Technical Sales and Services Consultant, Executive Trusted Advisor
Greater New York City Area
- Past
-
- Director, Platform Design Engineering Support at Intel Sales and Marketing Group
- Director, CIG Services and Support at Intel
- Director, WW Services - Network Building Block Division at Intel
- VP, Worldwide Services & Support - Dialogic (an Intel company) at Dialogic
- Executive VP, Marketing & Services at Software Business Management
- Director, Services Planning and Platform Reliability at Prime Computer
- Programmer / Staff Scientist at Nichols Research Corporation
- Education
-
- Northwestern University - Kellogg School of Management
- University of Michigan
- University of Michigan
- Recommended
-
11 people have recommended Tom - Connections
-
319
connections
- Industry
- Computer Software
Tom Wilson’s Summary
Senior services and technical sales executive with 20+ years of proven experience in building global customer focused technical organizations that create market advantage and produce best-in-class business results.
Specific emphasis on engaging, developing, and managing customer relationships. Subject matter expert in technical sales, support and services creation for complex developer products and communities. Proven expertise in organizational design, planning, implementation, and development through both training and coaching.
Tom Wilson’s Specialties:
Software quality management, support and continuing engineering operations, organization creation and development, leadership and succession planning.
Tom Wilson’s Experience
-
Director, Platform Design Engineering Support
Intel Sales and Marketing Group
(Public Company; 10,001 or more employees; INTC; Semiconductors industry)
December 2005 — September 2006 (10 months)
Recruited to lead a newly created platform focused group of engineers and support staff chartered with Sales business process re-engineering and technical support to Intel field sales and selected key customers.
Achievements:
- Worked w/ Marshall School of Business at USC to create a balanced scorecard for Intel Sales that Design Win tracking & transition to Revenue. Designed and prototyped supporting automation and metrics. Currently being implemented Intel-wide.
- Identified and preserved a critical core competency in design/development of Voltage Test Tools (VTT) as well as advanced processor/chipset firmware, bios toolkits, and integration tools, generating estimated savings of $10M annually and preserving OEM design wins.
- Upon notification of Intel’s decision to reorganize, completed an orderly transition of all organization personnel and resources such that all team members wishing to remain with Intel found positions commensurate with their skill set and experience. -
Director, CIG Services and Support
Intel
(Public Company; 10,001 or more employees; INTC; Telecommunications industry)
July 2004 — December 2005 (1 year 6 months)
Created and led a new Intel division focused on cross-product line, high-touch, and high value-add professional technical services and support targeted at top Telecom Equipment Manufacturers. Technology included NPUs, embedded IA, and media/packet processing blades & s/w. Responsibilities included definition and deployment of required infrastructure, tools, and resources.
Achievements:
- Defined and implemented a standardized worldwide process for Tier 1 TEM customer engagement.
- Asked by Intel Legal to assume responsibility for worldwide standardized services agreements and contracts. Received a Division Recognition Award for this effort.
- Led definition & implementation of behavior based competency models to improve performance, resulting in customer satisfaction of 96% and a reduction in employee turnover from 12% to 4%.
- Created a 6 hour course for engineers on how to become a customer “Trusted Advisor”. Received an Instructor Recognition Award for this effort. -
Director, WW Services - Network Building Block Division
Intel
(Public Company; Telecommunications industry)
January 2001 — July 2004 (3 years 7 months)
Managed the integration of Dialogic worldwide technical sales and services into Intel, while maintaining performance measures for both revenue and services delivery.
Achievements:
- Introduced the concept of Customer Portfolio Management, resulting in growth of customer engagement ROI from 68% to 95%.
- Working closely with the division GM, created a “War Room” process for tracking the division’s opportunity funnel. In 2004, against a required plan of $175M, delivered $211.8M in run-rate Design Wins to Production (24% year over year growth).
- Continued prior achievement of world-class customer satisfaction levels at 95% or better, and maintained annual service contract revenues (exclusive of consulting services) at $3M or above for N. America.
- Successfully integrated pre- and post-sale technical operations into Intel Sales & Marketing Group and Intel Communications Group. -
VP, Worldwide Services & Support - Dialogic (an Intel company)
Dialogic
(Public Company; 1001-5000 employees; Telecommunications industry)
November 1992 — January 2001 (8 years 3 months)
Responsible for worldwide Technical Sales and post-Sales Services. Transformed an 8 person NJ-based remedial support team into a 135-plus person world wide professional services organization responsible for all aspects of customer value-added engineering and support, including applications consulting and assisted customer product development. Regularly benchmarked the organization against industry best practices (TSA, SSPA), while migrating from a cost of doing business to a revenue and profit contributing business unit.
Launched Consulting/Professional Services and paid for Support Services businesses from scratch, with combined annual revenues of $6M after 2 years. Significant experience with implementing CRM and service information systems, metrics definition, and balanced scorecard and dashboard creation. -
Executive VP, Marketing & Services
Software Business Management
(Privately Held; 11-50 employees; Computer Software industry)
March 1990 — October 1992 (2 years 8 months)
One of three principals and co-founders. Drafted Business Plan and helped procure over $500,000 in external seed capital. Achieved over $1.2 Million in product revenues during final 12 months of independent operations. Oversaw product introduction, and successfully sold product into the industry's then premier software developers (Lotus, Microsoft, Sun Microsystems), as well as key Federal contractors (Boeing, Draper Labs, Grumman, Martin Marietta, Telephonics). Demonstrated technical expertise in all aspects of Software Quality Assurance, including knowledge of DoD standards 2167A/2168, Software Engineering Institute (SEI) Capability Maturity Model Index (CMMI) process assessment, and international standard ISO-9000.
-
Director, Services Planning and Platform Reliability
Prime Computer
(Public Company; 1001-5000 employees; Computer Hardware industry)
1982 — 1990 (8 years)
Eight-plus years of increasing technical and management responsibility. Last position included total accountability for Worldwide Service Planning charter, operation and budget. Experience with international operations.
-
Programmer / Staff Scientist
Nichols Research Corporation
(Public Company; Defense & Space industry)
1980 — 1982 (2 years)
Responsible for researching, architecting, and coding computer simulations for a variety of both strategic and defensive military systems. Projects included probability assessment, aerospace hardening, object targeting, and pattern recognition and discrimination systems. Top Secret security clearance.
Tom Wilson’s Education
-
Northwestern University - Kellogg School of Management
Certificate, Executive Services Management, 1996
-
University of Michigan
Master of Science, Computer Science, 1981
-
University of Michigan
Bachelor of Science, Physics, 1981
Additional Information
Tom Wilson’s Groups:
IEEE, ACM, AFSMI, SSPA
-
Executive Suite -
On Startups - The Community For Entrepreneurs -
Intel Alumni Association -
Unified Communications -
Intel Alumni Network -
VoIP News Expert Group -
Dialogic Old School -
Big Green Egg Fanatics -
Technology Executives
Tom Wilson’s Honors:
Intel Division Recognition Award(s)
Intel Master Instructor Award
Dialogic President's Club - Inaugural Year
Dept. of the Army Certificate of Appreciation for Patriotic Civilian Service
