Description
Summary * Business Development: With a breadth of technology background, I'm very skilled at discovering needs and discussing trade-offs to identify goals, actual requirements and business opportunities. I'm also very strong at lead generation and long term relationship development with goal alignment and advocacy at industrial, defense and aerospace markets. Market analysis including market segment growth, and geographic account analysis of planned products, program managers, project managers, strategic marketing, R&D and purchasing. Prioritize key prospects by their goals and market schedules for strategic and tactical planning. Initiate objectives for sales channel partners with identified prospects, activity milestones and opportunity follow up. * Technology Experience: RF/Microwave, embedded microprocessors, ASIC/module, design, thermal design, integrated passive components on silicon, voltage regulators, PCB design, signal integrity, EMC/EMI, simulation, image processing, test verification, design for test, and project planning. * Market Analysis: Multi-year chart analysis and forecasts of sales and unit volume by product, market, geography, and sales reps. Key market drivers and trends by vertical market to produce go-to-market strategies and collateral. Profile companies and decision makers with needs & SWOT analysis, opportunities, qualification, and customer decision criteria. * Consultative Sales: Collaborate with program, project and marketing managers to establish consultative, participation in client product planning as a trusted resource. Demonstrated ability to identify and reach out to all levels of stakeholders in large key accounts, medium and small accounts. * Product Marketing: Create and deliver persuasive value propositions, sales aids and presentations. Competitive analysis and requirements by market segment and key end users. Strategy and collateral for competitive positioning. Coordinate execution with sales, R&D, marketing and manufacturing. Create product roadmaps. Proposal development with technical, financial, resource and schedule trade-offs. * Product Training: Create product demos, tutorials and concept training to communicate complex subjects and products interactively. * Products Supported: RF/microwave, wireless/telecom, power management, optical transceivers and drivers, configurable microprocessors, FPGAs and ASIC components. Design software for, signal integrity, static timing, EMI/EMC and board design, ASICs, FPGAs, and configurable microprocessor cores. * MS-Office: Word, Outlook, PowerPoint, Excel, Project, Visio ( CRM: Salesforce ( ERP: SAP, SharePoint Accomplishments Benefits If you are looking for: Product Marketing, * Micron Technology Product planning for 20%+ growth rates of mobile memory and Multi-Chip-Package memory growth from 1 to 20 $million/qtr. * New product forecasting, planning and collateral development for next generation Mobile DRAM. End of Life planning for existing products. Marketing * New product forecasting, planning and promotion. * Product lifecycle planning and support. Business Planning @ pre-startup development Developed business plan in 2009 projecting 40%+ annual growth rate in net revenue. Supported business plan development for a 5000 base station wireless network. Business Plan Development Someone with experience creating a business plan for multi-year business. RF Components, Solutions Architect @ Mimix Broadband * New Business Analysis: Western North America Profiled 350+ accounts in California and 450+ in the remainder of western US and Canada while bringing new reps up to speed. Contact with best fits led to a projected $50M+ in new business opportunities. Provided technical support along with itemized cost, performance & schedule trade-offs. * Near Term Opportunity Development * Initiated a competitive new 2-stage amplifier approach that provided higher performance at lower system cost. * Research to close satellite uplink design win for $11 million at Ball Aerospace. * Technically closed $25+ million opportunity for a custom amplifier module in a satellite cell phone at Elektrobit. * Uncovered opportunities and developed solutions for displacing competitors at Card Access for the next $10+ million automotive wireless amplifiers. * Projected future $10+ million opportunities for Hyundai for automotive radar as well as other Korean University projects for both commercial and defense markets. Networked with Canadian design firms and Korean reps. Closed other $0.5 to $1 million opportunities at multiple small companies. * Medium Term Opportunity Identification/Development * Consistently found new accounts and projects in each state and province. Projected total of additional TAM in sales funnel was ~$200M. * $10 million for unique satellite cell phone amplifier for Hughes Network. * Projected $8 million/year in picocell base station amplifiers at PMC Sierra. * Projected ~$3.5 million for amplifiers in radar arrays at Ball Aerospace. * Radar amplifiers and small signal amplifier opportunities at ATK, Raytheon, MDA, and Ball Aerospace collectively projected over $3 million. Projected $20+ million for multi-Band attenuators. * Consumer Wireless amplifier opportunity at Microsoft for projected ~$5 million. Market Analysis * Someone who enjoys researching companies and market segments for needs discovery to creatively develop competitive solutions. * Someone skilled in developing client rapport while networking within market sectors. * SWOT analysis by market segment. Sales Pipeline Development * Someone skilled in prospect discovery, relationship development, qualifying new business, following organizational links and expediting decision making. * Experience developing rapport and partnerships with consultants and product development & service firms that serve larger companies. Participate in new product proposals. Customer Service * Needs discovery with active listening and written follow up leading to comprehensive solutions development and service. Someone who can see the big picture and the details to develop creative solutions. RF Components & Power MOSFETs, * Solutions Architect @ Infineon Power Component Sales * Established Infineon as key partner/supplier for DC-DC power MOSFETs. * Developed a new method of performance trade-off estimation shaved ~6 weeks off evaluation. * Closed over $35 million in power component design wins in 2005 - 2006 at Intel. This was accomplished by developing power component proposals with better performance, power/thermal consumption with less design time than the competition while showing the competition's weaknesses. * Established consultant sales relationships with US and Asian desktop and server design groups to be considered for annual $25M+ SAM. * Partnered in future laptop product development with the R&D teams for 2-to 5 year product planning for $40M/year TAM. Wireless Component Business * Closed a $40 million, 3-year Intel design win for a laptop Wi-Fi amplifier. * Supported design teams for laptops, and tablets. Supported design groups in US, Canada, and Israel. Partnered with wireless product planners for product planning 2 to 5 years in the future for ~500 million units. B2B Partnership Development B2B sales pipeline development * Someone who knows how to create compelling proposals and follow up with competitive service. * Someone who knows how to develop working relationships with product development teams, marketing and purchasing. * Someone experienced with competitive analysis to create a competitive sales plan. Service & Proposal Development * Someone with experience in combining a mix of products and services for customer solutions. Embedded Processor Software/Intellectual Property, Field Applications * @ ARC Cores Established a royalty flow of $20M+ over 6+ years outselling all other sales teams with 1/3rd of the company's business. * Created a complete menu-driven presentation data base for sales, proposal development and product training. Accomplished with pre-made itemized trade-offs indexed & hyperlinked. This setup $10M+ projected follow on business. Someone who can competitively position products & services. * Automation of estimating product performance in minutes vs days. Also used for training. Signal Integrity & IC Design Software @ Viewlogic Created integrated signal integrity presentations and 140+ pages of training tutorial on theory & procedures that were fully indexed. The result was reduced customer support by 80% thereby freeing up 60% of my time and others to find new business. Software sales & technical support. * Someone with experience making sales much more efficient by creating an integrated set of sales and training documentation. Integrated Circuit Design Software, Field Applications * @ COMPASS Design Automation Technical and sales support for major accounts and startup companies. * Created a front to back integrated circuit design tutorial for the design of a complete chip while articulating unique selling propositions. This resulted in 50% less customer evaluation time and several $M in revenue sooner. Someone who has hands-on experience positioning unique competitive advantages in software tools flows. Market messaging and training development. Then I'm your man
Accomplishments
Highlights:
Job Skills
Keywords
