Thomas C.

• Spearheaded sales initiatives for MicroIP, focusing on AI on Chip design and Custom ASIC design. • Collaborated with cross-functional teams to support FPGA solutions for both traditional and AI markets. • Drove the adoption of in-house architecture compiler EDA tools to enhance product offerings. • Contributed to the development of EDGE AI solutions on FPGA, catering to diverse market demands.

In my current position, I drive sales strategies and boost revenue by building strong client relations and establishing strategic partnerships. I manage key accounts, launch new products, and seize business development opportunities, all while guiding regional sales teams to hit pre-set performance targets. A major focus is ensuring client satisfaction by tailoring solutions to their business needs, which often means integrating sophisticated test solutions. Lastly, I provide data-driven insights and maintain monitoring and reporting duties. Some of my proudest achievements so far include: • Managing and expanding key client accounts, such as Apple, Broadcom, Marvell, Cisco, and Vishay. • Cultivating strategic partnerships with important industry players like Cruise, Rivos, Power Integration, and ASML. • Leading the regional launch of several new products, including the 3110FT Handler Single Site, 3160C Tri-Temp Quad Site Handler, 3180 Ambient & Hot 6 Site Handler, and the King Cobra Extreme 4.0kw High Power Single Head System. • Boosting a $50M new product introduction initiative for Apple: I identified the need to replace 2,000–3,000 Silicon Thermal system-level test equipment sites, then proposed and managed a three-month evaluation against a key competitor (AEM Holding).

As a Regional Sales Manager at Exclusive Networks, I directed sales activities across North America. This role involved developing and executing sales and marketing strategies, securing and integrating new business accounts, and assessing and strengthening partner alliances. I improved overall sales effectiveness by providing product and sales instruction to both partners and internal staff and engaged with clients on a daily basis for relationship management. Additionally, I resolved partner challenges in coordination with essential cross-functional team members. This period was marked by the following key highlights: • Generating substantial annual profit growth, averaging between $120 million and $140 million. • Securing a 20-year GSA contract with Lockheed Martin, a testament to strong account management and customer service. • Accelerating sales growth for a newly signed partner by 170% within just 18 months. • Boosting quarterly sales by 170% through strategic sales planning and effective customer engagement.

In the capacity of a Senior Account Executive, I handled account management, key stakeholder relations, and contract negotiations. This meant managing relationships with channel partners and resellers, from reducing channel conflicts to driving account growth. I led solution development with technical teams to meet user needs and created strategies for revenue growth and partner satisfaction. I also improved lead generation and sales visibility using Salesforce and Oracle NetSuite. Here, a few notable accomplishments were: • Achieved 35% revenue growth by acquiring and opening numerous enterprise accounts and cultivating strong client loyalty. • Revitalized strained partner relationships, converting them into high-performing sales growth engines through a new sales funnel and comprehensive coverage for over 300 partners. • Consistently surpassed sales quotas by 20% for four consecutive quarters, contributing $32M-$35M in annual revenue. • Generated 30% revenue growth for the top 10 channel partners with a new marketing campaign, boosting territory market share by 5%. • Managed a $40M sales pipeline while supervising 500+ local partners across the Bay Area and Southwest.

During this time my responsibilities covered generating leads, managing accounts, and boosting revenue. I oversaw sales territories, created customized proposals, drove prospecting efforts, and landed new business. I also helped coordinate activities for new product lines and made sure clients were happy with renewal support. Additionally, I set best practices for calls, including how we upsold and engaged with clients. Lastly, I delivered product training and TCO presentations. A few career milestones in this role include: • Recognized as "Distribution Channel Representative of the Year" in 2012 for my direct contributions to sales and partner development. • Drove over $50M in new and recovered revenue by revitalizing at-risk accounts, successfully regaining lost clients, and partnering with channel partners to achieve 20% incremental revenue from existing customers. • Devised and executed innovative, customized lost account recovery strategies, adapting plans to individual client needs within a highly competitive and high-pressure work environment. • Fostered robust value partner relationships to provide exceptionally personalized service and maximize every sales opportunity.

Increased market share with commercial clients and dealer networks in the United States and Taiwan. Acquired and retained new accounts and ensured the proper functioning of existing accounts. Exceeded a diverse range of client expectations while managing the marketing and customer service department. Successfully generated revenue and established call quality standards, including up-sell attempts and best call practices. Notable Contributions: • Increased sales by 30% year-over-year for existing accounts, achieved 120% year-over-year growth for new accounts, and gained 5% of the power supplier market share in just 2 years. • Generated 20% of increased revenue with the biggest online reseller and computer laptop retailer in Taiwan. • Implemented a new product online return process which increased customer service efficiency by 55%.