Enterprise Market Creation
Identify underdeveloped markets, build the value proposition, and create a repeatable path to enterprise revenue.
Technology Growth Executive
I turn complex technology into enterprise revenue.
I build markets from zero through enterprise sales, strategic partnerships, channels, commercialization, and new-market creation.
Now focused on my next operating mandate in Syracuse and Central New York.
$1B+
Annual revenue from the Tier-1 systems-integrator channel built at EMC.
$200M → $480M
EDS/EMC Storage-on-Demand revenue: first nine months, then the next twelve months.
$1B+
Revenue associated with the VCE/EPIC healthcare partnership, 2012–2017.
14 months
AT&T Master Services Agreement at Blue Prism — record time according to AT&T.
Where I Create Value
When strong technology needs a stronger commercial engine.
My best work has usually begun before the opportunity was obvious: a technically strong company has market potential, but enterprise growth, strategic partnerships, or commercialization has become the constraint.
Strategic Partnerships & Alliances
Build relationships with GSIs, technology companies, and strategic partners that generate measurable commercial outcomes.
Commercialization
Help technically differentiated products cross the gap between technical validation and repeatable enterprise adoption.
New Markets & Vertical Development
Create new industries, verticals, channels, and partner ecosystems when maintaining the status quo is not enough.
Selected Track Record
Built from zero. Scaled through relationships. Measured in revenue.
A few examples of the repeatable pattern: find the market, create the partner structure, align the commercial proposition, and turn it into durable revenue.
EMC Corporation
Built a global Tier-1 systems-integrator channel.
Recruited by the Board of Directors to create a global Tier-1 SI channel and establish a new way for the direct sales organization to work with strategic partners.
Result: more than $1B in annual revenue within five years.EDS / EMC
Created the Storage-on-Demand joint offering.
Built a new joint go-to-market offering with EDS in less than four months, creating a major new solution revenue stream.
Result: $200M+ in the first nine months; $480M in the next twelve months.VCE / EPIC
Built a healthcare partnership that became a vertical engine.
Established VCE as EPIC EHR's preferred converged-infrastructure provider and made the relationship the cornerstone of the Healthcare vertical.
Result: $1B+ in total revenue associated with the partnership from 2012–2017.Blue Prism / AT&T
Opened and scaled a difficult enterprise market.
Built strategic GTM relationships with leading GSIs and expanded enterprise adoption across major North American telecommunications accounts.
Result: AT&T MSA negotiated in 14 months — record time according to AT&T.About Jim Light
A technology operator with a repeatable commercialization pattern.
I have worked across enterprise infrastructure, converged systems, automation, advanced computing, and cybersecurity — from founder-funded startups to global technology companies.
The technology changes. The operating pattern does not: identify an underdeveloped opportunity, find the relationships that can unlock it, construct the joint value proposition, and turn the resulting ecosystem into durable revenue.
Syracuse University educated me in Computer Science/Electrical Engineering. My first job in Syracuse was developing the Syracuse University Student Record System. A succession of startups followed, along with a career building businesses, markets, and partnerships nationally and internationally.
I don't stop at strategy. I build the relationships, create the market, and drive the opportunity through execution.
Current Chapter
Focused on Syracuse and Central New York.
I am currently exploring my next operating mandate with an ambitious technology or growth company in Syracuse and Central New York. I am especially interested in situations where enterprise growth, commercialization, strategic partnerships, or new-market creation can materially change the company's trajectory.
The exact title matters less than the problem: strong technology, meaningful market opportunity, and a need to build the commercial engine.
Let's Talk
If the company is at an inflection point, I want to hear about it.
I am interested in conversations with founders, CEOs, investors, and operators building ambitious technology businesses in Syracuse and Central New York.
Jim Light
Fayetteville / Syracuse, New York
Email: lighjd@gmail.com
Phone: 315-708-9013
LinkedIn: linkedin.com/in/jimdlight
What I'm looking for
Senior operating leadership in business development, commercialization, strategic partnerships, enterprise growth, channels, new-market development, or a related role where creating a market matters more than maintaining one.
I am currently available for a full-time operating position.