Michael L. Chang Email & Phone Number

California, United States

Mountain View, Ca, Us

> Build and cultivate technology partnerships across the AI - Security landscape via joint-developments, partner integrations, OEM offerings, and GTM strategies.> Identify net-new revenue streams and product use-cases.

Mountain View, California, Us

> Negotiated strategic partnerships to advance Mandiant’s SaaS security platform offering in joint-solution GTMpartnerships.> Executed over 35+ Reseller/Technology Integration Partnership deals with various Security ISVs and GSIs (e.g.,Corelight, Splunk, Mckinsey, Accenture).> Oversaw 3P OEM IP licensing activities across product groups to support product roadmaps and feature enhancements.> Managed/Maintained operational continuity of OEM license deals for Mandiant during its divestiture from FireEye.

Santa Clara, Ca, Us

> Technology Operations - IP Licensing, Commercial negotiations, Stakeholder Partnership> Drove ServiceNow store API partner integration (e.g., Integration Hub, NOW Store) to launch 25+ new applicationsfrom partners such as Datadog, Microfocus, and Grafana.> Partnered with Strategic Alliances to engage and negotiate on commercial terms relevant to application developments;Act as subject-matter-expert on commercial and contractual (in consultation with legal) matters> Championed ServiceNow global policies on commercial deal frameworks and implemented “best-practices” for engagingwith external partners/suppliers.

Palo Alto, California, Us

> Principal negotiator on various licensing and asset purchasing transactions.> Led and drove RFP activities for IT/Application solutions; articulate vendor selection criteria and drive supplier stratification methodology.> Owned and managed Engineering and IT spend categories with emphasis on data centers/colocation services and SaaS solutions.> Delivered over $4.5M in savings for both IT and Engineering Groups over an 8-month period.> Developed cost savings models to forecast and report on quarterly cost savings.> Conceptualized and implemented business processes that led to a 10x increase in deal velocity.

> Challenged with leading the IOT Software/Cloud licensing program and introducing the company's first cloud service offering in the area of device lifecycle management> Principal liasion for various cross-functional groups (Sales, Legal, Operations, Marketing, Finance) to drive and accelerate IOT divisional licensing activities> Drive strategic projects covering market/business qualifications, product/program EOL initiatives, and business transformation> Responsible for revenue forecasts and annual revenue plan for the IOT division> Develop new business models for greenfield commercial offerings of IOT device management software> Partner with sales and technical marketing to drive adoption of ARM's Mbed Ecosystem> Conduct and author M&A due diligence for IP and business risks as well as identifying commercial issues and considerations for executive management review> Engage prospective partners to advance development activities and business ventures in the Internet of Things> Collaborate with legal on drafting and negotiation activities; author legal/sales playbooks> Influence GTM planning and monetization models for the IOTBU> Manage price books, digital supply chain, and order fulfillment processes> Engage the BU and develop frameworks for key product support service offerings> Oversee global and regional topline projections and provide weekly deal pipeline status updates

Palo Alto, Ca, Us

> Oversaw and led all aspects of the inbound technology licensing and OEM licensing programs including supplier qualification, deal structuring, and follow-on transactions> Advised internal stakeholders on make/acquire/license decisions for intellectual property as well as business issues concerning support capabilities, business strategies, and other complex commercial issues • Formulated business frameworks that supported reseller and OEM deals under EMC’s federation program > Explored commercial viability of key technology from minority investments and developed scalable business frameworks for future commercial opportunities; delivered pilot program framework to assess market viability > Partnered with internal constituents in Legal, Finance, Engineering, Marketing, and executive stakeholders to drive strategic partnership agreements with tier-1 managed service providers (e.g., Capgemini, CSC)> Achieved category cost avoidance of up to 33% for an aggregate saving of over $4M in license spend in FY13; exceeded category saving target by contributing $13M in total cost savings for FY14> Authored inbound licensing deal pipeline analysis and category spend/savings reports for the leadership team> Developed and presented FY15 category initiatives and internal stakeholder engagement plan to the VP of Global Strategic Sourcing> Achieved highest internal customer satisfaction survey results among the five sourcing verticals for 2014

Santa Clara, Ca, Us

> Structured, negotiated, and executed commercial licensing transactions appraised at $23M+ with tier-1 technology partners (e.g., Cisco/NDS, Microsoft, Facebook, Google) > Drove strategic alliances with technology partners to deliver Marvell’s first high-definition SoC> Experienced with end-to-end deal process for a variety of hardware/software IP acquisition/licensing and service agreements> Conducted due diligence and customer validation for potential M&A activity> Authored business cases using financial modeling and forecasting analysis to evaluate opportunities> Developed strategic business planning activities such as resource planning and P&L analysis across a 3-5yr business horizon> Analyzed the 3D TV market by evaluating various display technologies including industry standards, and market trends> Drove demand and supply planning processes for the consumer electronic business unit to ensure wafer planning met sales forecasts> Managed sales and operational planning processes

Sunnyvale, Ca, Us

> Led product launch for a 2nd-generation flash memory product line targeting mid to high-end cellular devices> Developed product migration strategy in collaboration with four account managers to sustain a $7M annual revenue stream> Championed product roadmaps and pre-production activities that successfully delivered six design-wins with tier-1 customers (e.g., Motorola, Samsung, Sagem) in North America, Asia and Europe totaling $8M in revenue> Defined go-to-market strategy by conducting market sizing and regional pricing trends analysis by product lines> Drove new product introduction processes for two new product lines with over $12M in projected revenue> Delivered competitive side-by-side product analysis to the R&D team to influence new feature definitions > Authored various marketing/sales collaterals (internal/external) and product datasheets; supported tradeshows

Dublin 2, Ie

> Managed the RFI/RFP process for a retail client to identify the "Best-In-Class" enterprise e-mail marketing solution and supported on-site solution configuration, testing and deployment activities over a 4+ month period> Authored organizational communication tools to facilitate and monitor change management impacts to the client's technology business group; conducted internal employee satisfaction surveys to measure change effect> Gathered requirements from clients to scope out IT service functionalities and capabilities> Generated business process change documentation and presented key findings and deliverables as part of a business process design engagement signoff

Charlotte, North Carolina, Us

* Evaluated and refined manufacturing process designs for Prestone anit-freeze* Supported product evaluation and pricing analysis for $500K project budget to improve line production efficiency

Master Of Business Administration (Mba), Business Administration And Management, General

Master Of Science (Msc), Electrical Engineering

Bs, Electrical Engineering