Sales Engineer

Jack Erickson

** ***** *** ********, ** ***** *************@*****.***

Summary

Director of product marketing and product management for CAD software. Looking to apply my extensive go-to-market

and strategic planning experience to a different market segment. Skills and expertise include:

• Strategic planning

• Go-to-market planning and execution

• Product requirement documents and roadmaps

• Cross-product solutions definition and marketing

• Competitive analysis

• Presentations to customers, analysts, press

• Content creation and social media

Experience

Director Product Management, Cadence Design Systems 2010-present

Drove paradigm shift in the way digital hardware is designed, verified, and implemented.

• Brought new enabling technology into mainstream by building channel expertise, attaining funding for additional

technical field resources, securing customer successes, and driving customer requirements into new product

releases.

• Built solutions by partnering with companies offering enabling technology.

• Drove creation of methodologies and infrastructure to bring solution to the mainstream.

Product Marketing Director, Cadence Design Systems 2006-2010

Created strategy and organizational alignment to address large market segment where company was traditionally weak.

Grew segment revenues by >30% in 2 years.

• Developed and validated initial strategy to align with new logic design team segment.

• Justified funding for dedicated channel and key new initiatives in this segment.

• Worked across product lines to create coherent solutions, collateral, and sales training.

• Drove two public launches of solution components, including rollout plans, marketing collateral, press

interviews, sales training, technical articles, pricing and packaging.

• Took on product management for new product category enabled by acquired technology – achieved 3x run rate

growth and created new services offerings around it.

• Utilized social media to create awareness and build customer community.

• Managed Sr. Product Marketing Manager for Design-for-Test product line.

• Retained all responsibilities outlined in Sr. PMM role described below.

Sr. Product Marketing Manager, Cadence Design Systems 2003-2006

Helped integrate a startup company with key new technology in a monopolistic market segment. Drove the product’s

market segment share from 0% to over 20% in 5 years.

• Drove aggressive go-to-market strategy that included product, pricing, packaging, promotion, channel training

and support, and field deployment.

• Attained over 100 customer endorsements in order to establish the product’s reputation.

• Worked with key customers to define new capabilities to address their emerging needs.

• Developed innovative promotional and customer loyalty campaigns, mainly targeted to cross-sell to existing

customers of adjacent products.

• Defined and delivered holistic solution for low power design across business units.

Product Marketing Manager, Cadence Design Systems 1999-2003

Operationally-focused role to build existing customer loyalty for $75M logic and physical synthesis product line while

transitioning to next-generation solutions. Also worked on key strategic initiatives with design chain partners.

• Revamped old logic synthesis strategy to leverage unique product strengths, and led cross-functional team to

ensure key wins and references to drive market expansion.

• Worked with key customers to understand next-generation business and technical needs. Mapped to product and

technical requirements and drove into R&D.

• Managed end-of-life process for Hierarchical Chip Implementation solution.

Sales Applications Engineer, Cadence Design Systems 1997-1999

Drove key technical wins for strategic verification product sales campaigns throughout North America, Japan, and Europe.

• Worked with Marketing to set product adoption goals, generate demand, and prioritize accounts for simulation

and equivalence checking products.

• Led a cross-functional effort with Marketing, Product Engineering, R&D, and Field Engineers to develop a

program to focus on improving simulation product performance.

• Created VHDL simulation performance regression testing infrastructure for R&D.

• Created intranet site for sharing of knowledge and lessons learned between AE’s.

• Worked with Engineering to develop various utilities in C and Perl to assist other Applications Engineers and

customers with new product adoption.

Field Applications Engineer, Cadence Design Systems 1995-1997

• Provided customer support in both pre-sales and post-sales situations.

• Sold and delivered logic synthesis and simulation services.

• Supported beta software engagements as part of new product introductions.

Corporate Applications Engineer, Cadence Design Systems 1993-1995

• Provided primary and second-line technical customer support, including interfacing with R&D to obtain hotfixes

to deliver back to the customer.

• Performed usability and supportability testing for pre-release software.

• Extensive programming utilizing C, Perl, and shell programs to support group needs and to supplement database

software used.

Education

MBA, 1999

Worcester Polytechnic Institute, Worcester, MA

Concentration: Business strategy and strategic marketing

BSEE, 1992

Tufts University, Medford, MA

Minor in Engineering Management

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