Jan. 1994
Bachelor of Arts (BA), Business & French, Pine Manor College Boston, MA
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