Business Development Manager, Sales Engineer, Product Marketing Engine
Resume:
GARY S. ZELLER
Newton, MA *****
*******@*****.***
Accomplished Sales and Business Development professional with a history of building customer relationships to match needs with solutions. Experience reaches across Field Applications, Sales, and Marketing complex technical products and services in customer facing roles. Strong communication skills. Extensive knowledge of semiconductors and systems. EMPLOYMENT HISTORY:
IMEC, Leuven, Belgium (home based) 2018-2019
ASIC Business Development Manager
• Directly responsible for US East and Central customers, emphasizing innovative startups and mid-size customers new to ASIC technology in markets such as AI and medtech
• Also responsible for emerging custom Silicon Photonics technology
• Work synergistically with imec research teams to identify and pursue potential customers
• Activities include networking, attending trade shows, and researching to discover target, constructing deals with IP and Design Services partners, quoting, and closing
• Developed >200 validated leads generating 15 quotes during first nine months
• Facing challenging finances company consolidated to focus on US West ST MICROELECTONICS, Burlington, MA 2016-2018
Staff Product Marketing Engineer
• Responsible for broad product portfolio including Power and Analog Signal Conditioning ICs in US Northeast to work with Sales to engage customers to explore opportunities and close
• Developed and communicated product positioning and features/benefits to customers and Sales
• Portfolio includes Opamps, LDOs, DCDC, LED drivers, Battery chargers, Wireless charging, USB PD, eFuse, Ultrasound pulsers
• Key accounts include Bose, Sonos, Keurig, iRobot, SharkNinja, Leviton, Hughes, and Zebra
• Tracked and met design win goals, pipeline progress, and New Product Proposals on a consistent basis using Salesforce
ELECTRONIC COMPONENTS, INC, dba eComp, Framingham, MA 2015-2016 Sales and Marketing Consultant (Contractor)
• Opened new accounts for legacy component distribution business
• Identified new company directions beyond legacy component distribution
• Added focus of ASIC and Hybrid design and Power Management systems (UPS) CEPHASONICS, Santa Clara, CA (home based) 2013-2014 Sales Manager - US East and Europe
• Managed sales of embedded ultrasound systems for start-up venture to research, medical, and industrial customers
• Grew revenues to $750K in <1 year
• Developed sales funnel worth $20M annually
• Won first production customer with significant revenue >$250K Page 2 Gary S. Zeller
• Developed new application segment of Non-Destructive Testing to widen product targets
• Added sales responsibility to grow East US and European Medical and Research business
• Managed European representative in Poland to increase focus TECHINSIGHTS, Ottawa, ON (home based) 2012-2013
US East Sales Director
• Managed, maintained, and grew accounts for IP-related engineering services business.
• Offered IP support services, including product teardowns, reverse engineering, portfolio assessments, and patent brokerage.
• Managed $2M/yr sales budget, outperforming other regions by 30%.
• Grew key account to $500K from zero in <1yr.
• Developed relationships at operating companies, non-practicing entities, and law firms which increased sales and customer satisfaction.
• Set client strategies (directing preparation and deciding target personnel, products, and services) to position for increased sales.
• Led team which included Sales Coordinator and Professional Services and collaborated with engineering and operations teams.
SENSITRON SEMICONDUCTOR, Deer Park, NY (home based) 2011-2012 Business Development Manager, Discretes
• Managed and grew line of high reliability power diodes for military, aerospace, space, and implantable medical markets.
• Managed $21M worldwide booking quota, $18M revenue quota
• Drove bookings at key customers and developed new opportunities.
• Directed the introduction of qualified JAN products
• Determined pricing strategy to allow for margin and lead the competition.
• Prioritized new product direction for maximum revenue.
• Addressed problems and allocated production to maintain customer satisfaction. TOSHIBA AMERICA ELECTRONIC COMPONENTS, Marlborough, MA Sr. ASIC Business Development Manager 2002-2011
ASIC Business Development Manager 1999-2001
Staff ASIC Business Development Engineer 1997-1998
• Drove design-win, implementation, and mass production phases of Custom SoCs and Foundry, including embedded DRAM and RISC at systems and fabless customers in New England, the East Coast, and California. Established record of consistent success at developing senior management relationships and uncovered opportunities at established customers and start-ups.
• Developed understanding of key markets (access, switching, wireless, storage, consumer) to contribute to customer solutions.
• Evaluated customers/opportunities, developed business proposition, and sold internally to gain required resources.
• Developed customer proposals to secure business opportunities.
• Utilized knowledge of ASIC implementation technologies and challenges to effectively communicate with customers.
• Managed one direct report
• Design-win responsibility for MCUs and Motor Control Devices
• Met Design-win quotas to increase revenue.
EDUCATION: Boston University, Boston, MA
MBA, Marketing Concentration
State University of New York at Buffalo, Buffalo, NY BS Electrical Engineering
Contact this candidate