Sales leader, VP, Director, Inside Sales, Business Development

Christopher Wallop

Austin, TX • 512-***-**** • *****.******@*****.***

Highly resourceful, engaging and accomplished sales/business development executive who accelerates revenue and market growth in dynamic, competitive technology markets. A pioneering leader, proven in bringing new solutions to customers that generate exceptional company results, having been promoted in seven years from entry level sales to vice president, and driving ARM US sales from $12M to $290M. Excels at building and leading highly productive sales processes, teams and cultures that translate into action. Street smarts and C-suite savvy along with unwavering ethics and standards, intense focus and ability to quickly assess and ability to respond to opportunity manifests in measurable results in key performance areas.

Revenue Generation – Delivered hundreds of millions of dollars in new revenue, beating targets consistently, achieving record highs, and leading to significantly increased share of client budgets.

Large Account Development – Converted major customers from transactional relationship to fully committed subscription licensee worth tens of millions of dollars.

Organizational Productivity – Boosted production average to unprecedented levels, well beyond that of other regions.

Innovative Solutions – Created product/business model that doubled worldwide revenues; broke new ground with mil-aero design win for ARM, advancing the ARM architecture and company in key market segment.

A Range of Expertise for Enabling Efficient, Effective Business Growth

Large Account Management

Executive Selling

C-Level Relationships

Individual and Team Leadership

International Markets

Compensation Planning

Data Analytics

Channel Sales

Software Subscription

Consultative/Solution Selling

Strategic Partnerships

Extensive Multimillion-Dollar Deal Experience

Acquisition Integration (Sales Team)

Intellectual Property (IP) Licensing

Presentation Skills

Sales Ops and Metrics and Business Process

Management

Value-Base Selling/Strategic Selling

Six Sigma

B2B Sales / Business Development Skills

Cross-Functional / Departmental Collaboration

Developing Frontiers and Emerging Markets

CRM and Sales Process

Forecasting and Qualifying

Leadership in Difficult Situations /

Conversations

Creating and Driving Sales Cultures of Focus, Achievement and Accountability Beverly Marketing Management – Hardware and software app solution for prevention of heat-caused infant car deaths.

CONSULTANT---BUSINESS DEVELOPMENT Aug 2015-Nov 2015 Recruited by Founder to help design, market and create demand and channels for the iRemind Sunshine Baby Alarm.

Silicon Space Technology/Vorago Technologies -- Vorago's patented HARDSIL® technology is designed to improve the robustness of bulk CMOS devices to both radiation and high temperature effects. Christopher Wallop Page 2

CONSULTANT---LICENSING AND BUSINESS DEVELOPMENT Apr 2015-Aug 2015 Recruited by CTO/Founder and CEO to investigate, design and implement a viable licensing model for their HARDSIL solution. This required significant demand creation, market insight, research and business development to create the foundation for the licensing model.

ARM, Inc. – World’s leading semiconductor intellectual property (IP) supplier with ARM-based IP in >40% of all consumer devices in the world, with >50,000,000,000 ARM-based chips shipped into the marketplace (1998 – 2014) DIRECTOR OF PARTNER SALES 2011 – 2014

Appointed to improve productivity of a team of eight account managers in overseeing complex, enterprise-wide seven-figure deals at multibillion-dollar global customers. Instilled, coached and reinforced executive selling skills, including relationship building, negotiating, closing and client retention. Provide ongoing visionary leadership for anticipating and meeting client requirements, and design and execute high yield account strategies for gaining long-term customer engagements. Apply applied executive guidance in structuring complex, high value, emotionally charged negotiations.

Booked $300M in new revenue, exceeding quota every year by an average of 29%, representing record highs each year, and leading to significantly increased share of client budgets.

Won 18 microcontroller and graphics processor sockets, including those long held by competitors, gaining increased foothold in key accounts and markets.

Converted major silicon provider from opportunistic licensee to fully committed subscription licensee worth

$60M.

DIRECTOR OF BUSINESS DEVELOPMENT – MILITARY-AEROSPACE SECTOR STRATEGIC ACCOUNT DIRECTOR 2008 – 2010

Assigned to dual role to evangelize ARM technology within the underdeveloped mil-aero market, while also displacing deeply entrenched proprietary, in-house technology at Marvell, a high potential but under-exploited account. At Marvell, built deep, trust-based C-level relationships, and converted strategy from late adopter to beta collaborator. Cold-called into strategic mil-aero entities, established and cultivated relationships, and gained audience with key agency heads. In all cases demonstrated high levels of value and client ROI.

Gained first high-profile mil-aero design win for ARM, leading to extensive validation and visibility for the ARM architecture and company.

Secured ARM technology spec in Next-Gen Space Processor (NGSP), displacing a major competitor and creating the foundation for millions of dollars in revenue.

Exceeded revenue quota for key account by 70%.

Prevailed in collecting millions of dollars in royalty receivables from account. VICE PRESIDENT OF US SALES 2005 – 2008

Promoted at critical time in company’s growth to integrate a 24-person sales organization from newly acquired company and drive multi-product/multi-company sales process targeting major semiconductor manufacturers and OEMs. Identified, assessed and optimized sales talent, product, and selling methods and styles. Collaborated with executive committee on organizational strategy, structure and culture to enable stability and success through the transition. Created and implemented company’s first incentive-based compensation plan, still used today, and strengthened and drove KPIs. Established framework for subscription licensing.

Grew revenue and exceeded quota every year, representing a 51% increase and putting $337M on the top line over the three-year period.

Achieved per-head production average of $2.45M per year, as much as 37% over other regions.

Shortened sales cycle by 9% and increased average deal profit by 17%.

Secured seven strategic partners, contributing approximately $62M in revenue.

Created subscription license model, eventually more than doubling worldwide revenues from $225M to $500M.

Retained almost 100% of top performing sales talent after integration.

After rotation was complete, received ARM’s first and only Exceptional Achievement Award. DIRECTOR OF REGIONAL SALES 2002 – 2005

Christopher Wallop Page 3

Elevated to lead four new account managers in driving Tier 2 and 3 market adoption of ARM architecture as company had become overly dependent on a core group of customers. Implemented KPIs and introduced greater accountability in sales team.

Consistently exceeded quotas, growing sales from $10.7M to $17.7M.

Closed several key high-dollar new, strategic accounts. ACCOUNT EXECUTIVE / PARTNER MANAGER / SENIOR PARTNER MANAGER 1998 – 2002 Hired with limited experience in the space to manage two global underperforming accounts; promoted to partner manager and then to senior manager.

Consistently exceeded target, delivering growth rate of 11%, 37% and 26%.

Booked $22M in 2000; a company record that stood for almost ten years.

Closed several major new deals including IBM, ADI, Marvell and Altera. SONIX, INC. / Danaher - manufacturer of ultrasonic testing equipment for major semiconductor, aerospace and industrial companies (1993 – 1997)

DIRECTOR OF EU SALES 1996 – 1997

Promoted to build European sales organization and accounts, including Samsung, one of the company’s largest accounts at the time. Hired full team of EU reps; replaced non-performing reps.

Exceeded quota both years; increasing EU sales 237% via direct and rep efforts. INTERNATIONAL SALES ENGINEER 1995 – 1996

Appointed as sole company sales engineer for Europe.

Grew SGS Thomson (ST) account almost 300%, despite competitor’s lower prices.

Secured a key account from a long-established competitor. APPLICATIONS ENGINEER / SALES ENGINEER 1993 – 1995 Hired to provide technical insight, testing and failure analysis for US accounts. Quickly advanced into sales engineer role.

Grew sales 74% first year, 101% second year, becoming top salesperson.

Authored commission plan that became company standard. Education

B.S. Journalism; Economics/Marketing minors, West Virginia University, Morgantown WV Professional Development

Successfully completed multiple sales, negotiation and personal growth trainings, including Value Selling; Karass Negotiations; Situational Leadership; MBTI and the Strategic Leadership Program at Cambridge Judge Business School (Cambridge, UK)

Contact this candidate