James Silk is a senior business development manager with over 25 years of experience in technology solutions sales. He has a track record of generating over $10 million in licensing fees and developing a $52 million qualified pipeline. He is skilled in executive engagement, contract negotiations, and aligning clients' technology needs with vendor solutions. Silk's background includes roles in project management, service delivery, and strategic business development.

1. James W. Silk
8801 146th Avenue Kp N, Lakebay, WA 98349
+1-253-313-1011, seattlesilk@gmail.com
SENIOR BUSINESS DEVELOPMENT MANAGER
GLOBAL TIER 1 VENDORS | TECHNOLOGY AND SOLUTIONS SALES
HIGH VALUE TECHNOLOGY SOLUTIONS, SERVICES AND OUTSOURCING
"Customers Believe in him. He truly becomes the 'trusted advisor' to his
clients" – Licensee Client
Senior Business Development Manager, acknowledged for well-defined
understanding of the business-technology interface and capacity to identify and align
clients' emerging technology needs with products and services. A successful and diverse
background spanning technical, operational management, service delivery, project
management, and business-development disciplines underscores expertise in engaging
decision makers and devising winning sales strategies and solutions.
Uncompromising ethics and transparent communications underpin business-focused
value propositions that leverage competitive advantage via top quality service. Skilled in
optimizing team dynamics, uniting diverse agendas to a common goal, and harnessing
strategic and operational drivers to deliver results.
VALUE OFFERED
 Business Drivers and
Technology Alignment
 New Business Pipelines
 Executive Level Engagement
 Vendor Relationships Business
Development
 Contract Negotiations
 Infrastructure Proposal
 Profit Maximization
 Systems Integration
 Technology and Business
Solutions
 Tender, Proposal and Contract
Development
 Stakeholder, Account and
Relationship Management
 Business Value Propositions
 Consultative Selling
 Enterprise, Corporate and
SME Client Management
 Operational, Service Delivery
and Project Management
 Opportunity Analysis and
Qualification
 Marketing Analysis and
Campaigns
 Strategic Alliances
BENCHMARKS AND MILESTONES
 Distinguished for developing and implementing QUALCOMM’s Test Equipment
Licensing Program, a qualified pipeline of $52M for a new line of business.
 Generated over $10M in Licensing fees on QUALCOMM’s Patent Portfolio
 Staffed and deployed QUALCOMM’s Training Facility in Beijing, China.

2. PROFESSIONAL EXPERIENCE
Averna Test Solutions, 2014 – Present
Business Development Manager – Aerospace and Defense
Major Accounts include: Boeing, Airbus, NASA, Lockheed Martin, Northrup Grumman,
Raytheon, Google, Amazon, Microsoft, Trimble, Caterpillar, Navistar
 Translate Strategy Into Action
 Define and prioritize business development activities necessary to successfully
execute against our business strategy
 Structure deal and negotiation strategies, lead negotiations with senior corporate
leaders from around the globe, and passionately drive deals to closure
 Secure and develop strategic relationships with major technology leaders
 Nurture and develop the strategic partnership with hardware partners
 Use consultative selling methods to promote brand and Professional Services
Rohde & Schwarz, 2007 - 2013
Business Development Manager, North America
 Second highest Sales revenue producer 3 years in a row
 Major Accounts include: Microsoft, QUALCOMM, Intel, Boeing, AT&T, Verizon
 Utilize Consultative selling techniques in hardware and software opportunities
 Secure and develop strategic partnerships with technology leaders
Channel Management
 Partner Development & Team Building - Provide partners with coaching,
feedback, and developmental opportunities while building effective E-Commerce
teams
 Challenge and inspire partners / resellers to achieve business results
 Ensure partners adhere to legal and operational compliance requirements
 Oversee training and development of partners directly and indirectly managed
Project Manager
 Functional understanding of HTML, Flash, & databases for mobile technologies
 Manage customer expectations for Sales, new product development, and product
maintenance in Healthcare and Public Safety ( FirstNet and Smart Grid )
 Lead, direct, and facilitate global schedule-related risk and opportunity analysis
tasks
 Oversee and lead development of long and short range project plans and
deliverables directing all project phases and act as key customer contact ( supply
chain management)
 Generate Business Requirements for SaaS, B2B, and M2M opportunities
 Oversee E-Commerce introduction and continuing web business strategy
Spirent Communications, 2005 - 2007
Director, International Business Development, IntegrationManager
Sales and Business Development for the Wireless Products Business Unit
 Major Accounts include: QUALCOMM, Broadcom, Intel, AT&T, Verizon, T-Mobile
 Secure and develop strategic partnerships with major technology leaders
 Lead contract development and negotiations for system sales
 Integration Manager for European Merger and Acquisition team ( SwissQual )
 Successful experience in identifying, qualifying and closing new business within
existing client base and new accounts

3. QUALCOMM Incorporated, 1997 - 2005
Director, Product Management, Strategic Alliances and Partnerships, Asia / Pacific
 Generated over $10M in Patent Licensing fees
 Key accounts: Microsoft, China Unicom, AT&T, Verizon,T-Mobile, Sprint
 Manage 10 International Engineering Projects in Europe and Asia / Pacific
 Participate in New Product Launches ( both devices and semiconductors )
 Lead CDMA University Training and Development in QUALCOMMChina
Senior Program Manager, Technology Transfer and Strategic Alliances
 Market a dynamic intellectual property portfolio of over 1,000 patents and
copyrights.
 Develop marketing and licensing strategies for a license-option portfolio
 Investment analysis, valuationand financial modeling
Lead Software Developer
 C, C++, PERL, XML Program and Script Development using Agile Scrum
 Project Plan Development and Documentation using ITIL methodologies
Hitachi Data Systems, 1991 – 1997
Senior Software Engineer, Advanced Service Technology ( AST ) Group
 Detailed knowledge of CISCO IOS, CLI, and TCP / IP
 Develop Diagnostic, Trend Analysis, and Forecasting software on product
reliability.
 Develop software tools to support the Hitachi Data Systems Call Center
operations
How do I make your company successful?
Leadership and Maturity
 Identify and communicate key responsibilities and practices to ensure the
immediate team of direct reports promotes a successful attitude, confidence in
leadership, and teamwork to achieve business results
 Provide coaching, direction and leadership support to team members in order to
achieve partner, business, and customer success
 Plan and manage business unit and department processes and practices to ensure
that programs are aligned with company business goals and objectives
EDUCATION
Master of Business Administration ( MBA )
University of Phoenix, San Diego, California
Bachelor of Science in Computer Science ( BSCS )
Coleman College, San Diego, California
Bachelor of Arts in Psychology
California State University, Fullerton, California
Professional Certificate in UNIX Operating Systems Programming
University of California, San Diego, California