CV for Business Development / Account Management

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