Sales Manager

John Cox

*** ******** **.

Santa Cruz, CA *****

Ph:408-***-****

***.****.********@*****.***

PROFESSIONAL SUMMARY

Sr. Sales Executive with more than 20 years experience developing, managing and negotiating complex technical engagements to senior level management in large, culturally diverse, international corporations. Broad business background with a focus on telecom and data networking markets. Specific experience includes: Worldwide Director of Sales and Marketing, Regional Sales Manager, and Global Account Manager with an expanding list of customer contacts. Self-motivated with excellent decision-making skills. Adept at quickly identifying opportunities, challenges, and establishing high level relationships in very complex global sales situations. Versed in the development and implementation of strategic business plans, budgeting, and forecasting. Entrepreneurial in spirit, energetic, focused, result-oriented. A team player with the capacity to provide leadership in regional, national, and international markets.

Diverse experience and product knowledge in the following areas:

• ASIC experience, sales, IP, foundry processes, manufacturing technologies

• Experienced in Deep Sub-micron and advanced ASIC processes (55, 40, 28nm)

• Understanding of Datacom/Telecom/Networking topologies, technologies & Markets

• Previous experience with Wireless/Wired Broadband Technologies & Markets

• Experience with channelized Voice Processing, VOIP (Voice over IP)

• Knowledge of Broadband Modem Technologies, ADSL, Cable Modem

• Skilled negotiator with solid interpersonal and rapport abilities

• International and Global Account Manager experience.

• Team builder with management experience: sales and technical (FAE)

PROFESSIONAL EXPERIENCE:

Perceptia Design Services, Scotts Valley, CA Sept 08 - Date

Director of Sales and Marketing North America & Asia – Defined and drove sales and marketing strategy for ASIC intellectual property (IP) and design services company to COT and ASIC integration companies on advanced geometry nodes. This included understanding customer needs, market requirements and to provide clear direction into VP of Engineering/CTO and CEO; advising on strategy and direction with respect to changing market requirements. Lead all efforts to penetrate major customers and establish business relationships. Forged strategic and high level relationships with key COT & foundry partners (Xilinx and Global Foundries) resulting in increased opportunities. Managed all customer engagements from inception through deliverables. Directed contract negotiations with customers and drafted contracts, SOW’s and addendums in support of contracts. Established and managed partnerships with several key partners including: NXP, Infineon Wireless (now Intel), Alchip Technologies (Htachi, Huawei, and Opulan.) Integral in all aspects of contract definition and negotiation. Provided strategic marketing direction on Intellectual Property (IP) development. Coordinated internal resources ensuring timely results in meeting goals.

Select Web, Santa Cruz, CA March 05 – Sept 08

Owner/Consultant – Internet applications, business development consultant and development manager. Supported local software house with business development and program oversight. Drove sales efforts and revenue applications while developing custom client focused solutions for custom web applications. Provided direction and guidance on new service solutions including SEO and eCommerce.

TranSwitch Corporation, San Jose CA/Shelton Ct. January 03 – March 05

Western Director of Sales – Managed Western US including key accounts: Alcatel, UT Starcom, Zhone, Nokia and Nortel. Delivered growth resulting in a five fold increase in revenue 2006 over 2003. Increased support, and awareness through distribution that resulted in a tripling of channel revenue. Rebuilt the Manufactures Representative organization yielding a more aggressive, synergistically aligned, and technically competent sales organization. Successfully focused sales team on tier one accounts and new opportunities with Zhone, Alcatel, and UT Starcom. Developed detailed materials for systematic training of sales channel and distribution. Developed and maintained comprehensive forecasts and design win tracking to manage Western Area business. Assisted Marketing in developing competitive pricing models to advance account strategies and win sockets.

Zarlink Semiconductor, San Jose CA. October 01 – October 02

Director of Sales Western US, Network Access Products – Restructured the sales organization from a Rep based model to a direct sales force. Dissolved all contractual commitments to the Sales Reps ensuring a smooth transition to the new organization. Developed a territory strategy for the Western US and built an organization on direction of Vice President that met staffing and payroll needs going forward. Managed a sales team that secured major design wins ($15M at Motorola, $2.5M Alcatel, $500k Nokia.) Developed and implemented key account strategies in conjunction with the product line managers as well as coordination with the global sales team. Worked with Marketing and Engineering to provide competitive feedback for new product development and product pricing. Developed and presented bi-annual training to Distribution partners to aid in sales efforts. Focus of efforts and sales strategy lead to a “pipeline” of over $77M in qualified opportunities at time of departure.

Centillium Communications Inc., Fremont CA. December 99 – January 01

Western Area Sales Manager - Responsible for all business relationships and sales efforts of system solutions in voice processing, DSL, and broadband technologies for the Western U.S. Secured 3 times the required company design win goals. Exceeded revenue requirement by 80%. Worked in conjunction with sales, Marketing and Business Unit GMs to create strategic plans for geographic Western U.S. and key account penetration. Assisted with negotiation of supplier agreements and corporate contracts. Developed and implemented hiring plans for direct sales, and application support teams. Hired, trained, and managed manufacturers representatives in support of indirect sales efforts. Directed and managed sales efforts to key and strategic telecom accounts in Western Area. Developed budgets for manpower resources required to meet and support design win and revenue goals. Generated procedures and processes for pricing, quote generation/management, opportunity tracking, and generation of sales collateral.

Analog Devices Inc., Campbell CA. August 1997 – December 99

Worldwide Account Manager Cisco Systems – Managed, coordinated, and directed sales activity globally for Cisco. Set and achieved quarterly and annual goals for account penetration and sales. Increased sales of all products 62% in a 12 month period. Supported 5 ADSL design wins for Cisco globally resulting in significant revenues to Analog. Worked with various product lines to define sales strategies, targeting Sr. level relationships at Cisco enabling success with key technologies – DSP, ADSL. Negotiated global pricing on quarterly basis for Cisco for all Analog Devices products. Managed relationship with Cisco GSM (Global Supply Management) ensuring compliance. Tracked and forecasted Analog Devices business on a global scale ensuring accuracy and consistent supply of demand. Liaised with Cisco’s distribution partners in support of “Single Enterprise” supply model.

Phase II Technical Sales, Santa Clara Ca. August 1994 – August 1997

Sr. Account Manager – Covering: Amdahl, Hyundai, Samsung, Logitech, Xerox, Sun Microsystems, Canopus Corporation and supporting Santa Clara geography. Directly responsible for 1996 Sales in excess of $10 million. Knowledgeable in sale of ASIC and Foundry for the latest fab technologies including mixed signal. Traveled to Korea to facilitate negotiations of a multi-million dollar contract with Hyundai Electronics. Drove revenue across eight semiconductor product lines of various technologies including SRAM, DRAM, Analog, Digital and Microprocessors.

Education:

Bachelor of Science in Electrical Engineering University of New Hampshire, 1991

VLSI and ASIC design University of California Extension, Santa Cruz, July 1994

Networking Technologies University of California Extension, Santa Cruz, Sept., 1999

Interests: Foreign cultures, Biking… Exercise...Skiing/Snowboarding…Travel...Cooking...Golf...

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