David Lum

Experience

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  Motorola Solutions

  May 1983 - Jun 2024

  • Focus and drive all business development activities for the market areas of defense/military, border security, intelligence, and diplomatic security across the world, except for the USA. These activities include training & education of the markets' end-users and our sales teams; creation of new content to promote our solutions; driving product development for new products, features, and functions specific to these market applications; being a subject matter expert for sales on a variety of product areas; aiding the pre-sales technical teams; providing direction and go-to-market strategy to sales management; competitive intelligence & competitive strategy synthesis; and demand creation.• My job role is to help our government customers to be at their best in the critical and defining moments that matter to them, to prepare them for possible events that require secure & mission-critical information. During the other (less critical) times, our job is to help our customers to be safe, efficient & productive. Show less • Management responsibility of 4 business development/pre-sales technical consultants that are responsible for the marketing, promotion, and design of mission-critical industrial digital two-way radio product & systems for government and industrial markets across our Asia/Pacific regions. • My team's pre-sales work responsibilities include communicating and educating product feature releases & product roadmaps, competitive analysis & positioning, regulator support, 3rd party training, speaking at trade shows & conferences, customer demonstration support, anticipating product enhancements, long range market planning, and quality support. Demand creation and value migration are my team's goals.• Training and mentoring of my team into the field of business development and technical sales. Prepare their careers for vertical market expertise, product domain knowledge, and developing business acumen.• Our job is to help our government and industrial customers to be at their best in the critical moments that matter to them, during times of high stress to times of crisis. During the other (less critical) times, our job is to help our customers to be safe, efficient & productive. Show less • Management responsibility of 16 business development/pre-sales specialists and 3 pre-sales system engineers that are responsible for the marketing, promotion, and design of industrial digital two-way radio product & systems for government and industrial markets across our Europe, Middle East, Africa, and Asia/Pacific regions. Managing our Center of Excellence to create top technical pre-sales talent.• My team's pre-sales work responsibilities include communicating and educating product feature releases & product roadmaps, competitive analysis & positioning, regulator support, 3rd party training, speaking at trade shows & conferences, customer demonstration support, anticipating product enhancements, long range market planning, and quality support. Demand creation and value migration are my team's goals.• Training and mentoring of my team into the field of business development and technical sales. Prepare their careers for vertical market expertise, product domain knowledge, and developing business acumen.• Our job is to help our government and industrial customers to be at their best in the critical moments that matter to them, during times of high stress to times of crisis. During the other (less critical) times, our job is to help our customers to be safe, efficient & productive. Show less • Management responsibility of 6 business development people that are responsible for the marketing and promotion of industrial digital two-way radio product lines for public safety, government and industrial markets. My team's work responsibilities include communicating and educating feature releases & product roadmaps, competitive analysis & positioning, regulator and 3rd party training, speaking at trade show/conference/symposium, and customer demonstration support, anticipating product enhancements and conducting product phase-out planning, long range planning, financial planning, and quality support. Demand creation and value migration are my team's goals.• Technical support of our regulatory affairs relating with spectrum and spectrum planning. Provide education and technical guidance and advice to spectrum regulators in the Asia Pacific region regarding land mobile spectrum and its application for industrial and government users.• Training and mentoring of new recruits into the field of business development. Prepare their careers for vertical market expertise and product domain knowledge. Show less • Management responsibility of 4 product operations people (3 are located in Australia) that are responsible for the marketing and product operations of industrial digital two-way radios, mobile data, mobile broadband, and fixed data product lines for public safety, government and industrial markets. Manage the product lifecycle planning of region-specific products, which include managing feature releases, product roadmaps, pricing, internal training, trade show and customer demonstration support, product enhancements and phase-outs, long range planning, financial planning, and quality support.• Technical support of our regulatory affairs relating with spectrum and spectrum planning. Provide education and technical guidance and advice to spectrum regulators in the Asia Pacific and Middle East region regarding land mobile spectrum and its application for industrial and government users. Show less • Management responsibility of 2 project managers and a market planning analyst that is responsible for the total systems shipment of all customer orders shipped into the Asia/Pacific region, with a sales responsibility of approximately $250M annually with budget responsibility of $800,000. Manage the supply chain operations from after-order-entry to exportation of consolidated goods from the US and Germany into Asia/Pacific. Expedite orders as prioritized by the business. Resolve export and import issues. • Management responsibility of 5 product marketing people (4 located in Australia) that are responsible for the marketing and product operations of industrial digital two-way radios, mobile data and fixed data product lines. Manage the product planning lifecycle of region specific products, which include managing feature releases, product roadmaps, pricing, internal training, trade show support, product enhancements and phase-outs, long range planning, and quality support. Show less

  • Director of Business Development, International Defense Markets

    Oct 2022 - Jun 2024

  • Director, Pre-Sales Technical Support Team, Asia Region

    Jan 2022 - Sept 2022

  • Director, Pre-Sales Technical Support Team, International Region

    Aug 2019 - Jan 2022

  • Director, Business Development

    Nov 2015 - Aug 2019

  • Director, Product Operations

    Apr 2014 - Nov 2015

  • Director

    May 1983 - Mar 2014
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  Lake Forest Graduate School of Management

  Mar 1993 - Mar 2014

  Business Management Professor

  Adjunct faculty member since 1993, teaching Project Management, Effective Leadership, and International Management & Cultural Diversity to MBA students. Also, participated in the Corporate Education side of the school, teaching business topics to corporate clients.

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  Motorola Electronics Pte Ltd

  Oct 1997 - Jan 2003

  Director of Business Development

  • Management responsibility over my department of 5 sales engineers that specialize in each technology (TETRA, P25, iDEN, Mobile & Fixed data, SSG products) that provides region-wide support to all pre-sales activities. Provide leadership, direction, and support to my team members. Provided support to each vertical markets managers in the public safety, utility, transportation and petroleum markets. • Long-term funnel development for the air, sea, and rail transportation markets, with emphasis on air and sea. Became the domain expert within the Asia/Pacific Region for all sales people. Also was responsible for the other vertical markets that were not owned specifically by others (mining, manufacturing, Customs & Immigration, other gov’t, etc.). Show less

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  Radio Resource International magazine

  Jan 2005 - Jul 2023

  Editorial Advisory Board Member

  Provide guidance to editorial board for international wireless industry publication. Review and author articles for educating the professional two-way radio industry.

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  Motorola Inc

  Mar 2005 - Oct 2008

  President of the Asian Business Council

  President of the Asian Business Council (ABC), Motorola's Asian affinity group. Responsible for global diversity initiatives for all Asian employees in Motorola.

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  NAAAP-Chicago

  Aug 2005 - Apr 2014

  Senior Advisory Council member

  Senior advisor to the Officers and Board of Directors of the National Association of Asian American Professionals (NAAAP), Chicago chapter.

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  Roosevelt Univerity, College of Business

  Aug 2006 - Jan 2010

  Executive Advisory Council member

  Serve on the College of Business, Dean's Executive Advisory Council, to assist Roosevelt University's efforts on becoming a premier educational institution of higher learning.

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  National Association of Asian American Professionals

  Feb 2013 - Aug 2013

  Elected Director of the National Board

  Elected member of the National Board of Directors of the National Association of Asian American Professionals (aka North American Association of Asian Professionals) (NAAAP), a 501(c)3 organization, responsible for the governance and leadership of the National Administration and all NAAAP chapters across North America, with fiduciary responsibilities. Representative of the stakeholders of NAAAP, which includes all NAAAP chapters and the Asian professional community-at-large within North America. Serves on the Finance committee and as Board Secretary. Show less

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  Universiti Sains Malaysia

  Jul 2024 - now

  Doctoral Candidate, University of Science Malaysia / Independent Consultant

  Retiring from Motorola Solutions after a 41-year career there (and loved it), I am now embarking on achieving another lifelong dream of a Doctorate in Business Administration (DBA) as a full-time student. Part-time, I am also in independent consultant for anyone who wishes to use my knowledge & experience.