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Proven Sales and Business Development Executive

John M. Fentum
jfentum@mss.com
(720) 363-2136
Innovative business development professional with ability to identify and develo
p prospects, nurture key relationships, cross-sell services, negotiate, and enga
ge business. Focus on strategic alliances and partnering to create significant r
evenue, profit and market presense. In depth experience in New Media, Mobile- Co
mmerce, Telecommunications, Satellite, Wireless, Cable Television, Direct Market
ing, Publishing.
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SELECT CAREER ACHIEVEMENTS
* Secured controlling interest in a start up, air-to-ground communications servi
ces provider (in-flight Wi-Fi broadband) which now provides services for over 10
00 commercial jets in Delta, American, Air Canada, and Virgin America airline fl
eets.
* Restructured a regional CLEC by selling-off non performing Internet Service Pr
ovider assets. Arranged for a $6M debt instrument for the acquisition candidate
. Led to a 60% increase in monthly revenue.
* Transacted $4.8M purchase of Yugoslavia province, cable TV franchise with incu
mbent Postal Telegraph and Telephone government agency.
* Formed strategic channel partnerships for launch of $3M cellular infotainment
and stock quote services mobile application with leading Canadian Cellular servi
ces provider Rogers Cantel and financial news publisher Financial Post.
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KEY SKILLS
* Account planning: Develop focused sales revenue goals/ quotas, into actionable
tactical account plans aligned with corporate strategic growth strategy. Establ
ish channel partners for near term and long term business opportunities.
* Deal Management: Critically assess the viability of integrating new business d
evelopment discoveries, financial and legal acumen to develop meaningful busines
s recommendations.
* Competitive Positioning / Strategy: Apply competitive business intelligence to
identify relevant industry drivers and untapped market verticals.
* CxO Level Relationships: Proactively nurture solid CxO relationships as a basi
s for key account development, business partnering and strategic alliances.
PROFESSIONAL BACKGROUND
Moonrise Productions LLC, San Francisco CA http://www.moonrisedesign.com/
Custom Web Design and Interactive Media Company July 2010 - Present
Contract Business Development Consultant
* Structured new sales strategies for company mobile-commerce applications platf
orm. Initial focus in live concert location based event promotion for artists.
* Formed partnership with international live event staging and mobile marketing
company.
Feel Good Now Inc., Denver CO http://www.feelgoodnow.com/ 2009 - May 2010
Start up online information property
Corporate Business Development Manager
* Established sales channels, for this privately funded Alternative and Complime
ntary Medicine portal by working with industry stakeholders, Philanthropists, Ma
nufacturers, Care Providers, Professional Associations, Educators, Publishers, I
nsurers and Credentialing Agencies.
* Secured a working relationship with a $200M publisher of health newsletters an
d #2 national mail-order provider of nutritional supplements to develop an onlin
e consumer channel for sales of company branded retail products.
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Caprice Partners, Denver, CO http://capricepartners.com/ 2000-2
009
Boutique Investment Banking Consultancy.
Managing Partner
* Secured $2.6M for data center facilities purchase. Identified tenants to utili
ze center.
* Originated $10M commercial note for condo office complex.
* Placed $3M interim exploration funding for privately held Illinois based oil a
nd gas exploration company.
* Targeted projects in, new media, broadband media distribution, wireless, telec
ommunications and oil and gas technologies. Oversight, research, planning, resou
rce allocation for client proposals.
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American Metrocom, New Orleans, LA 1999-2000
Regional Competitive Local Exchange Carrier (CLEC).
Director Business Development
* Facilitated a $6M debt instrument for competing regional ISP customer to purch
ase AMC ISP company assets. Operational overhead was reduced; service provider P
RI revenues increased 60% and sale proceeds applied to network build out.
* Negotiated integration of IP services and supporting infrastructure on company
LSU campus fiber to building backbone.
* Headed up in-house finance and strategic planning group with a mandate to secu
re equity financing, to sustain operations and network roll out.
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Western Total Communications, WTC Gering, Nebraska. 1998-1999
Regional GSM cellular service provider.
Manager Business Development
* Facilitated a strategic alliance with CellNet Data Systems, market leader in c
ity wide Automatic Meter Reading (AMR) deployments, for integration of WTC data
telemetry AMR technologies in select city markets.
* Produced feasibility study to support financing decision for system deployment
and integration of MDU AMR contract with utility service provider Entergy Arkan
sas.
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Becker Capital Management, Boulder, CO 1994-1998
$100M privately held portfolio of communication companies.
Principal Strategic Business Development
* Strategically positioned for growth this diversified portfolio, researched, an
d conducted due diligence, entered negotiation on behalf of company for seed and
early stage capital investments in emerging convergence communications technolo
gy companies. Targeted opportunities synergistic to portfolio holdings in Telec
ommunications, Real-Estate, Oil and Gas, Wireless, Internet, Multimedia, Finance
, Health Care Services.
* With the potential to challenge incumbent national in flight telecommunication
service providers, identified unique disruptive air-to-ground cellular technolo
gy subsequently acquiring controlling interest in early stage air-to-ground comm
unications service provider Aircell, http://www.aircell.com/ .
* Sourced complimentary companies to portfolio. Acquired In-flight entertainment
company Transdigital Corp, VSAT network service provider Pathcom Communications
and PCS control channel telemetry data acquisition company Telemetrix.
* Formed a strategic alliance with Honeywell Business Regional and General Aviat
ion Avionics division to establish market channels with business jet OEM's for A
irCell in-flight voice and data solutions systems.
* Through Economic Development Agency IFA "Invest in France" opened internationa
l markets for Transdigital in room iTV shopping application with Monte Carlo (SB
M) Monegasque holding group Monaco Hotel properties, Principality Monaco.
* Structured a joint venture for TAC Communications with Monaco Teleport operato
r for contract with TOTAL Oil, Paris, to deploy off shore drilling platform VSAT
ship to shore communications network. Investment proceeds applied to VSAT infr
astructure for Cochrane, Alberta Pathcom teleport to build out early warning Fir
eNet communications net work for $40M Alberta Provincial contract.
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Shaw Communications Inc, Edmonton, Alberta. 1992-1994
2nd largest cable communications company in Canada serving 3.4 million customers
.
National Sales Manager Cable Base
* Secured $3.4M multi-year contracts for "Cable Base" BPO enterprise subscriber
management software.
* Managed build out for a central in-house billing and direct marketing fulfillm
ent center.
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CableData, Toronto, Ontario 1991-1992
Canadian National Account Manager
* Managed $4M Canadian client base of CATV operators, for Cable Data CATV subscr
iber management systems, software.
* Directed Industry trade show event planning and regional office management.
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ADDITIONAL PROFESSIONAL BACKGROUND
Sales Manager, Saturday Night Magazine Publishing Services / Publisher, Trimel C
orp / Sales Manager, Canadian Composition. Account Executive, R.L. Crain / Accou
nt Executive Dun & Bradstreet MSD / Securities Broker, Barnhart Securities.
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EDUCATION
B.A. Philosophy / Sociology. Trent University Peterborough, Ontario