Sales Executive Sunnyvale

an Gray

Sunnyvale, California 408-***-**** ******.*****@*****.*** https://www.linkedin.com/in/degrayemail

Top Performer with a consistent track record of surpassing aggressive quotas and expectations in a wide range of technologies and products, from semiconductors to software, systems, and datacenter products.

Focused and determined sales and business leader, passionate about all sales processes from being an individual contributor in an entrepreneurial leadership role to offering wisdom and mentoring skills, inspiring teams to peak performance in a fast-growing environment.

Extremely high EQ, building strong customer and internal relationships quickly always striving for a win/win result, which accelerates revenue growth while ensuring customer loyalty long term.

Marketing and Business Development background with ability to develop corporate messaging and understand value selling tied with many business models, to develop new win/win customer strategies.

DIVERSE PRODUCT KNOWLEDGE

•Semiconductors

•Data Storage

•CRM Development

•Software

•Audio

•AI and ML

•Systems

•Open Source

•Internet Appliances

•GPU

•Nanotechnology

•Data Center

KEY STRENGTHS

•Relationship Building

•Accelerated Revenue Growth

•Ecosystem and Partnerships

•Leadership

•Go-to-market Strategies

•Mentoring

•Value Based Presentations

•Business Model Analysis

•Marketing & Sales Alignment

LEADERSHIP SUCCESS HIGHLIGHTS

Key role in accelerating acquisitions – Instrumental as a sales executive in key VP roles at Artisan growing sales from $15m to $100m and getting acquired by ARM for $1B. As Director of Sales US at Cygnus Solutions, played key role in corporate sales growth from $12m to over $32m and Cygnus was acquired by Red Hat for $600m. Worked closely with the COO at both Artisan and Cygnus to make significant changes in the go-to-market strategy and business models, which were pivotal in the dramatic acceleration in revenue.

Responsible for key design wins of 3DFX GPU’s, enabling IPO – Initiated interest in new 3D graphics architecture at key graphics board companies, when no one thought there would be a market for a $399 retail product in a market normally selling 2D graphics cards at $69 or less. Obtained design wins from Diamond multimedia, Orchid, and Micronics and grew revenue from zero to greater than $6m, leading them to IPO. Diamond’s 3DFX based Monster 3D card was the top selling retail product in the industry for 8 months straight.

Expertise in pre-revenue start-up companies – Develop value-based presentation for pre-production products. Analyze competition and ecosystem to establish go-to-market plan including priority of vertical markets. Work with customers to execute Beta site agreements, Letters of Intent, and partnership agreements to ensure revenue generation as soon as product is available. Maintaining these relationships throughout product delays that frequently occur in start-up situations. Continue to develop new customers during these product cycles, always staging revenue for production to meet revenue targets.

PROFESSIONAL EXPERIENCE

Presentation development assembling all necessary market information needed to effectively approach strategic partners and investors to achieve acquisition or strategic investment.

•Approach and engage law enforcement agencies, security, and risk managers of commercial buildings, learning institutions, banks, and government, as references for potential acquirers and investors

•Identify strategic partners and investor targets and develop strategies that are synergistic with the target’s mission, products, and channels.

•Analyze and prioritize go-to-market strategy and develop plan to penetrate target customers.

•Develop competitive SWOT analysis.

Global sales role, also covering marketing and business development duties. Developed value proposition and presentation. Hired an international sales representative network.

•Developed strategy for sales coverage of top target customer.

•Interviewed top sales representation firms for target customer coverage, and hired sales representatives in Europe, Asia, Japan, and the US.

•Worked several large opportunities in Asia and Europe, staging them to evaluate our first product.

•Executed agreements with customers that would result in surpassing revenue targets.

•Maintained target customer relationships, while a needed design change was taking place.

Sales and business development consulting for many companies in a wide variety of technologies and businesses.

Developed sales strategies, corporate messaging, and presentations for early-stage companies. Key role in attaining investment in many companies.

•Wayne Brown Institute – Entrepreneur in Residence

Worked at Utah’s most well-established incubation institution.

Vetted ~200 early-stage companies and worked closely with ~ 50 of them to develop sales strategy, messaging, and presentations, and introduce them to investment community.

•Nanotechnology security company – Key role in early stage. Acquired in 2020.

•Internet Appliance company. Packet Capture and Security – Sales strategy

Analyzed existing packet capture and time stamping technologies and identified potential revenue increase of 30%. Provided due diligence work on new potential markets for products. Company sold 2 years after.

•Analog Mixed Signal Semiconductor IP company – Sales strategy

Developed go-to-market strategy, including partnership development.

Evaluated customer engagement metrics including ease of contact, sales cycle, and interest points.

•Secure SAAS clinical trial company – Developed messaging and sales strategy. Hired initial sales team.

Company has grown from $2m to $130m over 10 years.

•Sales Process and Management software company – Messaging and sales strategy.

Developed sales strategy which grew company from zero to $5m

•Consumer Audio products – Sales strategy, product definition. New product sales of $12m over 18 months.

•Software Defined Storage – Sales strategy and key customer engagements.

•ASIC and Product Engineering design services – Sales strategy

Developed key partnership with ARM resulting in consistent new revenue growth until company was acquired by a value-added distributor 1 year later.

•Data Center Monitoring and security company – Sales and partnership role.

Responsible for 25% growth managing the largest partner in UPS products.

PROFESSIONAL EXPERIENCE( CONTINUED)

SiPort, Santa Clara, California 2007 - 2010

Sr. Director of Worldwide Sales and Business Development

Hired to develop sales strategy and obtain customer commitments of a new HD radio device.

•Determined and executed go-to-market strategy for Korea, Hong Kong and Mainland China, Taiwan, and the US, determining the best market approach and identifying target opportunities.

•Met all objectives, engaging with top partner LG for board design and several partners in China and Taiwan for developing the mobile market.

•Company sold to Intel.

ARM / Artisan, Sunnyvale, California 2001 - 2007

Various executive roles for Artisan and ARM (which acquired Artisan)

Key role in growing Artisan from $15m to $100m. ARM acquired for $1B.

Director Fabric Division of ARM – Managed one of ARM’s six P&L businesses

VP Emerging Market Sales – Responsible for growing newly acquired PHY business from $3m to $6m in one year

VP Sales Japan – Grew Japan business to $14m from a $9m quota.

VP Sales US and Europe – Bookings of $14m against a $10m quota.

Red Hat / Cygnus, Sunnyvale, California 1997 - 2000

Director Sales North America - Key role in growing Cygnus revenue (which was acquired by Red Hat)

•Top sales executive worldwide in 1999, booking $4.1m against a $2.1m quota, 195% of target.

•FY2000 Bookings of $7.5m against a $4m quota, 188% of target.

•Engaged new customers including Oracle, Hewlett Packard, Microsoft, Lucent, Network Appliance, and others, delivering new revenue.

•Developed global embedded partnership with Hewlett Packard.

EARLY CAREER PROFILE

Director of Sales – S3

Independent Sales Representative for many companies

3DFX, Celestica, Cirrus Logic, ST Micro, Pericom, SEEQ, ICS,

Alliance, PMC Sierra, IR, Celestica, PCTel, Aureal, KLSI, NVIDIA

Marketing Management for Inmos, ST Micro, Ramtron

Product Engineering - Inmos

EDUCATION and COMMUNITY

BSEET Colorado Technology University

MBA Studies University of Phoenix

Cloud Computing Online Courses: GCP, AWS, Azure

Salt Lake City Rescue Mission – Homeless Shelter

Wayne Brown Institute – Job Creation

Start-ups for charity – Built Business Foundation

Working on new start-up for the homeless and mentally ill

D

Senior Sales Executive

Team Leadership Individual Sales Contributor Business Development

GUNSENS, Saratoga, California

2021 - Present

Principal Advisor to Executive Chairman - Cofounder – Pre-revenue start-up

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