Marty Jain's Profile

Marty Jain
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General Information

About Marty:

MARTY JAIN
1221 Laguna Creek Lane – Pleasanton, CA 94566
E-mail: hmjain@yahoo.com Home: (925) 931-0892 – Cell: (408) 230-8222

DIRECTOR OF TECHNICAL, FIELD SALES LOOKING FOR A CAREER IN GREEN TECH
Catalyst in generating more than $1 billion in sales during career
Sold FPGAs/PLDs, ASICs, ASSPs, Memory, Software & Services

A trailblazing Technical Sales and Marketing Executive providing 17 years of achievements selling, marketing, and supporting Hi-Tech products. Earned an excellent reputation among key industry players and landed multi-million programs with Cisco, HP, Sun, EMC, Nortel Networks, and many others. Managed Direct Sales/Technical Sales Teams, Manufacturer’s Reps and Distributors, including Arrow, Avnet. Strong interest in pursuing career in Green Technology, products or services.

Strategic-thinking leader who has led technical sales team turnarounds, introduced, marketed and sold products successfully, launched a software company to tackle deep-rooted semiconductor supply chain problems, and represented companies at regional and national conferences, tradeshows and events. A dedicated industry professional who keeps abreast of industry trends and a close eye on competitors.

Career Notables:
· Partnered with sales channels to capture several multi-million dollar designs with customers including Sun, HP & Cisco
· Co-founded a software company that addressed several critical problems in the semiconductor supply chain.
· Turned around an under performing Field Team at AMIS that ultimately landed $500 million in design wins in 2004. Instrumental in positioning AMIS as a solutions provider in the automotive, medical, and industrial markets.
· Re-aligned, re-organized FAE team at Lattice Semiconductor to improve design wins by over 1000%

Core Competencies: Sales/Channels Turnarounds… Technical Sales and Marketing… Professional and Technical Development… Technical Program Management… Exec level interactions and relationships … Channel management…

A well-known industry executive offering an extensive network, an ability to leverage multi-cultural, multi-lingual background and sell regionally & nationally, a history of participating in selling and marketing products to channels and customers. Led multi-functional teams and executed robust strategies that delivered impressive results. Strong communication, presentation skills

CAREER ADVANCEMENT

LATTICE SEMICONDUCTOR – San Jose, CA 2005 to Present
$250 million, publicly traded company that designs and manufactures FPGAs, CPLDs and Mixed Signal PLDs, and Design Software for the Communication, Computing, Storage, Security, Consumer, Military and Industrial markets.

AREA TECHNICAL DIRECTOR

Leveraged outstanding leadership, acute business sense and sales acumen to turnaround performance of the Field Applications Team, while building a cohesive work environment with Area Sales personnel, Sales Reps and Distribution.
Penetrated several key customers with vital products in Lattice’s offering, and gained a strong hold for the company in the burgeoning FPGA market.
Major activities include technical sales leadership, personnel development, sales/channel training, strategic customer engagements, technical program management, product introductions and product adoption, driving future products and roadmaps.
Products include PLD Design Software, Low Cost and Hi Performance FPGAs, Mixed Signal Power and Clock Programmable ICs.

· Catalyst in driving design wins of FPGA/PLDs improving by over 1000% in less than two years. From an anemic 10 or less FPGA/PLD design wins in 2005 to a target of 120 in 2007
· Developed a largely CPLD oriented group to a skilled, savvy set of FPGA field apps team leveraging personal, professional training, partners (as Synplicity, Mentor) programs, quarterly Strategic Business Objectives (SBOs), competitive analyses, “one-minute management” techniques and other
· Introduced several new FPGAs (Low Cost, Non Volatile, Hi Performance) via creative local and regional programs, including training sales team and the channel.
· Enhanced the company’s position at several key customers, such as Cisco and Juniper. Introduced key products and achieved design wins (bold) at Cisco’s ABU, ARTBU, DSBU, DCSBU, ERBU, GSBU, ISBU, STBU and others.
· Successfully designed in Lattice FPGAs/CPLDs against larger, established competitors as Xilinx and Altera.

AMI SEMICONDUCTOR – San Jose, CA 2002 to 2005
$500 million, publicly traded company that manufactures custom, semi-custom Integrated Circuits and Standard Products for the Communication/Storage/EDP, Automotive, Medical, and Industrial markets.

WW DIRECTOR TECHNICAL SALES

Leveraged outstanding leadership and marketing acumen to turnaround performance of the technical sales team, rep and Distributor channels and gain a strong hold for company in newly identified target markets as company changed strategic direction. Major activities include global technical sales leadership, new product introductions, and driving existing technologies and products at target customers, working hand-in-hand with Sales Reps, VARs and Distributors. Products include custom/semi-custom ICs, Structured Arrays, ASSPs, PLDs and FPGA-ASIC/ASIC-ASIC conversion services.

Leadership role encompasses sales and marketing, new market development, new product sales and design wins, C-level product introductions and pitches, high level key engineering relationship management, technical sales and channel sales, and global field applications engineering management and mentoring, ongoing technical training and professional development. Additional functions include providing peers and technology leadership at AMIS, with market intelligence, competitive analysis, recommendations and customer feedback during product and process development. Manage 20 Field Application Engineers and Managers.

· Catalyst in boosting sales of Mixed Signal products from $180 million to $350 million by transforming Field Applications team from a digitally skilled group to a Mixed Signal/Analog savvy super team.
· Instrumental in generating nearly $100 million in designs by partnering with the CEO to conceive “Marketing Road Shows” to create a strong corporate identity in the automotive, medical, and industrial markets. Introduced several new products (ASSPs) via creative marketing and incentive programs.
· Contributed to multi-million dollar design wins by doubling the Field Applications team from 10 to 20, integrating another company (AME) that was acquired, and training teams on technology products of both companies.
· Drastically enhanced the sales capability by creating and implementing a new technical sales process and introducing product demonstration capabilities in the field.

VIQUITY CORPORATION – Sunnyvale, CA 1998 to 2002
Venture-backed B2B supply chain automation company providing a service for automating business transactions, such as purchase orders, invoices… for the hi-tech supply chain (targeting Distributors, EMS companies).

CO-FOUNDER, CORPORATE EVANGELIST

Realized inefficiencies among the semiconductor supply chain involving OEMs, contract manufacturers, distributors, and suppliers that was weakening with globalization, and co-founded business to combat critical issues. Conceived business idea, co-wrote business plan, helped raise venture capital, hired and developed channels, landed the first customers, and aggressively promoted a new B2B hosted transaction exchange service on a national level. Service offered to replace/complement EDI with newer technologies such as XML over the Internet. Initial target customers were EMS providers and Distributors. Tools offered Inventory Visibility, Turns, Material Availability, Business Analytics, Supplier Performance and more.

Multi-layered position included customer and market identification and segmentation, OEM and channel sales, new business development, public relations, trade show participation, promotions, C-level presentations, contract negotiations, and staffing.

· Successfully transformed a small-start up business into a nationally known and recognized organization and promoted company by speaking at national conferences and regional B2B forums and events.
· Landed initial customers (Contract Manufacturers, Distributors)
· Hired well-known industry professionals and grew company to 80+ employees
· Upon closure, instrumental in selling the intellectual property to a larger business.

AMI SEMICONDUCTOR – San Jose, CA 1993 to 1998
$500 million, publicly traded company that manufactures custom, semi-custom Integrated Circuits and Standard Products for the Communication/Storage/EDP, Automotive, Medical, and Industrial markets.

AREA SALES MANAGER – 1997 to 1998

Charged with designing a strategic accounts program working with the Sales channel to target customers with large Total Available Market, accelerate sales for northern California, and double the number of design wins. Led team that sold semi-custom and custom ICs, design services (FPGA to ASIC, ASIC to ASIC), programmable logic and ROMs. Sales activities included growing design wins and revenue, managing Reps and distributor sales channel, new business development, driving technology roadmaps, participating in trade shows, C-level presentations, and other traditional sales leadership functions. Directed two Field Application Engineers, an Admin, and a five-person Design Engineering Team.

· Propelled sales for the company’s largest territory from $50 million to $70 million in less than one year.
· Introduced a strategic accounts program and captured deals with Cisco, HP, and 3Com.
· Conceived the Western Area Field Training Program that evolved into a national training program.
· Extensive Rep and Distributor (FAEs, Outside Sales) training and development programs.

FIELD APPLICATION ENGINEER – 1993 to 1997

Leveraged sales expertise and technical presentation skills to gain credibility with large customer accounts in northern California, home to countless high-tech companies. Challenged to drive sales of custom and semi-custom ICs, conversion services, and third-party CAD applications to leading companies including Cisco, BayNetworks, 3Com, and Compaq.

· Generated >$50 million by landing major designs from key customers, including design wins with BayNetworks (now Nortel Networks) who became the largest customer.
· Leveraged superb technical support and presentations to crack open doors at multiple tier one accounts.
· Contributed to the Tools Development Group. Recognized as the “Top FAE” two consecutive years and received the “Top Gun” Award.

LSI LOGIC – San Jose, CA 1990 to 1993
$1.5+ billion, public company that designs and manufacturers custom and standard ICs.

FIELD DESIGN ENGINEER

Major activities included collaborating with customers to help design custom and semi-custom ICs, backend processing and transferring to fab; providing technical support to the sales team and others in manufacturing, testing, and production stages. Additionally, set up custom IC design flows and methodologies.

· Landed over $100 million per year in revenue by winning key designs with Sun and SGL.
· Invented a math co-processor for company’s standard product offering and won a patent.
· Trained and supported the channel (Wyle, Hamilton) on several designs for LSI’s smaller customers
· Cultivated powerful relationships with Engineers at Sun & SGI that provided unmatched visibility for future designs.

EDUCATION

Master of Science degree, Computer Science (Thesis: VLSI Design) – 1990
University of Georgia – Athens, GA

Bachelor’s degree, Electronics and Communications (EE) – 1987
University of Jabalpur – Jabalpur, India

Stanford University: Executive Education, “Strategic Marketing Management” – 2004

Sales and Professional Sales Coaching and Interpersonal Management (Learning International) –
Effective Negotiation Skills (Karass Negotiation Seminars)
TOASTMASTERS: Active member, VP-PR Local Milpitas Chapter (2006)

TECHNOLOGY CAPSULE

Semiconductor technologies and products (ASICs, PLD/FPGAs), CAD tools
Enterprise software, technologies - ERP/MRP, EDI/XML, Supply Chain
Productivity Tools: MS Office

What kind of positive change do you want to create in the world over the next 12 months?:

I fundamentally believe we are living on a Planet in Peril. What took millions of years to create has deteriorated in a century to a point where the loss would be irreparable if it were to continue. I'd like to make a significant contribution, at personal

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