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Director, Business Development Resume

FL

SUMMARY:

  • Dynamic, metric - driven team leader combines high expectations with consultative skills and extensive technical knowledge to achieve ambitious objectives.
  • Sharp negotiator and proven relationship builder with an extensive network of regional, Silicon Valley and Fortune 500 stakeholders at all levels.

TECHNICAL SKILLS:

  • Direct and Channel Sales
  • Contract Negotiations
  • Local and National Accounts
  • Strategy AND Tactics
  • Cross-Functional Collaboration
  • Consultative Sales
  • Staff Coach and Mentor
  • Technical Sales

PROFESSIONAL EXPERIENCE:

Director, Business Development

Confidential, FL

Responsibilities:

  • Diversify customer base via redefined business model and metrics.
  • Refined strategy, pricing, IT support, hiring metrics, training standards and invented “contract seats” as unit of measure.

Director of Business Development

Confidential FL

Responsibilities:

  • Identify, and acquire new customer RFPs for engineering projects and built $3M sales pipeline.
  • Grew Stryker Sustainability from isolated local projects to corporation-wide partnership.

Technical Sales Manager

Confidential, Tampa Bay, FL

Responsibilities:

  • Strongly reversed multi-year decline in sales and new design wins across GulfCoast territory.
  • Implemented “top down /bottom up” planning to assist ownership in defining success.
  • Innovated “program tables” to save customers millions AND rapidly generate new design wins.

President & COO

Confidential, Tampa Bay, FL

Responsibilities:

  • Re-define success for 40-year old organization on verge of collapse. (Plus contribute as a player )
  • Rewrote by-laws, built BoD, set budgets, hired coaches, recruited players, negotiated contracts.
  • Created sponsor program, presented and signed corporate sponsors annually.
  • Awarded IRS 501(c )3 Charitable Organization and top St. Petersburg volunteer group in 2017

Regional Sales Manager

Confidential, FL

Responsibilities:

  • Introduced and qualified multiple lines with Jabil HQ-based VPs, GCMs and Supplier Relations.

Director N.A. Sales,

Confidential, Silicon Valley, CA

Responsibilities:

  • Commanded business development and drove sales for proprietary video compression IP.
  • Negotiated with Broadcom, Motorola, Conexant design engineering, marketing, legal and VP-level management to close multiple six- and seven-figure licenses.

Regional Sales Manager

Confidential, Silicon Valley, CA

Responsibilities:

  • Motivated a top-performing, direct & indirect technical sales team to maximize market penetration across Silicon Valley. Negotiated contract terms, generated sales forecasts and design win reports.
  • Solved a major Juniper Networks QA issue by re-negotiating board-level spec changes.
  • Re-invented marketing collateral which increased PowerPC sales pipeline by $5M+ in 180 days.

Director, Sales & Marketing

Confidential, Silicon Valley, CA

Responsibilities:

  • Managed multiple business ventures, highlighted by global partner Micron Technologies with special emphasis on China and $90M+ annual revenue. Collaborated with Micron to generate market strategies and goals.
  • Designed business plan and negotiated wafer price, yield and NRE culminating in $6M contract to build customer NAND controller IC.
  • Closed $160K+ contract with Microchip to integrate 10/100 PHY into microcontroller SoC /ASSP.

Core Account Manager

Confidential, Silicon Valley, CA

Responsibilities:

  • Grew sales across 600+ assigned Silicon Valley customers. Worked with system architects, engineers and procurement teams to generate 100s of new designs wins.
  • Captured video-, power- and memory-a rchitecture design wins with TiVo, WebTV and ReplayTV DVRs yielding more than $20M in combined sales.
  • Cultivated Brocade Networks from cold calls to a $10M customer within 18 months.

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