21 years of sales & sales management experience with OEM, VAR, and end-user accounts in the test, measurement, embedded computing, and real-time electronics industries - including 16 years with the highest growth company in the measurement and automation marketplace. Exceptional sales skills in the creation of customer partnerships, contract negotiation, and growth of third-party business partners. Time-proven management skills which include team recruiting, mentoring, and leadership. University of California-educated in both Computer Science and Finance. Total commitment to excellence.

COMPANY	POSITION HELD	DATES WORKED
(Confidential)	Area Sales Manager	3/1998 - Present
National Instruments	District Sales Manager	5/1991 - 2/1998
Innovation Products, Inc.	Sales Engineer	7/1986 - 4/1991

SCHOOL	MAJOR	YEAR	DEGREE
University of CA - Riverside	Computer Science	1987	Bachelor Degree

Highlights:

1) Grew the NI-SoCal branch from $12M in 1998 to $31M in annual sales in 20072) Recruited and grew key field sales staff from 3 in 1998 to 12 in 20083) Personally hired, trained, mentored, and managed the award-winning NI-Southern California sales team of Field Sales Engineers, District Sales Managers, Sr. District Sales Managers, and Field Business Development Managers (all BSEEs / MSEEs or similar)4) Closed and managed the two largest OEM accounts in North America for NI

Companies I like:

Greenhills Software, Lynuxworks

P&L responsibilities
Presentation
Ecommerce Strategy and digital marketing channels optimization - SEO, SEM, email, affiliates - for high-profile accounts.
Technology Solutions
Sales Support
Software Implementation
Requirements Analysis & Specification
Leadership

• Sales Director
• Business Development Director
• VP of Sales
• FPGA sales
• Embedded Computing sales
• real time control sales

In my current role as Southern California �Area Sales Manager� at National Instruments, I have built up a team of 9 direct report sales engineers plus 2 indirect reports over the past ten years � so I am an experienced leader, mentor, and manager. A significant percentage of our customers at NI are OEMs in the aerospace/defense, security, semiconductor, and biotechnology industries � so I believe I have a broad base of sales experience. I have also been the key relationship manager for the largest of our OEM accounts. In terms of enterprise software, my sales and sales management experience consists of having sold various programming languages/compilers through either single seat licenses, or volume license agreements (VLAs) at various large accounts such as Qualcomm, Northrop Grumman Space Technology, Raytheon, etc. The compilers and ADEs made by National Instruments include the LabVIEW graphical programming language, LabWindows/CVI (ANSI C development environment), and Measurement Studio for MS VC++. My real-time software sales experience consists of selling the real-time and FPGA versions of LabVIEW into applications which require determinism and the ultimate in safety and reliability of time critical processes. As the regional leader for NI, I have had ultimate responsibility for managing profitability goals � including margins on both hardware and software products, and handling price negotiations with key customers. I have developed and implemented many Six Month Business Plans where I allocated various sales and business development resources across multiple geographies and market segments in order to achieve optimal sales growth. I have also overseen the implementation of an opportunity management system here where a pipeline of sales opportunities are created, tracked, and closed � with the goal being effective manufacturing planning and end-of-quarter deliveries based on the pipeline forecast.