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Director VP Sales Business Development in Austin TX Resume Jeffrey Schmitz

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Director VP Sales Business Development in Austin TX Resume Jeffrey Schmitz Powered By Docstoc
					                                                JEFFREY SCHMITZ
                                                      Austin, TX 78738
                                             schmitz.jeffrey@gmail.com, 512.423.3207

Profile________________________________________________________________________________
Throughout his career in technology Jeff has been instrumental in linking business strategy with market-driven insights
to achieve success in semiconductor capital equipment, storage (OEM and channel), semiconductor and agricultural
technology markets. His experience spans from publicly traded multi-national enterprises to SMB and small
entrepreneurial ventures. From global strategic alliances to venture capital partnerships, Jeff brings a potent mix of sales
leadership and business development acumen to every assignment. By combining a highly analytical approach with a
talent for gaining buy-in and leading others in positive new directions Jeff and his teams have raised the performance
bar in every role. He’s been able to combine a process oriented engineering background with a flexible approach to
succeed across the following diverse array of assignments and industries.

Professional Experience_________________________________________________________________
VICE PRESIDENT SALES AND CUSTOMER SERVICE, HEMISPHERE GPS, AUSTIN, TX (2010 – 2012)
Updated sales operations by designing and implementing new sales processes, sales planning and channel development
programs for an evolving Agricultural Technology Company. Drove evaluation, adoption and implementation of
company’s first CRM solution (Microsoft Dynamics) for use in Customer Service and Territory Sales.
   ▪ Lead team of 15 territory managers, 2 regional managers, customer service manager, 6 CS personnel
   ▪ Drove over 20% annual revenue growth each in year in a flat market
   ▪ Lead successful launch of HGPS “Max” product with new channel program, TM and dealer training
DIRECTOR OF SALES, BOSTON POWER, AUSTIN, TX (2009 – 2010)
Developed strategic account planning, sales funnel management and revenue forecasting discipline for an early stage
venture funded technology company. Created major account planning template for use by global sales organization.
Streamlined existing sales programs by generating weekly funnel reviews and account summaries.
      Delivered first account in medical segment resulting in > $2M in sales and #1 revenue account
      Lead team to design win for battery pack used in NASA’s Robonaut robotic astronaut
      Built account intelligence and aligned company’s product plans with major customer’s roadmap
BUSINESS DEVELOPMENT CONSULTANT/COMPANY FOUNDER, NS TECHNOLOGY GROUP 2007 – PRESENT
Negotiated exclusive relationship with capacitive touch screen supplier including monthly retainer plus commissions.
Created sales operations and planning processes for an emerging SaaS provider, recruited channel partners, and developed
a Google Docs intranet site for account, opportunity and deliverables tracking.
    ▪ Design wins at mobile handset (Rim) and notebook PC (HP) and appliance (GE, Whirlpool, Electrolux) companies
    ▪ Generated greater than $1M in revenue for principals
    ▪ Built stronger channel relationships with engineering and sales firms
DIRECTOR OF SALES, SYNAPTICS, AUSTIN, TX (2003 – 2007)
Led cross functional team that regained market share as a supplier to the world’s then #1 PC company (Dell, Inc.).
Market share had diminished from 100% to less than 20% during the 2 years prior to this assignment. Initial issues were
related to poor quality and relationship management issues. Immediately created a quality program where all aspects of
sales, quality, manufacturing and business were measured, analyzed and improved. Coached and developed team to
succeed in this very difficult environment.
       Tripled market share to over 60% and increased sales to $48M annually
       Rebuilt relationships and positioned Synaptics for future growth as strategic supplier
       Garnered Synaptics 1st invitation to the Dell Supplier Conference
       Collaborated with Singapore based rep firm for 4 design wins at Creative Technology
       Increased revenue in Singapore from $0 to $500K/month in less than 18 months
HEWLETT PACKARD, CHANNEL STORAGE SALES MANAGER, AUSTIN, TX (2002 – 2003)
Combined former Compaq and HP enterprise storage resellers in a 6 state area to build an industry leading storage channel
sales organization. Worked with North American sales channel development team to create storage marketing programs,
lead generation activities, incentives and product training.
       Actively involved in major IS and storage outsourcing programs with key customers in region
       Sales team and channel partners responsible for several $10M+ storage related projects during tenure
HEWLETT PACKARD OEM STORAGE BUSINESS MANAGER, AUSTIN, TX (1999 – 2002)
Recruited, developed and led cross-functional team of sales, marketing engineering and supply chain management to
drive design win at Dell, Inc. for HP’s OEM storage products. Directed all aspects of sales operations including
opportunity analysis and funnel management. Met all deliverables from very demanding OEM customer.
       Team achieved first design win at a major OEM for HP's LTO products, followed by several additional design wins.
       Spearheaded completion of Dell/HP business agreement (> 100 pages)
       Built a $9M monthly run rate OEM Storage business with Dell in less than 18 months.
       Created incentive programs, training sessions and marketing programs for Dell storage sales teams
HEWLETT PACKARD BUSINESS DEVELOPMENT MANAGER, AUSTIN, TX (1997 – 1999)
Semiconductor Capital Equipment supplier had more sales opportunities than resources and lacked focus. Added sales
operations and funnel management processes to improve efficiency and increase win rate.
   ▪ Transformed resource allocation process from a weakness into a strength
   ▪ First year following implementation sales increased by 50%
   ▪ Drove entry into CMOS Imager test market with custom solution resulting in several $1M+ wins
HEWLETT PACKARD MIXED-SIGNAL SALES SPECIALIST, AUSTIN, TX (1996 - 1997)
Spearheaded sales of Mixed-Signal Semiconductor Test Systems across all US accounts. Key customers included
Advanced Micro Devices, Conexant, Cirrus Logic and TDK Semiconductor.
      Won three new accounts valued at $1M+ and built additional business installed accounts
DERBY ASSOCIATES, VP SALES, SAN DIEGO, CA AND FT. COLLINS, CO (1995-1996)
Built and led sales team for software company providing manufacturing execution systems (MES) used in printed circuit board
manufacture ring operations by Fortune 100 electronics companies. Doubled sales in 18 months.
        Team responsible for design win at seven Intel factories at resulting $125K in revenue for each implementation.
HEWLETT PACKARD, GLOBAL ACCOUNT MANAGER, BOULDER, CO AND SAN DIEGO, CA (1985 – 1995)
Sold printed circuit board test systems in five state area (CO, UT, ID, WA and OR).
       Achieved $8M in initial sales plus multiple follow-on sales to Xerox in Southern California, England and Japan by
        winning competitive bid.
       Increased Colorado territory sales from $500k to $4M annually and improved from 4th to 1st in market share
        through focused sales efforts in territory and a no lose mentality.
       Won initial sales at HP’s #1 competitor’s two largest installed accounts.
       Named to President’s Club for being in top 1% of sales force.
HEWLETT PACKARD, PRODUCT MKTG. ENGINEER, APPLICATIONS ENGINEER, LOVELAND, CO (1981 – 1985)
Performed various entry level marketing, product support and product training roles. Transitioned to customer facing field
applications engineer role as part of sales organization in 1983.
Education_____________________________________________________________________________
University of Wisconsin - Madison, Wisconsin
    ▪ Bachelor of Science, Electrical and Computer Engineering - Dean's List
Colorado State University - Ft. Collins, Colorado
       15 hours towards MBA
Center for Creative Leadership, Colorado Springs, CO
    ▪ Leadership Excellence Program
Formal training with Hewlett-Packard Company
       Strategic Selling Skills, Negotiate Selling Skills, Consultative Selling Skills, Power Base Selling Skills
       Managing Personal Relationships (MPR) training
       Myers Briggs MBTI, Kepner-Tregoe Executive Leadership Training

				
DOCUMENT INFO
Description: Jeffrey Schmitz updated sales operations by designing and implementing new sales processes, sales planning and channel development programs for an evolving Agricultural Technology Company.