Technical Sales Applications Engineering

…Continued…

JAMES L. MCGOWAN

* ******** ***** *******, *** Jersey 08527 908-***-**** ********@***********.*** Broadband, FTTH and RF Technical Marketing and Sales / Engineering / Management Engineering professional with a proven record of accomplishment in Technical Sales and Marketing. Expertise in new business development, directing the creation of new products, markets and customers; guiding business from concept to order fulfillment. Demonstrated success driving growth in targeted markets through implementation of key projects. Solid leadership skills; able to build and guide teams. Adept at communicating with management, vendors, and internal departments to coordinate overall program success.

Business Development New Market Penetration

Application Engineering System Design, Applications Support

Key Account Management Global Sales Organizations

Product Line Management Analysis/ Key Performance Metrics PROFESSIONAL EXPERIENCE

Owner/Consultant, 2007 – Present

JLM Technical Management LLC – Jackson, New Jersey Consulting firm providing solutions within the Broadband and Fiber Optic industry. Engineering expertise with fiber, data and RF applications. Architectural concept, network design and product specifications for clients in the Broadband, FTTH and CATV space. Experience with xPON, Active Ethernet, RFoG and DOCSIS, Optic Transceivers, SFP, XFP. Direct and Sales Representative for select vendors. Marketing support for white papers, technical descriptions, applications notes, customer and sales presentations. Test verification of product and system development for OEM suppliers. In-house and on-site technical support. Fiber to the Home, SBCA Commercial Certification. International and multi-cultural experience, extensive global and domestic travel. Selected Contributions:

Established OEM and Distribution sales channels, increased sales from zero to 1M+ USD, for active fiber equipment manufacturer, HFC, DOCSIS, RFoG, xPON Optical Transceivers to OEMs and integrators

Install, test and troubleshoot 4K sub Caribbean MSO deployment

Design and test of major campus fiber distribution system,

Design and commissioning of 250+ plus home FTTH system Green’s Dubai, U.A.E.

Design and installation of OnePath Networks Test Lab and Headend

Successfully integrated multi-polarity and DIRECTV® COM 1000 Satellite IP concept over fiber Director of Product Line Management, 2004 -2007

Foxcom, a Division of OnePath Networks, Inc. – Princeton, New Jersey Led sales and Product Marketing efforts for a leading RF and Fiber Optic Transmission OEM. Restructured market strategy and three line product portfolio for Cable Operators and Fiber-to-the-Home (FTTx) markets. Led development, product release and market introductions. Developed product line road maps. Measured margins on in-house product and outsourced components. Managed key account technical and commercial issues, partnerships with vendors. Structured MARCOM for trade shows, collateral, white papers and application notes. Selected Contributions:

Developed and released to market the company’s breakthrough AverLux™ Product Line

Increased product portfolio revenues from 1 M USD to 4 M USD

Established Key Account relationships with DIRECTV® with other complimentary customers and suppliers

Created Product Roadmaps for next generation solutions and technologies JAMES L. MCGOWAN Page Two

Professional Experience Continued

Director of Strategic Accounts, Broadband and Cable, 2000 -2002 PPC, John Mezzalingua Associates – East Syracuse, New York Sales and relationship management with broadband operators (MSO) in the NYC Area and emerging CLEC on national basis. Increased revenues from 5 to 9 million USD, budget by 25% for accounts Time Warner, Comcast and Cablevision. Generated and managed strategic plans, VPA and tech support. Interface from corporate to system level. Philips Electronics, 1988 – 2000

Raleigh, Atlanta, Chicago, New York

Key Account Manager - Philips Consumer Communications Management of 75 million USD in component OEM sales across several Philips Business Groups to a highly visible Philips Electronics/Lucent Technologies JV. Held executive level discussions and policy sessions. Responsible for sales operational issues globally; pricing, negotiations, terms, logistics, budgets and metrics. Global Account Manager - Motorola & Lucent (now Alcatel-Lucent) Managed 5 million USD and a CAGR of 10% in worldwide OEM sales of passive components to two key accounts; Motorola verticals Communications, Automotive and Lighting, Lucent Divisions for Business, Consumer, Transmission. Directed penetration and sales resources in NA, EU and A-P. Negotiated price/share, terms/delivery. Technical Sales Account Manager - Liquid Crystal Displays Direct key account sales in SE USA. Increased sales from 4 to 8 M USD. Accounts included Ericsson, Panasonic and SCI Systems. Support from design-in/technical aspects of custom LCD through order realization and logistics. Met and exceeded all profit center expectations

Field Applications Engineer - Discrete Semiconductors Exceeded goals and targets every quarter by implementing design-wins to key accounts in the Southeastern USA. Key customers included IBM, Ericsson, Motorola and Chrysler. Product portfolio of small-signal and power transistors and diodes, RF and wideband devices.

RELATED EXPERIENCES

1986-1988 Electronic Marketing Associates Sales Engineer 1982-1986 Day Telecommunications Technical Sales Manager 1976-1980 ITT Telecommunications Engineering Staff Space and Transmission Divisions

EDUCATIONAL EXPERIENCES

2011 – Certified Fiber to the Home Professional Course 2000 - Sandler Sales Institute, President’s Club Sales Training Program 1999 - Columbia University, Executive Education, Key Account Management Program 1998 - Target Account Selling, Target Marketing Systems, Inc. 1990 - Strategic Selling, Miller-Heiman, Inc.

1984 - Dale Carnegie Sales Course

1982 - North Carolina State University, Electrical Engineering

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