Sales Manager
Resume:
*** *. ******** ****., ********, CA *****
MARK W. RODGERS 1778 Ala Moana Blvd., #1004, Honolulu, HI 96815
email: *******@*****.***
Professional Summary
Sales Director / Territory Manager with 15 years of software sales and semiconductor marketing experience;
plus a proven track record closing large EDA, ASIC, IP and Foundry contracts from $250K - $35M; specializing in
EDA solutions and ASIC design services that target Wireless, PC, Graphics, MEMS and low power applications.
Track record of exceeding sales quotas by over 300% annually
Expert understanding of the sales cycle and knowhow to reduce the average time-to-close by 20%-50%
Qualified team leader and sales coach focused on delivering “profit driven value” to customers
Able to manage multiple initiatives and projects simultaneously
BS, Computer Engineering & Business Management; San Jose State University, San Jose, CA 05/86
Qualifications
10+ years technical sales experience managing direct, independent rep, and distribution sales channels
Major account experience at AMD, Cirrus Logic, Freescale, HP, IBM, Intel, Qualcom and others
Tested sales skills allows me find new business opportunities in the most competitive of environments
Largest deal closed at a major account exceeded $30M/yr and involved 5 customer locations
Proven sales track record in obtaining new business nationally and globally
Professional Experience
North America and ASIA Sales Director 04/08 – 01/09
Tanner EDA, Monrovia, CA
Re-engineered Tanner’s sales organization to improve department efficiencies and obtain maximum results
Created a superior forecasting system and linked it to Onyx CRM to deliver real-time revenue projections
Introduced new licensing business models to better serve the customer and increase sales revenue
Regularly held sales training meetings to reinforce department objectives and to supplement sales skills
Western Area Sales Manager 11/06 - 07/07
Coventor, Inc., San Jose, CA
Reversed the course of declining sales revenue by licensing 3-yr deals at Intel, Micron, QualComm,
Freescale, and Agilent in as little as 3 months time
Restructured Coventor’s sales contracts; and coached marketing and engineering as necessary to deliver
compelling value propositions for IC process design related software tools and MEMS applications
Advised management on how to increase product value by adding new features and benefits while at the
same time raising price points and leveraging product value to get larger deals booked
Developed leads through all possible channels including cold calling, networking, trade shows, etc.
Independent Securities Broker/Dealer 11/02 – 11/06
Trader Shark Corporation, Austin, TX & Honolulu, HI
Strategic Account Manager / New Business Development Manager (Services) 05/00 - 11/02
Synopsys / InSilicon, Austin, TX
Sold 300+% above annual quota ($33M vs. $10M) and brokered all meetings at the executive level
Drove all sales campaigns at all 5 Compaq locations and exceeded sales quota at Cirrus Logic by 140%
Negotiated winning acceptance criteria that created compelling buy requirements above and beyond
company’s “canned” value propositions
Ensured business development flow met agreed to targets and tape-out schedules
MARK W. RODGERS Professional Experience Continued Page 2
US Sales Account Manager 03/99 - 04/00
Avanti Corporation, Austin, TX
Honored for “Achieving Sales Quota” and for “Exceptional Efforts to Win a Major Account”
Displaced a major competitor (Cadence) at AMD and rejuvenated Avanti’s tarnished reputation
Employed value-added selling techniques to exceed my sales quota by over 300% and achieved annual
sales of $22M vs. a quota of $7M in my assigned territory
Worldwide Director of Sales 08/96 - 02/99
Impala Linear (Acquired by Fairchild), San Jose, CA
Drove first time sales at wireless accounts (Motorola specifically) and setup sales channels worldwide that set
the stage for Impala Linear to be acquired by Fairchild Semiconductor
Closed design-wins and met quarterly forecasts
Presented quarterly to the Board of Directors
Responsible for all sales operations, program management and AE support
Regional Sales Manager (3 years) / ASIC Senior Product Marketing Engineer (3 years) 08/90 - 08/96
Seiko Epson/S-MOS Systems, San Jose, CA
Designed-in SMOS’ first video graphics controller IC at Compaq, Houston and Compaq, Singapore
Re-established “Core Vendor” status with IBM after 3 years of declining sales, and subsequently promoted to
Regional Sales Manager
Managed independent sales reps in Southwestern USA and grew memory, ASIC, Foundry and ceramic IC
packaging sales from $5M to $30M in two years
Senior ASIC Product Marketing Engineer 08/89 - 08/90
National Semiconductor, San Jose, CA
Tactical product marketing and field sales support for the Custom Linear ASIC business unit
Negotiated many turnkey and joint development projects requiring a “Statement of Work” to be preformed
Demonstrated success in creating and executing business development plans and sales strategies
Sales Engineer / Manufactures Representative 03/87 - 08/89
Tri-Par Associates, San Jose, CA
Achieved success selling custom disk drive ICs and modem chip sets for Exar Corporation
W orked with customers to embed UART and line drivers into EXAR’s full custom ASIC design processes
SALES AWARDS
1994 Outstanding Sales Team
1999 Over Quota Achiever Award
2000 Exceptional Efforts To Win A Major Account
2001 Top Honors For Achieving $33M in Annual Sales
Personal Interests: Private pilot (MEI, CFII), certified scuba diver, avid skier and surfer
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