Vice President – Int’l Business Development - Sales and Marketing Oper

Vice President – Int’l Business Development - Sales and Marketing Operations

Gain Competitive Advantage through Sales Operational Excellence

Build and Nurture Key Internal and External Relationships for Excellent Revenue Growth

Lead and Inspire Sales Force with High-Touch Leadership, Ethics and Example

Summary of Qualifications

Expert senior sales and marketing executive, customer change agent, entrepreneurial. Passionate about creating a sales culture, deep trust and winning visions with customers. Acknowledged for relationship building and recurring revenues by mentoring the sales team on sales process creation and execution. Demand excellent customer support before and after the sale. International experience with numerous business cultures. Outstanding presentation and communication skills.

Professional Strengths

Int’ Business Development Channel/Distribution Management Strategic Relationships

Sales Management & Training Recruitment & Retention Sales Process Development P&L Accountability Contract Negotiations Impeccable Customer Support

CRM Management Marketing Creation Branding

Experience working with Politicos, Domestic or Foreign Officials and Unions to Promote Business

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Career Path

Gray Hawk Payment Technologies – Austin, TX 2008 - Present

EVP Sales and Marketing

Providing sales management, operational stability and recurring revenue sources for cash flow by signing multiple contracts and establishing a lobbyist/rep sales network throughout a majority of the U.S. Gray Hawk Payment Technologies provides automated, secure cash management and E-Commerce systems for companies, city, county corrections and courthouses, state agencies and governments. Products include point-of-sale Kiosks which accept cash, credit and debit cards, Interactive Voice Response (IVR), Web-based and Hand-held payment portals for remittances and disbursements through the distribution of General Purpose Reloadable (GPR) Debit Cards targeted for the under-banked demographic. Received investment round.

Gray Hawk Strategies – Austin, TX 2008 - 2009

Consulting

Led a major consulting engagement to establish a documented Sales and Marketing Process, Sales Force CRM implementation and Hunter/Farmer Sales Structure selling to publishers and advertisers and associated Comp Plan for Smiley Media, an Austin-based internet on-line advertising network company that works with high-traffic, general-consumer websites to significantly increase the profitability of their ad space. The company was ranked 168th on the Inc. 500 Fastest Growing Companies in 2009.

Boeing Aerospace - Jeppesen (Carmen Systems) – Gothenburg, Sweden 2002-2008

Vice President, Sales and Marketing Operations - The Americas

1st U.S. Employee. Fulfilled goal of establishing Carmen Systems, a Swedish company, as the new U.S. leader in transportation scheduling optimization and decision support by building brand dominance through an intense road-show approach and closing multiple major contracts with American Airlines, United and Jet Blue.

Organization consisted of ~50 field employees with Offices in Montreal, New York and Mexico.

Fought through a multi-year evaluation at American Airlines to win the 1st crew scheduling service package provided by a foreign vendor

Developed strong respect from powerful airline unions. Invited to join Expert Aviation - a consortium of airline pilots. See: http://expertaviationconsulting.com/bios.html

Quote from bio, “David was one of the first software sales executives to understand the importance of buy-in by both management and front line employees when it comes to a corporation’s decision to implement complex management systems.”

Increased North American Sales, while improving margins of new products by 20% and the cumulative margins of established products from 21% to 35%. Five year contract values $5M+. Built $60M pipeline

Member of the initial engagement team formed to sell Carmen Systems (a GE-venture backed company) to Boeing – Jeppesen

Accenture - Navitaire (CALEB Technologies) – Austin, TX 1997 - 2002

VP - World Wide Sales and Marketing

Gained entrepreneurial, start-up success by partnering with University of Texas “husband and wife” PhD inventors; originally from mainland China. Complete responsibility for guiding the founders through early start-up, angel funding, marketing creation, “bleeding edge” technology evangelization and sales and marketing operations. CALEB provided Day-of-Operations Recovery Decision Support systems for transportation operations and logistics.

Recruited COO/President – provided Angel Funding; built complete exec team

Developed Continental Airlines as 1st launch customer; received three additional contracts

Team secured $5.8 M from Austin based VC and grew to ~95 Employees; opened Shanghai office

Major Contracts: Southwest, Northwest, Delta

Survived “9/11” by providing extraordinary support to our airline customers during time of extreme schedule and revenue disruption – rewarded with renewed contracts and “no-strings” attached funding

Profitable by end of 2001

Company sold to Accenture/Navitaire in 2002

Synopsys Inc. – Mountain View, CA 1988 – 1997

Numerous sales management positions within Synopsys acquisitions

Synopsys provides a complete front-to-back design and test environment, system-level to silicon-level verification, design reuse technology and professional services to the electronics design community.

EPIC Design – Director; Central U.S.

Managed sales and pre/post applications team - global account management for AMD, Motorola & TI.

Immediately upon employment and at the start of the quota year; revitalized an inherited, burned-out sales and support team. Replaced all but one employee; grew team to 23. Relocated and expanded Austin and Dallas Offices and opened Central U.S. Training facility. Exceeded yearly quota by 15%.

Racal Group (Redac) of Tewkesbury, England – VP Business Development

Dept of Energy - Superconducting SuperCollider Laboratory

Formed and lead expert consulting and proposal team to secure a 200 seat design system award – a major win over numerous, larger and established competitors

Received Best Vendor Award from SSCL Purchasing

Sale of the Year – Salesman of the Year

President Club

Other Positions: Dazix - TI World Wide Account Mgr Cadnetix: Rockwell – Collins Major Account Mgr.

Gerber Scientific Products - Dallas, TX 1982-1987

Regional Manager/Military Major Accounts Mgr - S Central US

Gerber Scientific is a leading provider of innovative end-to-end CNC computer-aided manufacturing solutions for cutting flexible composite materials, specialty graphics, and ophthalmic lens processing, the print and packaging industries.

Led Gerber initiative to win Bell Boeing V-22 Osprey prototype manufacturing project – convincing Bell Helicopter design engineers using CADAM CNC output to drive “adapted” Gerber Cutters to automate the handling of rolled composite material, computerize the nesting of parts and accurately cut to specifications; including the Osprey wing, nacelles, rotors, tail surfaces, and aft ramp. Two-thirds scale flyable model was completed on time and under tight weight requirements

1st US product implementation of new CO2 based laser scanning/burning & digital imaging technology for high-resolution satellite and printing applications

Broad account experience:

Aerospace/DOE/DOD/Military: Texas Instruments, E Systems, Rockwell Int., General Dynamics (Lockheed-Martin), Boeing, Bell Helicopter, Sandia, Los Alamos, White Sands, FAA, NASA

Oil - Down Hole: Halliburton, Schlumberger Western Atlas (Litton/Dresser)

Shipyards: McDermott (Bollinger Marine Fabricators), Gulf Coast (Northrop), Bell Halter (Textron)

Presidents Club

Armstrong World Industries - Dallas, TX 1977-1981

Assistant Regional Manager

Gained invaluable sales and marketing training while selling for Armstrong World Industries; a global leader in the design and manufacture of exterior/interior commercial products, floors, ceilings and cabinets. Managed major account sales, merchandising and in-direct distribution channels in the state of Oklahoma and north Texas and assisted the regional manager in the hiring, training and supervising of new marketing representatives.

Designed and sold the company on new in-store displays and sales training program to showcase

high-end designer products resulting in a 27% increase in sales.

Designed and Implemented new sales training program for in-direct distribution channels.

Developed new distribution accounts in resulting in a 306% sales increase in fire-retardant building board

105% Club

Internships

Los Alamos Neutron Science Center (LANSCE) – Los Alamos, NM Summer, 1976

Neutron Accelerator – Radioactive Target Area Construction Management

Oklahoma Journal Newspaper – Oklahoma City, Ok. Summer, 1975

Research and writing support for the Editor

Commercial Letters, Inc. – Oklahoma City, Ok. Summer, 1974

Marketing and Direct mail advertising, sales literature design and layout

Training

Armstrong Sales Training (3 mo.s) Armstrong Sales Management Training

Armstrong Design Center Training Xerox Solution Selling

Dale Carnegie Public Speaking Dale Carnegie Sales

Dr. Chester Karrass - Effective Negotiating Vanguard Selling

Selling With Integrity (I and II) Value Based Selling

Boeing International Business Ethics Training U.S. DOE and DOD – Contracts Training

Awards

Two-time recipient of the “Best Vendor” Presentation at the AGIFORS Conference (The Airline Group of the International Federation of Operational Research Societies – Logistics Solutions); Honolulu, HI & Cape Town, SA

International Presentation Venues

Canada Monterrey Mexico City Stockholm Copenhagen Oslo

Helsinki London Amsterdam Brussels Paris Bern/Zurich

Milano Prague Budapest Cape Town Madrid Lisbon

Tel Aviv Cairo Istanbul Brasília Australia

Education

Oklahoma State University - Business Administration/Marketing - Minor in Life/Physical Sciences

NCAA OSU Cowboy Football – Student Senate – President; Delta Chi

Organizations

Oklahoma State Alumni Business School Alliance

Austin Technology Council

Interests

Outdoor sports – Biking, Golf, Fishing, Hunting

Westlake Youth Athletic Associations

TMIY- Men’s Leadership Program - Core Team Leader/Master of Ceremonies

Various Youth Ministries

Mobil Loaves and Fishes – Homeless Outreach

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