Sales Manager

MAX MIYAZONO

** ***** ***** **** **, Atlanta, GA 30328

404-***-**** ***.********@*****.***

summary

SEASONED PROFESSIONAL WITH FOURTEEN YEARS EXPERIENCE IN THE HIGH

TECH AND MOBILE INDUSTRIES FOCUSED ON STRATEGY CONSULTING, PRODUCT

MARKETING AND SALES ENGINEERING ROLES IN US AND INTERNATIONAL

MARKETS

Experience

2007- MCKINSEY & COMPANY ATLANTA, GA

present Business Technology Office

Junior Engagement Manager, 2009- present

Senior Associate / Associate, 2008-09, 2007-08

. Developed growth strategy for a global wireless semiconductor

company. Analyzed potential new market segments (e.g., M2M smart

grid meters, M2M automotive modules, LED, photovoltaic devices),

defined key business and technical requirements as well as key

success criteria which led to long term investments in two key

segments

. Increased Order-to-Cash process efficiency by 20-40% for a

global telecom service provider. Assessed existing processes,

applied Lean techniques, and identified process inefficiencies,

automation opportunities across multiple data and voice products

lines

. Improved sales channel efficiency by 40-60% across multiple

sales channels for a $12B SME business unit of a global telecom

operator. Analyzed regional and cross-product performance across

multiple sales channels (e.g., direct, indirect, inbound,

outbound call centers and VARs) and market segments (e.g., SOHO,

midsize, government, education)

. Designed and implemented project investment prioritization

process and governance structure to manage annual incremental

investments of US$100M per year for the operations & technology

area of a leading multinational bank. This included analysis of

key projects such as server virtualization /cloud computing and

contact center technology

2001-2007 QUALCOMM INC. San Diego, CA

Senior Manager, Corporate Technology Marketing, 2004-07

Manager, Corporate Technology Marketing, 2001-04

. Drove regional 15-20% yearly adoption rate of 3G devices by

stimulating adoption of rich multimedia content and services via

development of business case (e.g., case examples, use cases and

financial model) and technical platform requirements(e.g.,

network architecture, application server requirements)

. Provided go / no-go recommendations for potential new product

offerings (e.g., fixed wireless devices) by developing business

cases including forecasts, required functionality set, estimated

bill of materials and competitor solutions by engaging internal

engineering teams as well as outside vendors

. Influenced government regulators to allow transmission of mobile

TV services over 3G via existing mobile licenses rather than

requiring broadcast licenses by providing in depth discussion of

single-cast, multi-cast technologies over wireless technologies

. Developed and presented marketing material (e.g., whitepapers,

technical and business presentations) to promote technologies

and standards with clients, industry groups and at public forums

which required interfacing with multiple internal groups (e.g.,

R&D, engineering and business units)

2000-2001 Telefonica B2B Miami, FL

Director, Technical Sales

. Built and led a team of three senior consultants to cover Spain

and Latin American region

. Developed and implemented consultative sales process and

materials (e.g., product presentations, RFP templates, ROI

Tools) to engage customers through the sales process

. Established initial market entry and segmentation criteria,

develop key target account lists to generate sales pipeline

based on company's core strengths

1999-2000 lucent technologies / kenan systems Miami, FL

Manager, Pre-sales consulting - Convergent billing and customer care

solutions

Pre-sales consultant 6/99-12/99

. Led technical sales presentations, discussions with C-level

audiences for cable, wireline and wireless operators that

resulted in new projects worth over $10M in revenues

. Hired and managed team of four presales consultants responsible

for real time configuration and demonstration of billing and

customer care system

. Conducted training and led sales support for system integration

partners (e.g., KPMG, Accenture) collaborating in the

preparation of partners' sales proposals

1996-1999 nortel networks Sunrise, FL

Manager, Strategic Marketing 1998-1999

Sr. Specialist, Product Marketing 1997-1998

Specialist, Product Marketing 1996-1997

. Earned sales recognition award for outstanding contributions in

winning multiple contracts totaling over $60M in 1998

. Client facing Subject Matter Expert for multiple product lines,

wrote detailed RFI/RFP's answers for client engineering groups,

created and delivered presentations to executive level audiences

which resulted in multiple contract wins

. Managed wireless TDMA, CDMA product line Y2K transition for 25

wireless operators, evaluated contractual exposure and presented

upgrade strategy to the management team. This strategy resulted

in $15M in increased revenues and reduced contractual support

requirements.

EDUCATION

2006 ANDERSON SCHOOL OF BUSINESS, UCLA LOS ANGELES, CA

Master of Business Administration degree, June 2006

. Thesis: Developed strategic business plan for an RFID technology

startup, Aida Centre

1996 carnegie mellon University Pittsburgh, PA

Master of Science degree, Electrical and Computer Engineering

. Thesis: Hierarchical encoding algorithms for image transmission

across heterogeneous networks

1995 carnegie mellon University Pittsburgh, PA

Bachelor of Science, Electrical and Computer Engineering, minor

Industrial Administration

. University Honors, College of Engineering Honors, Tau Beta Pi

Other

. EXPERTISE IN VARIOUS TELECOM TECHNOLOGIES: CDMA, 3G, 4G,

LOCATION BASED TECHNOLOGIES

. Fluent in Spanish, Portuguese

. Speaker at multiple public forums:

. 2006, 3G Forum, Costa Rica

. 2006, Institute of the Americas, Jack F. Ealy workshops

. 2005, Project Mesa, San Diego, CA, 2005 - Global

standards specification group for public safety

. 2003, AHCIET Forum, Next Generation Wireless

technologies

. List is not exhaustive

. Former voting member of:

. IEEE 802.20 Mobile Broadband wireless technologies

. IEEE 802.21 Media Independent Handover services

. CDMA Development Group, International Roaming Team

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