Global OEM Sales Executive

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Position
Global OEM Sales Executive
Location Confidential
No
Location
No preference
Willing to Relocate
Yes
Industry
Computers-Hardware&Consulting
Function
SALES-MANAGEMENT-and-SALES
Compensation
$150,000 to $300,000

Resume Summary
Global account executive with Industry Leading High Technology Sales Growth > 30% annual growth rate for client business up to $450 MM. Key strengths include solution selling, product marketing, new business development, consulting, technical sales training for Fortune 100 companies.

Resume Body      GLOBAL OEM SALES EXECUTIVE

GLOBAL OEM ACCOUNT EXECUTIVE
________________________________________

Drove industry leading High Technology sales growth with a CAGR > 30% as a Global OEM Account with 20 years of experience within the High Technology industry leading global teams consisting of procurement, sales, product marketing, program management, engineering and channel partners managing a technology portfolio of $450 MM. Developed overall sales, product marketing strategy and program managed all new products within each stage of business development, qualification, launch through end of life for Dell and ISVs. Led and managed sales revenue CAGR > 30% and market share growth that drove the successful acquisition of three companies within five years.

KEY STRENGTHS

Industry Leading Sales Growth
Solution Selling
Enterprise Technical Knowledge
Program Management
Sales Management
Customer Stakeholder Alignment
New Business Development
Strategic Vision, Leadership
Global Sales Training
Marketing Development Funds
Executive Communication
Product Marketing

PROFESSIONAL ACCOMPLISHMENTS
________________________________________

GLOBAL OEM SALES ACCOUNT EXECUTIVE

Established leading sales through clearly understanding customer needs and building mutual gain relationships and technology solutions for Dell engineering, product marketing, procurement, software and peripherals group along with sales fueling a 30% CAGR and 8% market share gain. Dell sales revenue growth helped fuel the successful acquisition of Benchmark Storage Innovations and Certance by Quantum Corporation and M-Systems by SanDisk. Managed all new product introductions, full product lifecycle management through EOL, sales management, go to market strategy, marketing development funds, budgeting along with proactive outbound sales assistance and TSR sales training programs.


Benchmark Storage Innovations

- Increased Benchmark Storage Innovations sales revenue from $85 MM - $145 MM at Dell in 1st year
- Grew sales by $60 MM (70%), exceeded quota by 50%. New business 40% win ratio
- Managed drive, ISV integration, storage arrays, and autoloader storage qualifications
- Improved total storage automation global market share from 9% to 14%
- Increased technology adoption by completing a $26 MM warrant deal with Dell Ventures

Astec Power - Emerson

- Increased Emerson-Astec Power sales revenue from $25 MM - $40 MM at Dell in 1st year
- Improved design wins from 38% - 55% for new AC-DC power supply products globally at Dell
- Astec Power moved from 3rd place to Dells top volume AC-DC PSU supplier
- Led global engineering design coordination with Astec and Dell leading to the first to market launch of a 65W AC-DC adapter that competed with a 50% smaller form factor Apple adapter
- Increased PSU and AC-DC adapter Dell OEM market share from 20% to 43%

Certance LLC

- Increased Certance sales revenue from $140 MM - $240 MM at Dell in 1st year
- Grew sales by $100 MM (71%), exceeded quota 49% (Close ratio 54%)
- Developed custom Dell storage solutions driving one of the highest supplier program win ratios
- Led the successful qualification and launch of drives, ISVs, auto loaders and libraries
- Managed Dell new product launches, sustaining sales through end of life, marketing communications, global inside sales training and marketing development fund programs

M-Systems

- Increased M-Systems sales revenue from $45 MM - $68 MM in the 1st year
- Grew sales by $28 MM, 51%, exceeded quota by 25%, close ratio of 31%
- Utilized Dell engineering U3 design improvements for higher quality, first to market products
- Qualified flash memory solutions and Dell unique thumb drives
- Led new business development strategy formulation, full product life cycle management, pricing, marketing development funds, inside sales and technical sales representative training globally

Additional Accomplishments:

- Improved overall margins with ROI driven models for new product launches and sustaining products (pooling)
- Led, program managed 15 product launches with Dell, Software and Peripherals Group (US, Europe & Asia)
- Single point of contact that directly managed internal support teams including program management, contract manufacturing, engineering, quality, inside sales and marketing
- Won $168 MM in new business by understanding customer technical product requirements, road map alignment, program management delivering products with first to market advantage and top customer service
- Program managed and won a Dell Corporate award for the 1st storage supplier to achieve RoHS compliance
- Single point of contact between customers and internal teams. Led and managed all escalations, road map reviews, weekly qualification meetings, schedule updates, quarterly business reviews and pricing negotiations
- Top performing global sales account manager for Benchmark, Certance and M-Systems
- Consistently outflanked the competition through superior engineering qualification process knowledge, listening skills, organizational knowledge, reciprocity programs and superior customer service

BUSINESS DEVELOPMENT | PROCUREMENT

- Developed a new IT strategic procurement process for Pivotal Tech Decisions in 2015 identifying $3.5 MM in cost savings, 31% of spend, with American Campus Communities, Austin, TX (Top-ranked US REIT)
- Key member of Dells vaunted MBA Continuity of Supply MBA group that designed one of the most efficient direct supply chain models in the world
- 10 years management experience with OEM software suppliers
- Expert level contract management for OEM, re sellers, independent software suppliers, distributors and channel partners
- Awarded a global process improvement award for developing and implementing a joint supplier qualification process with Dell engineering. This approach lowered qualification costs and improved time to market 20%
- Developed the first weighted Total Cost of Ownership, Quarterly Business Review model for Dell which has been utilized for strategic supplier identification, market share mix allocation and continuity of supply risk reduction
- IT category management expert for $450 MM annual spend, 24% savings, $95 MM with Fortune 100 clients including Dell, Lenovo, Baylor College of Medicine, Chevron, Honeywell and ConocoPhillips

EXPERIENCE
__________


IT Procurement Consultant
GEP Worldwide, Clarksville, NJ
2016 - 2017

Director of Business Development
Pivotal Tech Decisions, Austin, TX
2015 - 2017

Global IT Category Manager
(Contract, Direct), Houston, TX
2011 - 2015
Chevron, Honeywell, ConocoPhillips

Products covered: IT infrastructure, IaaS, SaaS, networking, telecommunications, software, professional services

Director, Supply Chain
Baylor College of Medicine, Houston, TX
2008 - 2011

Global IT Strategic Vendor Manager
Lenovo, Morrisville, NC
2006 - 2008

Senior Global Sales Account Executive
(Contract, Direct)
Austin, TX
2002 - 2006 Benchmark Storage Innovations, Astec Power Emerson, Certance LLC, M-Systems

Dell Power Vault Storage Procurement Business Manager
Dell, Austin, TX
1995 - 2002


EDUCATION
__________


Masters Business Administration, MBA, Management
Texas State University
San Marcos, TX, 2005

Bachelors degree, Business Administration, Marketing
Stephen F. Austin State University
Nacogdoches, TX, 1986


SUPPLEMENTAL EDUCATION

Advanced Purchasing Strategies, University of Houston, Graduate School
Graduate Level Mutual Gain Negotiations, St. Edwards University
Certified Project Manager, Enterprise Solution Selling
6 Sigma Green Belt, American Society for Quality
LEAN Certified, US Lean Enterprise Institute

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