Marketing and Business Development Manager
Resume:
Ashish Shrotriya
Milpitas CA
*********@*****.***
SUMMARY
I have in excess of 20 years experience in the solar and semiconductor industry in various roles and sectors. I have worked in marketing, design, foundry, manufacturing, equipment and materials. I have 5 patents. I can correlate customer requirements to product feature necessities, and I have a good idea as to why customers need and ask for certain requirements. This knowledge allows me to quickly narrow down options, help resolve customer issues and reduce new product development time lines.
Educational background includes MBA and MSEE. Generated revenue for new and legacy products, priced high margin products successfully, obtained IP licensing revenue for new products. Launched multiple marketing initiatives, including joint marketing partnership, complete with sales collateral, brochures, FAQ’s, presentations, datasheets and sales training. Proven written and oral communication skills.
Strengths include:
Product Management and Marketing Value & Framework Analysis
Strategic Analysis Skills Negotiation and Licensing
Outbound and Inbound Marketing Partner and vendor management
Chronological Work Experience
Honeywell, Marketing and Program Manager 2013 – 2017
Applied Materials, Strategic Marketing Manager 2011 – 2013
Efficient Solar Power Systems, Inc Co-founder 2006 – 2011
TSMC Library and IP Business Manager 2002 – 2008
Virage Logic Foundry Business Manager 2001 – 2002
Applied Materials Product Support Engineer 1994 – 2000
Relevant work Experience
Product Marketing, Analysis and Program management: at Honeywell, Efficient Solar and Applied Materials
Efficient Solar Power Systems, Inc:
Negotiated JDA and licensed technology to a major solar company with significant royalty and $1M license fee provisions.
Analyzed market, customers, competitors and capability that led to the development of two product lines Managed development of 2 power management solutions with unique universal platform in the solar panel MPPT and inverter market.
Applied Materials
Collaborated with sales team to identify upgrade opportunities for specific solar customers and provided strategy for such targeting. Provided sales training on value proposition and market dynamics.
Designed, articulated and directed development of the industry’s first solar demand model to forecast installations worldwide. Used rudimentary Big Data principles while designing the model.
oWas used in a presentation to the White House in 2012.
Developed models and methodologies to forecast revenue for new products, legacy products and upgrade products using best of class third party and internal resources.
Analyzed value proposition of high efficiency throughout the supply chain to articulate value of new products and processes.
Provided analysis to senior management for quarterly reviews and wrote up business reviews for Board of Directors and Investor Relations.
Honeywell:
Introduced 2 new products for a new segment (for Honeywell) of the semiconductor industry in collaboration with sales and R&D. These products are expected to generate >$10M in 2 years after adoption
Successfully ramped operations and sales to major Taiwanese foundry for a 20nm HKMG lithography based product. Ramped revenues to >$4M in 2 years. Customer recognized Honeywell with 4 consecutive #1 supplier status awards
Led the launch of a new application for an existing product. Worked with a major memory customer to qualify a robust solution to an existing industry wide problem seen in lower geometry nodes
Actively managed all aspects of customer interactions including technical needs assessment, value analysis of solutions, pricing, creating penetration plans and setting directions to R&D, sales and support.
Partner Management, Negotiation and Licensing: at TSMC, Virage Logic and Efficient Solar
TSMC:
Identified and negotiated strategic deals with partner companies located in all geographic locations. These IP’s were used in >80% of TSMC production.
oCollaborated with sales teams to accelerate tapeouts with IP’s and win business for TSMC.
oNegotiated and completed contracts to develop and deliver the required IP’s.
oNurtured two startup partners in the PCI IP market. Both were subsequently acquired for >$25M each.
Negotiated distribution agreements with partner companies to distribute TSMC products.
oSuccessfully executed the program which increased market share from 0 to about 30% in 2 years
Conducted various ROI analyses; a) develop/not develop, b) comparison of vendor performance with respect to expenses and customer satisfaction for the programs, c) effectiveness of programs, etc
Streamlined royalty processes running on multiple CRM systems.
Served on industry standards boards; negotiated with various companies on the boards; helped to create standards and safeguard TSMC and TSMC customer & partner interests
Virage Logic:
Negotiated new contracts and obtained new business (including 200% increase in one account)
Analyzed sales data to derive customer profile and product sales breakdown. Analysis was used to direct sales activity more efficiently. Penetrated 3 accounts using this process.
Established a royalty tracking and collecting process.
oResulted in doubling of royalty for the next few royalty cycles and massive back royalty collections.
Organized technical conferences to showcase new memory repair product to customers
EDUCATION
Cornell University, MBA
Michigan Technological University, MS in Electrical Engineering
RV College, Bangalore University, India, BE in Electrical Engineering
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