Sales

Andrew Malakoff, PMP

Vice President of Sales

571-***-**** **********@*****.*** https://linkedin.com/in/andrew-malakoff

New Sales & Business Development / Business Analysis & Strategy / Program & Project Management System Integration / Strategic Planning / Contract Negotiation Operations Management / Enterprise Software / SaaS / Product Management Competitive Analysis / Risk Management Manufacturing / Product Development Budgets / Mergers & Acquisitions / Procurement / P&L / Budgeting / Contract Management / Requirements Analysis / Global Team Lead / Sales Leadership / Sales Mentor, Coach, Trainer and Motivator / Customer Service Director

Seasoned sales leader with significant expertise and successes in start-up business entities and international revenue-building businesses across multiple verticals and industries. Numerous achievements in business development, sales, operations, and P&L management. Extensive knowledge of international business cultures, commercial businesses, and Federal & State government operations.

●Operations and sales executive, led 450+ people, P&L $60M+, closed annual sales over 249% at $44M.

● Built a Software SaaS supply chain and asset management firm’s US subsidiary from start-up to a profitable separate business entity.

● Negotiated contracts with six Fortune 100 companies resulting in contract vehicles valued at $399M with ARR of $26M.

●Former USAF Officer with previous TS/SCI security clearance, experienced in leading complex, multi-national commercial and military organizations valued over $1.2B.

MBA - Trident University, CA

BBA – Business, Temple University, PA

Career History

Vice President of Sales; North America

Nexxiot, Inc.

January 2018 - September 2020

Nexxiot, headquartered in Switzerland, applies industrial IoT expertise to provide big data SaaS/DaaS integrated solutions for supply chains and asset fleets.

Holds full multi-million-dollar P&L and budget authority, managing all North America operations and leading solutions and sales teams. Established all sales goals.

●Built Nexxiot’s US subsidiary from start-up as a separate entity, recruited the cross-functional team, developed business, sales, and go-to-market strategies, and established the operational infrastructures.

●Managed project for US Hazard Class 2 Location Certification for core IoT product offering, securing full certification four months ahead of schedule.

●Leadership - Negotiated contracts with six enterprise and SMB companies resulting in contract vehicles valued at $399M.

●Streamlined sales cycle from 24 months to 10 months including contract negotiations for a 5-year agreement valued at $26M for full fleet roll-out.

Vice President of Sales

Broken Arrow Communications

January 2017 - January 2018

Broken Arrow Communications, Inc. is the leading provider of systems and facility services for the wireless telecommunications industry in the Western US.

Directed operations across 14 offices in 22 states with 457 employees, with full responsibility for 1500 active projects on 23 major nationwide contracts with annual revenues exceeding $68M.

●Created a strategic sourcing plan and implemented improved crew accountability checklists, increasing company efficiency by more than 13% and reducing costs more than $25K per office.

●Turned around declining margin trend, conducting comprehensive analysis on more than 1500 projects, developing a bidding and price-to-win strategy, and implementing an enhanced accountability system, producing a 2% positive margin after 24 months of decline.

●Restructured organization and consolidated resources, increasing overall profit margins, and saving more than $400K.

●Landed new $13M, five-year contract with DHS/CBP for Fixed Site installations along southern border.

●Developed and implemented a strategy to reduce errors, increase margins, and share nearby resources on major contractual bids, driving a 5% improvement in margin on customer orders and increasing bids by 20%.

Vice President of Global Sales and Marketing

Sunsight Instruments

January 2014 - January 2017

Sunsight Instruments develops and manufactures antenna alignment tools, revolutionary Microwave Path Alignment tools, and antenna monitoring systems.

Managed $15M P&L with $5M ARR across several product lines, leading a 10-member direct report team.

●Built a global sales & distribution infrastructure and customer support and vendor channels for Europe, Middle East, Africa, and Asia-Pacific regions.

●Successfully positioned the SaaS/Instruments business as a company leader with an aggressive growth strategy that reversed declining profits.

●Led three global product launches, applying data analytics to predict and leverage customer behavior.

●Implemented process improvements in collaboration with the CTO, CEO, and software engineering team, resulting in a patented breakthrough technology that saved on average over 80% in manpower costs.

●Developed a distribution, channel, VAR, direct and indirect channel of marketing and sales team to focus on EMEA, increasing sales by more than 210% and driving growth company-wide.

Channel Sales Manager

Anritsu

January 2010 - January 2014

Anritsu serves the communications, aerospace, defense, and education industries with a range of RF & Microwave technology products with services spanning the entire network life cycle, from research, development, and conformance testing to optimization and service assurance.

Managed the North and South American Distribution Channel leading a team of 96 matrixed, geographical-separated account managers serving 15 companies.

●Developed and implemented marketing strategies and drove channel sales for distribution direct to customers.

●Implemented a structured Sales Inventory & Operations Planning process for vendors and distributors that improved predictable ordering.

●Turned around channel operations in North and South America, achieving $44M in sales - 249% above target – by building relationships to grow accounts and adding mid-sized partners.

●Drove business development targeting military programs, securing new contract wins with Army, Air Force, DHS, and FBI with total contract values up to $83M.

Director of Critical Infrastructure

Diversified Technologies Labs

January 2010 - December 2010

DTECH Labs designs manufacture and integrates rugged server and storage solutions to diverse industries including military, government, first-responders, commercial.

Served as contract Project Manager on $40M Secure Ports project for the State of California, managing the DTECH team and coordinating with State, DHS, and DoD customers to provide customized solutions.

Business Development Manager

General Dynamics Information Technology

January 2007 - January 2010

GDIT applies cutting-edge technologies to solve challenges for clients spanning civilian, Defense, Homeland Security, and Intelligence agencies.

Recruited to lead large business development programs valuing up to $1B targeting new and challenging verticals for the GD Navy team.

●Established a Joint Venture team and led all efforts in winning a $1.5B Logistics Services Program contract.

●Built a team of four other OEM vendors and landed a $25M contract vehicle with a follow-on $3.35M maintenance support contract for a first-of-its-kind wireless base perimeter system for the US Air Force.

●Achieved significant account growth and expanded revenue from $12M to $27M Annual Recurring Revenue.

Earlier Career: US Air Force Officer, 2001 – 2007. Steadily promoted to positions of increasing responsibility. Leadership Program Manager, leading a $1.2B Radar Defense Program, supervising 163 personnel.

Additional Key Strengths

Customer Service / Sales Goals / Leadership / Recruiting / Training / Creative Thinking Skills / Writing / Hiring / Sales Forecasting / Analytical / Sales Plans / CRM / Sales Operations / Cross-Functional Teams / Dedicated / Leadership Skills / Providing Feedback / Motivating / Communication Skills / Competitive

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