Alice Sammon

San Mateo, CA, USA P: 650-***-**** E: abih3j@r.postjobfree.com

Multi-lingual, technology savvy business development and sales executive

with a 12-year record of surpassing quotas and MBOs in highly competitive

markets. Business knowledge in OEM, personal computing, Telecom and network

equipment markets. Business experience in the Asia, Europe and US markets.

PROFESSIONAL EXPERTISE

. Business and Strategy Development

. Account Development

. Key Account Acquisition and Retention

. Cross-Functional Leadership

. Prospecting & Lead Generation

. Executive Presentation and Negotiations

KEY ACHIEVEMENTS

. Generated first million dollar OEM deal within 9 months of joining a

powerline networking company.

. Led cross functional teams and completed an 18-month, OEM/ODM product

line development for Motorola Canopy team. Project consisted of major

hardware/software modifications, technology license and development for

7 products.

. Identified and negotiated multiple long-term, sole source/OEM contracts

by establishing and maintaining strong relationships at various levels

of each account. Accounts included PCCW, Clearwire, Bell Canada,

Leviton, Motorola and Packard Bell.

. Identified incremental business opportunities within existing accounts

by align their product roadmaps with my company's roadmap.

. Worked closely with product development team to include market feedbacks

on new product IDs and GUI. The new IDs and GUI triggered similar

changes with competitors' products 8 months later.

PROFESSIONAL EXPERIENCE

Pacnet (Formerly Asia Netcom), San Francisco, CA

2008 Present

Global telecommunications service provider formed from the merger of Asia

Netcom and Pacific Internet.

US Channel Manager 2009 -

Present

Key contributor to the launch of company's US channel team. Formulate sales

and marketing strategy for the US channel market. Identify, develop, and on

board channel partners in the US. Reported to VP of sales.

. Established quarterly and annual objectives to ensure continue growth

and success of the channel sales team.

. Managed strategic channel partner relationships in the west coast.

. Grew sales pipeline from zero to 800k within 6 months by actively

engaging channel partners and identifying opportunities.

. Managed and coordinated marketing programs and campaigns to increase

the company brand image and strengths within partner's organization.

Strategic Global Account Manager

2008 - 2009

Created business plans to target Fortune 1000 and Cloud computing and web

2.0 companies. Developed and maintained solid business relationships with

new and existing accounts to gain incremental business.

. Grew sales revenue 2x from new and existing accounts. Accounts

included Edgecast, Virtuasol, salesforce.com, Fotokem, and HCL.

. Created and led an internal business intelligence initiative for US

sales force to track activities on all fortune 1000 companies.

. Took ownership of business partners' relationship management to

generate new sales opportunities, resulting in developing the channel

strategy for the US market.

AS Consulting, San Mateo, CA

2008 - 2010

Private consulting company focuses on providing guidance and expert advice

to startups and foreign companies on business development and sales

strategies.

Bit Cauldron Corporation (Client)

2009-2010

. Developed sales and go-to-market (GTM) strategies for Bit Cauldron's

3D consumer technology and solutions.

. Introduced Bit Cauldron's technology and solution to major PC, OEM

manufacturers and Consumer Electronics giants for technology

evaluation. Competed against Nvidia and Xpand 3D technology and

solutions.

. Negotiated technology license agreements on behalf the company.

. Fostered technology partner relationships within 3D ecosystem.

Technology partners included AMD, S3 and Cyberlink.

LEAcom S.A. (Client) 2008

. Evaluated US market entrance options and various business plans for

LEA, a French network equipment company.

. Identified and advised on acquisition strategy with a US networking

equipment company.

Asoka USA Corporation, Foster City, CA

2002 - 2008

A leading developer of simple, secure and reliable HomePlug powerline

networking products that uses existing electrical wiring to deliver high-

speed networking throughout a home, business or building.

Director of Sales, Major Accounts

2004 - 2008

Reported to CEO and managed a 4-person team. Hybrid role - an individual

contributor and a manager. Responsible for all business development, sales

strategies, pipeline management, relationship management and support for

major accounts.

. Collaborated with customer's engineering, product and procurement

teams to identify new sales opportunities and forecast demands.

. Landed product design wins and sole source OEM/ODM and co-branded

contracts from major Telco, PC and networking equipments companies,

including PCCW, Clearwire, Bell Canada, Motorola, Leviton and Packard

Bell (now Acer).

. Worked with product development to construct product roadmap and fine

tuned product feature set/value add by providing market feedback,

internal and external test results.

Director of OEM Sales

2002 - 2004

Grew OEM business from stretch. Identified and developed business case and

market opportunities for OEM customers.

. Teamed up with strategic partner (Intellon, now Atheros) to jointly

promote and educate target markets on HomePlug technology and

products.

. Developed, closed and managed multiple ODM deals with 2 major OEM

customers in Europe (Packard Bell and Devolo).

. Worked closely with sales operations and procurement team to provide

accurate forecast of production requirements.

Channel Sales Manager

2002

Established and implemented channel sales strategies targeted VARs and

Systems Integrators. Set up multiple areas of company's infrastructure.

Reported to CEO.

. Established initial channel strategy for the retail product line.

. Worked in partnerships with top resellers to develop multiple websites

dedicated to promote and sell Asoka products at no cost to Asoka.

Sonicwall, Inc., Sunnyvale, CA

2001 - 2002

A leader in network security focuses on developing solutions that remove

the cost and complexity out of managing a secure network environment.

Territory Channel Manager

Responsible for sales and channel management of the US Mid-Atlantic region.

Reported to Director of Inside Sales.

. Over 125% of quota achievement quarter after quarter, targeting

Systems Integrators and VARs.

. Increased reseller retention by 15% through establishing a new channel

partner information program. The program was later integrated into the

company's channel marketing program.

Unisys Corporation, Oakland, CA

1998 - 2000

A worldwide information technology company, providing a portfolio of IT

services, software, and technology that solves critical problems for

clients.

Portfolio Sales Executive

Responsible for new account development in the San Francisco Bay Area

(government and enterprise). Reported to Regional Sales Manager.

. Re-launched government sales efforts in the San Francisco Bay area and

increased territory revenue by 1M within 2 years. Accounts included

all Bay Area Counties.

. Managed relationships with new and existing accounts within the

territory.

CERTIFICATIONS and PROFESSIONAL DEVELOPMENT

SPIN Selling

Shipley Associates - Writing Winning Proposals

Cisco - Sales Expert Certification for Small to Medium Size Businesses

Unisys University - Sales Boot Camp, Consultative Selling, Developing

Business Plans

EDUCATION

B.S. Business Administration, San Francisco State University 1998, Dean's

List

UC Berkeley, Certificate in Marketing, in progress

LANGUAGE SKILLS

Multi-lingual: Fluent in Mandarin, Cantonese

Basic oral proficiency in French. Je parle un peu fran ais.

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