Ann Quisenberry

Experience

• 

  PARC, a Xerox Company

  Jan 1995 - Jan 2001

  Regional Account Manager

  Direct Sales of Smalltalk, C++ Languages; Comprehensive ADE's, Distributed Architectures, Programming Methodologies.Instrumental in helping to evangelize and create market share for this early stage start up by closing a record number of new and strategic accounts in the industry, including establishing revolutionary 'Distributed Smalltalk' with and for Hewlett Packard (HP). • Exceeded annual quota multiple consecutive years (275% of quota in one quarter) • Sales Excellence Award winner multiple years• Quota Club Achievement multiple years---------Utilized advanced concepts which facilitated the acceptance of object technology. Smalltalk, the first pure object-oriented language, became an industry leader and paved the way for Java, C++ & many other object-oriented and object based languages to be used in mainstream development.Led the emerging industry with languages, methodologies and development environments (ADE's) used by Fortune 1000 companies to create their internal systems and produce products. Pioneer of 'cross-platform' and graphical user interfaces (GUI), we brought forward revolutionary technologies which enabled companies to develop on one system and deploy on multiple disparate systems without requiring additional development or changes. One of the first 'game-changing' technologies, PARC Place reinvented how companies created and utilized both internal and external applications. Helped establish a CAB.PARC Place - A spin-off of Xerox PARC (Palo Alto Research Center) R & D think tank where technologies such as the computer mouse, graphical user interface (you're welcome, Steve), laser printers, ethernet and laptops were developed; visionaries Alan Kay, Adele Goldberg, and Kenny Rubin created Smalltalk. Also greatly appreciative of Grady Booch's contributions to the development of the OO Market, UML (Unified Modeling Language) & the Booch Method."The best way to predict the future is to invent it" Alan Kay. Show less

• 

  Mentor Graphics

  Jan 2002 - Jan 2005

  Western Regional Account Manager

  Mentor Graphics acquired Embedded Performance in 2005 (NASDAQ traded); Siemens PLM acquired Mentor Graphics in 2017.Increased North America Sales of JTAG/In Circuit Emulators at Embedded Performance by 120% in my first 18 months. Consistently exceeded quota by utilizing solution sales methodologies. Coordinated with Strategic Partners MontaVista, Intel, Freescale, Mentor Graphics and others to leverage and facilitate solution selling; created new sales channels by equipping Partners with both software and hardware, the knowledge base of benefits for mutual customers and strategies to increase all Channels. Facilitated IC and board design through Consulting and Engineering Services.Created several programs to increase industry awareness, and opened new markets. Developed and implemented changes to the Sales Business Model which improved perception of product value, resulting in increased sales. Developed and executed business plans for strategic accounts, including Research In Motion (RIM), MIPS, ARM, Intel & TI (Texas Instruments).EPI was acquired by Mentor Graphics in 2005. Mentor was acquired by Siemens for 4.5 Billion in March 2017.Recommendation below - Claude was VP WW Sales at EPI, and reported directly to the CEO. Show less

• 

  MontaVista Software

  Jan 2005 - Jan 2008

  Western Regional Account Manager; Manager, Channel Partner & Inside Sales (promoted)

  Direct sales of Embedded Linux, Real-Time Operating Systems & Services. Consistently exceeded annual quota of 1.2 M. Closed more than 40 new key accounts. Negotiated and closed numerous contracts, all of which incorporated the Open Source License Agreement.(Mentor Graphics acquired the rights to MV Automotive Linux; Cavium acquired additional IP along with assets.)Western Regional Account Manager; 2005-2007Developed, managed, facilitated & captured numerous design wins, including a strategic design win for the first Linux Smart phone. This mobile device utilized MontaVista's embedded Linux ADE/SDK & a complex Partner Ecosystem. This established the pathway for MontaVista to become an industry leader in Linux Operating Systems for Mobile Devices, helping to shape this (at the time) emerging industry. (Press Release)Led an internal team to establish the requirements & need for mobile security expertise as this market expanded, improving the companies’ credibility in this multi-billion dollar industry. Within one year, MontaVista became the leader in real-time, embedded Linux for the mobile market.Successful selling against the concept of 'free'. Developed & executed business plans for customer and prospect accounts.Manager, Channel Partners & Inside Sales; 2007-2008Responsible for all channel business. Trained & managed two separate teams - new license business & renewals of existing customer licenses. Increased the customer renewal rate from 71% to 94% through a managed 'on-boarding' process & early detection of customer issues. Doubled the field sales presence by collaborating with industry leading distribution channel, Avnet.Developed & implemented training for more than 25 regional sales & tech team members. Streamlined internal order processes using Salesforce; initiated performance reviews & MBO's for my sales team.Recommendations below - Prior to Amazon Web Services/AWS, Tyler Doornenbal was a client.Craig Hambelton was a colleague at MV Show less

• 

  Presagis

  Jan 2008 - Jan 2012

  Strategic/Major Account Manager (promoted); Regional Manager, West

  Direct sales of Virtualization, Simulation, Sensor (lidar, EO/IR, NVG), Analytics & Artificial Intelligence Software Products & Services; enterprise level software solutions for multi-faceted and complex environments. Consistently exceeded quota of $1.2M. As Major Account Mgr:Developed a privately held, California based technology company with annual revenues of $3.4B into a major account. Negotiated the contract & closed a software license agreement worth $3.3Mil. (PR below)Responsible for management of all aspects of the corporate & day to day relationship of a publicly traded company with multiple cross-functional business units, global presence & annual revenues of $33Billion. Developed executive sponsorship within this major account; managed a coordinated sales approach with technical engineers, product managers, directors, & executives.As Regional Sales ManagerI inherited an account which had not grown past 20K in annual revenue. Through strategic management I developed them into a multi-million dollar customer in less than 2 years. In conjunction with client services, we developed a customized problem resolution plan. After execution of this plan, and as a result of solving multiple product problems, customer executives subsequently adopted additional technologies. Through a team effort, they were elevated from unhappy customer to major acct. Working in a parallel business development role, I launched new program initiatives worth more than $6 million dollars, & closed more than $1.75 million in new revenue.Through effective relationship development, I became trusted advisor to highly influential members of the customers' executive team.Promoted to Major Account Manager as the direct result of successful account development.Recommendations below-Lisa Coe, Vice President Sales at Presagis; she reported to Guillaume Herve, CEOBruce Clark, Director, Sales; he reported to LisaBrian Dickens-my Technical Partner/FAE in support of our customers Show less

• 

  CAE USA

  Jan 2012 - Jan 2015

  Director, Strategic Accounts; Executive Level Relationship Management

  Executive Level Relationship Management. In this customer-facing role, I developed and managed strategic relationships. Reflected in two Press Releases below, I facilitated and managed the business relationship between CAE and GA-ASI. Subsequently, the two companies signed an agreement to co-develop large UAV Systems (aka Military drones), and now have multiple contracts in place which represent several million dollars in current and future business.Leveraged my executive and management level connections in industry leading accounts such as Apple, Google, eBay, NASA, Cisco, Twitter, Dell, PG&E, VMware, Oracle, Salesforce, Uber, Northrop Grumman, Symantec, Tesla, Wells Fargo, Lucid Motors (formerly Atieva), Qualcomm, Broadcom, LinkedIn, Sony, PayPal, McKesson, Intel, TI, NVIDIA, L-3 Communications, Toyota, BAE, Marvell, Cubic, Mentor Graphics, HP, SanDisk, Mercedes, Ambarella/GoPro, Infinera, Amazon, Calix, Plantronics, Tyco, Boston Dynamics, SAIC, airbnb, WindRiver (now part of Intel) and others to expand and increase sales... Show less

• 

  Vector Software

  Jul 2015 - Jun 2016

  Director, Strategic Accounts

  Direct sales of Analytics, Certification, Data & Test Software & ServicesManaged Strategic Accounts Intel, HP & other Key Accounts in the Silicon Valley.Using my existing network, I facilitated the adoption of Vector Software into several strategic business units of Intel, a $60 B publicly traded Silicon Valley based company. Now used in their Operating Segments-Internet of Things (IoT), numerous locations of SSD (Solid State Drives), Data Center (US & International), Software and Services.Utilizing a proven consultative approach for the assessment of Vector's software within several multi-site, publicly traded, named accounts. Implemented the use of alternative methodologies in the technical assessment process which significantly shortened the sales cycle. Closed a strategic sale with Lucid Motors (acquired by Churchill Capital), in the growing Autonomous and Electric vehicle industry, within my first six months at Vector. Subsequently expanded on that relationship and Lucid's use of Vector products and services. Extending Vector's reach into nontraditional markets through strategic positioning of technologies and the utilization of my extensive professional network.Closed a multi-faceted contract with Lynx Software (formerly known as LynuxWorks). Lynx RTOS (real-time embedded operating system) is used for some Military devices which are required to remain running 24/7. These, and safety critical systems, must remain on line for safety and security. This organization is also responsible for infrastructure of many different vehicles and aircraft. Public safety is at risk if these devices are taken off-line.Both Public and Private sector customers have requirements to meet industry standards and government regulations for achieving safety critical certifications such as DO-178 A/B/C, ARINC 661, ISO 26262, AUTOSAR, IEC 62304 and others. These standards and regulations help to ensure public safety.(Vector Informatik acquired Vector SW in 2017) Show less

• 

  Business Development

  Jun 2016 - now

  Technology Industry Veteran

  • Excellent communication skills - presentation, oral/verbal & written• Long record of success as manager of strategic partnerships, both at the technology & executive level• Proficient in large contract negotiation, including the nuances of open source software (GPL) & associated contract licensing• Negotiated multi-million dollar contracts with Government Contractors, including blanket license agreements for structured acquisitions• Orchestrated problem resolution for clients experiencing issues; reversed negative opinions and created new opportunities for company software and services• Clearances from U.S. State Department: ITAR (Export Controlled Technology) & COMSEC (Communications Security)• Experience working within Federal Government Facilities & Federal Contractors• Management experience of major & strategic accounts with geographically distributed operating groups• Professional consultative training; experience with customer relationship management (Salesforce) as both a user & manager• Deep experience introducing new & leading edge technologies• Created and implemented training programs & training material• Experienced manager of employees both on-site & remote Show less

• 

  Willow Glen Community Center

  Feb 2019 - Mar 2020

  Volunteer

  Volunteer work at Willow Glen Community Center assisting staff and local residents.Pandemic ended most services.

• 

  Monterey Bay Aquarium

  Aug 2021 - now

  Volunteer

  Enjoying working with the staff and volunteers at the aquarium, utilizing my background as a certified SCUBA diver with both Open Water and Multiple Specialty Certifications. Received advanced level training through the aquarium. Mentored by experts in their fields.