Tom Carroux

I’ve helped grow and manage a variety of technology companies, from pre-revenue concept stage to leading a team generating tens of millions of dollars in annual revenue. Trusted with managing the largest and most important customers. My role has typically focused on building the business, launching new products, opening new markets, strategic partnering, P&L, raising money, closing deals, and enabling geographically dispersed teams to excel. Commercial agreements ranging from $50K to $45M. Hands on experience in the Americas, APAC and EMEA.

The constant throughout my career has been a passion for getting involved with innovative technologies and companies.

Band of Angels

September 2021 - Currently

Silicon Valley's largest and oldest formal angel investor organization.

● Investor in Deep Blue Medical, Healionics, ClearClub, OZE, Vetbiolix and BMI OrganBank.

● Invited to judge start-ups at Venture Summit West, Venture Forum and New York Venture Summit.

Applied Focus

October 2020 - Currently

Supporting and directing specialized technology companies with go-to-market initiatives.

Raise money for start-ups.

● Valohai: a leader in machine learning operations.

Intertrust Technologies Corporation

Sales Director, Americas - February 2018 to April 2020

Responsible for licensing a variety of products and services throughout the Americas, including:
● Developing strategic relationships and go-to-maket plans with key partners to increase customer adoption and revenue.
● Marketing and selling a new unproven product into a new vertical.
● Evangelist for another new product in development, generating customer awareness and gathering market requirements.

Accomplishments included:
● Licensing DRM services to major US companies (A&E Networks and Vimeo) and other customers.
● Developing strategic relationships and go-to-maket plans with key partners BitMovin, Fastly, Friend MTS, JW Player and Wowza to license integrated solutions to end-customers.
● Partnering with Filmbankmedia to market and close the first Kiora agreement after overcoming the setback of having to rewrite the software platform.
● Evangelizing XCA to US broadcasters launching IP services. Member of the Advanced Television Systems Committee (ATSC 3.0).
● Presented company and joint partner solutions at conferences.
● Proficient with sales engagement and customer relationship management platforms.

Inside Secure Corporation 

Senior Director, Sales - January 2017 to February 2018

Recruited to lead North American sales of security SDKs for players and apps.
My responsibilities included:
● Managing, renewing and expanding key accounts.
● Developing new partnerships to increase customer leads and referrals.
● Working closely with the product team to develop new solutions to expand the customer base and retain existing accounts.
● Recruiting and on-boarding sales engineers.

Accomplishments included:
● Management of "must have" accounts generating 12% of the company's revenue: Amazon, AT&T, CBS, DirecTV and HBO.
● Working with the product team to obtain requirements, develop and then market new solutions for advertising technology, ultra high definition and virtual reality formats.
● Worked closely with dev ops and external partner to develop and license solution for the first-ever interactive video app, Steven Soderbergh's 'Mosaic' distributed by HBO.
 

Inside Secure was renamed Verimatrix in 2019.

Paris: VMX

Cryptography Research, a division of Rambus, Inc.

Worldwide Business Development & Sales Executive - 2012 to 2017

Specialist supplying hardware security cores with secret keys, software crypto libraries and side channel attack countermeasures.
My responsibilities included:
● Developing commercial relationships with an ecosystem to license IP and know-how to semiconductor manufacturers, consumer electronics manufacturers, storage manufacturers, motion picture studios, and broadband operators.
● Identify and engage with prospects interested in extremely robust security at a lower cost than traditional solutions.
● Develop sales channels by engaging with CA and DRM partners.

Accomplishments included:
● Licensed cryptographic keys to Twentieth Century Fox, Samsung, SanDisk, Warner Bros. and WD for a new UHD distribution platform (VIDITY).
● Helped close an agreement with Dish TV India, the largest service in Asia.
● Partnered with Lotier to develop broadband and satellite customers in Brazil.
● Partnered with Intertrust to combine DRM with CryptoMedia cores to create a solution comparable to traditional conditional access, but at a significantly lower price.
● Initiated conversation with MovieLabs (MPAA Hollywood studios) to include ‘roots of trust’ and protection against side channel attacks in industry-wide security specifications to drive adoption of Rambus products.

NASDAQ: RMBS

Irdeto, a subsidiary of Naspers Limited

Director, Sales & Market Development - 2009 to 2012              

Responsible for licensing a portfolio of security, content management and monetization products and services to the pay television industry.

Accomplishments included:
● Partnering with a variety of companies to expand Irdeto's product portfolio and service offering.
● Negotiating first-ever Adobe Flash Access DRM license, leading to new accounts worldwide with Comcast, DStv, ITV, Liberty Global and Rogers Communications.
● Integrating Irdeto products with multiple external partners to meet the UltraViolet consortium requirements and then managed the high priority UltraViolet ‘Coordinator’ bid approved by CEO.

JSE: NPN

Acision and MediaMelon

Management Consultant - 2008 to 2009

● Hired by Acision's President North America to develop go-to-market plan for SMS messaging.
● Worked with MediaMelon's CEO to license data analytics to customers, and helped raise angel funding.

Dilithium Networks                                                                             

Director, Americas Business Development & Sales - 2007 to 2008                                    

First video telephony call set-up technique endorsed by the ITU.

Responsible for licensing mobile video solutions to telecom operators, system integrators and content distributors.

Accomplishments included:
● Negotiated partner agreements with Alcatel-Lucent and Movius.
● Expanded Nokia Siemens Networks sales activities from USA-only to Canada and Latin America.
● First-ever sales by developing specific use cases with product team, including a mobile video surveillance system licensed to Digicel.

BitTorrent, Inc.                                       

Vice President, Business Development & Sales - 2006          

The P2P protocol that solved the problem of how to transfer massive files over the web.
Responsible for generating revenue for venture capital funded start-up.

Accomplishments included:
● Creating program from scratch to license SDK and protocol to consumer electronics manufacturers such as ASUS, Ellacoya, NetGear, Planex and QNAP.
● Closing content delivery channel agreements with CacheLogic, PeerApp and Velocix.
● Developing and launching market trial with NTL (UK) to download licensed movies and TV programs as a blueprint use case.

Broadband & Internet Security Task Force

Vice President & Board of Directors - 2002 to 2006                

Non-profit. The Task Force drafted and promoted new broadband anti-theft statutes enacted into law by twentynine state legislatures.

Macrovision Corporation                      

Director of Sales & General Manager - 1996 to 2006  

The de facto global standard for copy protection technology.
Director of Sales and General Manager 2000 - 2006
Director of PPV Business Development 1996 - 2000

Promoted to manage a home video sales team and to also license PPV throughout Asia (excluding Japan).
Hired to license new PPV product to broadband and satellite networks in North America and to set-top box manufacturers worldwide.

Accomplishments included:
● Helping increase annual revenues from $17 million in 1996 to $247 million in 2006.
● Led a team generating $20 million in annual revenue.
● Increased department revenue 107% in three years.
● Recruited, motivated and managed sales team.
● Identified, trained and managed channel partners.
● P&L, budgets and forecasts.
● Key to several breakthrough first-ever licenses for new device platforms and new technologies:
(1) RipGuard on DreamWorks' blockbuster movie 'Madagascar' that led to the adoption of RipGuard by other studios;
(2) Closed the largest P2P anti-piracy agreement with Sony Pictures;
(3) Persuaded the movie studios to activate Macrovision's technology to protect PPV movies distributed in Australia; and
(4) Licensed anti-recording technology to digital recorder companies ReplayTV and TiVo: that's a tough sale!
● Developed a demo that extended the life of the core analog product by several years by showing how electronic signals were detected by digital devices. This demo was shown to the heads of all the major Hollywood studio home video departments and to Barry Meyer, CEO of Warner Bros., and helped make possible the renewal of significant multi-year, multi-million dollar commercial agreements.
● Identified next generation digital product (BD+) acquired for $45 million.

Macrovision was renamed Rovi in 2009, renamed TiVo in 2016 and merged with Xperi in 2020.
NASDAQ: XPER

PanAmSat, Inc.                          

Director of Business Development (US and EMEA) - 1990 to 1996

World's first private international satellite company.

Director, Business Development EMEA, Paris, France 1994 – 1996
Account Executive, Greenwich, Connecticut 1991 – 1994
Special Assistant to the President, Greenwich, Connecticut 1990 – 1991

● Initially responsible for assisting President on special projects such as working with investment bankers to write an Offering Memorandum and raising $400M.
● Promoted to license satellite bandwidth and teleport services to service providers and the US Government.
● Subsequently posted to Paris, France to help develop the European market.
- Met with various Ministers of Communication.
- Wrote the application to provide satellite services in Germany.
- Visited 22 countries to meet customers and represent company at conferences.
- Demonstrated the first-ever live compressed digital video transmission on the continent of Africa at a Arab States Broadcasting Union conference.

PanAmSat evolved from a sole proprietorship to a public company (NASDAQ: SPOT) before being acquired by Intelsat in 2005 for $3B.

Columbia University Graduate School of Business

Master of Business Administration, Finance & Marketing     

Philip B. Smith, founder of Citicorp Venture Capital, asked me to be Teacher's Assistant for his Venture Capital course. Invited and introduced Henry Kravis, Co-Founder of KKR & Co., Frank Lorenzo, CEO of Eastern Airlines, and Rueben Marks, CEO of Colgate-Palmolive, to the community on behalf of the Distinguished Leaders Lecture Series. Deans List.

Trinity College

Bachelor of Science, Psychology

Teacher's Assistant. Research Assistant.

Cloud Certifications

● AWS Cloud Practitioner

● Google Cloud Platform Data Engineering, Big Data and Machine Learning

● Microsoft Azure Solutions Architect Expert (Level 300)

● Microsoft Azure Artificial Intelligence

● Microsoft Azure Fundamentals (AZ-900)

                                                                          
Speaker

Arab States Broadcasting Union, Canadian MPDA conference, Carmel Group Satellite Entertainment, CES Connections Summit, ComNet, Digital Film & TV Conference, Digital Hollywood, IBC, Intertrust Summit, IRMA, Kagan Video-On-Demand Summit, SaskTel Multi-Media, ScreenPlays Media Innovations Summit, Streaming Media East and TV 3.0.        

Attendee

ABTA, Ad Tech, ANGA, APEX, ATSC Next Gen, Black Hat, BroadbandTVcon, CableLabs, CASBAA, CeBIT, CES, CinemaCon, CTA, CTAM, CTIA, DEG, Digital Entertainment 2.0, Digital Hollywood, Global Platform TEE, GSMA Mobile Innovation, Mobile World Congress, Money 2020, NAB, NATPE, NCTA, NexTV Argentina, NexTV CEO Latin America, OTTCON, Pay TV Show, RSA, SBCA, SCTE, Suits&Spooks, SVP, Telco TV, TVOT, Variety TV Summit, VR On The Lot and VSDA.       

Columbia Business School Ambassador

Interview prospective students. Member of the 1916 Society.

Supporter:

Nature Conservancy

Captain Paul Watson Foundation