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Date Created: 12/22/15
Christopher Goldstein 831 252-1179 firstname.lastname@example.org Soquel, CA 95073 ACCOUNT EXECUTIVE SALES MANAGER W/EXPERTISE IN SERVICES & SOFTWARE More than 15 years experience in selling solutions requiring software, IP and services (semiconductor, networking, defense, consumer) with large corporations and two startups focusing on embedded software implementation, EDA chip design software and methodology implementation, ASIC implementation, software application testing services. AREAS of EXPERTISE: Consultative Sales Professional, Software Solutions, Engineering Services, Embedded Software, Intellectual Property, Management, Application Testing /functional, exploratory, performance, electronic design automation (EDA), Recruiting, Managing Support, semiconductor, eclipse, drivers, porting OS, VxWorks, Linux, Value Selling, Contract Negotiation, Start-Ups, Needs Assessment, New Business Development, Inside sales, Outside sales, Problem solving WORK HISTORY LogiGear Corporation, San Mateo, CA and Vietnam 1/2011-5/2012 Provider of software testing solutions Sr. Account Manager – Eastern North America, Canada and EMEA Sold outsourcing for application testing services, test automation services, onsite training and consulting, and test automation frameworks. Reached out to prospects via trade shows, email campaigns, cold calling, online demos, and responses to online advertising and web inquiries. Authored Statements of Work and responses to RFPs Use of Saleforce.com CRM Grew existing accounts footprint to new divisions (EBSCO, McAfee, KPMG, Sonae) and added new logos (including GE Healthcare, Xerox ACS, Iperia, Echoworx). Wind River Systems Sunnyvale, CA [acquired by Intel] 2008 – 2010 Provider of operating systems, software development tools, and services for embedded systems. Services Sales Manager -- Northwest North America Sold engineering consulting services partnering with multiple account teams. Acquired over $1M from semiconductor partners (RMI, AMCC, Broadcom) to accelerate desired features in standard Wind River product; enlisted multiple internal stakeholders (R&D, Legal, Sales Execs and Services) to reach agreement. Sold over $2M of services and IP (drivers, network stack, porting, customization, training) helping proliferate Wind River software and tools at companies including HP, Cisco, Ericsson-Redback, Brocade, Broadcom, Lockheed, Verigy, Carl Zeiss Meditec, Spacelabs Opened new market niche with first sale of services-developed Framework for Automated Software Testing (FAST) to in support of Android/Linux platforms. Proposed innovative contract structure and enlisted executives, services and legal counsel support. 110% of plan for 2008 ($1.9M/6 months) IC Manage, Inc. Los Gatos, CA 2006 - 2008 Providing version control, configuration management, for software and IC design. Director of Sales and Professional Services Drove product and services sales and provided operations functions. First dedicated sales professional in this startup company with 12 people. -- Moved the company beyond early adopters over the "chasm" to new customers -- SanDisk, Spansion, SiRF Technology, Kodak, Cambridge Silicon Radio using personal contacts and tradeshow leads (DAC) and responding to website inquiries Doubled product revenue 2007 vs. 2006 ($900K) Recruited and directed 3 application engineers to scale pre-sales and support capability Drove successful negotiation $1M dollar IT services engagement with NVidia, including performance bonus for service level goals and custom services projects. Use of Salesforce.com Cadence Design Systems, San Jose CA 2002 - 2006 Solution Architect and Business Manager (Sales) Sales of methodology, design services, device modeling and mixed signal IP (ADC, DAC, Serdes) to proliferate Cadence tools for design of electronics components and systems Consistently achieved or exceeded assigned quotas ($6M 120% in 2005) Pioneered SaaS business model with 3 startups (ASP of $850K per customer). Services helped customer’s success for first products (e.g high speed PHY). After initial customer success, Cadence tools proven, locking out competitors. Solved problems. Found unhappy customer (Sipex) with project off track and delayed; worked with customer and delivery team to realign project; rescued potential $1.4M de- booking, transformed into customer video success story on Cadence website. Zaiq Technologies, Milpitas CA [gone out of business] 2001 – 2002 Engineering Services company for ASICs Design Center Director Ensured business development, project staffing and execution in Western North America Drove $1.5M sales of projects with 2 account managers for RTL verification projects, focused on communications and storage networking projects. Managed staff of 20 local engineers, authored statements of work. Use of Salesforce.com Magma Design Systems, inc. Cupertino, CA [acquired by Synopsys] 1999 - 2001 Director Operations, e-Services, Strategic Service Sales Setup consulting services practice for digital chip design and wrote SOWs for projects. Enabled Magma to receive high-margin design services (instead of free benchmarks) while proliferating product; Example: $2M project with Vitesse Semiconductor. Recruited and directed QA group; drove implementation of CRM system based on Clarify, including defect tracking. Enabled customer's self-service for 24/7 support. EDUCATION and SKILLS MBA, Marketing, San Jose State University, San Jose, CA BS, Mathematics, California Institute of Technology, Pasadena, CA Extensive experience with MS Word, Excel, PowerPoint, Project, GotoMeeting Value Selling trainings
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