PRODUCT DEVELOPMENT / GLOBAL SALES & MARKETING MANAGEMENT
Fortune 500 and Start-up Companies
More than 11 years of domestic and international sales and product marketing experience
13 years of R&D, , analytical instrumentation (mass spec –TIMS, TOFMS, FTMS, GDMS, GC, GCMS, AA, SEM/Q, optical), semiconductor design, embedded systems, and capital equipment
Focused on complex technical government, university, and private industry programs involving physics, chemistry, optics, and material science
Strong technical and organizational leadership skills, with ability to motivate professionals and maximize levels of productivity
Exceptional communicator with strong negotiation, problem resolution, and clients needs assessment aptitude
Verified experience creating strategies and processes that enhance client services and improve product delivery
Verifiable expertise in product lifecycle management and business intelligence
George Westinghouse Signature Award of Excellence and the Westinghouse Total Quality Award for developing ultra low level environmental monitoring instruments and techniques
Extremely effective at identifying opportunities, developing focus, and providing business solutions
Terra Verde Management, Austin/San Antonio, TX
President 2009 – Present
Terra Verde consults, identifies, and commercializes products and services across numerous industries (Energy, Embedded DSP, Chemical, Instrumentation, Semiconductor, and R&D). We are a systems centric organization with focus on hardware and software solutions.
Launched a start-up focused on the emerging colloidal and fluorine / low VOC nano-chemistry market
Consulted and trained ESCOs on energy efficiency software configuration and utilization.
Developed energy assessment technology field inspection tablet solution to support DOE energy weatherization work with several Central Texas ESCOs.
Assisted client with marketing and sales program for GPS products in the commercial, auto, and personal use vertical markets.
Managed energy audit /DSM programs in Central Texas. Grew account revenues 3x in first 2 months.
Berkeley Design Technology Inc, Berkeley, CA.
Sales Manager US & EMEA 2006 – 2009
Built business and sold software solutions and engineering services that help companies develop, select, and use digital signal processing technology to meet business objectives. BDTI's focus is on analysis, benchmarking, evaluation, and development of technology used to implement digital signal processing applications.
Located and closed business at companies ranging from startups to established Fortune 500 companies.
Transformed dormant Fortune 500 accounts into a thriving revenue stream within 6 months of joining BDTI. Routinely exceeded corporate revenue goals. Grew revenue 115% in 2 years.
Led post sales project management overseeing client schedules, product integration, and engineering deliverables.
Sold numerous massively parallel computing device companies and DSP clients’ software and services to independently verify application specific performance which led to design wins at systems companies.
Sold engineering services engagements to algorithm companies to improve and validate CODEC performance for their end users and to systems companies to select best in class cpu/dev tools.
Wrote and negotiated intellectual property, royalty agreements, and engineering services contracts.
KLA-Tencor, Austin, TX
Global Sales and Product Manager 2000 – 2006
Worldwide sales and product marketing manager for a software division of semiconductor capital equipment maker, KLA-Tencor. Negotiated complex business deals while meeting client and division objectives; Managed needs analysis, development, negotiation, sales, installation and post-sale services to each client; fostered technical and operational relationships at all levels; responsible for new product beta-sites and JDPs; planned and coordinated product demos, customer visits, and all customer meetings that involved division personnel
Constructed sales models which promoted extreme client growth- grew average account size from $80K to $600K in annual business.
Led product life cycle teams in the creation of five new products, completing product release on time and within budget. 22 consecutive on time and budget product releases. Oversaw product P&L.
Directed the conversion of perpetual license business model to subscription and SaaS models
Produced market-specific sales presentations and product demos used by the direct sales force and channel partners. Established product introduction tactics and pricing definitions.
Grew revenue in Europe 400% in 3 years.
Built and maintained product roadmaps enabling the delivery of products with required features to ensure new sales, customer retention, and revenue growth.
Led critical product planning activities for future technology and product development, including market forecasting, research, and analysis.
Grew annuals sales from <$2M to $6M in 4 years.
Dupont Photomask, Round Rock, TX
Manager 1999 –2000
Manager in charge of new equipment acquisition, installation, characterization and process optimization. Guided development and adoption of leading edge, high margin products designed to provide a revenue advantage over DuPont’s competitors.
Identified, tested, and implemented new process engineering methods to improve production quality.
Improved the company’s technical capabilities to capture new business.
Captured high margin business with Texas Instruments.
Re-tooled operation permitting DuPont to have a unique business advantage with high margin solutions.
PREVIOUS WORK HISTORY
Senior Systems Engineer, Applied Materials, 1997 – 1999
Led systems engineering R&D projects which were commercialized as the ALTA 3700 and 3500 products
Manager, Savannah River National Lab, DuPont / Westinghouse, 1989 – 1997
Manager of DOE, DOD, DARPA Non-Proliferation Technology Development Programs
Captain, United States Air Force, 1983 – 1989
Program Manager for the Joint Chief of Staff directed PONY EXPRESS Program overseeing surveillance of foreign activities focused on weapons of mass destruction
EDUCATION & PROFESSIONAL DEVELOPMENT
Air Force Institute of Technology, Master of Science in Nuclear Engineering
University of Tennessee, Bachelor of Science in Engineering Physics
Westinghouse Signature Award of Excellence, Westinghouse TQM Award, Tau Beta Pi, Sigma Pi Sigma
19 published technical papers US patent
Software proficiencies: C, VB, Python, MATLAB, Unix, SQL, Perl, Tcl, SQA functional and load tools, compilers/linkers, simulation software, microprocessor design and dev tools, SAS, JMP, SPSS
Multiple sales (Miller-Heiman, SPIN), marketing, negotiation courses and seminars
Professional and personal references gladly provided upon request.
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