Steve Summers Email & Phone Number

Austin, Tx, Us

Austin , Texas, Us

■ Managed $50M Mechanical System Test segment (Aircraft, Space Vehicles & Defense Articles) including achieving revenue and profit goals, creating business development strategies, and managing projects to ensure successful market growth (+20% in 2021)■ Research customer needs and directs company investments through business case development; Successfully advocated for $3M+ new product portfolio investment, based on market opportunity input from customers ■ Manage the release cycle of new offerings and monitor the success of the new programs, looking for unique ways to invest in future growth; Launched an offering for structural testing of airframes and space vehicles that resulted in $5M+ annual revenue■ Led sales growth by +44% in the European market for the Mechanical Test System segment after multiple years of stagnant results■ Lead 3-4 development teams at any given time to create profitable new products, including developing marketing campaigns. Recent examples include Rocket Propulsion Testing and Structural Testing.■ Provided strategic expertise to complex contract negotiations with the largest aerospace customers. Aligned internal teams from sales, operations, manufacturing, and compliance to ensure a successful outcome. Led decisions to implement some customer requirements or to push back on other customer demands in the negotiation process■ Interact with leading aerospace customers to understand their solution needs and to present the company’s value proposition. Regularly visit international locations to establish partnerships, solicit customer feedback and increase sales expertise. Coach sales teams in specific product areas and general sales skills representing multiple countries and industries, including the US, Canada, UK, France, Germany, China, India, and Japan■ Deliver impactful executive-level presentations, with audience members including VPs, C-suite leaders, and customer/partner CEOs.

Austin , Texas, Us

■ Lead business unit security strategy, directing product investments and interfacing with customers to ensure their security specifications are met. Established a security team to interface with IT function and drive the implementation of a CMMC* authorized cloud tenant to transmit and store secure information. (*Government-wide program that provides a standardized approach to security assessment, authorization, and continuous monitoring for secure products and services. Required for government vendors and costs ~$250k to implement)■ Led the development of a US GCC-High Azure Gov Cloud / Office 365 cloud tenant for cleared personnel and organizations supporting the Department of Defense. The project led to incremental sales opportunities of $100M+.■ Hired a team of system engineers to manage the tenant and onboarded the company to the systems.Contracted a security company to build the tenant■ Led the assessment leading to CMMC (DFARS 252.204-7012/7019/7020) certification■ Led implementation of UK secure data tenant, including creating a business case and hiring a hosting service. The project led to incremental sales of $20M+■ Created NI Test System Security Summit, an industry user group to share best industry practices in test system security for automated test systems. Organized speakers, and topics and hosted an event that brought dozens of industry speakers together to share best practices

Austin , Texas, Us

■ Led a team of 20+ professionals, generating sales in excess of $150M. Together, we reversed a decade of flat growth to generate a 10% revenue increase. Managed a $4M annual department budget■ Managed multiple software programs including a large customer license program, software piracy program, and customer training programs – over 100K users globally■ Created a customer success program targeted at engineering teams to guide them to become self-sufficient and to counter concerns about the availability of programmers■ Led a new anti-piracy program designed to identify and pursue pirated software users for revenue. The first claim collected was $100K from a Chinese firm■ Managed the training program transfer to a new online Learning Management System (LMS), which was widely used during the COVID pandemic■ Created a badge program for new learners, including the technical platform, learning paths, alignment to company investment areas, and graphical materials to maximize customer engagement in our customer success program■ Led team through a difficult company reorganization resulting in the deployment of team members to other areas of the company

Redmond, Washington, Us

■ Managed global relationships with a select number of key accounts in the consumer electronics industry (HP, Dell, Amazon). Closed individual orders >$1M, including developing early sales concept, contract negotiation, order management, deployment, funding the service contract, and ongoing product satisfaction■ Collaborated with a team of engineers and sales resources to target large production opportunities, contact the key buying influences, close the order, and deploy the solution to factories in Asia ■ Managed a team of eight (8) Chinese national developers (in China) to serve as technical resources in customer facilities and ensure customer satisfaction with our products and services. Deployed resources among various production facilities based on customer demand and production ramps■ Conducted efficiency studies to identify new automation opportunities in Chinese factories. Reviewed production costs and repair data. Offered cost-saving products and services to address issues identified

Austin , Texas, Us

■ Built a strong local sales team doubling in size, serving Fortune 100 companies as key accounts in aerospace, electronics, and other industries■ Direct product and service sales of $22M+ and generated a 48% increase in sales for 2014. Sales territory consistently outperformed the rest of the company■ Planned and conducted seminar events, training classes, and sales initiatives■ Established strategic partnerships, growing five (5) accounts to $1M+ while reducing risk exposure■ Used a highly developmental management style, and grew the skill level of direct reports. Three (3) of former employees have been promoted to senior leadership roles within the company, including one to Senior VP of Sales

Austin , Texas, Us

I worked as a DSM for National Instruments, working with accounts in Utah and Idaho to implement NI hardware and software into their test and control systems. I saw firsthand the value of collecting data and how I can create joint value with my customers. I left when I was promoted to Area Sales Manager in Seattle.

Austin , Texas, Us

I worked with companies throughout Wisconsin to sell and implement NI hardware and software in their test systems. I experienced a wide range of technology applications and developed my passion for technology here.

Austin , Texas, Us

I supported customers using our products across all industries and geographies from our home office.

Executive Mba, Mba

Bs, Physics