Sales Customer
Resume:
Hello,
I am a professional with excellent blend of technical and business experience (operations, marketing, business- development & service management) in working with companies in US, Asia (Japan, Taiwan, Korea, India), Europe and South America. I have ideal combination of experiences and skills for this position combined with a professional education in Engineering and MBA degrees. I have results driven mindset with tenacity to execute while being flexible to adopt and modify to changing conditions in a fast paced environment while maintaining, developing and nurturing long term business relationships. I have the ability to work either as a contributing manager in a matrix environment or lead a global team. I have excellent multi-cultural sensitivity and language abilities with several Indian languages and conversational Japanese. Possess excellent ability to position products and business, building strategic alliances and develop long-term business opportunities. Ability to analyze diverse and extensive market data and distill them to prepare compelling marketing and sales collateral and formalize strategic marketing plans. Conducted SWOT analysis to understand product strengths and positioning products against the competition. My extensive career comprises of a strong hands on experiences in broad range of high technology capital equipment ranging for metrology, inspection and manufacturing chips comprising of sophisticated optics, software communication.
In every career position held, I have worked closely with customer technical and management teams and internally with manufacturing, engineering, R&D teams and supported sales team to manage customer expectations while translating customer needs for product development to meet or exceed customer needs. I have managed new product introduction and expertly managed and resolved technical or other issues working with R&D, technical support or sales teams to successfully get customer sign off and acceptance of new products for insertion to production. I have presented at trade conferences, managed trade shows, and worked with trade publications to publish technical articles and increase market awareness of the product line. I am energetic, accountable and persistent individual with ability to expand market with my technical and business experience in capital equipment for semiconductor and solar markets.
I am certain I will be a valuable asset to the organization and look forward to hearing from you. Best Regards,
Suresh Biligiri
Suresh Biligiri
Cupertino, CA
408-***-****; *********@*****.***
CAREER OBJECTIVE: TO BE AN INSTRUMENTAL MEMBER OR LEAD A TEAM IN ORGANIC OR INORGANIC GROWTH OF THE ORGANIZATION, IN THE AREA OF MARKETING, BUSINESS DEVELOPMENT, AND CHANNEL/ALLIANCE MANAGEMENT ON THE GLOBAL PLATFORM.
LEADERSHIP PROFILE
A highly creative, energetic, multi-cultural/multi-lingual (Japanese & Indian languages) and experienced leader in matrix environment, with over two decades in high-tech marketing, Biz-Dev, and Channel alliance/development:
More than 15 years winning business against entrenched competition through implementation of marketing strategies achieved by analyzing the competition (SWOT) and understanding customer needs by working closely with customer and with R&D teams to bring new products to market.
Over 10 years of documented success in customer service and operations management establishing national, international service operations through direct presence and/or establishing new and creative global sales and service channels in Taiwan, Japan, India, E.U., Brazil, and Argentina.
Effectively managed individual members, teams and channel partners in local, matrix and globally dispersed organizational structure and in manufacturing environment with P&L responsibilities. UNIQUE SKILLS
Market Analysis: View large fragmented data to analyze market conditions and quickly assess competition/opportunities for establishing marketing and pricing strategies. Develop robust strategies.
Customer Advocate: Connect with customers to understand pain points and respond to profitably create and market solutions, teaming with sales, engineering and R&D teams. Delight customers.
Negotiate Win-Wins: Effectively negotiate at all levels in an organization and with vendors and customers, through careful presentations and cogent messages. Use audience-appropriate messaging.
Inspire Teams: Once the mission is identified, create a message to inspire diverse teams to lend full support in the mission. Hold individuals accountable for outcomes. Mentor new teams.
Deliver Results: Using cultural understanding of global communities, establish aggressive goals and achieve them through influence, persuasion, and drive. Keep everyone apprised to prevent surprises. PROFESSIONAL EXPERIENCE
RORZE Automation Inc,. Milpitas, CA (Vice President& Director of Sales & Business Development) 2011- Present
Robotics and automation provider for the Semiconductor industry with annual sales of $140 million/Yr.
Recruited to energize and grow market for automation capital equipment products in US
Brought in Largest OEMs and IDMs to business opportunities from Zero engagement to a PO in under 12 months while establishing JD opportunities as well.
Work with design, manufacturing and customer engineers to manage a smooth installation and acceptance process including supporting SEMI S2, S8 and other certifications process for on-time delivery.
Worked with design team to create new products including successful inception of new N2 Purge type products to market.
Work with R&D and technical teams to bring new products from conception to inception
Initiated, lab automation marketing and business development operation in India Beam Services, Inc., Pleasanton, CA (V.P. Global Customer & Product Support) 2009 2010 Independent equip.(FIB-SEM, bench top PECVD & RIE) distributor/global service provider & manufacturer (Ultra thin wafer handling equip.) with sales of $32M/Yr.
Captured $1.5M in business opportunity, overcoming a lack of physical presence in Taiwan for customer support within eight weeks by establishing the needed capability in a novel way. This also enabled access to China for new products/services. This capability did not add any cost burden.
Lead product development from concept through product release by defining technology and differentiated product roadmap for novel ultrathin wafer handling products, based on customer and market requirements, SWOT analysis and time-to-market with potential windfall revenue. SII Nanotechnology, Inc., Northridge, CA (Director, Strategic Biz-Dev) 2005–2009 A division of Seiko group ($4B/Yr.) and a pioneer in the Focused-Beam-based FA equipment for IC industry. SEM, AFM and X-ray analytical instruments for RoHS, metrology and medical applications. Suresh Biligiri
Cupertino, CA
408-***-****; *********@*****.***
Support process technology through product life cycle: customer demos, beta site evaluations, field process qualification, and product customization for customer needs for differentiation.
Executed strategies that resulted in winning a $2M PO competing against an entrenched incumbent. Continued customer relation resulting in future wins worth $6M-plus in the next 24 months.
Recognized and reversed a drain of warranty support costs 35%-plus of tool selling price (in South America) while also reducing long Mean Time To Repair (MTTR) from several weeks to under 48 hours, increasing customer satisfaction and increasing revenue by 100% in that geography. PhotoSciences, Inc, Torrance, CA (V.P. Operations.) 2002–2005 Privately held photomask and optical component manufacturer (120 employees) supplying optical components to broad array of industry including consumer electronic division of a Fortune-500 company.
Prevented the risk of losing major accounts & longtime customers due to lack of ISO 9001 certification by gaining certification within just seven months and by saving potential revenue loss. In the process implemented robust quality systems generating savings of more than $1M annually
Implemented utilization monitoring and eliminated 10% productivity loss while able to add higher quality/value products to the product portfolio and generating additional 10% in revenue. MobileSynthesis, Inc., Cupertino, CA (Co-founder/V.P. Marketing) 2001–2002 Co-founded a startup to address data loss risk on smart mobile devices and locations based marketing
Identified the need to protect/recover data from lost smart-mobile device and established a start- up offering, innovative wireless software product generations well ahead of its time and performed a product demonstration before the US Senate technical team.
Developed applications to include location-based marketing tools. Due to lack of funding (post internet bubble burst) closed operations
Ultratech, San Jose, CA (Director of Semiconductor Marketing) 2000–2001 Ultratech is one of the major semiconductor equipment manufacturers with more than 400 employees
Evangelize roadmap and new products within target market through process/equipment data, conference papers, journals and customer demos, beta site evaluations and collaborative programs and increased brand awareness and RFQ response by more than 100% through effective global markets analysis and by executing targeted marketing strategies to focus in the region of opportunity.
Acquired new strategically selected customers for high-impact exposure, overcoming technology adoption challenges requiring significant investment in IP asset migration. Accomplished this through creation of strong marketing collaterals and by negotiating and partnering with suppliers. Photronics, Milpitas, CA (Global Technical Marketing Manager) 1999–2000 Photronics supplies photomasks to the semiconductor industry with worldwide manufacturing operations
After assessing market opportunities in Korea, established technical partnership with a Fortune-100 company resulting in savings of over $25M for that calendar year and generating recurring sales revenue of over $1M over the following years.
Penetrated market opportunity in Japan for leading-edge products and enabled successful growth. Nikon Precision, Belmont, CA (Global Technical Marketing Manager) 1983–1999 A Mitsubishi Div., ($8B/Yr.) is a leader in chip lithography and inspection manufacturing systems
Documented success for excellent quality support to industry leaders: Intel, H.P., and Rockwell.
Volunteered to promote new products to existing customers resulting in more than $40M in sales.
Prevented loss of $700K in recurring annual revenues by executing strategies to successfully retain customer contracts while actually gaining additional service revenue through innovative strategies. EDUCATION/LANGUAGES
M.B.A., Golden Gate University B.S.M.E., Mysore University (India) Conversational Japanese, Fluent in Several Indian Languages, and English
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