Sales Training

Jerry Krygier

Cell 970-***-****

**** ****** ***, **** *******, Colorado 80524

*********@***.***

****-****:

Workstation Global OEM Business development/Prgm Mgr

[Fort Collins, CO]:

. 30x growth in total customers: Grow total customers from ~10

OEM accts in 1998 to ~300 OEM accts in 2009 [and moving from HP

proprietary platform to commercial PC platform]

. 2004-2008: 20-25% Unit growth YOY CAGR

. 1H FY 09: Maintain $revenue volume targets - 60 new OEM accts

and no decline in unit volume YOY - compared to FY 08 totals

. FY 08: ~$170M shipment revenue and consistently delivered

average profit Gross Margin rate greater than 25%

. continuously take away Dell accts, NEVER lose accounts that are

won

. managed global lead generation and funnel management [rollup

reporting to Marketing/Controller/General Mgmt team]

. REGION program coordination - global accts and solutions and the

training of HP personnel and various channel partners

. Product line R&D, Integration engineering, Supply Chain and TCE-Q

solution management and delivery: drive any custom configuration

requirements to win business

OEM Target Markets Analysis and Business Development:

. Three OEM target markets: Medical Imaging/PACS,

Process/Industrial Controls and Security/Video Surveillance

. HP Workstation #1 in Medical Imaging creation and diagnostic

viewing/analysis market

. Security/Video Surveillance: collaborate with HP Technology

'Innovation teams' and region sales/business development teams

regarding Go To Market strategy

. Process/Industrial Controls: 2009 - Sign Honeywell to global OEM

agreement and penetrate other top OEM customers [ie. ABB,

Yokogawa, Motorola, Yamatake, Agilent, Verigy, IMTech, Lam

Research]

. Global Recruitment of targeted OEMs, ISVs, Distributors and

Integrator/Installers

1996-1998:

HP Government Business Unit: Field Liaison to Workstation Business

Unit [Fort Collins, CO]

. Process all product/technology special requests [custom solution

designs]

. Respond to all Federal Government RFQ info requests from HP Field

Sales and technical consultants

. Host customer visits with Federal customers and Federal system

integrators

. Visit and present HP Workstation technology/product roadmaps to

federal/military customers [USA and foreign countries]

1991-1996:

HP Storage Business Unit: Disk/Array/Optical/Tape

[Greeley, CO and Boise, ID]

. Business development liaison with worldwide HP sales force and

select channel partners [HP Unix proprietary platform solutions]

. Respond to all RFQ info requests from HP Sales and technical

consultants

. Host customer visits in the business unit HQ [Greeley, CO and

Boise, ID], present technology/product roadmaps

. Visit customers, present technology/product roadmaps

[international and domestic]

. HP Intercorporate OEM Account manager: Disk Array and JBOD

o Host/conduct Quarterly business reviews with HP Server Bus

Unit

o Present technology/product roadmaps

. On-line customer support for all sales entities [OEM,

distributors, HP-direct sales personnel]

1990-1991:

HP Storage Business Unit: Disk/Array/Optical/Tape

[Greeley, CO]

. Learning Products Developer

o Collaborated with R&D teams to develop users guide,

installation guide, Customer Engineer Troubleshoot/repair

guides

o Create and deliver self-paced [paper based] training for

customer support engineers

1989-1990:

HP Global Field and Training HQ

[Cupertino, CA]

. Developed and delivered field personnel training via traditional

and distance training technologies [live tv broadcast with student

interaction technologies]

. Curriculum consultant for Field Sales Training courses

. Assisted Field Development Managers [who conducted Field Sales rep

training and development activities for the 3 month training

program prior to territory/quota assignments]

1987-1989:

HP Worldwide Customer/Application Support Division

[Mountain View, CA]

. Curriculum consultant/survey trade/external customers regarding fee-

based application training

. Curriculum consultant/survey HP Customer Engineering training mgmt

. Redesign Customer Engineering curriculum for global support

organization

. Developed and delivered distance education technologies [live tv

broadcast]

Education:

BS Ed. Bowling Green State University,

Political Science/Sociology

M Ed. Bowling Green State University,

College Student Personnel/Higher Ed Admin

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