marlin h. nelson resume / cv · marlin h. nelson resume marlin h. nelson global sales, business...

Marlin H. Nelson Resume

Marlin H. Nelson Global Sales, Business Development and Marketing Executive

Mobile: +1 678.908.2430 Email: [email protected] Linkedin: https://www.linkedin.com/in/marlinnelson

Web Site: www.marlinnelson.com

2017.3

Executive Summary

Sales, Business Development and Marketing Executive with global business acumen. Experienced “Hunter” sales

and business development skills with proven track record. Marlin brings 30 years of experience in selling complex

solutions for Wireless Telecommunications and IoT (Internet of Things) solutions for Security / Intelligence, Public

Safety, Cyber Security and “Smart Cities, Smart Utilities and Smart Factories”. He is a member of a small circle of

global sales and marketing executives with professional and industry contacts on 6 continents. As a global sales

leader he brings senior management experience in Channel Management, Business Development and Marketing to

companies who are seeking to expand their global footprints, intensify market penetration, build brand recognition,

increase customer loyalty and improve bottom line profitability. He has a Global portfolio of industry contacts

with Fortune 500 companies, Wireless Operators, Federal Government Agencies, LEAs, Large Enterprises, Utilities,

Oil & Gas Companies and industry professionals. Success with these large enterprises often required his ability to lead

and direct long and complex sales cycles that have led to new customers and projects that have generated multi-million

$$ revenues.

Specialties: Expert in the establishment and management of direct and indirect sales channels, Global Business

Development, Americas and Europe Public Safety, Global Marketing and Market Penetration, Strategic Planning and

Relationship Development, Contract Negotiation, Market Entry and Establishment, P&L Management, Team

Leadership, Start Up Experience, IPO Experience, Heavy Travel Capable

See LinkedIN Profile and visit www.marlinnelson.com for accomplishments and endorsements from supervisors,

customers, partners and colleagues that span his career. References furnished upon request.

OBJECTIVES Sales / Business Development management position utilizing his skills in Global Sales, Business Development,

Channel Management and Strategic Business Growth in order to:

leverage extensive global contact base of enterprise customers and industry professionals to maximize revenue opportunities for companies selling complex solutions for Security / Intelligence, Public Safety, Cyber Security,

Wireless Telecommunications and IoT solutions for “Smart Cities, Smart Utilities and Factory Automation.”

devise/lead initiatives to expand organization’s footprint, market penetration and brand/customer loyalty

ensure sustainability of growth while improving bottom line profitability.

Qualifications / Expertise Global Business Acumen

Int’l Market Development

Building Global Sales Teams

Global Sales/Market Strategies

B to B Complex “IoT” Solutions

Startup/IPO Experience

Establish direct /indirect channels

CRM – Sales Force.com

Multi-Channel Management

Intellectual Property Management

Brand Management

Licensing/Contract Negotiations

General/Operations Management

Market Segmentation

Budget Planning and Management

Road Shows/Public Speaking

Strategic Alliances/Ecosystems

Sales Pipeline Management

GLOBAL PROFESSIONAL CONTACTS Customers: Large and Medium Enterprises, Government Security Agencies and LEAs, Public Safety, Wireless Operators,

Airport Authorities, Utility Companies (Electric, Water, O&G),

"Sales Eco System Partners": software application developers, system integrators, value added resellers, distributors and

OEMs

Wireless Operators: 40+ operators in the Americas, Asia Pacific and EMEA

RAN Vendors: Ericsson, Nokia-Siemens, Huawei, ZTE

mailto:[email protected]

https://www.linkedin.com/in/marlinnelson

http://www.marlinnelson.com/

http://www.linkedin.com/in/marlinnelson

http://www.marlinnelson.com/expertise/





2017.3

EXPERIENCE & ACCOMPLISHMENTS

Endeavor Link Inc. (Atlanta, Georgia): SVP Global Sales and Business Dev. 2017-Present

With its team of Telecoms professionals Endeavor Link is focused on the distribution and placement of products and services

to wireless operators around the globe. With direct experience working with mobile operators in over 30 countries Endeavor

Link provides accelerated market entry, operator connectivity, business development, sales and local support to its clients and

partners.

FreeWave Technologies (Atlanta, Georgia): Director of International Sales and Business Dev. 2013-2017 Leading provider and manufacturer of wireless IoT critical communication solutions.

Job Description Responsible for all business development and sales outside of North America. FreeWave's wireless solutions are sold through

Distributors, System Integrators, Value Added Resellers and OEMs. This role requires identifying, recruiting, managing and

driving sales through direct FreeWave business development professionals and indirect channels with expertise in complex

solutions for wireless telecommunications and IoT (Internet of Things) solutions for security / intelligence, cyber security,

“Smart Cities”, “Smart Utilities”, “Smart Factory Automation”, “Smart Oil and Gas Automation” and critical machine to

machine wireless communications.

Accomplishments

Architect of and Executed strategy for recruiting, training and managing all direct and indirect sales channels outside of the

United States and developing a large sales funnel of “IoT” (Internet of Things) opportunities

Results: Identified and closed multiple Million $ sales in EMEA and LATAM by

leveraging global contacts in the Canada, LATAM, EMEA and Asia Pacific

Results: Established a recurring reseller channel stream

Results: Established a $50M+ pipeline for other opportunities in the Americas, Asia Pacific, Australia, EMEA and

LATAM for IoT solutions for “Smart City”, “Smart Utilities”, “Smart Oil and Gas Fields” and “Smart Factories”

Nice Intelligence Solutions (Atlanta, Georgia): Director of Sales and Business Development, Americas 2009-2013 Global provider of IoT (Internet of Things) solutions for intelligence, public safety, location and situational awareness

technologies for Federal and State Government Agencies, LEAs and large Enterprise customers.

Job Description Responsible for all business development and sales of Nice’s intelligence, security and public safety solutions in the

Americas and Europe. Targeted customers were government / law enforcement agencies, state and municipal governments

and large enterprises

Accomplishments

Identified and developed several large opportunities for Nice’s intelligence and location solutions for Public Safety,

Federal Government Agencies and LEAs, worked closely with the end user to understand their “pain points” and architected

solutions with the coordination, help and input of Nice’s HQ colleagues to solve the “pain points” of the customer

Results: Established NICE as a vendor to supply Location Technology for EENA112 public safety members

Results: Identifed a large opportunity in N. America, Directed and Managed a long and complex sales cycle

Results: Respected Team Leader for a complex proposal preparation

Results: Closed the first multi-million $ sale to a North American government agency Results: Established a multi-million $ pipeline of additional IoT opportunities throughout the Americas








2017.3

TruePosition (Atlanta, Georgia): Vice President International Sales 2008 - 2009

A leading provider of wireless location determination and intelligence solutions for the safety and national security markets.

Job Description Responsible for all business development and sales outside of North America. TruePosition's location solutions were sold

direct to Government Public Safety, intelligence agencies and large state owned enterprises and sold through indirect sales

partner channels with expertise in complex solutions for wireless telecommunications. Managed a sales / support budget and

authored business plan that determined booking, revenue and EBITDA targets.

Accomplishments

Built trust and credibility; promoted state-of-the-art security solutions to key governmental entities; E112 and 911 public

safety, national security and intelligence markets.

Recruited channel partners to gain entry into the elite Federal, State and Military Intelligence markets

Designed inter-departmental infrastructure/process to present opportunities and partners for approval early in sales cycle

decreasing proposal time by 50%.

Architect of the processes to monitor/report on progression of sales opportunities; negotiated systems integrator and VAR

agreements; led weekly executive staff meetings to strategize on prioritizing and converting opportunities to sales;

Team Leader for proposal efforts.

Results: Decreased legal contract review by 80%; ensured solidarity behind business.

Results: Quickly built $100M+ opportunity pipeline for location software and hardware solutions for 911 and E112

Results: Developed and closed the first $3M international sale

Results: Achieved first revenue for international division and identified six additional key multi-million dollar

opportunities in Europe and the Middle East

Openwave Systems (Atlanta, GA): General Manager - LBS Software Business Unit 2006 - 2007

Leading innovator of software applications and infrastructure designed to enable revenue-generating, personalized services,

including mobile analytics, content adaptation, mobile and broadband advertising, and of unified messaging solutions. Job Description

Responsible for worldwide revenues for all location based (LBS) technologies. Created seminar and presentation

materials and worked closely with the field sales organization to promote and sell the LBS Solutions Portfolio to

existing, new customers and Public Safety PSAPS. Accomplishments

Set up first “location services solutions” business unit for innovative public company in mobile/broadband space. Identified

the need to and partnered with application companies and terminal manufacturers to sell total solution; created/presented

“How to Make Money” seminars and workshops at 30 global wireless clients; created seminars on selling solutions

downstream to customers as added revenue stream; responsible for global oversight that led sales teams through 12-18 month

sales cycle.

Results: Achieved $5 million in 1st year bookings; forecast to produce $15 million in 2

nd year;

Results: Secured technology trials with 3 major global operators.

Results: Secured location technology trial with EENA112 member

Cambridge Positioning Systems (Cambridge, UK): Senior Vice President Global Sales 2001 - 2006

A leading provider of location technology for GSM and 3G mobile devices.








2017.3

Job Description

Responsible for worldwide sales and business development for a VC funded Startup Company. Managed a team of sales

professionals responsible for selling to the chip set manufacturers and RAN vendor’s software components of a high

accuracy location solution that required integration into the hand set and the RAN Vendor’s base stations. Direct sales

responsibility for selling to the N. American GSM operators to create demand on the chip set manufacturers, hand set

manufacturers and RAN vendors to adopt the technology required to meet Public Safety EENA112 (Europe) and E911

(North America) emergency services country directives.

Accomplishments

Drove global sales for Startup Company selling software technology solutions with high level of accuracy for locating GSM

and 3G devices. Assessed North American opportunities; found best prospects within E911 market and sold via the RAN

vendors multimillion $ location solutions to ATT, Cingular and T-Mobile; targeted infrastructure and handset vendors;

negotiated integration, licensing and reseller agreements; hired direct sales staff and managed for Europe and N. America;

signed representation agreements for Asia Pacific, EMEA and Latin America.

Results: Signed multi-million $ licensing contracts with Ericsson, Siemens and Nortel

Results: Closed multi-million dollar integration contracts from six of the largest hand set manufacturers;

Results: Identified and closed the first million $+ contract in China

Results: Closed $500K opportunity in Malaysia

Results: Secured trials in China and Brazil

Results: Facilitated with management team an agreement with VCs that resulted in the next round of funding BulletIN.net (Atlanta, Georgia): President and EVP Sales 1998 - 2001

An innovate provider of two-way wireless Internet messaging products and services for wireless carriers.

Job Description

Generate the first sales and demand for unique new technology that provided E-Mail to the mobile phone. Positioned the

company for “spin out” from its’ parent, TWS. Negotiated the "buy out" of the “E-mail” business unit from TWS, the

parent company. Brought in senior level executives for the Board of Directors and worked with the Board of Directors to

create a business plan to present to potential investors.

Established a UK London office where the first generation of "E-Mail to the mobile device" was launched. Continued as the

EX. VP of Sales until leaving the company.

Accomplishments

Started up new software / wireless solutions division within TWC, the parent. Hired staff; developed strategic plan;

oversaw product development, sales, marketing, finance and customer support; raised VC capital for management buy-out

of division; negotiated $2.5 million with mail.com (NYSE company) for minority ownership position and agreement to

launch wireless mailbox services in UK; signed reseller agreements from $.5 to $1 million with international companies;

launched product in Europe; negotiated acquisition of New Zealand company for technology and customer base; authored

term sheet to raise additional funding.

Results: Generated the first sale of E-Mail to the mobile device

Results: Successful "spin out" of the company from the parent and raised the initial $2.5M funding from Mail.com,

public company providing E-Mail services

Results: Expanded customer base on 3 continents

Results: Generated term sheet and buy out from private investor for $5M








2017.3

Digital Transmission Systems (Atlanta, GA): GM/SR. Vice President of Sales for Wireless Division 1995 - 1998

Developer and manufacturer of the next generation spread spectrum wireless radios for wireless operators and large

enterprises.

Job Description

Responsible for the sales of multiplexers and spread spectrum radios outside of the United States. Identified an

existing radio technology which could be rapidly sold with a private label into Latin America, China and India.

Authored a business plan and submitted to the Board of Directors that would initially source from an ODM a

Spread Spectrum Radio and private label to sell into selected international markets. After immediate success

convinced the Board of Directors to design and manufacture the product internally to increase margins and control

costs. Worked with the Board of Directors to put together a term sheet and position the company for an IPO.

Accomplishments

Introduced wireless radio solution into international marketplace. Created/presented business case to Board of Directors to

develop internally next generation wireless product; gained approval; seized opportunity to become dominant supplier of new

radio solution; identified wireless supplier for private labeling in Latin America; found contract manufacturer to ramp

up/compete in Asia Pacific; led direct/indirect sales and support channels.

Led business growth to position company focused on design, manufacture and sale of communication software, multiplexers,

network management systems and wireless spread spectrum microwave radios for IPO. Oversaw development of new

product contributing 20+% of revenue; saved money by developing marketing and advertising co-op programs; served as key

member of executive management team writing term sheet; participated in road shows to sell term sheet to Venture

Capitalists.

Results: Generated $13 million with 62% margin in first two years in Asia Pacific and Latin America; kept cost of

sales, marketing and support at minimum by outsourcing manufacturing to an ODM

Results: Produced 38% of parent company revenues in the second year by implementing his international growth

strategy

Results: Successful IPO

Hayes Microcomputer Products (London-UK): GM and CMO–Europe-Middle East &Africa 1993 - 1995

Leading innovator and manufacture of next generation of low cost modems and PC communications software.

Job Description

General Manager for Hayes European subsidiary. Responsible for sales, marketing, finance, recruiting, operations and

technical support. P&L responsibility targeted with meeting the agreed business plan revenue numbers and EBITDA.

Accomplishments

Accelerated ramp up of European-based international business unit for leading manufacturer of microcomputer products to

meet market demand. Growing the staff from 6 to 36 as revenues ramped; Managed $42 million budget; Employed strategies

to expand brand awareness; Expanded from 40 to 150+ distributors and reseller outlets including sales through Super

Computer Stores in UK; strengthened customer support; established first OEM sales channels with private label branding.

Results: OEM version produced $10.5 million in incremental sales during the first 18 months without impacting

margins or growth from manufacturer’s labeled products

Results: Increased from $22 to $52 million in the first 24 months and exceeded EBITDA targets General Datacom Industries (Paris, France): VP Sales-European Region 1990 - 1993








2017.3

NYSE listed World Wide leader in the development and manufacturing of high-speed network access and transport

equipment for carriers, service providers, governments and commercial end-users.

Job Description

General Manager and the Senior Executive for Paris HQ for GDC European subsidiary. Responsible for recruiting, training

of staff for sales, marketing, finance, operations and technical support. P&L responsibility targeting with meeting /

exceeding targeted revenue numbers and EBITDA

Accomplishments Architected/Executed sales expansion and support plan for continental Europe. Developed strategies to drive sales of

hardware and software worldwide through multiple channels; established first office in Paris and hired staff; managed sales,

marketing and field support in EMEA; developed/strengthened relationships with direct sales, OEMs, distributors and key

accounts; negotiated the first OEM agreement to TRT-Philips for private labeling.

Results: Achieved $1.5 million revenue in 1st year

Results: Consistently made bookings and revenue quota

Results: 2nd

year exceeding quota and EBITDA

Digital Communications Associates (US & the Netherlands): GM and VP-Sales Europe 1984 - 1990

Developer and manufacturer of networking and PC to Mainframe communications products.

Job Description

The first two years responsible for all OEM sales in the United States of communication products. Subsequent was promoted

to the GM / Sales director for the first sales office outside of the United States to support the rapidly growing international

requirements for PC Communication Solutions. Recruiting of staff, providing budgets and costs controls and delivering sales

to meet quota and delivering the agreed EBITDA for the International Division.

Accomplishments

Established the European HQ for support and distribution of products to also include EMEA and Asia Pacific for $200

million Company. Expanded staff to 45 people to support steep revenue growth; set up international distribution channels

with 14 country importers/distributors and 28 Master resellers in EMEA, APAC and LATAM to provide sales, stock

products and provide customer support; hired and trained sales, marketing and support teams; created company’s first

European software manufacturing operation, warehouse and product support organization; managed budget of $15 Million;

integrated strategic Swiss acquisition into organization; set up distribution center in Ireland which improved profitability by

26% by reducing shipping costs and reducing import duties;

Results: Improved profitability by reducing shipping costs

Results: Grew sales from $1 to $12 million in Asia Pacific in the first 2 years

Results: Grew sales in LATAM from $1Million - $10 Million in LATAM

Results: Grew sales from $3 to $42Million in EMEA in 3 years

Results: Exceeded quota and EBITDA during the 4 years assigned as the GM for the Amsterdam International HQ




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