Sales Manager

Adam Orzol, MBA *********@***.*** +1-480-***-**** Phoenix, AZ

IoT/M2M Leader: Business Development • B2B Enterprise Sales • Channel Partnerships • Solutions Architecture

“In 17+ years I’ve seen the wireless industry grow from analog to digital, from flip phone to smartphone to tablets. Having helped

to launch many technologies, I know how to make the most of the multitrillion -dollar juggernaut that is the Internet of Things.”

Wireless technology innovator who has closed $26M+ in IoT and Machine-to-Machine (M2M)

Big Data sales. Professionally passionate and well connected in the industry, can offer deep understanding of

Sales Quotas how to harness the technology for: new revenue streams, competitive advantage, increased

Presentations productivity, improved customer service, public image, safety and regulatory requirements.

Cloud Platforms

Served on elite strategic team that enabled a record 1M IoT/M2M unit sales within 12 months

Sales Operations

thereafter. As West Coast sales representative on “Tiger Team” special project, identified and solved

Technical Training

120 operational roadblocks to meeting M2M sales and revenue goals. C-level sponsors lauded

Strategic Alliances

results across automotive, transportation, retail, healthcare, security, utilities and the public sector.

Product Marketing

Closed multiple record-breaking $6- and $7- and $8-figure M2M sales contracts, including 4 of

Enterprise Mobility

Balanced Scorecard the largest regional agreements ever that also had significant revenue impacts across the nation.

Funnel Management

Consistently earned recognition in the form of 8 promotions and awards for top sales and

Channel Management

balanced business performance in the wireless enterprise mobility, M2M, and IoT ecosystem.

Business Development

B2B & Enterprise Sales

Maximized retention of B2B clients following Verizon/Alltel merger, leading a special project

Enterprise Architecture

team in the integration of 500K business subscribers in half the projected time and minimal churn.

IoT & M2M Technology

Established administrative, financial, and manufacturing facility in Poland going from launch to

Go-to-Market Strategies

production, of automotive parts, in just 3 months. Elected to serve on Board of Directors.

C A R E ER C HRO NO L OG Y

Digi International: Director IoT Business Development & Alliances, 2014 to 2015

Verizon: Senior Manager IoT Sales, Business Development & Channel Partnerships, 2011 to 2014,

Verizon: Manager, Strategic Projects M2M Operations, 2011 to 2011 (4 months)

Verizon: Regional Manager M2M Sales & Business Development, 2010 to 2011

Verizon: Manager, Strategic Projects Alltel Wireless M&A, 2009 to 2010

Verizon: Regional Team Manager B2B Solution Architects, 2005 to 2009

Verizon: Advanced Solution Architect B2B Sales, 2003 to 2005

Verizon: Senior Manager Marketing Operations, 2002 to 2003

Verizon: Manager Product Marketing, 2000 to 2002

Verizon: Senior Analyst Finance, 1996 to 2000

United Technologies: Director, Finance Poland Startup, 1995 to 1996

Bennett Consulting: Controller, Finance, 1994 to 1995

PepsiCo: Analyst, Finance Germany Internship 1993 (8 months)

B RI EF L E A D ER S H IP I N S I GH T S F O R T H E F U T UR E O F I O T

The Now: IoT follows a D-N-A (Device–Network –Application) model providing the ability to Connect it, Control it, and Engage it. IoT

connects objects to the Internet from cities, homes, cars, industrial machinery, consumer electronics, and medical equipment. The

information gathered through these devices is managed by software information later used, e.g., to increase process efficiency; create

new services; or achieve other health, safety, and environmental benefits.

The New: The cost of sensors, devices, data connectivity, and cloud storage has decreased dramatically over the last decade.

Consumers are driving adoption as they embrace new technology with smartphones as their personal gateway to IoT. Enterprise

businesses are moving from a product model to a service business model to capture new recurring revenue streams.

The Next: IoT is the third wave of the Internet, forecasted to connect 50B “things” and drive $1.9T by 2020. It will transform the way

people live and work. New businesses will be formed to analyze reams of data, and new products will be developed that haven’t even

been thought of yet. Compound applications will emerge wearables talk to homes, that talk to cars, that talk to the city grid. The

world is becoming more intelligent and, as a result, Big Data, Security, Privacy, and Standards will emerge as tremendous challenges.

E D UC AT I ON

MBA in International Management: Thunderbird School of Global Management; Glendale, AZ; 1994

Bachelor of Science in Business Administration, Finance Major: University of Arizona; Tucson, AZ; 1991

Certificate of Accomplishment in Polish Language, History, and Economy: Jagiellonian University, Krakow, Poland; 1995

KEY LEADERSHIP & BUSINESS CONTRIBUTIONS, PAGE 2

Adam Orzol, MBA *********@***.*** +1-480-***-**** Page 2 of 3

K E Y L E A D ER S H IP & B U SI NE S S C ON TR IB UT IO NS

Digi International (Etherios Cloud Division) Phoenix, AZ 2014 to 2015

Director IoT Business Development & Alliances: Hired to develop and operationalize new IoT, Cloud, “After just a short time on the

SaaS, and PaaS partner program. team, [Adam] became a go-to

person for direction on

Designed and Launched Partner Alliance Program to Encourage Use of Etherios as Part of

channel strategy and

Turnkey IoT Cloud Offerings and Application Enablement recommendations for IoT

business development

Situation: Digi had acquired Etherios in 2012 to deliver unmatched expertise in the IoT market by

opportunities. His

combining Digi’s device knowledge with Etherios’s cloud computing and Salesforce.com CRM expertise.

recommendations were always

Two years later, there was still much untapped opportunity in M2CRM (Machine to CRM).

backed by strategy and

Approach: Designed and implemented a welcome kit, go-to-market strategy, and partner performance practical application, enabling

business review program. Performed market analysis and identified high-potential verticals to pursue. him to earn respect of people

both on the Cloud team and

Gave Etherios the tools to tap the multitrillion-dollar IoT/M2M market ahead of a major boom. beyond our team.”

Made inroads with IoT/M2M companies and influencers connected to newly emerging uses who – Courtney Ellis - Cloud Product

Strategist at Etherios

were in need of Device Cloud technology partners as part of their application enablement.

Verizon Phoenix, AZ 1996 to 2014

Senior Manager IoT Sales, Business Development & Channel Partnerships (2011 to 2014) and other roles: Initially hired as a senior

financial analyst, cultivated passion for product marketing and technology sales and earned 8 separate promotions into management and

strategic leadership positions. Launched new products and technologies and became recognized as the defacto M2M and IoT expert.

Added $26M+ in M2M/IoT Contract Value through Market Analysis and High -Value Sales Funnel Management

Situation: Verizon’s greater business plan hinged on driving incremental M2M sales, a need that could be met if new, appropriate M2M

partners could be identified and their business cultivated.

Approach: Performed market research in the M2M space, identifying key up-and-coming as well as established players that could be

targeted for lead generation. Provided teams with a list of potential partners for us to jointly reach out to in their territories and personally

sought out large deals, as an “Elephant Hunter”, with targeted organizations.

Won $6M contract with Inilex in just three months. It was the largest partner contract in the region’s history and committed 200K

connected devices in the first year. Implemented a complex IT Cloud Private Network architecture with custom API integration.

Closed $20M contract with Avnet, one of the world’s largest global distributors of electronics. This committed 62K connected devices.

Landed GPS Insight, driving 20K connected devices and $250K annually, to become a recognized Top 10 partner across the nation.

Helped secure largest M2M deal in history of the region with Mollen Immunization that grossed $500K in annual sales with 5K units.

Reached New Markets by Launching and Growing a Partner Program in Resale Channel

“Adam has been instrumental

in helping our company

Situation: Verizon was launching a new M2M resale partner program, Verizon Partner Program

understand, plan, and develop

(VPP). They lacked infrastructure, policies and processes to efficiently and quickly onboard

an effective marketing and

partners and support joint co-sell sales success.

partnership program in the

M2M solutions arena. Adam Approach: Developed a “Welcome Kit” to orient and qualify potential resale partners. Developed a go-

cares about his clients and to-market plan that included co-selling activities and a structured monthly business review process. It

partners and is dedicated to reiterated and course-corrected expectations while supporting partners in achieving stated goals.

helping them be successful…

Managed risk of wasted resources and negative brand association by screening out partners who

As a Verizon M2M partner, we

were not in alignment with Verizon brand and/or were not likely to generate significant sales.

have seen great success. This

partnership has been a key Negotiated over 30 partner agreements in 3 years that delivered 1/3 of the annual M2M budget.

point in helping us grow.”

Enabled seamless program growth with structured and time scalable processes that took the

– Marshall Greenwald, President

program partners from local test locations to national implementation efforts.

of Discount Payment Services, LLC

Adam Orzol, MBA *********@***.*** +1-480-***-**** Page 3 of 3

Represented Sales on Elite Strategy Team that Broke Records by Facilitating 1M M2M Sales Goal “Adam was a Product

Marketing Manager in the

Situation: Verizon formed an “M2M Tiger Team” to identify and proactively solve operational

Southwest right at the time

challenges in reaching 1M M2M connection goal. One of the major obstacles was that sales reps were

products like text/picture

used to selling “widgets” and were slow to embrace M2M solution selling. messaging and prepaid were

Approach: Accepted West Area President’s assignment to represent the region as one of four who beginning to launch in

wireless. Adam played a major

would be the voice of sales on the M2M Tiger team. Contributed expert insights on sales process,

role in helping us launch and

marketing, operations, technical architecture and logistics, from a sales point of view.

track the results of these

Played key role in identifying 120+ operational gaps that hindered or prevented M2M growth and products in our region. It's rare

organizing them into 10 major categories that could be managed and fixed. to find someone who has

Collaborated to communicate the gaps to executive leaders and win their buy-in on the strong analytical and technical

skills, as well as a focus on the

recommended strategies.

customer experience.”

The company achieved its 1M M2M sales target within 12 months of the team’s recommendation. – Jerry Gallegos, VP of Field Sales,

West Area at Cox Communications

Earned reputation as an M2M leader, winning opportunities to be promoted to Senior Manager.

Enabled Mobility for B2B, Enterprise & Government Clients and securely supported BYOD and cross -platform operating systems

Situation: As smartphone and tablet devices became more sophisticated, there was a growing need

“Adam is an extraordinary

to support B2B and enterprise clients with secure email integration and business-centric applications.

individual, extremely intelligent

Approach: Accepted promotion to Technical Team Leader of Advanced Solutions Architects with a

and very hard working. As my

mandate to develop a team for pre- and post-sale technical support of business applications and

direct report, he demonstrated

integrate support infrastructure into clients’ back-end IT systems.

enthusiasm, passion and

Built, developed, and managed 7-member solution architecture and solution engineering team.

leadership in his role. Adam is a

strategic and out-of-the-box Delivered 121% of MBO data sales goals over 4-year tenure.

thinker with superior analytical

skills. His input contributed to

Led Integration of 500K Acquired Business Customers in Half the Anticipated Time

highly successful marketing

campaigns and excellence in Situation: Verizon had just acquired Alltel Wireless and needed to integrate 500K Alltel business

operational execution and customers nationwide into Verizon’s unique billing and operational systems, phones and price plans.

innovative product

Approach: Accepted Regional President’s assignment to lead business customer integration project.

development.”

Worked with stakeholders to map out a strategy, coordinating with IT to acquire resources needed.

– Michael Williams, then Marketing

Enabled completion of project in half the projected time one year instead of the two.

Manager, Verizon

Met all budgetary and quality objectives through careful project management and use of resources.

United Technologies Warsaw, Poland 1995 to 1996

Finance Director: Member of the Board of Directors and senior leadership team. Hired a staff to support and launch operations of the

Automotive Division in Poland, producing electrical wire harnesses for the Ford Escort in Europe. Reported to European HQ in Germany.

Going From Green Field to Fully Operational Overseas Business and Manufacturing Facility in Three Months

Situation: To fulfill a major contract with Ford Motors, Warsaw operations needed to be started from scratch. Teams were not in place,

facilities needed to be set up, IT systems needed to be turned-up and cash position was challenging.

Approach: Led hiring of an accounting and IT team to establish and start-up operations from the ground up. Implemented an ERP system,

supply chain management system, and Accounting systems for Financial reporting needs. Designed a chart of accounts and side-by-side

General Ledger structure to meet US GAAP as well as Polish regulatory requirements. Addressed all legal issues, customs and tax

requirements, and established the local articles of incorporation.

Accelerated progress by hiring a team of 5 very quickly, delivering an operational factory within three months.

Eased initial cash flow gap by securing a local $1M line of credit.

Honored with election to Board of Directors for Polish Operations.

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