Ken Adams
Severn, MD
Sales Account Manager
Job Preferences:
Desired job title:
Sales Account Manager
Desired occupation:
Sales Executive
Employment type:
Full time
Career status:
Active job seeker
Available to start:
04/2021
Additional notes:
To answer "Describe your ideal job", it would be an active outside sales role (visiting clients approximately 70% and 30% time spent in office -- this obviously will differ depending on the territory size), presenting and selling solutions that solve problems in the following fields (really in no strict preference of order):
* EDA (Electronic Design Automation) Software
* Semiconductor Manufacturing Equipment (which I realize is rare in the Mid-Atlantic Region - but I'm free to travel or relocate)
* Healthcare Equipment (I worked for CMS for 5 years - and found the exposure to be very enlightening and a clearly meaningful endeavor)
* Audio-Visual Technology
* IT Security Software
Ideally, this would involve a combination of developing new accounts as well as maintaining and upselling current customers.
One of my key strengths revolves around relationship building. As I like to say "I've never had a client who would not do business with me again."
Over the years I've been very creative regarding creating events that clients (both current and potential) have found to be very engaging and productive insofar as we get to know each other while also getting to know much more about the problems which need to be resolved. It is often difficult for many clients to open up and really communicate while they are in their workplace - as they (as expected) may fear repercussions from colleagues overhearing certain conversations which could label them as "complainers" or "being too aggressive with buying new solutions", and so on. This is part of the job and, when done correctly, yields positive results for all involved.
Lastly, in case you missed it on resume or L.I. profile - I did develop semiconductor manufacturing equipment which was granted a U.S. Patent:
PATENT
Holder of U.S. Patent No. (4,976,612) for “ACCEL” system developed during “Automated Wafer Systems” career: http://www.freepatentsonline.com/4976612.pdf
It was an ambitious amount of work, but the outcome was rewarding. Unfortunately, subsequent "inventors" developed less expensive methodologies to provide semiconductor yields which were "almost" as good as my equipment; so ultimately I wasn't able to sell as many of these systems as I would have liked. Great experience.
* EDA (Electronic Design Automation) Software
* Semiconductor Manufacturing Equipment (which I realize is rare in the Mid-Atlantic Region - but I'm free to travel or relocate)
* Healthcare Equipment (I worked for CMS for 5 years - and found the exposure to be very enlightening and a clearly meaningful endeavor)
* Audio-Visual Technology
* IT Security Software
Ideally, this would involve a combination of developing new accounts as well as maintaining and upselling current customers.
One of my key strengths revolves around relationship building. As I like to say "I've never had a client who would not do business with me again."
Over the years I've been very creative regarding creating events that clients (both current and potential) have found to be very engaging and productive insofar as we get to know each other while also getting to know much more about the problems which need to be resolved. It is often difficult for many clients to open up and really communicate while they are in their workplace - as they (as expected) may fear repercussions from colleagues overhearing certain conversations which could label them as "complainers" or "being too aggressive with buying new solutions", and so on. This is part of the job and, when done correctly, yields positive results for all involved.
Lastly, in case you missed it on resume or L.I. profile - I did develop semiconductor manufacturing equipment which was granted a U.S. Patent:
PATENT
Holder of U.S. Patent No. (4,976,612) for “ACCEL” system developed during “Automated Wafer Systems” career: http://www.freepatentsonline.com/4976612.pdf
It was an ambitious amount of work, but the outcome was rewarding. Unfortunately, subsequent "inventors" developed less expensive methodologies to provide semiconductor yields which were "almost" as good as my equipment; so ultimately I wasn't able to sell as many of these systems as I would have liked. Great experience.
Education:
08/1977 – 06/1981
Lehigh University
Civil Engineering,
Bethlehem, PA
** First and foremost, regarding my age ("Time Period") at Lehigh - do not judge one until you meet them. I'm in better shape now than I was in my 30's and of course my experience is key to the equation.
The photo was taken in late 2018, just fyi.
I age well, apparently.
---------------------------------
* NCAA Wrestling.
If you don't know, Lehigh has been a wrestling powerhouse for many decades (over 100 years actually). My sparring partner, Bobby Weaver, won a gold medal at the 1984 Olympics in Los Angeles that year. Lehigh was pretty good at this sport.
* Member and Treasurer for Sigma Chi fraternity.
* Competitive Sailing/racing club (not one of Lehigh's strengths). However, this is truly a team sport and I've continued to compete throughout my life on boats that require 5 to 15+ team mates to get the job done well.
The photo was taken in late 2018, just fyi.
I age well, apparently.
---------------------------------
* NCAA Wrestling.
If you don't know, Lehigh has been a wrestling powerhouse for many decades (over 100 years actually). My sparring partner, Bobby Weaver, won a gold medal at the 1984 Olympics in Los Angeles that year. Lehigh was pretty good at this sport.
* Member and Treasurer for Sigma Chi fraternity.
* Competitive Sailing/racing club (not one of Lehigh's strengths). However, this is truly a team sport and I've continued to compete throughout my life on boats that require 5 to 15+ team mates to get the job done well.
Work Experience:
01/2011 – Present
Regional V.P., Sales Manager
Baltimore, MD and Santa Clara, CA
Part time, Commission
Sales Manager
ChannelVission is a Sales Cloud based company specializing in Cloud based Channel Services.
https://www.linkedin.com/company/channelvission-inc./people/
<http://www.channelvission.com/bios.html (new site under development)>
* Notable success: our team secured OEM partnerships with Tier 1 accounts: H/P & Dell; which is valued at approximately $23M revenue pipeline.
* Role is to assist companies with getting to new markets with lower costs, higher visibility and self-sustained channels using the Cloud Platform.
* Territory is comprised of named accounts throughout N. America -- to name a few: Western Digital, Hitachi, Seagate, Extreme Networks, Netgear, Oracle, Polycom, Nokia, EMC(now DELL), Juniper, AT&T, and H/P(cited above) as well as several others.
https://www.linkedin.com/company/channelvission-inc./people/
<http://www.channelvission.com/bios.html (new site under development)>
* Notable success: our team secured OEM partnerships with Tier 1 accounts: H/P & Dell; which is valued at approximately $23M revenue pipeline.
* Role is to assist companies with getting to new markets with lower costs, higher visibility and self-sustained channels using the Cloud Platform.
* Territory is comprised of named accounts throughout N. America -- to name a few: Western Digital, Hitachi, Seagate, Extreme Networks, Netgear, Oracle, Polycom, Nokia, EMC(now DELL), Juniper, AT&T, and H/P(cited above) as well as several others.
08/2014 – 07/2019
Audio Visual Specialist
CENTERS FOR MEDICARE & MEDICAID SERVICES (CMS),
Baltimore, MD
Full time
* Federal Security Clearance: SF-85P
* Provide customer service, Audio-Visual integration/operation and technical support for all five CMS (Centers for Medicare & Medicaid Services) sites (conference rooms - large & small) in the Baltimore area for a population of approximately 6000 personnel.
<addendum can be provided with more details on this A/V position if needed>
* Provide customer service, Audio-Visual integration/operation and technical support for all five CMS (Centers for Medicare & Medicaid Services) sites (conference rooms - large & small) in the Baltimore area for a population of approximately 6000 personnel.
<addendum can be provided with more details on this A/V position if needed>
10/2007 – 07/2010
Sales Manager, Western Region, Design Team
VALOR DIVISION OF MENTOR GRAPHICS,
Rancho Santa Margarita, CA
Full time
Sales Manager
Valor Computerized Systems (acquired by Mentor Graphics at end March, 2010) provides DFM (Design for Manufacturing) software solutions for PCB (Printed Circuit Board) designers. Sales Manager, Western Region, Design Team
* Recognized by Valor with their quarterly award for excellence known as the "Kudos Award" in July, 2008.
* Responsible for developing new business with OEM accounts within the western U.S. and Canada, then 100% of U.S. and Canada after the Mentor Graphics acquisition.
* Primary focus: Tier 1 electronic design accounts which included: Apple, Inc., Intel Corp., Hewlett-Packard, Agilent Tech., Qualcomm, Cisco, Honeywell, Google, Microsoft, PALM, Northrop Grumman, Raytheon and many others. Negotiated new world-wide agreements with several of these clients.
* Exceeded targeted goals in 2007 - 2008. Met 88% of goals in 2009.
* Secured eight new clients in 2008; five new clients in 2009.
* Managed VAR sales channels.
* Delivered sales presentations and product demonstrations to all levels: designer, middle and upper management.
* Maintained first-line response for technical issues and escalated to appropriate personnel as necessary.
* Liaison between customers and Applications Engineering team.
* Generated annual software "maintenance renewal" revenue.
* Recognized by Valor with their quarterly award for excellence known as the "Kudos Award" in July, 2008.
* Responsible for developing new business with OEM accounts within the western U.S. and Canada, then 100% of U.S. and Canada after the Mentor Graphics acquisition.
* Primary focus: Tier 1 electronic design accounts which included: Apple, Inc., Intel Corp., Hewlett-Packard, Agilent Tech., Qualcomm, Cisco, Honeywell, Google, Microsoft, PALM, Northrop Grumman, Raytheon and many others. Negotiated new world-wide agreements with several of these clients.
* Exceeded targeted goals in 2007 - 2008. Met 88% of goals in 2009.
* Secured eight new clients in 2008; five new clients in 2009.
* Managed VAR sales channels.
* Delivered sales presentations and product demonstrations to all levels: designer, middle and upper management.
* Maintained first-line response for technical issues and escalated to appropriate personnel as necessary.
* Liaison between customers and Applications Engineering team.
* Generated annual software "maintenance renewal" revenue.
10/2006 – 10/2007
Sr. Account Manager
ALTIUM SOFTWARE,
Carlsbad, CA
Full time
Sales Executive
http://www.altium.com/
Provider of unified electronic product development solutions. Flagship product is "Altium Designer" which integrates schematic capture, printed circuit board layout and FPGA/embedded software development in to the "Unified" platform: Sr. Account Manager
* Primarily responsible for developing new business (hunting/prospecting), consistently building the pipeline, achieving target revenue goals and sales quota in the assigned territory. Heavy emphasis on both professional customer service as well as being aggressive with closing deals.
* Track record: Quota achievement at +100% in 6 of 9 months.
* 100% of our sales business was conducted using the "Salesforce" CRM platform ("Lightning" was not introduced until 2015, unfortunately).
Provider of unified electronic product development solutions. Flagship product is "Altium Designer" which integrates schematic capture, printed circuit board layout and FPGA/embedded software development in to the "Unified" platform: Sr. Account Manager
* Primarily responsible for developing new business (hunting/prospecting), consistently building the pipeline, achieving target revenue goals and sales quota in the assigned territory. Heavy emphasis on both professional customer service as well as being aggressive with closing deals.
* Track record: Quota achievement at +100% in 6 of 9 months.
* 100% of our sales business was conducted using the "Salesforce" CRM platform ("Lightning" was not introduced until 2015, unfortunately).
08/2000 – 12/2005
Director of Sales, Western USA
TRANSEDA
Full time
Director, Sales
Provider of integrated design verification solutions for the ASIC, FPGA and SoC markets, including Assertion-based and Formal Verification, Transistor Abstraction, System-Level Verification IP, Code Coverage, HDL Design Rule Checking Director of Sales, Western USA (CA; UT; AZ; NM; OR; WA; BC)
* Responsible for penetrating new and existing EDA accounts.
* Initially managed region comprised of majority of Western North America. In Q-1, 2001 staff was augmented to allow focus on Northern Calif., Oregon, Washington, Idaho and Western Canada.
* Led development and negotiations for new worldwide agreements with Intel Corp., Philips and Micron.
* Notable achievements: 2002 to 2005 - covered all Western N. America. Consistent achievement of sales quota quarter to quarter - but most significantly during the most challenging economic times: Q4-2000, Q1- 2001 - Introduced and sold TransEDA design verification tools and solutions ($100 to $150k per account) to new accounts based in the Portland, Oregon and British Columbia regions. This involved an in-depth consultative and educational selling process for these tools, which were not considered "critical path".
* Responsible for penetrating new and existing EDA accounts.
* Initially managed region comprised of majority of Western North America. In Q-1, 2001 staff was augmented to allow focus on Northern Calif., Oregon, Washington, Idaho and Western Canada.
* Led development and negotiations for new worldwide agreements with Intel Corp., Philips and Micron.
* Notable achievements: 2002 to 2005 - covered all Western N. America. Consistent achievement of sales quota quarter to quarter - but most significantly during the most challenging economic times: Q4-2000, Q1- 2001 - Introduced and sold TransEDA design verification tools and solutions ($100 to $150k per account) to new accounts based in the Portland, Oregon and British Columbia regions. This involved an in-depth consultative and educational selling process for these tools, which were not considered "critical path".
Language Skills:
n/a:
English
Skills:
n/a:
ServiceNow, CMS, Salesforce, CRM, Cloud, bios, HTML, OEM, Cloud Platform, Seagate, Extreme Networks, Netgear, Oracle, Polycom, Nokia, EMC, Juniper, AT&T, PCB, printed circuit board, Apple, Google, schematic capture, printed circuit board layout, FPGA, ASIC, Formal Verification, Transistor Abstraction, System-Level Verification IP, code coverage, demonstrated history of solving problems