Expert Details
Sales Organizations -- Direct and Indirect -- in High-Technology Domains
ID: 732199
California, USA
Through his sales leadership roles, he has secondary expertise in the items notes such as account review, agreements, contracts, management, hiring, and team building. As a angel investor with Sand Hills Angels for the past 7 years, Expert has significant mentoring experience with emerging stage companies (entrepreneurial).
Education
| Year | Degree | Subject | Institution |
|---|---|---|---|
| Year: 1972 | Degree: BS | Subject: Electrical Engineering | Institution: Georgia Institute of Technology |
Work History
| Years | Employer | Title | Department |
|---|---|---|---|
| Years: 2010 to 2015 | Employer: Condusiv Technologies | Title: Vice President of Global Sales | Department: |
Responsibilities:Expert built, mentored, and lead WW sales organization for new OEM business which grew to 50% of total revenue. He closed large software development contracts as well as licensed enterprise software in a recurring revenue model to the Fortune 500 with deal size averaging $500K. Expert formed a partnership with SanDisk to provide complete and robust caching solutions. He closed major licensing contracts with Samsung, LG, Fujitsu, ASUS, Acer, Lenovo, Western Digital, Sony, and HP. He also established licensing models, incentive plans, sales strategy, pipeline, metrics, and CRM database. In 2012, Expert attained 350% of quota and was awarded Sales Professional of the Year. |
|||
| Years | Employer | Title | Department |
| Years: 2007 to 2010 | Employer: (Self-titled) Management Consultants | Title: Vice President and Consultant | Department: |
Responsibilities:Expert consulted with companies seeking to develop and refine go-to market strategies to scale revenues. He assessed markets and current personnel; recommended and implemented organizational changes and new strategies; formulated incentive plans; selected CRM applications; conducted sales calls; negotiated new contracts; and closed contracts.Examples of clients include (1) Unidym Inc., an emerging stage nanotechnology company formulating carbon nanotube-based films and inks for displays and touch panels, and (2) Intevac Photonics, which specializes in imaging, Raman spectroscopy instrumentation, and semiconductor products for the inspection and material analysis markets. |
|||
| Years | Employer | Title | Department |
| Years: 2005 to 2007 | Employer: JAI INC. | Title: Vice President | Department: |
Responsibilities:Expert led sales, business development, and marketing in the Americas and parts of Asia, selling to both OEM and end-users in the factory automation, medical imaging, and defense markets. He established a direct sales force by hiring 6 sales directors and field technical resources. He grew sales by 30% while the design win funnel grew from $0 to $45M. Expert also reorganized the indirect channel by appointing 2 large industrial distributors. He built the end-user channel by adding VARS and system integrators. Expert also added new major accounts such as Cognex, Fanuc, DRS, KLA Tencor68c34 |
|||
| Years | Employer | Title | Department |
| Years: 2001 to 2005 | Employer: Summit Microelectronics | Title: Vice President | Department: |
Responsibilities:Expert hired and led sales and technical support team, formed partnerships, and developed the customer base focused on wireless infrastructure (WiMax) and co-processors for video acceleration markets. Products sold were complete solutions including processors, applications software, boards, engineering services and IP licensing. |
|||
| Years | Employer | Title | Department |
| Years: 2001 to 2003 | Employer: Summit Microelectronics | Title: | Department: Sales - Worldwide |
Responsibilities:Expert directed all sales and business development activity worldwide focused on applications in the optics (lasers), communications, wireless, data networking, consumer, and server marketplaces. He grew sales 225% as well as entirely reorganized direct and indirect channels by appointing 15 new top tier manufacturer representatives, 1 Pan European distributor, and 2 new sales managers. He also built customer base with Cisco, Motorola, Ericsson, Samsung, and Intel comprising 60% of revenue. Expert led the company into new geographic markets including China and Korea. |
|||
| Years | Employer | Title | Department |
| Years: 1999 to 2001 | Employer: Radisys Corporation | Title: Vice President of Sales–Americas | Department: Sales - Americas |
Responsibilities:Expert led all sales and business development activity in the Americas of embedded computers for the communications, industrial, and data networking markets. Products sold include communication building blocks such as CPU boards, DSP hardware and algorithms, I/O adapters and engineering services. He grew sales from $175M to $250M/yr. He also increased direct sales staff from 20 to 32, resulting in a 29% sales increase the 1st year. Expert formed customer base around Alcatel, Cisco, Nortel Networks, Nokia, and IBM. He also led global account teams. |
|||
| Years | Employer | Title | Department |
| Years: 1992 to 1999 | Employer: Sun Microsystems Incorporated | Title: Various | Department: Sales - Americas; Sales - West; Sales |
Responsibilities:As Geographic Director of Sales - Americas, Expert built and directed all sales activity in the Western US, Canada, and Latin America. He formed and led a staff of 14 customer facing sales managers, grew sales revenue to $60M, developed a $12M/yr business with a systems integrator, and opened the Central & South American markets with sales to NEC, Siemens, & Gradiente. As Area Director of Sales - West, Expert led sales in the western portion of the US and Canada. He increased market share thru doubling of sales from $21M to $43M. As Area Sales Manager, Expert spearheaded sales with major OEM customers in North America and Europe. He grew sales from $0 to $18M the first 12 months and was elected worldwide Salesman of the Year for top sales performance. |
|||
| Years | Employer | Title | Department |
| Years: 1992 to 1993 | Employer: Rockwell Semiconductor Systems Group | Title: Director of Worldwide Sales | Department: Worldwide Sales |
Responsibilities:Expert was responsible for all sales activity worldwide as the top sales executive focused on growing market-share of modem chipsets to the computer and embedded markets. He grew sales 10% to $330M in the first year and led a worldwide direct staff of 85 personnel. |
|||
Career Accomplishments
| Associations / Societies |
|---|
| Member, Sand Hill Angels. This group invests in and mentors emerging-stage companies. |
| Awards / Recognition |
|---|
| Sales Professional of the Year at Sun Microsystems and Condusiv Technologies |
Fields of Expertise
business operations, contract negotiation, mentoring, sale, account review, agreement, business development, business strategy, contract, cross-functional team, entrepreneurship, hiring, international contract negotiation, management, team building, marketing strategy, niche marketing, cross marketing, business analysis, business, customer segmentation, customer satisfaction, small business, market assessment, business management, competitive intelligence, business incubator, distribution management, corporate strategic planning, competitive analysis, strategic planning, international licensing, management guidance, marketing