ANDREW (Andy) BAKER
A seasoned technology executive, innovator in Cyber Security Threat Intelligence, telecommunications and internet ser-vices,
posting many firsts along a successful career covering disciplines as varied as software development to consulta-tive
sales. Supported various organizations from venture-funded start-ups to some of the largest Fortune 100 companies.
Andy built a base of skills starting with the earliest implementations of 3rd Generation Languages, originator of operator
company wide voice mail systems, to seeing the product development and deployment of the first off switch Home Loca-tion
Register and Authentication Center (HLR/AC) which dramatically improved AT&T’s call handling and significant reduc-tion
in early cell phone fraud. Andy’s entrepreneurial skills were honed by co-founding a small start-up in the mid 1990’s
whose primary focus was the distribution and least cost routing of corporate fax traffic via internal WAN technology.
Over the past 15 years, Andy has brought to market the first E911 system deployed nationwide at Sprint in support of the
E911 location mandate. That experienced earned Andy the reputation of being a location based services expert where he
was able to consult with a number of start-ups using location for various commercial endeavors. Most recently he adapt-ed
his technical and selling skills to the fast growing area of Cyber Threat Intelligence systems executing the go to market
strategy at Narus Inc. (a Boeing Company). Success in sales through out the last 15 years put Andy in the top percentile
of revenue generators for his companies and gave him access to many executive level individuals within the Telecommu-nications
and internet industries. He has experience building business relationships with direct customers, OEM’s, ISV’s,
Channels and System Integrators.
Andy is a strategic thinker who thrives on the challenge of helping businesses identify new paths to revenue and imple-menting
systems and processes that ensure overall strategic success.
Big Data Security Analytics Mobile Networks Product Management
Contract Negotiation Cyber Security New Product Introduction
Go-To-Market Lead Generation Product Development
Large Enterprise sales Sales Management Forecasting and Reporting
Location Based Services Mobile Applications Cloud Computing/IOT
Catalyst adept at combining business acumen, sales savvy and market insight to deliver dynamic results.
NARUS Inc (Boeing) April 2014 - Present
West Regional Vice President Sales- April 2014 – Present
➢ Hired and trained entire west region sales team (4 Territory Managers, 2 SEs)
➢ Helped define go to market strategy for August launch of innovative big data security analytics product
➢ Since September (3 Months) developed strong pipeline of scheduled Proof of Concept engagements and oppor-tunity
forecast greater than $10M
➢ Conceived of and drove lead generation program via CIO Forums and Data Connectors
➢ Brought new big data cyber security product to the market
INTEL CORPORATION (INTC) January 2011 – April 2014
Sr. Director Global Sales ISD/3SO - May 2013 – Present
➢ Generated $39M post acquisition revenue
➢ Rebuilt the acquired sales organization replacing existing leadership in all regions and creating first class account
teams to drive new products and services to global telecommunication customers. Over 45 person global orga-nization
operating on all continents.
➢ Created commission plan and allocated quota for software and services sales – new structure for Intel.
Director Strategic Business Development Intel Service Division – March 2012 – May 2013
➢ Developed the business strategy for Intel’s entry into the Software and Services Market through development of
a global eco-system to create a platform for Network as a Service offering
➢ Defined the strategy, identified the acquisition targets, received board level approval and budget, Business Unit
POC for ICAP led acquisitions, lead role in integration.
➢ Software and services strategy development as a mandate for the CEO to transform Intel from a hardware only
manufacturing company to a world class software business.
➢ Contracted and Engaged Bain and associates and managed the relationship with them for over 18 months.
➢ Developed, refined, and presented to the BOD of Intel a new strategy which resulted in funding to acquire and
investing a new Cloud services business
➢ Won internal award for closing 2 simultaneous acquisitions – first time in Intel’s history
Director Business Development OEM Engagements – January 2011 – March 2012
➢ Established mobile phone silicon engagements with 2 major Cellphone OEM’s
➢ Negotiated strategic partnership with Cellular OS provider.
➢ Sold the first major Handset OEM contract for low power Intel SOC with no prior chipset or SOC experience.
SMITH MICRO SOFTWARE, INC (SMSI) July 2008 – January 2011
Vice President Enterprise Markets – January 2010 – January 2011
➢ Increased sales over 2009 adding 15 existing Enterprise Customers and 3 Carriers to my OEM responsibilities
➢ Accepted and met a 40% increase in quota
➢ Identified and hired expert enterprise sales management and account executives
➢ Identified the Go To Market strategy required for high volume Enterprise sales and positioned the business for
Alternative Channel sales
➢ Increase business at Sprint by 25% Year over Year
Vice President OEM and Developing Markets – July 2008 – January 2010
➢ Defined and achieved commitments from the OEM market. This diverse market included PC manufacturers,
Modem and Router device Manufacturers, Handset (Mobile Phone) Manufacturers, Chip Manufacturers.
➢ Closed new business with Dell, HP, HTC, Samsung, LG, Motorola, Nokia, Kyocera, Qualcomm
➢ Over achieved by 140% an $18M annual quota
➢ Successfully entered the OEM market for new connectivity products for Smith Micro generating over $50M in
SYLANTRO SYSTEMS, INC May 2007 – July 2008
Director Americas Wireless Markets/West Region Manager – May 2007 – July 2008
➢ Developed the market for Wireless Service Providers deploying IMS networks for the Sylantro Application Fea-ture
o Account targets:
▪ Sprint, Bell Mobility, Telus, Verizon, T*Mobile, Sotto Wireless, Clearwire, TIM, Telefonica, Telcel,
➢ Interim West Region Manager responsibilities include support for existing customers, Qwest and Covad while
developing new opportunities in the West.
➢ Half Year 2007 quota - $2M – 100%
OPENWAVE SYSTEMS, INC., (formerly SignalSoft Corporation) March 2000 – May 2007
Vice President Strategic Accounts – July 2006 – May 2007
➢ Turned around the Verizon and Comcast software business and then restructuring the sales team to support long
term strategic relationship with the account.
➢ Managing a team of 4 professional sales personnel and technical support specialists; 3 direct reports, 1 indirect
➢ $21M annual Quota for FY 2007
Vice President Client Sales - January 2006 – July 2006
➢ Turned around the client software business starting in North America and then restructuring the sales organiza-tion
on a global perspective.
➢ Managed a team of 16 professional sales personnel and technical support specialists; 5 direct reports
➢ $16M annual Quota for 2nd half FY2006
➢ Achieved 110% of quota
Account Director and VP Product Sales, '03 – December 2005
➢ Led new product introduction across North and South America, defining go-to-market strategies, pricing and
sales campaign development/execution.
➢ Managed a team of 14 professional sales personnel and technical support specialists; 5 direct reports
➢ $38M in 2H03 quota – achieved over $50M
➢ Turned around the Sprint account sales
➢ Managed a team of 4 sales professionals
➢ $40M in bookings on $20M 2004 Quota
➢ 220% of Quota for 2005
➢ Grew the Sprint Nextel business to 27% of overall Openwave revenues.
Senior Account Executive, '00 - '02
➢ Generated $43M+ in new business across central US and parts of Mexico and Canada.
➢ Secured business with Sprint, Alltel, Verizon, US Cellular, Rogers AT&T (Canada) and Bell Mobility.
➢ Interfaced with sales engineers to architect business solutions for key clients.
➢ Drove $43M+ revenue growth in 2 years, exceeding sales quota 200%+. (2000-2002)
➢ Played key role in positioning organization for $80 M IPO; personally produced 40% of total company volume.
➢ Consistent top performer – 2004 Top Account Executive award at Openwave, 2005 Top Account Team at Open-wave
➢ Generated over $250 M in revenue in 4 years as Sprint Account Director for Openwave (2002-2006)
COMPAQ COMPUTERS 1997 - 2000
Director of Business Development - Wireless Solutions Division
➢ Recruited to drive expansion in US, Latin American and China markets; managed 3 direct reports.
➢ Identified new market, developed penetration strategies, created bundled product and opened new channels.
➢ Revitalized 2-years of stagnant sales, driving $90M annual revenue to over $300M annual revenue in <3 years
➢ Closed major contracts, securing $150M revenue in 1st year, $250M in 2nd. (1999-2000)
➢ Pioneered innovative bundling program, increasing Compaq's gross margins 33% while reducing customer price
➢ Captured $50M contract, generating 85% gross margins, far surpassing 40% company average.
ACCESSLINE TECHNOLOGY 1996 - 1997
Director of Sales
➢ Developed account base for a startup company; identified/capitalized on unique vertical market opportunity.
➢ Won Frontier (Global Crossing), Worldcom and SkyTel contracts; developed/launched aggressive marketing
OPENPORT TECHNOLOGIES, INC. 1995 - 1996
➢ Co-Founder of a startup company focused on Enterprise Fax services
➢ Managed the creation all marketing material and plans for product launch
➢ Helped secure $40M in venture capital funding
TANDEM COMPUTERS 1991 - 1995
Manager of New Business Development, '93 - '95
➢ Pinpointed new market opportunities; coordinated participation at industry trade show.
Product Manager, '91 - '93
➢ Identified needs, defined requirements and developed business cases for value-added services.
UNISYS 1989 - 1991
Product Marketing Manager, ’90 – ‘91
➢ Developed market for UNISYS Network Application Platform – the world’s first Opco wide based Voice process-ing
system for Carriers.
Product Manager, ’89 – ‘90
➢ Developed new product requirements and oversaw development of LINC – 3GL development language
AMERICAN SOCIETY OF CIVIL ENGINEERS 1981 - 1989
Myriad of MIS positions – ’81 – ‘89
➢ Held positions starting as Programmer Analyst and progressed to DBA in a mini/mainframe computer environ-ment.
Development focused on in-house systems for Accounting and Journal fulfillment and Membership ser-vices.
BS, Engineering, minor in Business Administration, Louisiana State University, 1980.
Graduate studies, MBA program, Management Information Systems, Manhattan College.
Open to US and international travel.
Miller-Heiman, Solution Selling, Action Selling trained and certified