1. BRUCE CHANDLER
864 Redbird Drive San Jose, CA 95125
c) 408-300-2340 bchandler.sells@gmail.com
OEM Software Sales Executive
Top producing OEM sales executive. Seven years with Adobe Systems managing high volume,
worldwide Fortune 500 and Global 1000 licensing accounts Planned, prospected, developed, closed
strategic software licensing agreements worth $60M. Last full year at Adobe achieved 104% of quota.
Ten plus years of proven software sales experience. Negotiated complex licensing agreements with key
accounts and navigated relevant legal issues successfully. Acted as global team lead for Dell Computer,
which generated over $20M in 2004 revenue. Frequent executive and C-level engagement within assigned
accounts. Accounts included Dell, HP, Apple, Sony, Acer, Fujitsu, Yamaha, Epson, and Gateway.
Developed creative business models which increased revenue in the face of constantly changing business
conditions. Developed international business including Dell, Sony and Epson. Matrix managed extended
team to execute complex sales partnerships with large, strategic accounts. Ten years management
experience.
Experience
DV GEAR, Everett, WA 2008
Business Development (consultant)
Provide sales/marketing consulting services for local Audio/Video VAR. Generated leads via cold calls,
face to face meetings, direct mail, email, trade shows.
Accomplishments/contributions
* Prospected and developed over 2600 leads
* Developed initial business plan to help drive immediate sales
RIMAGE CORPORATION, Redmond, WA 2007-2008
Regional Business Manager
Managed Northwest region for leading CD/DVD publishing system manufacturer.
Accomplishments/contributions
* Signed new resellers and developed pipeline of additional VARs and end users
* Closed sales in critical legal, financial and manufacturing markets
DIGITAL MEMORIES, Redmond, WA 2005- 2007
Founder
Founded and launched a successful entrepreneurial digital video production company focused on the
emerging video biography market.
Accomplishments/contributions
* Attained profitability in 1st year of operation
* Developed successful marketing launch utilizing direct mail, Web and print advertising
ADOBE SYSTEMS INC., San Jose, CA 1998- 2004
Senior Business Manager
Managed key, strategic global OEM accounts and closed numerous high-volume licensing sales. Increased
sales in existing accounts and prospected and developed new high revenue accounts. Worldwide
responsibility for Dell Computer-then Adobe’s largest OEM account. Developed comprehensive business
proposals, negotiated complex contracts and managed intra-company logistics necessary to bring sales to
2. closure. Direct responsibility for Adobe’s OEM digital video business worldwide which accounted for
80% of sales volume for their video editing software. Traveled internationally to Asia and Europe and to
industry trade events for key account meetings and strategic account development. Coordinated executive
briefings with key accounts on a regular basis. Interacted frequently with senior executives.
Accomplishments/contributions
* Top producer generating over $60M in sales during tenure
* Closed first OEM deals with Dell Computer, Compaq, Gateway, Acer
* Managed and developed over 40 new and existing OEM accounts
* Consistent top performer in quota performance
* Managed largest OEM customer with $10M annual quota
* Promoted to Senior Business Manager in October 2000 with 1 direct report
* Sales training: Portfolio Management Process (Siebel), Channel Alliances Management Process,
Situational Sales Negotiation
WACOM TECHNOLOGY, Vancouver, WA 1997-1998
Western Regional Sales Manager
Directed sales activities for the Western half of the U.S. Hired, trained and managed an additional account
manager in Southern California.
Accomplishments/contributions
* Achieved 100% of quotas consistently
* Developed new corporate accounts including Kinkos, Grey Advertising and Litton Industries
FRACTAL DESIGN, INC., Aptos, CA 1994-1997
District Manager
Managed and developed all sales channels (retail, education, corporate) for Fractal’s most successful
region, with over $5M/year in annual revenue for pre-IPO graphics company.
Accomplishments/contributions
* Established region as #1 in sales volume for North America
* Won two national sales contests for largest OEM sale and territory largest sales percentage increase
* First year exceeded 120% of quota
Education
* MBA, Marketing, Golden Gate University, San Francisco, CA
* Bachelor of Science, Management, Golden Gate University, Cum Laude
* Certificate, E-Commerce Management, San Jose State University
Senior account manager, account manager, account executive, experienced account manager,
account executive, business development experience, closing skills, contract negotiation, proven
track record, consistent quota achievement, global account management, relationship
management, strategic account management, MBA, OEM account management, team leader,
experienced prospecting, C-level experience, channel account management, pipeline
development/management, comprehensive account planning/reporting
