Sales Manager
Resume:
PAUL YIEH
San Francisco, CA ****8
*****@*******.***
QUALIFICATIONS SUMMARY
Proven sales executive with 15 years b2b experience, consistently meet or
exceed quota through a unique combination of highly technical background,
deep understanding of market opportunities, consultative selling methods
and successful customer retention skills.
. Sound understanding of outsourcing business model
. Ability to quickly drive meaningful business conversation
and generate motivation
. Sell to C-level contacts in semiconductor and IT verticals
. Extensive account management experience with emphasis in
strategic business development and cross functional
solutions
. Leverage Salesforce and Siebel to effectively manage sales
pipeline
. Practitioner of Miller Heiman Strategic Selling & Large
Account Management Process
. Fluent in Mandarin Chinese and Taiwanese
PROFESSIONAL EXPERIENCE
Business Development Feb 2009 - Current
AT&T Hosting & Application Services, Milpitas, CA
Responsible for lead generation in entire AT&T hosting and professional
services portfolio with special focus on Tier 1 ERP, BPO, eCommerce and
custom apps, messaging and collaboration, and Software as a Service across
multiple sales centers.
. Identify and reach key contacts to conducted discovery
calls for define opportunities for sales follow up
. Led and mentor offshore team of 6 on lead generation
. Deliver closable leads weekly against quota
. Advance deals through sales cycle if sales executives are
unavailable
. Part of sales team on 2 closed deals in 2009
. Lead product training and business strategy review with
other AT&T service lines and sales organization
. Collaborate with Sales, ISS and complex hosting reps to
develop and execute account penetration strategy
Self Development and Transition Jul 2008 - Feb 2009
Corporate and Regional Account Manager Sept 1997 - Jul 2008
Brooks Automation, Chelmsford, MA
Responsible for robotics, cryogenics and contract manufacturing service
revenue for various regional and key semiconductor capital equipment
manufacturers. Lead complex commercial and technical engagement between
customer and various product groups. Facilitate growth of personal and
business relationship at all levels. Construct value propositions beyond
product offering to further influence buying decisions. Coordinate and
manage cross functional teams to complete large scale customer projects.
. Applied Materials Corporate Account Manager (Mar 2007 - Jul
2008)
Responsible for $90M revenue annually. Led a team of 10 with 3 direct
reports. Improved supplier scorecard 100%, resulting in additional
contract manufacturing opportunities totaling up to $40M
. KLA-Tencor Corporate Account Manager (Feb 2003 - Mar 2007)
Responsible for $30M revenue annually. Lead a team of 3 direct reports.
Improved supplier scorecard score 300% and completed first complex
corporate purchase agreement.
. Western Regional Account Manager (Jul 1997 - Feb 2003)
Met or exceeded $10M annual quota consistently. Key wins include turnkey
vacuum handling platform with control software and service contract
totaling $2M and new flat panel display handling robot for $1M annual
revenue.
Sales Engineer Mar 1993 - Jul 1997
Hine Design, Sunnyvale, CA
Provide technical sales support of robotics for semiconductor capital
equipment OEMs. Responsibility includes lead generation, customer visits,
quote creation and order management. Won company's first vacuum robotic
customer resulting in $1M annual revenue.
Mechanical Design Engineer Aug 1989 - Mar 1993
Fluor Daniel, Redwood city, CA
Designed ore conveying system and specified heat exchanger used in copper
mining refinery.
EDUCATION
UNIVERSITY OF CALIFORNIA, Berkeley, CA
Bachelor of Science in Mechanical Engineering
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