Business Development Professional with more than 10 years experience in enterprise software and manufacturing industries. Proven skills in solution sales, marketing, business development, product management and consulting. Expertise in business solutions for manufacturing and supply chain management.
EXPERIENCE
MICROSOFT - REDMOND, WA, 2002 - PRESENT
Industry Manager - High Tech, 2003- Present
Develop and manage the high tech vertical business for Microsoft Business Solutions, a $750M division of Microsoft, including strategy, product management and business development on a global basis, reporting to the Director of Manufacturing Industry Solutions.
• Launched Microsoft Business Solutions into the high tech manufacturing industry, creating a highly focused, successful business vertical with solid revenue gains in the first year of execution, positioned for accelerated growth going forward.
• Developed the market opportunity document and business plan and drove multiple vertical initiatives in the partner channel, subsidiary marketing and product groups. Developed a high tech focused partner channel and alliance relationships with strategic ISVs. Identified a beachhead opportunity in the fabless semiconductor segment that led to early strategic account wins.
• Achieved 18% vertical revenue growth in the first three quarters of FY05, more than four times the growth of the overall division during the same period and achieved 35% revenue growth in the last two quarters. Strategic account wins included Microsoft Silicon Operations (Xbox), PerkinElmer, Microsemi, SigmaTel, Panavision, SpeakerCraft, NetLogic Microsystems, UPEK and Shinko Electric.
• Increased awareness and credibility of Microsoft Business Solutions through involvement with key industry associations including the Electronics Supply Chain Association, Fabless Semiconductor Association and SEMI. Presented sessions, sponsored events and held briefings with press and analysts.
• Planned a $600K vertical marketing campaign with the US marketing team that will be executed in FY06. Produced the go-to-market materials, collateral, sales tools and whitepapers that will enable through-partner marketing.
Product Planner, 2002 - 2003
Managed product planning for Microsoft Business Solutions next generation business applications suite (Project Green) including customer research, defining market requirements and modeling use-case scenarios for cross-application components.
• Drove multiple product breakthroughs that improved user experience, added key functionality and improved interoperability between modules and ISV extensions.
• Improved implementation methods and reduced total cost of ownership through primary customer research on ERP implementations. Established customer and partner advisory councils that provided valuable market feedback to product development.
SAP - PALO ALTO, CA, 1998 - 2002
Sales Engineer, 2000 - 2002
Drove software sales in the manufacturing industry for SAP America. Engaged new and existing customers in a consultative, solution-sales approach. Developed & delivered pre-sales presentations and product demos for supply chain and manufacturing solutions.
• Generated more than $20 million in new license revenue as part of a virtual account team.
• Successfully positioned and sold business solutions to global enterprise accounts, including Microsoft, Intel, HP, Apple, Palm, Texas Instruments, Sharp, Roxio, Yamaha, Sanyo, Kubota and Clorox.
• Earned SAP Peer-Recognition Award in Q1, 2000.
Senior Consultant, 1998 - 2000
Led project teams in implementing SAP business solutions in manufacturing. Client engagements included:
• REI (Seattle, WA)—Led a client team in implementing SAP R/3 into the manufacturing operations of a leading producer of recreational apparel, Thaw Corp., a $80M subsidiary of REI. Managed the complete implementation cycle including blueprinting, configuration, testing, data conversion, security setup and user training. Counseled executives in developing an operations strategy. Improved production planning and streamlined business processes.
• Northwest Pipe Company (Portland, OR)—Led a 12-person team in implementing SAP R/3 into the manufacturing operations of a $250M producer of steel pipe. Managed the complete implementation cycle including blueprinting, configuration, testing, data conversion, security setup and user training into 10 plants across the country. Guided re-engineering efforts, streamlined business processes, improved production planning and improved data integration across the enterprise.
• Sanyo North America (San Diego, CA)—Conducted a comprehensive solution review of Sanyo North America’s SAP implementation. Resolved key production planning issues, improved a major business process and reduced the cost of business transactions.
BOSTON SCIENTIFIC - REDMOND, WA, 1994 - 1998
Master Scheduler, 1996 - 1998
Managed sales and operations planning and developed the master production schedule for a manufacturing division of a $3B medical device company.
• Managed the global supply chain for $140M in annual revenue, improved service levels and reduced inventory.
• Managed the implementation of SAP R/3 into the operations planning group, a nine-month project that improved data integration and production planning across the business.
Manufacturing Operations Associate, 1994 – 1996
Drove improvements in the manufacturing operations of a $100M+ production facility.
• Reduced manufacturing flow time over 90% by implementing lean manufacturing principles throughout the production process and facility. These improvements were later featured in Richard Schonberger’s book, Let's Fix It!: Overcoming the Crisis in Manufacturing.
• Implemented a cellular manufacturing design on the factory floor, creating flexible production capacity that could easily be adjusted to meet current demand.
EDUCATION
Master of Business Administration (MBA), Technology Management, 2002
University of Washington Business School - Seattle, WA
•Emphasis in strategy and product marketing for high tech businesses
Bachelor of Science, Manufacturing Management, 1995
Western Washington University, College of Business and Economics - Bellingham, WA
• Oliver Wight Scholarship
• Michael K. Mischaikow Essay Prize
• APICS International Student Paper Competition Finalist |
