Westermo provides a full range of industrial data communications solutions for demanding applications in the transport, water and energy markets among others. For more than 45 years Westermo has been at the forefront of technological development and often pushed the limits of what is possible.

Avid Technologies is a rapidly growing security integrator in the Portland metropolitan market. Our focus on cloud based physical security technologies like OpenPath, OpenEye, Rhombus and Camio has the company poised for significant market expansion in the next few years. We offer a full suite of security services and products including traditional and cloud based video surveillance, access control, and intrusion detection systems. Avid Technologies fields a crew of low voltage professionals with decades of experience. Our installation and low voltage technicians can design and install systems for all of your low voltage needs. Our focus allows us to provide physical security for your employees and place of business as well as cutting edge cyber security for your digital back door. Our system design and product installation encompass cutting edge technology and to ensure security and provide piece of mind.

IndigoVision is a VMS product with a network architecture that is unique in the the video surveillance industry. Instead of pushing all traffic through a central appliance or NVR, our network architecture which we have named DNA, provides Any-to-Any connectivity. Video surveillance personnel view live images directly from the camera without traversing a central appliance. Our company also developed CyberVigilant. The first active intrusion detection system for IP camera networks. My role is to evangelize and introduce IndigoVision's VMS product into the crowded Pacific NW video surveillance market. This role requires extensive prospecting as well as marketing activities in the NW region. I provide hands on demonstrations, sales and technical training for integrators and and assist in the design of video surveillance networks using the IndigoVision product set. This is a greenfield opportunity with the goal of creating a presence in the NW market for IndigoVision.

Primary activities – Sales process management from opportunity inception to close, including prospecting, lead generation, opportunity qualification, account prioritization, security system infrastructure and services needs assessment, technical presentations to key decision makers, security system design, project management, price negotiation and closing. Cohesive security system design expertise encompassing access control, video surveillance, video analytics, intrusion systems, fire detection and notification systems, as well as multilayered security structures that incorporate multiple subsystems into a comprehensive unified security solution. Extensive background in network design which includes certifications from Cisco, Extreme Networks, F5 and Foundry, before they were purchased by Brocade. Excellent communication skills to manage complex sales processes that include manufacturers, security integrators and third-party stakeholders including architects, engineers, operations managers and security consultants. Exceptional ability to guide and drive favorable technical product evaluation, functional evaluation and ROI analysis in multifaceted sales environments.Design expertise with the following products: Intrusion Detection – Honeywell, Bosch, DMPAccess Control – Lenel OnGuard and TruPortal, DMP, StanleyPAC, Honeywell ProWatch, NetAXS 123, WinPAKVideo Surveillance – HIKVision, Bosch, Axis, Avigilon, Arecont VisionVideo Management Systems – Milestone, Genetec, ExacqVideo Storage – MileStone Husky, HIKVision, BCD VideoFire Systems – Honeywell Vista and Silent Knight, BoschNetwork Design - Cisco, Extreme Networks, HP

GP Sift developed an innovative video and digital evidence delivery software product for the law enforcement vertical. This product incorporated a vast majority of the commonly used video formats and provided an intuitive, easy to use platform that enabled law enforcement agencies to share and display video evidence from a variety of sources, on a single laptop or PC. My responsibilities included both tactical sales and strategic marketing efforts. Tactical sales functions included prospecting, needs analysis, proposal generation, pricing, negotiation and closing functions. I orchestrated a sales approach pivot that had initially relied on cold calling individual law enforcement agencies to an approach that engaged multiple prospects involved in key stakeholder groups such as state chiefs of police associations, state sheriff department associations, detective associations, regional HIDTA offices and video forensic investigator trade groups. This approach allowed GP Sift to reach dozens of qualified prospects in a single event.Strategic marketing efforts included trade show coordination, print and electronic media development, technical presentations and demonstrations to law enforcement personnel responsible for delivering video and digital evidence to court. Developed third party channel sales strategy that incorporated electronic equipment suppliers and consultants specializing in the law enforcement market vertical.

I coordinated sales efforts for the United States to launch an innovative stealth security product for solid wall barriers and parapets. I performed a variety of core duties including the identification, initial contact, sales background assessment, recruitment, and training of a factory sales representative network. I identified, contacted, assessed skillset, coordinated the recruitment, provided technical training and pricing strategy for a network of super regional and national security integrators with design/build capabilities. I also interacted with a variety of distinct stakeholders in the security industry that include A&E firms, end users, consultants, contracted security services companies as well as governmental agencies at the state and federal level. This was a start up so there a variety of duties that need to be done that are outside the normal functions of a sales and marketing manager.

My responsibilities include all of the strategic market planning, tasks and functions related to introducing a new fiber optic point detection product to the perimeter security market. I performed a variety of core duties that include channel management, business development, marketing functions, technical presentations that focused on the introduction of AFL's advanced fiber optic perimeter security product to security market. My business development efforts required effective interaction with a variety of stakeholders in the security market including A&E Firms, targeted end users and integrators with design/build capabilities. In addition I introduced fiber optic core products including fiber optic cable, patch panels, termination kits, connectors, fusion splicers and test equipment to security integrators and consultants.

Data Decypher developed and introduced a product that used mulitmode fiber optic strands to monitor large slow moving berings in industrial environments. Current technologies have severe limitations in regards to their ability to capture meaningful data from large slow moving bearings and their ability to operate accurately in hot environments. Developed strategic market positioning strategies to take advantage of disruptive technology introduction that used fiber optic cable to capture machine vibration rather than accelerometers or proximity probes. Produced cash flow proforma statements and market projections including staffing requirements and marketing budgets.Prepared detailed technical presentations and data supported financial projections and created Power Point presentations for angel investor groups. Increased sales by 176% by developing new industry specific collateral, identifying new market segments

Transformed lowest-performing territory into #1 in company within two years, executing a multifaceted sales and marketing strategy:Restructured channel management strategies to revitalize lack luster integrator network by incorporating feedback, evaluating performance, and reduced re-seller base by 80%, focused education and support resources on most qualified and productive representatives. Devised and implemented improved product and market segment specific training program.Improved internal functions, reduced technical support response times, streamlined RMA process, decreased order processing time, increased the level integrated project support for architectural and engineering firms.Improved placement utility for installer base negotiated highly profitable nationwide distribution alliance with Anixter; spearheaded security sales team training for distribution channel, coordinated regional trade show appearances, and provided support in designing solutions. Off loaded high risk clients while retaining market share and increasing margin by 34%.Expanded product applications to develop a wider channel footprint. Co-developed alarmed rigid fence product with national fence panel manufacturer and introduced a joint detection product with alarm infrastructure internal to the fence rails. Worked with architectural foam companies to develop an invisible wall top solution for gated communities and high end residences.

Ecutel provided a security software program that enabled police officers, first responders, critical infrastructure companies and security personnel at soft target locations to stay seamlessly connected to data resources across multiple wireless communication platforms. Developed and applied successful channel management strategy incorporating a multi-level sales approach that included interaction large end users, channel partners and third-party consultants. Performed infrastructure analysis of existing network and needs assessment to position wireless connectivity product in competitive wireless services sector. Directed sales resources, developed collateral, organized print and digital media marketing programs, provided training and technical support for end users and channel partners. Negotiated strategic partnerships at executive VP level with Verizon Wireless, Nextel, T-Mobile and AT&T Wireless.Instituted web based quoting platform, opportunity registration system, directed leads to partners on a rotating basis; trained channel partners at branch level and supported channel partners sales personnel. Provided product education to emphasize system benefits, features, and sales trained channel partner sales personnel on Strategic Selling sales approach.Generated market pull, through successful large account sales to companies such as California Edison, Disney, PG&E. Developed and implemented training curriculum for wireless partners and created detailed audience specific technical presentations, first line technical support to end-users.Fulfilled financial regional sales management functions, including profit and loss projections, sales forecasts, market development budget, channel partner sales projections, and field sales support costs.

Spearheaded detailed rural telecommunications market analysis, buying trends and customer needs to design market-driven communication solutions. Created uniform sales plan for 22 member companies. Assisted in member sales team development, including interviewing perspective sales personnel, product training, presentations, positioning, and pricing.

Captured new clients and expanded sales to existing clients needing advanced network solutions. Employed strategic selling techniques focusing on key stakeholder requirements and needs assessment. Presented network solutions, consulted on flexible capacity designs, wrote proposals, negotiated pricing, coordinated delivery, and provided long-term support for international client base, with specific focus on large corporate customers.

Managed inside sales team of 12 to 16 people, carried a personal $5M quota, provided training for new sales people in internal systems, operational structure, online quote preparation, internal resource procurement, gross margin maximization, product specifications and first line tech support for physical layer components. Subject matter expert switches, routers, active electronics and network operating system compatibility. Highest revenue and margin producing inside sales team for Anixter nationally 1992 and 1993. Exceeded sales targets and margin earning Presidents Club