Emery Guillory

Emery Guillory

Summary

Technical Field Sales & Product Support Specialist

Precision Measurement Instruments & Integrated Systems Solutions

Technical Sales Professional with more than 10 years of experience in developing and implementing new business initiatives, managing large sales teams, and achieving revenue performance targets for companies in the commercial and military electronics industry. MBA (Entrepreneurial Finance), BS (Electrical Engineering). Strengths and capabilities include:

Consultative Selling Tier One OEM Sales Vendor Negotiations

New Product Rollouts Brand Awareness Product Positioning

Relationship Management New Business Development

Vendor Demonstrations Miller Heiman Strategic Selling

SALES ACHIEVEMENTS

Client relationship management (CRM) and account management acumen gained over the past 10 years encompasses:

  • Maintained more than $8.7 million in annual territory sales while directing a cohesive team consisting of sales personnel, internal sales and field engineers, applications engineers, and business support specialists.
  • Served as project lead for all Northrup Grumman RF and mixed signal organization projects in the CAD sector, as well as implementation projects in Cadence IC and RFDE Design Flow and InP Design kit in IC Mentor Flow.
  • Identified potential clients and increased sales by 20% with existing accounts in both aerospace defense and telecommunications market segments. This effort resulted in exceeding quota by 170%.

Work History

Work History
2007 - Present

Keithley Instruments, Inc.

Design, develop, manufacture and market precision electronic test and measurement instruments and systems.

Account Manager, LA Metro - Account Management of Los Angeles based accounts focusing on Keithley's products for Semiconductor, Wireless, and Military Aerospace applications.

  • Implemented a major sales using Miller Heiman Strategic selling methodology with Raytheon Systems Radar group in Keithley model 4200 Semiconductor parameter test system.
  • Successfully initiated the continuing of a North America 5 year contact with the Naval Weapons Division that is worth an estimated $5,000,000.00 over a 5 year period.
  • Successfully introduced Keithley Inc. ACS (Automated Characterization Software to Northrop Grumman Corp with a successful sale.
  • Part of the Keithley Inc. team to gain official sponsorship at the CNSI (Center for Nanotechnology Institute) at UCLA.
  • Successfully completed a major sale with a Solar Cell startup company in So CA.
2004 - 2007

Global defense company that provides a broad array of technologically-advanced innovative products, services and solutions in systems integration, defense electronics, information technology, advanced aircraft, shipbuilding, and space technology.

IT Project Manager - Responsible for providing technological direction in tool and design flow selection to RF and mixed signal groups while overseeing multiple simultaneous projects and coordinating vendor demonstrations, trainings, and technical information sessions.

  • Created a formalized process for the quality assurance, benchmarking, and releasing of all electrical design software tools for the Northrup Grumman Space Technology Center, which became the standard method for evaluating, benchmarking, and rolling out all electrical software tools for the Center.
  • Led the Mixed-Signal IC migration to the Cadence IC design flow, resulting in the Cadence IC design flow being officially adopted by the Northrop Grumman Space Park Custom IC group.
  • Built and oversaw a physical design kit team consisting of key members of the technical staff from multiple Northrop Grumman departments. As a result, streamlined the physical design kit process and design cycle times by a factor of two while saving the company $2 million annually.
  • Favorably negotiated a $2.1 million software licensing contract for 2006 with a major EDA vendor for RF, IC, and digital design technologies.
1995 - 2003

Agilent Technologies Inc. (formerly Hewlett-Packard)

Agilent delivers critical tools & technologies that sense, measure and interpret the physical & biological world, which enables a wide range of customers in communications, electronics, life sciences and chemical analysis to make technological advancements.

Account Manager, EEsof Division (1997-2003) - Primary duties focused on overseeing more than $8.7 million in annual territory sales, directing a cross-functional team, and supervising sales of products, services, technical support, and consulting services for clients such as Lockheed Martin, Northrup Grumman, and Atmel.

  • Realized the sale of one of the first Agilent ADS physical design kits and consulting services valued at $1 million to a tier one OEM. This kit/service combination became the template utilized by other design kit business.
  • Developed and implemented a sales strategy for the integration of Agilent's test and measurement equipment with the Advanced Design System's simulation technology. Consequently, achieved a 5% increase in territory sales.
1994 - 1995

STI develops, manufactures and markets high-performance wireless infrastructure products to commercial service providers, systems integrators, original equipment manufacturers and government entities.

Applications, Sales & Marketing Manager - Scope of duties consisted of serving as technical liaison between cellular OEMs and STI's engineering department, as well as a key member of the marketing team charged with introducing HTS circuits to cellular base stations in the U.S. and Europe.

  • Established relationships with all key European tier one OEMs on a director of technology level. Subsequently, awarded a demonstration of the first STI prototype cellular filter to a large European OEM, which produced STI's first major order.