Gary Oberman


Sales and Business Development

·Consistently exceeds quota through new strategic business development and account management.

-Penetrated IBM, Micros, Wincor Nixdorf, EFI, Squirrel Systems, Elo TouchSystems

-Generated over 97% sales growth last year exceeding quota and company growth.

-Successfully targeted and penetrated key OEM accounts in strategic vertical markets.

-Consistent recipient of “Pacesetter Achievement” award.

·Developed and led a sales team that became #1 in revenue and sales growth in the nation, achieving over $54M in sales annually.

Channels Management

·Over 14 years of growth and career advancement, at regional and corporate levels, with a multibillion dollar distributor and 5 years channels management experience with an OEM.

·Restructured distribution channels and partner programs to align with and achieve corporate objectives and revenue growth targets.

·Successfully defined and drove all activities to complete the acquisition and integration of new companies into existing organizations and channels.

Marketing Management

·Managed a marketing staff responsible for over $400 million in annual sales of technology products.

·Accountable for sales growth, supplier relationship management, strategic and tactical planning, product pricing and availability, promotion of products, and technical training of sales force.

·Successfully led a cross-functional task force that defined manufacturing processes and developed nation-wide systems integration and solutions selling sales trainings.

-Achieved a 19% increase in sales and a 5% increase in profit margins.

Work History

Work History
2006 - Present

Developer and OEM Sales Manager

Responsible for sales of biometric software development tools to strategic OEMs and integration of fingerprint readers into OEM platforms.

·Generated over 97% sales growth in second year

·Targeted and penetrated 6 strategic OEM accounts within first 12 months resulting in purchase of software tools and designs of biometric fingerprint readers in next generation products. Accounts penetrated (IBM, Micros, Wincor Nixdorf, EFI, Squirrel Systems, Elo TouchSystems,)

2000 - 2005

Regional Sales Manager

Led all sales and channel activities for the Pacific Northwest and for large casino game manufacturers.

·Exceeded sales quota and increased sales by 116% in just over 2 years in a region with previously flat sales.

·Targeted and penetrated key OEM accounts in the medical, casino gaming, point of sale, and test & measurement markets increasing sales by 64% in FY03, 35% in FY04, and 66% in the first half of FY05.

·Restructured sales resources resulting in a 3% annual expense reduction.

Channel Marketing Manager, 2000-2002 (reporting to the vice president of marketing)

Responsible for defining and managing vertical market channels, co-marketing alliances, and partner programs.

  • Increased channel focus and sales of Elo products within key vertical markets by redefining and restructuring co-marketing alliances and partner programs.
  • Increased sales and gross profit margins by redefining the pricing structure of a two-tier distribution model.
  • Initiated and completed all activities required for Elo products to be listed on the United States General Services Administration (GSA) Federal Supply Schedule (FSS).

·Successfully managed and drove the completion of acquisitions in Latin America and the integration of the acquired companies into the Elo and Tyco International operating groups. Assignment taken on at request of company president.

-Recognized and awarded during company-wide meeting for initiative, drive, and results.

1985 - 2000

Marketing and Sales Manager

Arrow Electronics, Inc.

Managed computer products marketing, sales, and technical support. Accountable for sales growth, supplier relationship management, strategic and tactical planning, product pricing and availability, promotion of products, and technical training of sales force.

·Increased sales revenue by 37%, $9.5 million, in 1999 through the development and implementation of systems integration solutions.

·Key suppliers managed: Adaptec, Fujitsu disk drives, Intel CPU and systems, Motorola VME, NEC displays, Quantum disk drives, SanDisk, Seagate disk drives, Sharp Electronics displays.

·Developed and implemented the strategic business plan for a new business segment.

·Hired and developed a dedicated computer products sales team consisting of 4 people.

·Effectively led an 18 member, nation-wide, cross-functional task force consisting of sales, marketing, project management, operations, and engineering. Assignment taken on at request of company president.

-Formally recognized and awarded by division president for “commitment and dedication” in this leadership role.

-Drove standardization of integration processes within Arrow’s 3 system integration centers.

-Developed, implemented, and conducted a highly interactive, company wide systems integration training encompassing integration capabilities, action item responsibility assignment, and solution selling and negotiation skills.

-Increased sales by 19% and profitability by 5% through the sale of value-added services.

Product Marketing Manager – Semiconductors/Computer Products, 1993-1996 (reporting to the regional vice president)

Managed a staff of 17 Product Managers and Product Marketing Assistants responsible for over $400 million in sales. Accountable for supplier sales growth, relationship management, strategic and tactical planning, product pricing and availability, promotion of products, and technical training of sales force.

·Key suppliers managed: Adaptec, Altera, AMD, Fujitsu, Intel, Motorola, National Semiconductor, NEC Displays, Philips Semiconductor, Quantum, SanDisk, Seagate, Sharp Electronics, Texas Instruments,

·Developed and implemented tools to maximize profitability and improve efficiency through exception reporting and long range planning.

·Increased sales by 67% in 1995 while increasing marketing expenses by only 12%.

·Successfully served as corporate product manager on a special task force assignment leading to promotion to product marketing manager.

Area Sales Manager, 1988-1993 (reporting to the general sales manager)

Developed and managed a team of 8 salespeople responsible for over $54 million in sales annually to OEMs and VARs.

·Consistently grew sales and market share at a rate faster than the company and region; grew regional share of sales from 25% to 50%.

·Implemented customer value-added processes and procedures resulting in greater key account penetration, customer loyalty and dependence on Arrow Electronics.

·Developed the regions 2 largest customers through value-added services: Cisco Systems, Compression Labs.

Sales Representative, 1985-1988 (reporting to the area sales manager)

Created a new account base through follow up on leads and cold calling on OEMs and VARs.

·Grew sales from a $35K per month run rate to over $700K per month.

·Consistently grew sales in excess of 100% per year.

·Ranked monthly as one of the top 3 salespeople in a field of 30, based on total sales.

·Won “Pacesetter Achievement” award 7 times.



Bachelor of Science

Bachelor of Science, Business Administration

San Diego State University, San Diego, California

Major: Marketing, Finance