Procurement/Test/Sales Manager/Director

•••••

PROFESSIONAL SUMMARY
Innovative, results-driven Business Development Executive
and Test Development Engineering Manager, with ••••• years
supporting the global marketing of cutting-edge ATE systems
for leading corporations in the semiconductor market such as
Intel and Agilent (Hewlett-Packard). Key contributor to
launch of the industrys first Flash memory device with
Intel.
* Leveraged technical knowledge, business acumen and
client relationship management skills to expand Automated
Test Equipment (ATE) key account sales to top volume
positions, accounting for •••••% of Agilents •••••
semiconductor sales revenue in California.
* Consistent record of achievement resolving growth-based
transition challenges in both engineering and manufacturing
environments.
* Dynamic, client-centric management career with an
emphasis on value-based leadership and high-performance team
building.

KEY COMPETENCIES
Key Account Sales Management-Wafer Test Equipment
ISO Compliant Test Development (Wafer/Package)
International Technology Transfer
Equipment Selection, Qualification, Development, Support
Methodology/Standards Development and Compliance
Vendor, Supplier, Foundry Management
Team Development/Leadership
Business Development/Operations Management
Engineering/Manufacturing Performance Enhancements
Statistical Process Control (SPC)
Design of Experiments (DOE)

PROFESSIONAL EXPERIENCE
B-SHARP PRODUCTIONS, Felton, CA; •••••/••••• - Present
Audio/Visual Professional Products; 1+ years
PRESIDENT (SOLE PROPRIETORSHIP)
Established successful business with •••••% quote-to-contract
win ratio. Manage all business operations, including
customer relationships/communications, pre/post-sales
services, solution engineering, contract negotiation, full
lifecycle project management, support, documentation and
customer training.
* B-SHARP PRODUCTIONS: Install audio and conferencing
systems and provide live event engineering services and
support. Clients include California State Parks Foundation,
Mount Hermon Christian Conference Center and San Lorenzo
Valley School District.
* B-SHARP RECORDING: Subsidiary of B-Sharp Productions
providing audio recording, mastering and duplication
services. Perform roles of Executive Producer, Equipment
Engineer and Website •••••)
KEY PROJECT ACCOMPLISHMENTS:
* Delivered conference center auditorium and high school
gymnasium upgrades on time/on budget.
* Completed the following B-Sharp recording projects on
schedule:
* LEBO CD benefiting the homeless of Santa Cruz
* Wendy Huckins introductory CD
* Mount Hermon Centennial voice over

AGILENT TECHNOLOGIES, Santa Clara, CA; •••••/••••• - •••••/•••••
6 years
Formerly Hewlett Packard; manufacturer of automated test
equipment for the semiconductor industry.
SENIOR BUSINESS DEVELOPMENT MANAGER (US, Europe, Japan)
Directed global sales and business development operations
for the long-cycle sale of semiconductor testing systems,
ranging from $•••••K to $••••• million. Led all prospect mining
initiatives and provided high-level key account support.
* Primary contact with most demanding clients.
* Built and maintained partnerships with key accounts
transitioning to new memory device testing infrastructure.
* Maintained delivery schedules and pricing structures
for accounts.
* Conducted technical key account reviews and provided
sales coaching.
* Produced and presented sales training in account
penetration, post-sales support and product technology.
KEY ACCOMPLISHMENTS:
* Successfully expanded sales with Agilents second
highest volume account, transitioning customer into the top
position.
* In •••••, directly accountable for generating •••••% of
Agilents California Semiconductor Test Divisions (CSTD)
revenue.

ELECTROGLAS INCORPORATED Santa Clara, CA; •••••/••••• - •••••/•••••
1 year 4 months
Semiconductor test equipment manufacturer Major Clients:
Intel, Motorola and AMD
PRODUCT MARKETING MANAGER
Headed the marketing function, managing program schedules
and providing sales coaching/support in account penetration
and post-sales strategic initiatives. Reported to Executive
Board.
* Acted as program manager for a ••••• mm prober product
line, preparing quotes, technical requirements and
negotiating long-term supply contracts.
KEY ACCOMPLISHMENT:
* Facilitated key customer reviews and technology
previews.

INTEL CORPORATION Santa Clara, CA; •••••/••••• - •••••/•••••
TEST ENGINEERING PRODUCTION DEVELOPMENT MANAGER;
••••• years 8 months
Presided over the definition, development and worldwide
transfer of leading-edge semiconductor test technology
supporting new products, including Flash, SRAM/ DRAM memory
and 3 microprocessor generations (•••••, ••••• and Pentium). Led
and trained staff of ••••• engineers, technicians and
operators.
* Managed corporate key supplier programs for prober
products and standard mechanical interface (SMIF) equipment.
* Served as ISO Certification Engineering Section
Manager.
KEY ACCOMPLISHMENTS:
* Instrumental in the worldwide introduction of the
industrys first Flash memory device. Successfully
developed and conducted testing despite withdraw of cross-
divisional support. Later, Flash memory grew to a $multi-
billion market.
* Developed next generation test capabilities, working
with probe card manufacturers to support continual device
size reductions.
* Facilitated multiple corporate-level task groups
focused on vendor management and new production capability.
* Ensured vendors conformed to performance standards
generated by SemiTech standards committees.
* Introduced the Copy Exactly methodology for cross-site
transfer definition, documentation and implementation.
Adopted as the enterprise standard.
* Played pivotal role in securing Intels first ISO
certification.

PRIOR EXPERIENCE ••••• - •••••
Test Development Engineer, Synertek and Intel (5+ years)
Technical Manufacturing Support, Atari Coin-Op (1 year)

PROFESSIONAL TRAINING
Multiple ATE Programming and Maintenance Courses
Statistical Process Control (SPC)
Design of Experiments (DOE)
Marketing Principles
Middle Managers Training
Situational Leadership
Team-Oriented Development
Negotiating Skills

TECHNICAL ENVIRONMENT
AUTOMATED TEST (ATE): Agilent (HP), Electroglas, Teradyne,
Schlumberger, Megetast, TSK, TEL Nextest, Advantest,
Credence, Probe Tech, Wentworth, Formfactor.
MEMORY: Flash, SRAM, DRAM ROM
MICROPROCESSORS: Pentium, •••••, •••••

EDUCATION
DeVry Institute of Technology, Phoenix
EE/Computer Sciences/Technical Diploma, •••••
Minnesota State @ Saint Cloud
Business Administration/Accounting,•••••