Sales Management
Resume:
Hello,
Throughout my entire career, I have always been entrenched with great new technologies, enjoying the challenge to champion adoption. This position would benefit by applying my broad experiences from Fortune 100 as well as Startup companies. I always strive to create the highest customer value, merging creativity along with my understanding of business needs, technology benefits, enablement and aptitude. I expect to hit the ground running, coming up to speed and contributing immediately.
Including the past 10 years at CSC, SAP & Oracle, I have over 25 years of experience in the technology & services, manufacturing, high tech, consumer electronics, and distribution industries. This includes 20 years management of complex solution marketing and sales utilizing direct and indirect channels; business development; project & process management, business process mapping, enablement & implementation; and technical support, consulting services and training experience; all in addition to a technical design and development background. Enterprise B2E, B2B and B2C platforms/technology, applications, and M2M (machine to machine) / IoT (internet of things) have most recently been my focus, implemented as on-premise, or with SaaS/Cloud or PaaS models.
My high energy, aptitude, enthusiasm and experience from marketing industry-specific processes, business development, technology enablement, product management, strategic demand generation inception, and engagement and execution seem perfect for this position. I have success and experience with campaigns, partner management, events, new products and solution-set “play” definition, go-to-market with direct and partner/ alliance engagement & management to drive and shape growth. I have conducted deep business / market analysis studies to identify new target demand generation and new revenue growth efforts; worked on a broad range of targeted solution collateral; analyst relations; customer strategy boards, and success/references generation.
I am a self-motivated, team player and leader who prefers strategizing and close attention to short, mid and long term goals in an organization rather than a “take it as it comes” tactical approach. From my resume, you’ll see that I have worn many different hats. The vein of my cumulative positions has been a customer centric approach for strategic management, programs, and engagement, to create win-win relationships working with teams, partners and customers where success is a mutual outcome.
Thank you for the consideration and I look forward to speaking with you further to increase your confidence about my fit and potential.
Sincerely,
Guy Schlacter
********@*****.***
Guy R. Schlacter
1940 Maple Place, Riverwoods, IL 60015
********@*****.*** - 847-***-****
EXECUTIVE SUMMARY:
Unique ability to link & communicate business benefits stemming from technology capabilities for enterprise software, prof. services, and h/w products & solutions
“Ambidextrous” across sales, marketing, business development, and product mgmt
Over 25 years broad experience at Fortune 100 & Startups with comprehensive mgmt & individual experience in: marketing, sales, channel & bus. development; pre/post sales programs, strategies & support; project mgmt; R&D
Customer centric & energetic team player with excellent communication, presentation & interpersonal skills.
Deep technical & industry background provides customer perspective & understanding for more effective engagement and alignment
Seeks position responsible for creating, managing, executing & achieving broad & specific goals that create strategic value to improve customer satisfaction, revenues/profits, products & services.
FORTUNE 500 EXPERIENCE
CSC - Principal, Mobility & IoT Solutions& Sales 2016 to 2017
SAP - Mobility & IoT Principal / Acct Exec 2012 to 2013
Oracle - Sr. Director Strategy & Marketing 2007 to 2011
Philips Lumileds - MW Sales Director 2006 to 2007
Motorola – Digital Engineering Lead 1990 to 1992
Raytheon Corp. - R&D Engineer 1987 to 1990
STARTUP & SMB EXPERIENCE
Houfy – Consultant- Prod Mgmt / Strategy 2017 to today
Ubiquistrate - SaaS Founder / Principal 2013 to 2016
QNX Systems - Regional Sales Mgr 2005 to 2006
Kilopass Tech. - Director of Marketing 2004 to 2005
Applied Data Systems - Sales Manager 2002 to 2003
Altera - Program, Support, & Sales Mgr 1992 to 2002
SALES EXPERIENCE:
Regional Sales, Strategic Account, & Channel Management of direct, manufacturer’s rep/partners/alliances, and indirect distribution channel achieving >100% growth, and 500% increase in project tracking sales funnel.
Quota ownership, forecasting, account expansion and penetration from both hunting and farming
Solution selling techniques trained and utilized
Cross-functional management for various worldwide sales programs, engaged in >$150M new yearly revenue.
Program & business development for consulting services; project development & mgmt of global strategic value solutions
Lead sales training for consultative selling of services targeting strategic accounts with new solutions & products launch
Legal agreements & contracts development; and strategies for business development, RFPs, and RFQs
Customer Success & Issue Management facilitating resolution utilizing factory resources
Complex Consulting Services, Software Licensing (SaaS and on-premise), IP, and Product sales experience
Management & training for >30 field sales & engineers; technical sales engineering, and field support
Customized SIEBEL (CRM) for enhanced db data collection and analysis
MARKETING & PROGRAM EXPERIENCE:
Demand Generation; Campaign (Digital Marketing & Published Content) and Event inception, sponsorships and planning
Business plan development, revenue/price modeling, and GTM (go-to-market) planning
Product & solution marketing full life cycle management for products, services and business process solutions
Collateral & technical marketing creation & mgmt- white papers, app notes, product literature, presentations, sales training, etc
Partner’s and Alliance’s Business Development - Managed and negotiated 3rd party partnerships & contracts (>$5M each)
Program/Product Mgmt – market, cost, & completive analysis; strategy, reqs, scheduling, design, release, inventory, fulfillment
Chair Product planning & field customer advisory board - championing worldwide strategic account needs
Product planning MRDs (Marketing Requirements Documents) and benchmarking
Lead Venture Capital engagement for raising capital
Branding & Public Relations, press releases and article management.
Analyst Relations - briefings, branding, thought leadership
SIGNIFICANT TECHNICAL & PROJECT INVOLVEMENT:
Awarded 6 patents (4 awarded as primary/sole inventor, 2 as co-inventor, and 2 pending submission)
Enterprise Mobility MADP / MEAP/ SUP (Sybase Unwired Platform)/ Syclo Agentry, SMP (SAP Mobile Platform), MDM (Afaria), EMM, MCM, IoT / M2M, & Mobiliser. B2E, B2B, B2P, and B2C. Cloud and PaaS.
Broad business process technology mapping & enablement: ERP SCM Applications focus on Demantra, Agile PLM, Siebel CRM and Hyperion/ Business Objects EPM & BI/Analytics. Cloud and PaaS.
Hands-on services project management (business & technical) for software, chip, and hardware development
R&D Project Leader for design of communication systems using leading edge tools. Included: ASICs, PLDs, DSP Architecture & Firmware, EDA, Custom RTOS, and real-time Multiprocessor Systems
EDUCATION:
Tufts University, Medford/Boston, Mass. - Bachelor & Master of Science, Electrical Engineering, Summa Cum Laude Honors
KEYWORDS: technology, enterprise software, professional consulting services, software, CRM, mobility, platform, SaaS, PaaS, data center, tools, (EDA, /MW/ERP,MEAP/MDAP/MDM/M2M/IoT/BI
/Big Data); SoC, semiconductor components, embedded ARM; Processors, SBCs & software, WinCE.NET, Linux, & RTOSs; Consulting Services, & IP
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