Sales Engineer

Timothy Farwell

PO Box ***

Hollis, NH *****

******@*****.***

603-***-****(h) 603-***-****(c)

Business Skills

• Creation of material, driving of attendance, conducting of seminars and trainings.

• Finding and penetrating new accounts via contacts, trade rags, web, industry events, industry partners.

• Presentation skills that both educate AND gain knowledge of customer applications & business potential.

• Excellent at extracting from customers decision criteria for opportunities; price, technical need, prior experience,

strategic value, etc.

• Coursework/training on Solution Selling and studied Miller-Heiman Strategic Selling.

• MSOffice & Salesforce advanced user.

Technical Skills

• Systems and circuit design of microprocessors, memory, communications, power, FPGA’s.

• Designed and have sold numerous micro architectures; Power-PowerPC, ARM, PIC, SPARC, x86, MIPS.

• Project Management; resource utilization, scheduling, cost analysis, design reviews, mentoring.

• Networking/communications; TCP/IP, Ethernet, RapidIO, PCI-E, Wireless, Security, VXS/VPX.

Employment History

Sales Engineer – TEK Microsystems; Chelmsford, MA 12/13 to present

TEK designs & manufactures high-performance VME/VXS based I/O processing boards & systems. The products

include multiple Xilinx Virtex FPGA’s, DDR3, high-speed A/D & DAC's, multiple I/O's (PCI, CPX, Gig-E, SFP).

January of 2014, we had 2 Sales Engineers, a Sales Director and 2 Sales Admin’s. Thru attrition our team had shrunk to

myself and one admin since mid-Summer. Even with the attrition and the additional responsibilities I’d taken on due to

this, my territory still grew sales from $2.4M in 2013 to $3.1M in 2014. Other accomplishments & responsibilities are:

• When I started, 4 key customers would not use us on future projects due to prior experiences with TEK. Through

my efforts, 3 of the 4 have committed to using TEK on current or upcoming projects. This was done via listening to

their issues, improving what I could, tactfully acknowledging what I couldn’t and providing timely communications.

• Significantly improved opportunity/forecasting database (Salesforce) via changes in forecasting decision criteria,

improving quality of opportunity info and creating new reports that provided better data on the funnel & wins/losses.

• Authored an application note on power performance, thermal monitoring and failure indication capabilities of our

products. Also updated all data sheets and created new ones where needed for our feature product family.

• Confirmed through extensive lab work a bug customers found in our FPGA firmware. Worked with design to fix.

• Led the effort to quote & win several complex deals involving staggered product needs over several years,

substantial NRE effort by TEK, long term obsolescence support and multiple products both from TEK and 3 rd

parties.

• Have been publicly recognized by company President as changing sales mindset of “waiting for the orders to come

in” to “out chasing existing and new customers for new opportunities”.

Technical Solutions Manager – Future Electronics; Hollis, NH 10/11 to 9/13

Future is a distributor of electronics. I supported Cypress, Freescale, Micrel, Microchip/SMSC, NXP, ST, Aaeon,

Advantech, Digi, Lumileds and many other electronics suppliers. I was primarily tasked with penetrating new accounts.

Customer applications were networking, medical, LED, industrial and consumer. My responsibilities and

accomplishments included:

• Account expansion via utilizing industry relationships, web networking sites, trade news, competitive info from our

partners (suppliers). While at Future I was integral in efforts to penetrate > 10 new accounts.

• Filling the funnel with new opportunities and moving to wins. Revenue grew 10 to 25% quarterly.

• Frequently gave comparative supplier presentations for technologies like Ethernet, micro’s, SBC’s.

• Assorted technical and account management duties; CRM management, attaining supplier partnerships for accounts,

customer initial penetration meeting set-up, technology demo’s, technical support.

Principal Field Applications-Sales Engineer - Aeroflex Inc; Nashua, NH 4/07 to 10/11

Aeroflex is a manufacturer of rad-hard microelectronics. This would include micro’s, FPGA’s, ASIC, memory, power

and clocks. I was responsible for pre/post sales applications engineering and technical sales for the Northeastern US and

Canadian regions. Most customer applications were mil-aerospace. My responsibilities and accomplishments included:

• Securing design wins at customers across our entire product portfolio . My territory grew revenue for standard

products 133% thru the great recession. This was done through long-term issue identification and resolution,

persistent advocating of products and prompt customer service.

• Created and delivered product overviews/technical trainings to customers. I was the first FAE at Aeroflex to deliver

trainings for Spacewire and microprocessor products (their two most complex products).

• Created a production ready reference design using all Aeroflex products. This included SPARC microprocessor,

memory, power, FPGA. Effort included timing & power analysis, cap loading, schematics, design reviews.

• Wrote and contributed to the writing of several application notes and marketing papers.

• Provided training and participated in conducting business reviews for approximately 15 sales reps.

Senior Field Applications/Sales Engineer – Avnet Inc; Hollis, NH 2/00 – 4/07

Avnet is a distributor of electronics. At Avnet I supported primarily Freescale PowerPC but also covered Broadcom and

IDT. Customer applications were networking, communications, medical, industrial and consumer. My responsibilities

and accomplishments included:

• Presentation of products, application discussions, technical support and securing design wins.

• Proven track record in securing design wins and driving new opportunities. Boston led Avnet in North America for

new opportunities and design wins in Freescale for 4 consecutive years. Freescale formally recognized my efforts as

the driving force behind this.

• Created material, drove attendance, and then presented to customers trainings and seminars multiple times. As an

example, I led an effort to put on a RapidIO seminar.

• Developed and gave training to Avnet FAE’s and customers on the basics of communications and internet security.

Electrical Design Engineer/EE Project Lead – Kronos Inc; Chelmsford, MA 2/98 – 2/00

Kronos is a manufacturer of time and attendance products. Their products contained VGA displays, Ethernet and

wireless IO, biometrics input and required 32 bit microprocessor performance due to heavy software needs. At Kronos,

I was project lead and designed the majority of their flagship product that sold roughly 50,000 units/year for > 10 years.

My responsibilities and accomplishments included:

• Project lead responsibilities included writing of functional specifications, scheduling, resource utilization, cost

analysis, preparation for & conducting of design reviews and overall responsibility for EE effort.

• Electrical Design responsibilities included overseeing of entire design and completion of PowerPC microprocessor,

memory, PCMCIA and FPGA sections of the design. Performed all design steps from initial system architecture

through software integration.

Electrical Design Engineer/EE Project Lead - #9 Visual Technology; Lexington, MA 7/97 – 2/98

#9 was a PC graphics accelerator card manufacturer. My responsibilities here included:

• Design of a DVD decoder subsystem. Participated in systems level through schematic design and also served as

Project Lead. Main component of the design was a Verilog based FPGA which I designed.

Electrical Engineer/CAD tools manager – Hamilton Standard/DCC; Windsor Locks, CT 9/93 – 7/97

• Design of 80186 based processor boards which had VME to PCI bridge, several VHDL based CPLD’s, and assorted

serial interfaces on them.

CAD PCB Layout Designer – Hamilton Standard; Windsor Locks, CT 7/86 - 9/93

Education

B.S.E.E.T. Uni. of Hartford - 1993 (attained via night school 9/87-7/93) – Dean’s List

A.A.S. in CAD/CAM; SUNY at Alfred, Alfred NY – 1986 – Dean’s List

The Dale Carnegie Course – 2001

Northeastern Uni., State of the Art program – Certificate Courses in Data/Tele-Communications (98 – 03)

Interests – cycling, skiing, lacrosse, football, reading, carpentry (built much of my home 1997 - 2004).

References – Available but also please see LinkedIn Profile of Tim Farwell from Hollis, NH for numerous testimonies.

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