Sales and Business Development: Energy and Semiconductor

SALES AND BUSINESS DEVELOPMENT PROFESSIONAL

Creative, driven sales and business development professional with a track record of developing and managing progressive campaigns that exceed sales and marketing targets. Proven ability to recognize emerging opportunities and successfully position company for capitalization in new markets. Adept at collaborating and motivating across multiple organizational levels. Strategic in selection of accounts and methods of pursuit.

Areas of Expertise:

• 'Hunter' and 'Farmer' Consultative Sales

• Account Development/Mgmt

• Training, Direct & Indirect

• Lead Development

• Strategic Marketing

• Technically Adept

• Crisis Resolution

• Services Expertise

• Proposal & RFQ/SOW Development

• Personnel Management

• Product Definition

SELECTED CAREER HIGHLIGHTS

Recognized as a key contributor in providing leadership, hiring, training, and coaching for moving the Lattice Sales organization from a commodity to a solutions-focused consultative sales and marketing approach with results 103% compounded revenue growth year-on-year for complex product the last four years.

Sold Cadence's first multi-million dollar ($16M), complete engineering outsource service; used as the model of the company's desired services engagement, highlighted in the Cadence Yearly Financial Summary.

Acknowledged for significant contributions to company product direction at multiple companies with several concepts submitted for patent, and eight patents granted.

Nominated as a key individual at Cyrix providing outstanding contributions having major financial impact, saving the company > $50M by enhancing/extending existing product line two additional quarters.

Consistently recognized in the top 10% employee rankings. Quota over-achiever.

ENERGY

• Defined marketing and sales strategies for entrance of a foreign solar module manufacturer into the U.S. Added 250 qualified clients, sold-out $1.2M in product, and developed ~$100M pipeline of opportunities within the first 4 months. Broke down and implemented strategy into tactical and strategic game plans.

• Performed twelve month market research in the Smart Grid Energy sector including Transmission, Distribution, and Demand Response with focus on AMI and MDMS solutions.

• Attended numerous conferences and webcasts with subjects being Demand/Response, efficiency, transmission, generation, and data/analytics.

• Tracking announcements, partnerships, and offerings of over 40 companies in the smart grid, efficiency, and demand/response market.

• Certified Energy Manager In Training (CEMIT). Volunteering time (and a member) of the Columbia River chapter of the AEE (Association of Energy Engineers).

S/W

• Over 20 years experience using/selling various B2B software. Created value statement and sold largest company S/W services opportunity ($12M) to my dedicated WW Major Account. Familiar with S/W bundling, licensing renewal strategies.

• Responsibility for field prioritization of S/W issues, new software features, and usage models for design software.

• Usage of multiple CRM software including salesforce.com and creation/analysis of results for managing sales.

• Working knowledge of LAMP, SAMBA, VPN, Linux, Unix, Perl, Awk, sed, make, CVS, SCCS and various shells and scripting languages. Exposure to mySQL, IBM Cognos Express.

• Expertise in Office products such as Microsoft and OpenOffice applications. webcast presentation products (estimate 50 webcasts performed) , and virtual networking products (such as gotomypc, Mikogo, VNC) useful for facilitation of training and remote customer debugging environments.

• Developed personal web page using LAMP server, automating generation for support of over 60G of material.

SALES

• Compounded growth >103% in select product wins four consecutive years despite being market underdog.

• Doubled team's consulting services revenue and bookings in one calendar year to $25M/$50M respectively.

• Created and sold $19M of services proposals (160% of quota) to my Tier1 WW dedicated account. This S/W and design services effort was the largest in the company.

• Increased North American Distribution Channel Sales total wins by 30% and select/quality sockets by 108% year-on-year by defining, hiring to, and implementing on-line and on-site training certification. This effort was leveraged WW by 150 individuals.

• Brought in to top-tier accounts (ex. TI, Miranda, Nortel, Kyocera, Dell, HP, Comtech ...) to help manage executive-level relationships. Also supported international opportunities with large opportunities or critical issues. Performed discovery and creation of solutions resulting in Tier-1 account wins worth .5M-$3M+ each.

• Managed to targeted 60% GPM of $MM services proposals. Managed sales of follow-on ECO's

• Developed within the first four months with a greenfield brand/presence over 250 qualified customers, $1.2M in product sales, and $100M in pipeline sales for solar PV module solutions.

BUSINESS DEVELOPMENT

• Refined and narrowed market focus to Wired Communications, Wireless RF Head-End, and Video (SMPTE, Cameralink, Channel-link, surveillance) applications. This enabled in-depth solutions focus for targeted vertical markets, simplifying Applications requirements and reducing development time by 50%.

• Developed and drove a complete marketing plan for SMPTE video, recognized as one of the most successful vertical market launches in the company, with initial results enabling engagement of top 50% of clients and a key Tier1 client win. Increased successful demo percentage from 60% to 95% by focusing on quality.

• Drove uATCA/Ethernet market offering by generating MRD/ERD, and developing consensus with Sales and Marketing. This low/mid-cost demonstrable platform was non-existent prior to my engagement.

• Played key role in definition/buy-in of the MachXO product, currently producing $65M per year.

• Generated a client database of 50 companies as potential customers/acquisition prospects and identified C-level contacts through web, press release, cold calling, trade publications and networking. Prioritized list and engaged in discussions for funding and partnerships.

PERSONNEL MANAGEMENT

• Hired, ranked, and reviewed 40+ Field Sales Resources with 8 direct reports – distilling resources, then managing turnover to 1% vs. industry standard of 6%-8%.

• Budgeted and provided yearly sales training to 60 direct WW Sales resources resulting in a more effective consultative sales solution (comments included “best training attended” and “most flexible and modular”).

• Headed weekly International meetings for Technical Sales and sales management, summarizing sales trends, issues and resolutions.

TECHNOLOGY EXPERTISE

• System level familiarity with wired and wireless protocols such as SONET, SMPTE, 802.11, 802.16, WiMax, SPI4.2, XAUI, Cameralink, PCI-Express, PCI, DDR2, DDR3, Ethernet, SATA, Storage, DisplayPort, CPRI, OBSAI, DPD, CFR, HDMI, SERDES, UART, I2C, SCADA, and RS232.

• Expert in ASIC, Custom, and FPGA design methodologies and tools.

PROFESSIONAL EXPERIENCE

CONFIDENTIAL, PORTLAND, OR 2010

Confidential is a provider of high quality solar PV module solutions with manufacturing in China and U.S. sales, marketing, and support in Portland, OR.

Vice President of Sales and Marketing, 2010

LATTICE, HILLSBORO, OR 2001 – 2009

Lattice designs, develops and markets programmable devices, software, and intellectual property used in the manufacture of systems in the wired and wireless communications, industrial, and automotive marketplaces.

Director of Strategic Marketing, 2008 – 2009

Director of Sales, 2001 – 2008

INNOSYNC INC., DALLAS, TX 2000 – 2001

Innosync, a fab-less start-up, designs, develops, and markets application specific solutions targeting the SOHO notebook market.

Director of Marketing

CADENCE/TALITY Professional Services , IRVING, TX 1995 – 2000

Cadence is the leader in Global Electronics Design Innovation, producing EDA software, services, and IP for the electronics industry.

Business Dev Mgr/Director, 1999 – 2000

Director of Sales, 1997 – 1999

Solution Architect, 1996 – 1997

Field Applications Engineer, 1995 – 1996

EDUCATION / PROFESSIONAL DEVELOPMENT

BSEE, Cum Laude, University of North Dakota Grand Forks, ND

Value Selling: Lloyd Sappington

Spin Selling: Neil Rackham

Target Account Selling: Target Marketing Systems

Bringing Out The Best In People: Aubrey Daniels

Crossing the Chasm: Geoffrey Moore

Managing People for Maximum Performance: Harvard University: JFK School of Government

Promoting Innovation & Creativity: Harvard University: JFK School of Government

Effective Decision Making: Harvard University: JFK School of Government

Building Consensus Through Executive Influence: Harvard University: JFK School of Government

OTHER

Issued Patents 5878269, 5664149, 5379240, 5860111, 5524234, 5490156, 7538574, and 7269771.

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