Fairbanks2009

ROBERT E. FAIRBANKS, JR.

***** ***** ***. **, ********, Washington 98034

(h) 425-***-**** (c) 425-***-**** *****@***.***

website: http://www.linkedin.com/in/bobfairbanks

EXECUTIVE PROFILE

SALES PROFESSIONAL

Dynamic Sales Executive with a proven record of excellence in embedded sales and business development in the software and high-tech industries. Specializes in channel management, strategic account planning, tactical execution of sales plans and forming partnerships with executive management. Adeptly uses extensive product knowledge to negotiate difficult contracts and identify new prospects. Known for exploring within companies to find opportunities to generate more revenue through product matches and innovative solutions. Dedicated leader focused on creating, building and motivating teams that consistently perform.

Selected Highlights

> Grew channel partner revenue in key accounts 25% year-over-year from $1 million to $1.3 million by leveraging distributor supply chain management and financial services. [Freescale Semiconductor]

> Closed the largest Java SE OEM deal for North America, resulting in annual royalty revenue exceeding $1 million and renewable support and maintenance of $200,000 per year. [Sun Microsystems]

> Recovered the Sharp Semiconductor account from a competitor, generating $2 million of engineering services over 2 years. [Freescale Semiconductor]

> Negotiated 3-year contract that tripled price ISV paid for support, engineering and technology updates and arranged royalty prepayments of $500,000 annually, resulting in $5 million 3 year contract. [Sun Microsystems]

> Maintained sales growth of 150% year over year through first half of fiscal 2001, growing sales from $12 million to $21 million by managing the channel for higher productivity. [Microsoft]

Areas of Expertise

Account Management, Customer Interaction, Team Building/motivation,

Channel Sales, Contract Negotiation, Using Internal Resources Effectively, Relationship Selling, Licensing Agreements, Professional Presentation Skills, Networking/Building Relationships, Business Development, Emerging Technology

PROFESSIONAL SUMMARY

BSQUARE Corporation Bellevue, Washington

Developer and licensor of Microsoft focused embedded software for the smart mobility OEM markets.

Senior Manager Silicon Vendor and Channel Partners 2007 to Present

Responsible for managing key strategic accounts and partnerships including the silicon vendors TI, Marvell, Intel, Freescale and others, Microsoft, hardware vendors, and product partners.

> Research markets, targeted prospects, develop sales presentations, make presentations and build relationships with partners to further the business objectives and strategies.

> Negotiated, wrote and delivered business plans, statements of work, MOUs, master services agreements and related business development, product and technical planning materials.

> Strong performance management skills in managing external partners including setting goals, performance measurement and tactical and strategic sales plans.

> Experience in the embedded and wireless industries with focus on OEM and ODMs building smart portable products.

> Work with semiconductor partners and distributors to discover new platform designs early in the design cycle

> Certified Microsoft Sales Blackbelt and Technical Greenbelt

Sun Microsystems, Inc. Bellevue, Washington

Innovative market leader in servers, storage, software and services with a focus on network computing and more than 35,000 employees worldwide.

OEM Software Sales 2004 to 2007

Negotiated contracts, licensing and trademark/brand management for Java ME (Mobile), Java SE, Solaris, Java Desktop System and software development tools for Embedded and OEM applications.

> Closed the largest Java SE OEM deal for North America, resulting in annual royalty revenue exceeding $1 million and renewable support and maintenance of $200,000 per year.

> Negotiated expanded contract for college purchases to include support, engineering and technology updates and arranged royalty prepayments of $500,000 annually, resulting in $5-6 million over a 3-year period.

> Sold Sprint $1.2 million in engineering services and $1.2 million over 3-year period for continued support.

> Contributed to creation of a simplified sales process that shortened deal closure time by 30%.

> Spearheaded shift in focus from source code licensing to binary licensing in response to customer demands.

Freescale Semiconductor Redmond, Washington

Formerly Metrowerks, developer of CodeWarrior brand software development tool for Freescale processor and platforms. Freescale services a broad base of industries, from automotive to consumer to military/aerospace.

Territory Sales Manager 2000 to 2004

Lead the sales team, including inside sales, channel/distributor sales, field application engineering and product management to grow revenue. Key clients included Cisco, Nortel, Sun, Boeing, Honeywell, Motorola and Paccar.

> Grew channel partner revenue in key accounts 25% year-over-year from $1 million to $1.3 million by leveraging distributor supply chain management and financial services.

> Snatched Sharp Semiconductor account from competitor, generating $2 million of engineering services over 2 years.

> Implemented field marketing programs such as "lunch and learn" on-site at customer locations, for-fee field training programs and localized trade shows.

> Received 3 promotions in 3 years moving from Regional Sales Manager to North American Sales Manager to Territory Sales Manager.

Microsoft Corp. Redmond, Washington

The largest software company in the world with revenue approaching $50 billion offering products for general computing, mobile and embedded, web services and other products.

Technical Distributor, Account Manager 1999 to 2000

Negotiated OEM licenses and managed channel for group's products. Interacted with channel partners, including planning with executive teams, extensive field interactions with their sales forces and trade show participation.

> Maintained sales growth of 150% year over year through first half of fiscal 2001, growing sales from $12 million to $21 million by managing the channel for higher productivity.

> Successfully introduced simplified licensing terms/conditions to the channel that reduced contract closure time 75%.

> Utilized market development funds to drive new designs in emerging industrial, increasing segment 150%.

PG Design Electronics Inc. Chesterfield, Michigan

Leading-edge manufacturer of technology for memory product manufacturing and human interface products offering a wide range of electronic design and manufacturing services.

Marketing Manager / Project Manager / Sales Manager 1998 to 1999

Launched the Portal family of Interactive Touchscreen PCs for the kiosk/point-of-sale markets. Managed marketing programs for representative selection and made sales calls. Supervised 4 engineers and 2 marketing assistants.

> Signed the first launch partner that lead to initial product manufacture and release.

> Identified and contacted leading U.S. kiosk manufacturers, creating 6 new product outlets.

SBS Technologies, Inc. Cortland, Ohio

Now part of GE-Fanuc Industrial Computing, an innovator in commodity VME and CompactPCI board computing products with $50 million in revenue. Focuses on industrial automation, military-aerospace and communication.

Senior Sales Engineer 1997 to 1998

Directed sales of VME bus single board computer products, IndustryPack I/O modules, Industrial PCs and workstation connectivity products to the military/industrial customer base.

> Attained 112% of $1.88 million sales quota in 1998.

> Opened new Midwest territory and achieved 6 new designs in first 12 months.

> Won designs in industrial automation, military systems and communication platforms.

EDUCATION

Kent State University, Degree: Associate of Science, in Electrical Engineering Technology. GPA 3.65

Youngstown State University, General course studies.

PROFESSIONAL DEVELOPMENT

Target Account Selling, (TAS), Holden derivative, focused on opportunity management, influence, and account mapping.

Executive Selling Skills: Selling at the "C" level.

Holden: Value-Based Selling

Xerox Professional Selling Skills II, Sales Training.

The T. l. M. E. Management Course, Time management.

System A, the Sales Relationships, Sales training.

Padgett Thompson's Basic Supervision, Management training.

Fundamentals of Sales Management for the Newly Appointed Sales Manager, American Management Association

Effective Technical Writing: Baldwin Wallace College

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