THOMAS HOLTZINGER

San Jose, CA 95214 408.828.6936 tholtzinger@gmail.com

REGIONAL SALES MANAGER GLOBAL ACCOUNT MANAGER

~ Sales expert with career marked with success driving individual and team sales performance ~
Top-Performing, Results-Driven Global Sales Management Professional with extensive track record of positively impacting sales/revenue results within OEM, EMS, and Capital Equipment sectors. Executes innovative sales strategies and delivers high service levels. Skilled in strategic account management and market development driving bottom line profits. Expert communicator with all levels of staff and key decision makers. Client Relations | Customer Retention | Profit Growth | Staff Leadership | OEM & EMS | Prospecting Territory Management & Growth | Market Development | International Sales | Consultative Sales Engineering Control Processes | Sales Cycle Management | Business Development | Relationship Management Negotiation | New Product Launches | Account Retention | Profit Growth | Capital Equipment Sales

CAREER HIGHLIGHTS
Developed and implemented launch plans for 12 new products within Capital Equipment, Storage, Hand Tools and Action Sports markets. Led strategic positioning of new products for vendor selection while maintaining parity between SUNs and Conner Peripherals, Inc.s product technology road maps as OEM HDD Strategic Account Manager. Recognized for ability to capture and save lost business opportunities; transformed relationships from purely transactional to long standing, consultative partnerships that drive sustainable growth. Identified multiple new business opportunities within existing accounts and achieved major wins. Recovered poor to non-performing accounts generating sales growth in excess of 100%.

PROFESSIONAL EXPERIENCE
BUSINESS DEVELOPMENT 4U (BD4U) San Jose, CA 1997 to Present Consulting firm providing business development, direct product sales, and account/territory management services for OEM, Capital Equipment, and Consumer-based product market sectors. Principal Owner Founded and launched business development firm; execute account management and business development functions for multiple organizations aimed at generating sales growth and effective product launches. Direct strategic planning process for company and charged with securing profitable industry partnerships. Launched 8 new products for bicycling industry and served as independent manufacturers representative. Managed business relationships with high tech partners; contributed to MRS becoming preferred supplier of new head test tool for disk drive industry. Conducted business development and market analysis for Clean Tech sector. Provided account management and business development for Magnetic Head and Media Capital Test Equipment into HDD market. Developed lead qualification for Solid State Storage test solutions and created business development strategy, implementation, and launch for specialty hand tools. XYRATEX INTERNATIONAL San Jose, CA 1998 to 2008 UK based global technology company providing enterprise class data storage subsystems and storage process technology to the storage industry. Director of Sales & Global Account Manager, Storage Infrastructure Division (2004 to 2008) Managed high value account representing 12% of annual revenue after repositioning Xyratex as suitable business partner. Oversaw all business between Xyratex Storage Infrastructure Division and Western Digital Corporation. Cultivated challenged relationship by developing account management strategy that retained and grew account. Resurrected relationship on brink of attrition and grew annual revenue from $5M to peak levels of $180M due to ability to identify new business opportunities and cultivate existing opportunities.

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Director of Sales & Global Account Manager - Continued Recovered lost media automation business resulting in 50% non-forecasted sale growth. Enabled Xyratex to ship in excess of $150M in back-end test racks and related equipment based on personal implementation of tactical sales plan. Directed high performing multi-national, multi-functional account team that consistently delivered high levels of service and revenue growth. Director of Sales, Networking Division (2002 to 2004) Charged with defining and implementing global sales strategy for Fibre Channel Port Replicator. Developed new strategic accounts including Brocade and McData using sound value proposition development, marketing, and direct field sales skills. Instituted and guided distribution and independent representative sales channel. Designed and facilitated onsite product training for sales representatives and customers. Director of Sales, Logic Innovation Broadcast Test Division (2000 to 2002) Oversaw implementation and execution of sales strategy for distribution and independent sales representative channels. Secured initial sales of MPEG Analyzer into major broadcast studios including CBS and ABC. Sales Manager & Director of Sales (1998 to 2000) Managed multiple account sales teams for key clients including IBM, Seagate, and Western Digital. Noted for securing largest Tier 1 account for hard disk, back-end test racks while displacing previous supplier for Factory of the Future Automated Test Racks. Overhauled sales group to eliminate redundancy and streamline operations. Generated and closed over $100M in new business revenue. PHASE METRICS CORPORATION Freemont, CA 1995 to 1998 Market leader for data storage process and production test equipment. Senior Sales Executive & Account Manager Directed business development efforts for Servo Track Writer products representing over 40% of companys annual revenue. Conducted account management activities including creation of product training for FAEs and customer operators. Increased sales by 40% in year one; secured initial contract with MaxMedia valued at $13M and developed relationship into Tier 1 account. Recovered challenged Tier 1 accounts including Samsung and Iomega. CONNER PERIPHERALS, INC. San Jose, CA 1992 to 1995 Original 3.5 low profile HDD manufacturer; merged with Seagate in 1995. OEM HDD Strategic Account & Application Engineering Manager Oversaw pre and post-FCS sales and related global support activities while ensuring lowest total cost of ownership and directed worldwide FAE/FQE training and support for SUN account team. Secured Connor as primary disk drive supplier to SUN; served as Program Manager for all SUN disk qualifications programs at Conner. Grew business revenue from $25M in 1992 to $250M in 1995; repeatedly secured business from preferred primary supplier.

EDUCATION & PROFESSIONAL DEVELOPMENT

Bachelor of Arts in Aquatic Biology University of California, Santa Barbara Completed Coursework towards California Teaching Credential San Jose State University ScotWorks Negotiating Miller Hieman Large Account Management Process (LAMP) Miller Hieman Strategic Selling Hard Disk Drive Design & Test