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Marlin Nelson Global Sales Executive Summary SENIOR BUSINESS DEVELOPMENT SALES MANAGEMENT EXECUTIVE, USA / INTERNATIONAL–Wireless / High Tech / Complex B to B Projects / Complex Wireless Network Solutions / Software / Location Based Value Added Services / Security and Intelligence Solutions Global Sales Executive Accomplishments TruePosition (Atlanta, Georgia): Vice President Int'l Sales 2007 - 2009 A leading provider of wireless location determination and intelligence solutions for the safety and national security markets. Built $825+ million global sales pipeline for location and intelligence solutions for safety and national security markets. Recruited sales leadership for Asia Pacific, Europe, Latin America and EMEA; set up channel partners to gain entry into elite, closed state/ country/military intelligence markets; defined process to monitor/report on progression of sales opportunities; negotiated systems integrator and VAR agreements; led weekly executive staff meetings to strategize on prioritizing and converting opportunities to sales; oversaw proposal efforts. Results: 6 key multi-million dollar opportunities across all regions positioned for closure early 2009. Designed inter-department infrastructure/process to present opportunities and partners for approval early in sales cycle decreasing proposal time by 50%. Created template to address key issues; built business cases around opportunities; promoted value of key consultants, systems integrators and VARS; attained alignment with sales, operations, engineering, finance, legal, marketing and senior management; submitted proposals. Results: Decreased legal contract review by 80%; ensured solidarity behind business. Opened Middle East market and closed business unit's first international sale within intelligence community. Researched region and leveraged international acumen; identified key players and strategic business partners; built trust and credibility; promoted state-of-the-art security solutions to key governmental entities; negotiated terms and conditions. Results: Secured multi-million dollar contract with large upside expansion potential.
Openwave Systems (Atlanta, GA): General Manager - / Senior Sales Consultant for LBS Business Unit 2006 - 2007 One of the world's leading innovators of software applications and infrastructure designed to enable revenue-generating, personalized services, including mobile analytics, content adaptation, mobile and broadband advertising, and of unified messaging solutions. Set up first “location services solutions” business unit for innovative public company in mobile/broadband space. Perceived need to and partnered with application companies and terminal manufacturers to sell total solution; created/presented “How to Make Money” seminars and workshops at 30 global wireless clients; educated on selling solutions downstream to customers as added revenue stream; had global oversight; led sales teams through 12-18 month sales cycle. Results: Achieved $5 million in 1st year bookings; forecasted to produce $15 million in 2nd year; secured technology trials with 3 major global operators. Cambridge Positioning Systems (Cambridge, UK): Senior Vice President Sales 2001 - 2006 A leading provider of location technology for GSM and 3G mobile devices. Drove global sales for startup company selling technology solutions with high level of accuracy for locating GSM and 3G devices. Assessed North American opportunities; found best prospects within E911 market; targeted infrastructure and handset vendors; negotiated integration, licensing and reseller agreements; hired direct sales staff for Europe and N. America; signed representation agreements for Asia Pacific, EMEA and Latin America. Results: Generated multi-million $ licensing deals with Ericsson, Siemens and Nortel and multi-million $ hand set licensing deals with 12 major hand set manfactuers; signed $1 million+ contract in China; signed $.5 million contract in Malaysia; trials secured in China and Brazil facilitated agreement with VCs to provide next round of funding BulletIN.net (Atlanta, Georgia): President/COO/ Chief Sales Marketing Executive (CSO) 1998 - 2001 A leading provider of two-way wireless Internet messaging products and services for wireless carriers. Started up new wireless solutions division. Hired staff; developed strategic plan; oversaw product development, sales, marketing, finance and customer support; raised VC capital for management buy-out of division; negotiated $2.5 million with mail.com (NYSE company) for minority ownership position and agreement to launch wireless mailbox services in UK; signed reseller agreements from $.5 to $1 million with international companies; launched product in Europe; negotiated acquisition of New Zealand company for technology and customer base; authored term sheet to raise additional funding. Results: Expanded customer base 300+% across 3 continents; after buy-out successfully sold company to private investor General DataComm Industries (Paris, France): VP Sales-European Region 1990 - 1993 World wide leader in the development and manufacturing of high-speed network access and transport equipment for carriers, service providers, governments and commercial end-users. Architected/Executed sales expansion and support plan for continental Europe. Developed strategies to drive sales of hardware and software worldwide through multiple channels; established first office in Paris and hired staff; managed sales, marketing and field support in EMEA; developed/strengthened relationships with direct sales, OEMs, distributors and key accounts; sold first OEM agreement to TRT-Philips for private labeling. Results: Achieved $1.5 million revenue in 1st year; great to $8 million in 3rd year exceeding quotas.
Hayes Micrcomputer Products (UK & USA) VPP&GM - Europe-Middle East&Africa 1993 - 1995 Leading innovator and manufacture of next generation of low cost modems and PC communications software. Accelerated ramp up of European-based international business unit for leading manufacturer of microcomputer products to meet market demand. Increased staff from 6 to 36; managed ~$42 million budget; employed strategies to expand brand awareness; expanded from 40 to 150+ distributors and reseller outlets including sales through Super Computer Stores in UK; strengthened customer support; established first OEM sales channels with private label branding. Results: OEM branded version produced $10.5 million in incremental sales in first 18 months without impacting margins or growth from manufacturer's labeled products; total revenues increased from $22 to $52 million with highest company profit, 18%. Digital Communications Associates (US & The Netherlands): International Sales Executive / GM&CSO-Europe 1984 - 1990 Developer and manufacturer of networking and PC to Mainframe communications products. Established international presence in Europe, EMEA and Asia Pacific for $200 million company. Opened European office; grew staff to 45; set up international distribution channels with 14 country importers/distributors and 28 resellers throughout to provide sales, stock products and provide customer support; hired and trained sales, marketing and support teams; created company’s first European software manufacturing operation, warehouse and product support organization; managed budget up to ~$21 million; integrated strategic acquisition into organization. Results: Grew sales from $1 to $12 million in Asia Pacific in 2 years and from $3 to $42 million in EMEA in 3 years with 52% profit margins; distribution center improved profitability ~16% by reducing shipping costs and eliminating import duties; acquisition / integration increased profits by 4% |