Rob Garneau Email & Phone Number

San Jose, CA, US

Develop, sell, and teach sales and demo skills classes focused on improving the skills that Sales Engineers need to increase their company’s bottom-line. (Sales Engineers are also known as Application Engineers, Systems Engineers, Solution Consultants, etc.) In our customizable workshops, students learn:* How to systematically and thoroughly analyze your.

Responsible for the soft skills development of the worldwide pre-sales Application Engineers. Developed and facilitated worldwide sales training programs including a self developed “AE Sales Skills Workshop.” This workshop was a comprehensive 2 day class focused on expanding the pre-sales Application Engineers’ sales skills to enable AEs to win more.

Team up with sales representatives to assess the customer’s software and service needs, identify business opportunities, develop and execute a winning sales strategy, and assign and oversee appropriate resources to win the opportunity. Developed “AE Demo Skills Workshop” training class and delivered the class around the world to excellent reviews.

Qualify services opportunities. Assess customer’s service needs and advocate our solution to help the customer meet their business objectives. Identify complete service solution including pricing, measurable deliverables, schedule, and staffing. Develop profitable and achievable Statement of Work.

Managed new Software Services business to average 130% of quota in region over 2 years. Defined and implemented a new process and infrastructure for the sale and delivery of software services. Implemented new financial system based on Oracle Project Accounting and Lotus Notes to handle services tracking, forecasting, revenues, and invoicing. Improved sales.

Developed and maintained productive and motivating work environment for up to 11 direct reports. Identified and justified manpower requirements and recruited, interviewed, hired, and promoted qualified candidates. Assessed the customer’s software and service needs, qualified the activity, and assigned and supervised appropriate resources to win the.

Helped the region consistently exceed quota by providing strategic and technical support for sales opportunities. Assessed and qualified software and service needs of the customer. Influenced customer’s decision making criteria by targeting customer's objectives and differentiating the Cadence solution. Advocated Cadence front-to-back IC design solution.

Supported sales through qualification, presentations, demonstrations, and benchmarks of EDA software solutions. Developed and taught classes to bring new users of the system up to speed. Participated in the assessment of the software’s quality. Exceeded customer expectations for software support.