Summary
Overview
Work History
Education
Skills
Associations Affiliations
Related Training Experience
References
Timeline
Generic

Lan Adler

San Francisco

Summary

  • Account Manager to help grow Ansys customer relationships and deals using CoM/CoS methodology, sales, and technical experience. Working with multiple levels of sales management and cross-functional teams is essential to this role. Will deliver increased sales at the highest possible goal attainments.
  • Account Manager selling HPC and Cloud workload management, including Data Analytics and Multi-Physics Simulation tools.
  • Product Sales Manager with two years of selling enterprise-wide digital transformation solutions to leading-edge technology companies, consumer electronics, semiconductor, healthcare, EV automotive companies, Oil and Gas, and the DoE.
  • Account Manager with fourteen years of experience selling Test & Measurement equipment to Fortune 100 and Fortune 500 companies in the Bay Area.
  • Sales Engineer with three years of experience selling DRAM and FLASH ATE equipment to U.S., Canada, and Puerto Rico semiconductor companies.
  • Field Applications Engineer with three years of experience selling EDA software solutions to the Telecom, Wireless, Semiconductor, Consumer, and Defense markets.
  • Proven track record of breaking down sales inhibitors and gaining customer commitment, resulting in improved design flows and in design wins.
  • Recognized for persistence, insight, dedication, and strong customer relationship management skills.

Overview

30
30
years of professional experience

Work History

Altair
San Francisco Bay Area
01.2023 - Current
  • Sold HPC and Cloud workload enterprise, multi-physics simulation, and data analytics AI/ML tools to Fortune 500 technology companies, including semiconductor and robotics start-ups.
  • Collaborated with global leads to align on contracts and renewals, and position products for various sites in the USA.
  • Prospected into named accounts to determine growth opportunities.
  • Supported DAC, TSMC Workshops and Nvidia GTC conferences.

Product Sales Manager - Sales & Marketing

Ansys
San Francisco Bay Area
01.2021 - 01.2023
  • Met quota each year selling Ansys digital engineering solutions to the DoE, consumer electronics, industrial, technology, healthcare, EV automotive, and Oil & Gas.
  • Prospected, qualified (using MEDDIC), and engaged new contacts with sustainability initiatives (Net Zero 2030) at leading technology companies; one deal has the potential of $3-5M over three years.
  • Created presentations and proposals using ROI calculators and developed a sales strategy aligned to the accounts' corporate initiatives using CoM (Command of the Message) and CoS (Command of the Sale).
  • Collaborated with global and direct sales account managers to align on contracts and renewals.
  • Supported deployments of Simulation Process & Data Management and materials intelligence to ensure renewals and license growth would occur in the proceeding years.

Sales Engineer - Sales & Marketing

Anritsu Americas
San Francisco Bay Area
01.2019 - 01.2021
  • Local facing sales contact to the Fruit Company in the Bay Area, selling the entire Anritsu portfolio from 5G Cellular Call Boxes to Vector Network Analyzers to High-Speed Serial Analyzers to Communication Network Analyzers.
  • Prospected into new groups and engaged new contacts to potentially add ~$2M additional business to existing core business.
  • Arranged meetings, presentations, and demonstrations to RF and Wireless Architects and Engineers, Test Engineers, Engineering Managers, and Engineering Directors of all Anritsu products.
  • Collaborated with the Market Development Managers to prospect and grow the funnel through lead generation.
  • Collaborated with Global Account Manager to win and close 5G business in 2020.
  • Provided 'Best in Class' service to ensure customer satisfaction when systems failed.

Account Manager - Sales & Marketing

Tektronix Inc. (Keithley Instruments)
Santa Clara
01.2007 - 01.2019
  • Key Account Manager for Tektronix - exceeded quota targets year over a year selling both Tektronix and Keithley products; performance oscilloscopes, BERTscopes, SourceMeasure Units, RF switches, spectrum analyzers, arbitrary waveform generators, etc. to leading-edge technology companies in the Bay Area.
  • Awarded Masters 2019, where the top 10% producers of Tektronix were celebrated for their unique and outstanding 2018 contributions.
  • Managed Tier 1 accounts globally, named accounts, and a geographical territory in the Bay Area.
  • Performed instrument demonstrations to Lab Managers, Test Engineers, and Engineering Directors of all Keithley products. Applications included IV characterization on wafers, RF and DC switching, source-measure for various packaged devices, testing of optical devices for networking communications, and solar cell testing.
  • Provided solution presentations that addressed both benchtop and production testing requirements.
  • Prospected new opportunities in existing territory and target accounts and developed new relationships within the territory and accounts. Potential of $500k to $1M of additional revenue.
  • Consistently worked with the marketing teams to discuss future products, improvements to existing products, and competitor updates.
  • Supported Bay Area tradeshows by providing demonstrations, presentations and helped with booth setup/breakdown.

Field Sales Engineer - Sales & Marketing

Tanisys Technology
Sunnyvale
01.2004 - 01.2007
  • Sold over $600K of DDR1/DDR2 and FLASH Memory Module Test Systems to leading technology companies across the U.S. and Canada.
  • Performed DDR1/DDR2 Memory Module Test System demonstrations and product presentations to new and existing opportunities for both Engineering and Production.
  • Prospected new opportunities for both DDR2 and FLASH Memory Module Test Systems within Silicon Valley and across the U.S., including Canada and Puerto Rico. Potential $2 million in both Production and Engineering systems.
  • Managed existing accounts to grow revenue for production Test Systems.
  • Consistently provided management/marketing updates on account activity, competitor updates and market trends seen by the customer.
  • Supported all tradeshow activity: setup, demos, and inviting/engaging new and existing customers.

Senior Field Applications Engineer - World Trade Sales Organization

Mentor Graphics
San Jose
01.2001 - 01.2004
  • Demonstrated and provided technical support of High-Speed Signal Integrity, front-end schematic and layout software tools for the PCB environment to Telecom/Wireless/Semiconductor/Consumer/Defense markets which resulted in meeting 100% of individual quota.
  • Partnered with global, strategic and territory Sales Account Managers to determine customer engineering needs, strategize opportunities and develop customer specific demonstrations and presentations which ultimately resulted in $700K for global sales and a combined $400K for strategic and territory sales.
  • Built strong, long-term customer relationships by successfully communicating and demonstrating solutions throughout the pre-sales and post-sales cycles.
  • Performed on-line software demonstrations and training to customers for both inside and outside sales teams.
  • Prospected existing accounts to uncover potential new sales opportunities for High Speed Signal Integrity and auto router tools with the goal of up selling. Results produced additional sales of $80K and reinstatement sales of $50K.

Applications Engineer - Sales & Marketing

PMC-Sierra
Santa Clara
01.2000 - 01.2001
  • Provided technical support and product training to OEM customers, the field sales force and customers by presenting MECA-4X VoATM/VoIP chip usage and technical problem resolution support.
  • Worked with design engineering teams to determine the feasibility of new product features and generated functional specifications.
  • Created marketing Product Briefs, Technical FAQ documents, Application Notes.

Validation Engineer - Product Validation (VoP)

PMC-Sierra
Santa Clara
01.2000 - 01.2001
  • Validated integration testing on PMC-Sierra's VoP products (VoIP and VoATM) with other manufacturers' switches using the MECA-4X Polyphony Development Kit platform.
  • Tested hardware (TDM, ATM, etc.) and firmware features (G.711, G.726, DTMF) for the MECA4I (VoIP) and MECA-4A (VoATM) chips.
  • Generated feature test plans using T1/E1 GLCOM systems, created TCL scripts for regression testing, and developed/documented product testing scripts for chip bring up for different systems.

Technical Marketing Engineer - Consumer Division

C-Cube Microsystems
Milpitas
01.1999 - 01.2000
  • Supported OEM customers and the field sales force. Support included applications integration/advice, encoder/decoder product recommendations, and technical problem resolution. Determined customers' features requests for new MPEG-2 encoder/decoder requirements and presented data to engineering teams.
  • Debugged MPEG-2 firmware at the system level to ensure customer requirements were met according to customer specifications and the MPEG-2 specification.
  • Identified and communicated Marketing Communication literature (e.g., product guides, cross-references, advertisements, and datasheets) for set top box applications.
  • Provided product training to the field sales force, distribution sales, and customers.

CAD Engineer - Intel Test Tooling Operations

Intel Corporation
Santa Clara
01.1996 - 01.1999
  • Designed High Speed PCBs for leading edge Intel products; SIU designed for S9K, Teradyne, and Trillium testers (SIUs are used to directly sort die at wafer level).
  • Reviewed, approved, and redesigned space transformer designs with external vendors on leading edge products (P860). Simulated PCB functionality and modeled tester power supply limitations using MDS software.
  • Prepared/documented DUT (Device Under Test) and E-test designs for external vendors.

Applications Engineer - Intel Sales & Marketing

Intel Corporation
Folsom
01.1996 - 01.1999
  • Provided direct technical support and product training to Intel Direct Field Sales, Distribution Sales, and customers on the MCS(r)96 16bit Microcontroller Family (embedded controller) and Intel 82527 CAN communications controller.
  • Responsible for managing the 196team co-ops throughout their internship, and maintain team training with every new transition period (every 3-6 months); created and presented all MCS(r)96 training to co-ops. Created labs and documents to re-enforce product training.
  • Created proactive technical documents for World Wide Web and updated MCS(r)96 User's manuals, Datasheets, and Application Notes.
  • Appointed to become the Vantive Trainer within ICS at Folsom. Responsibilities include training all new co-ops, Product Support Engineers, Technicians on the ICS' call tracking tool, Vantive, by providing hands on PC training sessions.
  • Developed and managed the 888 Direct Intel FAE/FSE Support Line process and documents for Folsom site Product Support Engineers.

Education

Bachelor of Science - Electrical Engineering

California Polytechnic State University
San Luis Obispo
05.1996

Skills

  • Cloud computing
  • Data analytics
  • Multi-physics simulation
  • Sales strategy development
  • ROI analysis
  • Customer relationship management
  • Account management
  • Effective communication
  • Negotiation techniques
  • Presentation skills
  • Relationship building
  • Friendly, positive attitude
  • Verbal communication
  • Analytical and critical thinking
  • Task prioritization
  • Interpersonal communication
  • Social perceptiveness
  • Organizational skills
  • Problem-solving
  • Critical thinking

Associations Affiliations

  • SWE - Society of Woman Engineers
  • WITI - Women in Technology International

Related Training Experience

  • Command of the Message, Command of the Sale, and Value Negotiation, 2022-2023
  • Corporate Visions Situational Sales Negotiation Training, 2015
  • Miller Heiman Strategic Selling & Large Account Management, 2008-2010
  • Selling to VITO, 2003
  • Situational Sales Negotiation and Technical Presentation Skills, 2002
  • Spin Selling, 2002
  • High Speed Digital Design (Howard Johnson), 2001

References

References available upon request.

Timeline

Altair
01.2023 - Current

Product Sales Manager - Sales & Marketing

Ansys
01.2021 - 01.2023

Sales Engineer - Sales & Marketing

Anritsu Americas
01.2019 - 01.2021

Account Manager - Sales & Marketing

Tektronix Inc. (Keithley Instruments)
01.2007 - 01.2019

Field Sales Engineer - Sales & Marketing

Tanisys Technology
01.2004 - 01.2007

Senior Field Applications Engineer - World Trade Sales Organization

Mentor Graphics
01.2001 - 01.2004

Applications Engineer - Sales & Marketing

PMC-Sierra
01.2000 - 01.2001

Validation Engineer - Product Validation (VoP)

PMC-Sierra
01.2000 - 01.2001

Technical Marketing Engineer - Consumer Division

C-Cube Microsystems
01.1999 - 01.2000

CAD Engineer - Intel Test Tooling Operations

Intel Corporation
01.1996 - 01.1999

Applications Engineer - Intel Sales & Marketing

Intel Corporation
01.1996 - 01.1999

Bachelor of Science - Electrical Engineering

California Polytechnic State University

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Lan Adler