Howard W Gillespie
Senior Sales/Account/Business-Development Manager
Sales and Marketing Manager/Executive
Over 25 years’ experience driving strategic growth, corporate relationships, and business development for leading Semiconductor, Passive Component, Systems, and Software Technology organizations. Highly competitive, passionate, persuasive, perceptive and articulate; able to achieve results. Experienced in all facets of demand creation, partnership building and global account management.
Demonstrated success record in:
Achieving set goals: met or exceeded goals (MBOs, Forecasts or Quotas) > 80% over lifetime
Demand Creation: Targeting specific development opportunities for products and lines of business.
Visualization of abstracts to understand customer needs and communicate difficult issues into product solutions.
Involving all related levels and managing the Customer involvement and understanding of benefit from Engineering through to top Management and Executives.
Proven record of initiative and success in Account Development and Support through time management, communication, education and goal setting/achievement.
Distilling value, overcoming objections and favorably securing difficult contracts.
Experienced with both Channel and Direct sales strategies and tactics for Semiconductors and Electromechanical products.
Motivating staff and channels to peak performance levels.
Global Account Management Technical Aptitude/Education Time Management
Market Research and knowledge Competitive/Strategic Planning Forecasting
Prospecting/ Client Cultivation Understanding of newest Technologies and Applications
Communication Favorable contract negotiation Multi-lingual
HIGHLIGHTED CAREER ACHIEVEMENTS
Revenue Generation –Multiple instances of market development through Customer relationships and product customization (e.g. Stewart Connectors, Winbond)
Business/Account Development – Experienced at building substantial design base, revenue, and corporate relationships via solution visualization and Demand Creation. (e.g. Integrated MagJack, Customized BMC, Multi-Generational Enterprise designs)
Market Development and Penetration –ABB/Winmation: Grew Startup from $0 to ~ $1M over first year; Strategic OEM Sales: increased market share per Line a minimum of 70% within the difficult Dell “preferred supplier” system.
Effective Global Management – Constant attention to rolling forecast and internal build requirements allows for smooth supply chain and increased customer satisfaction.
Sunon Inc. Jan 2016-July 2018
Regional Sales Manager-Central US
Responsible for the Developing and Implementing the sales plan for the Central US, including 5 Rep firms and Distribution
oExceeded quarterly budget in 7 of 9 quarters
oResponsible for newest HVAC EC product line initial design-win success in US
oFirst US design wins in New Product Introductions both 2017 and 2018
Direct Global Management of Dell as a House Account:
oWon AVL top position for Dell’s 14G and most recently 15G servers; negotiate pricing quarterly.
Hughes-Peters, Inc. Sep 2014-Dec 2015
Central Texas Sales Rep
Passive Electro-Mechanical Components Distribution
ABB/Winmation Oct 2013-Aug 2014
Sales and Business Development Manager
For the Winmation startup, developed the initial customer and Distributor base for the territory, mainly Oil and Gas-based facilities in the TX, OK, and LA areas; Set up the Salesforce.com database and reporting structure
BP Sales Austin, TX (www.bpsales.com) Jan 2011 – May 2013
Embedded Systems Accounts Manager
Demand creation sales of custom technologies such as Xilinx FPGAs; Intel Embedded Solutions and SSD’s; NetLogics processors and networking technologies; Micrel analog and power ICs; Open Silicon ASiCs.
A few of the larger design wins in IBM’s Watson; ARM; AMD consumer platform;
TechSource, LLC Austin, TX Sep 2009 – Aug 2011
CTO/Sales and Business Strategy
2 new patent applications furthering the longevity and brightness of LEDs.
Worked closely with DOE, EPA, and Texas State counterparts (TCEQ, LCRA, Austin Energy) to further the adoption of LED and Solid State Lighting.
Developed relationships with LED Lighting manufacturers and worked with them to redesign High-Output LED bulbs using our technology with lower production cost and considerably lower thermal resistance for brighter products
Developed relationships with High-Power LED OEMs and worked closely with their engineering groups to develop reference designs using our technology to offer their customers a lower-cost and lower thermal resistance allowing for full duty-cycles and brighter LEDs within acceptable temperature ranges.
Winbond Electronics/ Nuvoton Technology, Hsinchu, Taiwan Apr 2006 – Sep 2009
Major Account Executive (Dell, HP, IBM)
Within two years, generated a $29 million awarded contract by understanding customer’s issues and competition’s limitations. Worked with all levels of Dell to customize the proper solution and win the 10G Server BMC.
Successful in design-wins and AVL positioning all available Winbond/Nuvoton products in the three Top PC OEMs (Dell, HP, IBM/Lenovo) in 2 years after beginning with no business.
Developed excellent relations between top Executives at Nuvoton and OEMs.
Worked closely with clients to identify their needs and challenges and work with my factory to provide a superior solution within the required timeframe.
Work diligently with both Customer and Supplier’s legal and management teams to negotiate difficult multilevel contracts.
Utilized strong ability to conceptualize customer’s needs and managed internal and external resources to debug and finalize designs to both customer and supplier’s satisfaction resulting in successful Global product launch.
Strategic OEM Sales Representatives, Austin, TX Jul 2002 – Mar 2006
Dell Account Executive
Successfully negotiated and finalized a $50M contract with an unproven Taiwanese supplier.
From the Chinese manufacturing location, managed the product debug and launch for Dell utilizing superior problem-solving and communications skills between cultures.
Developed C-level relationships and hosted meetings in China between Executive teams.
Managed global product pipeline based on forecast and manufacturing capabilities as well as shipping needs.
Successfully introduced 2 new unproven product lines into Dell and won “preferred supplier” status as well as large introductory contracts for each.
Insilco Technologies Group, Glen Rock, PA (now Bel-Stewart Connectors) Dec 1998 –Jun 2002
Regional Sales Manager
Worked with Engineering and Management at top Texas PC OEMs, as well as factory Engineering to define and develop integrated “MagJack” that became industry standard.
Identified best industry partner for magnetics (InNet Technologies) who was eventually acquired by Stewart Connectors.
Responsible for both direct and channel sales in Central US and Mexico.
Responsible for first year’s territory growth of 250% ($800K - $3 Mil) and second year growth of 300% ($3Mil- $12Mil).
In the industry down-year of 2001, continued to add new design wins at Tier 1 customers as well as grow the customer base for future positioning.
University of Texas at Austin, Computer Science.