Mark A. Email and Phone Number
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Mark A. personal email
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Sales engineering professional experienced in winning new business in EDA semiconductor, Open Source and AI Software industries. Expert in selling methodology and passionate about helping clients make their products better by evangelizing new technologies to innovate, enhance or fix their processes.I lead the technical client engagement process, developing and presenting solution proposals to C-Level audiences, running deep-dive technical discovery sessions, uncovering what is driving the need for change, the cost of solving it and the ideal solution that drives the opportunity to change. I negotiate functional and performance requirements and manage POC/MVP plans, clearly defining deliverables, timeframes, cost and success criteria, guiding the development of successful outcomes.Core Competencies• New business development • Technical sales qualification • Product development & marketing• Agile project management • Requirements development • POC, MVP scoping & SOW’s• Data & predictive analytics • Training and team leadership • Technical expert in EDA, OSS, A.I.
Siemens Eda (Siemens Digital Industries Software)
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Mil-Aero Sales EngineeringSiemens Eda (Siemens Digital Industries Software) Aug 2020 - PresentI manage Mil-Aero and regional technical/engagements for clients across the West Coast region for the Calibre IC layout verification tools, supporting over 50 clients. I also manage the W/W activities for rolling out a new tool for reliability analysis to the field teams.- Responsible for creating relationships with CTO's and technical managers to promote or expand the usage of Calibre tools in the Mil-Aero sector. I manage introductions of new tools and promote expansion of existing tools in their portfolio. I support the verification of new chip designs with design teams for their Tape Out activities.- Responsible for managing World Wide engagements with a new EM/IR analysis tool. I am responsible for reaching out and qualifying new opportunities, designing evaluation plans and executing evaluations to closure. I also train W/W AE's on engagement strategy, providing discovery meeting training and materials for them to qualify opportunities, give product presentations, ask business/technical qualifying questions, create evaluation plans and execute on agreed terms within the defined scope and desired outcomes.
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Director Pre-Sales EngineeringBeyond Limits Jan 2017 - Aug 2020Glendale, California, UsDevelopment of new business applications for NASA/JPL developed Artificial Intelligence. I lead the technical client engagement process, understanding their needs and qualifying opportunities to automate their processes with AI SaaS solutions. I work with clients to figure out how their requirements can benefit from AI analytics and prediction solutions particularly where data is sparse, misleading or conflicting. I create POC/MVP plans and statements of work to define solutions.• Researched new markets, identified leads, responded to RFI/RFP’s and developed the go to market & engagement strategy to approach clients in Aerospace, Auto, Fintech, Energy on how AI can enhance their business.• Managed SEs, provided technical selling skill training and developed an internal knowledge base for the team to access use cases, solution designs, POCs, project scopes.• Ran deep dive discovery sessions with clients and technical teams to achieve technical alignment and develop a POC project plan, examples include Oil & Gas - well management, refinery planning, Auto – distracted driving & object detection, Fintech - Credit card promotions based on data driven demographics, Aerospace – robotic drone inspection and anomaly detection. -
Senior Sales Solutions ManagerBlack Duck Software 2012 - Jan 2017Burlington, Ma, UsI manage sales engineering with clients in their DevOps environment, successfully helping them make better use of Open Source Software in their products by helping them manage content, security and licensing. Won new customers in the Internet, IT, Financial and technology spaces.• Expert in helping clients automate their management of OSS license compliance and security vulnerabilities in their development and build tools DevOps environment to safely increase its use.• Strategize and plan the engagement and POC process to enable clients to quickly see the value of running automated compliance and security tools during builds to proactively manage OSS components.• Work with internal product teams to co-build new solutions that successfully work in clients IDE/CICD production environments. -
Business Development ManagerCadence Design Systems 2010 - 2012San Jose, California, UsResponsible for business development in North America for new electronic design automation software products. Worked with regional sales teams to actively pursue accounts and negotiated solutions with new customers, maintaining an active pipeline of over 15 prospects.• Closed new business for the North American region for major technology companies, managing a pipeline of over 20 customers.• Drove product positioning, negotiated technical enhancements. Coordinated with product managers and development teams on content and release schedules.• Successfully managed product trials, demonstrating the technology and ROI. Performed on-site product bring-up and initial configuration for customers to ‘get-going’ with the products.• Authored marketing plans, using online and sales channels to reach target audiences and generate new business opportunities. Evangelized product value with presentations and demos at conferences and trade shows. -
Senior Technical Marketing EngineerMentor Graphics 2006 - 2010Wilsonville, Or, UsCustomer facing technical marketing role driving adoption of new ASIC silicon chip verification products, working with engineering, field AE’s and customers defining and running ASIC layout verification (parasitic extraction, LVS) on leading process nodes in analog, RF and digital flows. • Managed strategic product evaluations in ASIC, analog and memory applications, established customer relationships, capturing requirements and liaising with engineering to deliver new product features.• Technical product expert in parasitic extraction and layout verification for Analog/RF and Digital design flows, foundry process characterization at 90/65/45nm nodes including TSMC/IBM in-die variation modeling, transistor level cell or block extraction/analysis, Interconnect inductance and IC substrate modeling. -
Senior European Product Marketing SpecialistMentor Graphics 2001 - 2006Wilsonville, Or, UsI coordinated pre-sales and product marketing activities across Europe for Calibre IC layout verification software products for silicon chip modeling. I worked with engineering and product teams to define key functionality, I managed product direction, road map and strategic client wins across the EMEA region. • Managed key customer engagements and technical evaluations, driving closure with ‘top 10’ customers.• Expert knowledge on layout extraction and verification in analog and digital flows, running customer tool evaluations and providing on-site consultancy.
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Senior Sales Applications EngineerLogicvision 2000 - 2001UsField Applications Engineer role driving adoption of new DFT Logic and Memory BIST products. Managed customer evaluations of BIST products and verification with simulation. • Prospected and engaged with clients to evaluate using Logic Visions embedded pseudo-random at-speed HDL test functionality into their RTL designs.• Expert in on-chip ATPG and simulation/detection along with traditional DFT scan-chain test methods. -
Lead Sales Applications EngineerCadence Design Systems 1997 - 2000San Jose, California, UsSenior applications engineering and consulting role for EDA physical design software products. Successfully managed large ASIC design tape-outs for internet, aerospace, military customers across the EU and Middle East, successfully taped-out multiple 180/90nm designs.
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Sales Applications EngineerTemic 1994 - 1997Managed silicon chip physical design tape-outs for Mil/Aero customers on sea of gates architectures. Delivered over 20 chips for military, space and commercial customers. I was in charge of working with clients to complete placement, routing and manual cell/route editing, DFT/ATPG, clock tree synthesis, post-layout back-annotation/simulation timing analysis and ensuring prototype silicon met test equipment and customer specifications.
Mark A. Skills
Mark A. Education Details
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Institute Of Engineering And Technology, UkCeng Chartered Engineer -
Coventry University, UkComputer Aided Engineering
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De Montfort University, UkElectronic Engineering
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York College, York UkElectronic Engineering
Frequently Asked Questions about Mark A.
What company does Mark A. work for?
Mark A. works for Siemens Eda (Siemens Digital Industries Software)
What is Mark A.'s role at the current company?
Mark A.'s current role is Sales engineering & Business Development - EDA, Open Source Software, AI.
What is Mark A.'s email address?
Mark A.'s email address is ma****@****tor.com
What is Mark A.'s direct phone number?
Mark A.'s direct phone number is +178189*****
What schools did Mark A. attend?
Mark A. attended Institute Of Engineering And Technology, Uk, Coventry University, Uk, De Montfort University, Uk, York College, York Uk.
What are some of Mark A.'s interests?
Mark A. has interest in Animal Welfare, Environment, Science And Technology.
What skills is Mark A. known for?
Mark A. has skills like Product Marketing, Semiconductors, Product Launch, Embedded Systems, Program Management, Cross Functional Team Leadership, Competitive Analysis, Product Management, Seafood, Cross Functional Team, Solutions, Go To Market Strategy.
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