Sales Electrical Engineer

John Variakojis

Email: *********@********.***

Address: ***** * ******** ***** **

City: Lockport

State: IL

Zip: 60441

Country: USA

Phone: 815-***-****

Skill Level: Management

Salary Range: $130,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

PROFILE

Product Management and Marketing professional with extensive experience driving business growth of software and electronics platforms. Demonstrated proficiency at end-to-end solution realization, from creation of market, product and channel strategies through execution of launch and support plans. Highly adept at collaborating with cross-functional and international teams, resolving conflicts and catalyzing consensus. Proven ability to manage diverse and challenging responsibilities in fast-paced work environments. Strong proponent of Pragmatic Marketing and Agile development.

CORE COMPETENCIES

o Product Lifecycle Management

o Product and Solution Marketing

o Business Development

o Application Engineering

o Team Leadership

o Customer, Partner and Sales Engagement

o Product Development/Manufacturing

o Business Performance Analysis

PROFESSIONAL EXPERIENCE

PANDUIT CORPORATION 2006-Present

Panduit is a world-class developer and provider of leading-edge solutions that give enterprises the capabilities to connect, manage and automate communications, computing, power, control and security systems.

Product Line Manager, Orland Park, IL. (2008 - Present)

Led a team of Product Managers in developing and launching multiple hardware platforms and software releases related to Data Center Infrastructure Management (DCIM), including Power & Environmental Monitoring, IT Asset Tracking and Connectivity Management. Interacted with customers and alliance partners in order to validate solution requirements and proofs-of-concept. Analyzed outsourcing alternatives and their respective commercial, legal and technological implications. Developed and presented business cases, solution roadmaps and program status updates to senior executives. Worked with global Sales teams to establish revenue forecasts, review pipeline activity and resolve regional commercial issues. Assessed resource and capital requirements for setting annual budgets.

* Negotiated a portfolio-expanding OEM contract, resulting in $4M+ of additional annual revenue

* Drove analysis and integration efforts in preparation of, and following, a successful corporate acquisition

* Created and introduced a recurring revenue stream in the form of a comprehensive solution maintenance program

* Managed a Preferred Customer account, coordinating the design, procurement and deployment of a $300K system

* Devised and implemented a new software pricing model reflective of operational value and portfolio growth

* Expanded competitive analysis efforts to determine market position and predict strategic direction

* Successfully drove efforts to establish a direct sales model for software

Business Development Manager, Orland Park, IL. (2006 - 2008)

Managed business operations and lifecycles of Intelligent Connectivity and Power over Ethernet platforms

- Developed product line extensions to fill portfolio gaps and meet the requirements of strategic customers

- Generated sales enablement materials and delivered training on competitive advantage and ROI metrics

- Handled supply chain logistics including forecasting, OEM vendor qualification and quality issue resolution

- Presented and demonstrated hardware and software solutions to internal and external customers

- Established product pricing strategies by evaluating competitive benchmarks and market sensitivity

Researched, authored and presented business cases for new and expanding product lines

Spearheaded the institutionalization of a solution-based marketing requirements documentation process

MOTOROLA, INC. 1992-2006

Motorola is leading global provider of communications technologies, solutions and services including wireless handsets, digital entertainment devices, wireless access systems, voice and data communications systems, and enterprise mobility products.

Product Manager, Schaumburg, IL. (2003 - 2006)

Managed business operations and life cycles of five mobile computing platforms, generating annual revenues of $35M

- Led design reviews addressing technology advances, market movement, production schedules and resource impact

- Pre-sale responsibilities: customer presentations, bid responses, price negotiation, sales force training

- Post-sale responsibilities: order fulfillment, field issue resolution, service support, after-market sales support

Researched, authored and presented business cases for opportunities totaling $500M, incorporating market trend analysis, financial model evaluation, portfolio compatibility studies and competitive threat assessment

Realigned an aging product line and negotiated supplier contract pricing to eliminate scrap costs, saving over $700K

Directed platform-level cost-reduction initiatives, achieving 15% annual savings

Product Planner, Schaumburg, IL. (1999 - 2003)

Managed life cycles of several 2-way radio platforms, generating combined annual revenues of $200M

- Established market requirements, product specifications, features, pricing and discontinuation strategies

- Determined forecasts, model prioritization, positioning and ROI of new product introductions

- Created sales literature, on-line support tools, ordering guides, specifications sheets and product manuals

Institutionalized change control processes, achieving a 30% reduction in implementation cycle time

Organized and performed direct and indirect market research in North America, EMEA and Asia

Led an initiative to incorporate Accessibility (Americans with Disabilities Act provisions) into the development cycle

Systems Engineer, Schaumburg, IL. (1997-1999)

Created, standardized and automated design proposal packages for 400 field engineers, delivering consistent, error-free 2-way radio system designs and improving proposal turn-around time by a factor of eight

Designed, proposed and field-tested customized communications infrastructure systems for Fortune 500 customers, generating combined revenues exceeding $650K annually

Electrical Engineer, Libertyville, IL. (1992-1997)

Developed and improved circuit designs for cellular phones, working directly with the manufacturing, supply chain, quality control, reliability testing, marketing and finance organizations

Drove circuit design cost-cutting initiatives resulting in savings exceeding $250K.

Established business partnerships with suppliers, ensuring competitive pricing and manufacturing efficiencies.

EDUCATION

DEPAUL UNIVERSITY

Kellstadt Graduate School of Business, Chicago, Illinois

Master of Business Administration

UNIVERSITY OF ILLINOIS AT CHICAGO

Bachelor of Science in Electrical Engineering

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