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John Laws - Toronto, Ontario

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About John Laws

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John Laws is currently living in Toronto, Ontario, working as a Technical Sales Representative and is interested in Computer Hardware, Electronics, Internet / IT, Software & Services.
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Job Title

Technical Sales Representative

Location

Toronto, Ontario

Categories of Interest

Computer Hardware, Electronics, Internet / IT, Software & Services

My Interests

I'm looking for a fulltime opportunity as a technical, consultative sales representative

Join Date

John Laws has joined on Jun 06, 2008

Resume

HIGHLIGHTS OF QUALIFICATIONS


Expertise in Embedded Systems and Real Time Software markets
Experienced in sales of embedded software development tools and methods
internationally
Professional analytical, problem-solving, and decision making skills




Key Skills MARKETS


Technical Sales, Business Development Communications


RealTime, Embedded Software Design Aerospace/Defense


Object-Oriented Programming Sensor Systems Sector


High-Integrity Systems Development Biomedical Instrumentation


Software Engineering Methods and Tools International Markets



PROFESSIONAL EXPERIENCE


Contract Business Development (JOHN LAWS & ASSOCIATES) 2002-2007

New Business Development for clients, Pathfinder Solutions and EmINENT
Microsystems

. Developed sales strategies for the defense contracting market by
identifying major contracting activities, contractor communities, and
suitable contacts handling client services and products.
. Established market presence in major defense contracting activities, such
as the Army Communications and Electronics Command, Naval Underwater
Warfare Center, and Naval Sea Systems Command.
. Researched and networked to identify new potential partners by exploiting
data about prime contractors such as Textron Systems, General Dynamics,
SRA International, and the University of Rhode Island serving standing
contracts and also about awards to small business innovators.
. Initiated new relationships with several teaming partners for major
government development programs by arranging teleconferences among the
companies' management teams.
. Coordinated development of white papers and proposals for team responses
to Defense solicitations.
. Represented client companies at tradeshows and expositions such as the
Embedded Systems Show, RealTime Systems Exposition, and Object Management
Group Model Driven Architecture Workshop.

Rational Software (ObjecTime Limited, acquired) 1995-2001
Technical Engagement Manager -SWEDEN (May 2000 - Apr 2001)
Working in Sweden with the Ericsson Corporate Account Team in the
International Field Organization,
. Successfully managed account relationships to ensure customer
satisfaction as evidenced in license renewals and services bookings,
growing volume to over 7500 designer seats and $20M in sales, including
$2.7M in professional services, consistently performing at 110% of team
quota.
. Developed a scalable services deployment model for large projects and
successfully implemented engagement plans based on the model in key
Ericsson projects with design centers in several European countries.
Tools and methods for development of embedded systems were a critical
aspect of the deployments.
. Selected and deployed junior consulting services providers for
assignments in project design centers, combining resources from the
account team, local sales offices, and international services
representatives.
. Developed and delivered advanced training material on effective design
methods and team development processes. Trained seven junior service
providers in this material and qualified two consultants in delivery of
the material in the field.
. Introduced partner tools and services vendors in the areas of automated
software test and performance analysis to the account team's senior
management and technical representatives and arranged sales presentations
in the account's key projects.

Project Representative for International Accounts - CANADA, then SWEDEN
(Jan 1999 - Mar 2000)
. Provided technical coordination, pre- and post-sales support, training,
and consulting for embedded software tools and methods to multiple key
accounts in the European Region.
. Managed product evaluations in new customers such as Ericsson and Nokia
and helped close new business valued at over 1M in revenue.
. Engaged several major projects such as Ericsson's W-CDMA base station and
Nortel Matra Cellular's wireless infrastructure upgrades, growing
business from evaluations to full deployments and catalyzing introduction
to additional projects.
. Grew license sales by introducing new approaches to test automation and
large scale development, improving productivity, quality, and scalability
in engaged projects.
. Coordinated services representatives, product management, channel
account teams, and customer stakeholders in ensuring satisfactory product
and services deployment.

Senior Software Design Consultant - CANADA (1998 )
. Provided onsite and remote consulting to customers in Canada, the USA and
France.
. Engaged numerous projects in telecommunications equipment manufacturers
and aerospace/defense contractors such as the GSM Cellular Base
Transceiver Station & Base Station Controller 3G in Nortel Matra
Cellular and National Missile Defense in Boeing.
. Mentored Regional Representatives in management of their account
relationships, resulting in improved success in obtaining license
renewals - e.g. one deal worth 700K at DSC.
. Contributed to product evolution in new feature areas such as the
Rational Rose integration and an automated test framework.
. Conducted the technical trial onsite at Nortel Matra Cellular of a new
release with enhanced functionality supporting large scale development.

Project Representative for Aerospace & Defense Accounts - CANADA (1996 -
1997 )
. Provided technical coordination, pre- and post-sales support, training,
and consulting to Canadian and US customers in the Aerospace & Defense
sector.
. Developed new opportunities within the sector and helped orient the
Regional Representatives in this new business area.
. Contributed to close major deals with numerous defense contractors
including TRW, Rockwell-Collins, and Lockheed-Martin, bringing in over 1M
in new revenue.
. Helped close deals by providing technical leadership for product
adaptation and evolution motivated by this sector, such as DOORS
requirements management tool integration, VAPS GUI integration, and DSP
target platform support.
. Participated in development of sales collateral and demos targeted at
this sector and presented demos at sales visits and trade shows.
. Awarded the President's Award for outstanding contribution to the
company.

Senior Application Specialist - CANADA (1995 - 1996 )
. Provided onsite and remote consulting, training, and support to customers
in Canada and the USA.
. Enhanced the support infrastructure, creating a web-accessible knowledge
base.
. Handled onsite consulting to the Motorola Integrated Systems Group's
Cable Server project.
. Delivered specialized support in the Requirements Management feature
area.

ADGA Group 1992-1995
Senior Software Engineer
. Established and managed the Software Maintenance Facility for the
Military Aeronautical Communications System (MACS).
. Analyzed impact of MIL-STD-SDD (MIL-STD-498) on mission critical and
automated information systems development in DND as a member of the
Software Engineering Standards Study team.
. Performed IV&V of development processes and artifacts for several mission
and safety critical projects for the Atomic Energy Control Board,
Canadian Space Agency, and Department of National Defense as part of
ADGA's software engineering team.
. Analyzed requirements in Requests for Proposal and authored proposals for
Canadian government computer systems development and integration
services. Active in opportunity identification and upselling in current
accounts.
. Managed the Command, Control and Information Systems group and
participated in the Software Engineering Process Group at the Land
Software Engineering Center.




Monenco 1990-1992

Senior Software Engineer
. Analyzed automated air traffic systems and radio spectrum allocation
systems.

Canadian Astronautics Limited 1989-1990
Senior Software Analyst
. Analyzed computer based training systems. Assisted in development of new
business.

Canadian Marconi Company, Datacomm Products Div 1987-1990
Senior Software Designer
. Analyzed and designed next-generation telex exchanges, air traffic
simulators, and computer based training systems.
. Worked with Business Development team to identify and pursue new
opportunities.

Unitel 1980-1986

Senior Systems Programmer

. Analyzed, designed, and implemented software for data communications
controllers. Expanded opportunities with existing clients.


Prior to May/80--Worked for the University of Toronto, IBM Canada, and Bell
Canada in various technical advisory and programming roles in academic and
corporate data centers



EDUCATION & PROFESSIONAL DEVELOPMENT

Hons. BSc in Computer Science - University of Toronto

Miller Heiman Strategic Selling
Huthwaite Building Collaborative Relationships with Customers


PUBLICATIONS


Developing Real-Time Distributed Systems with Executable Object Oriented
Models, Crosstalk, Nov 1997

Management of Complexity in Software Development, Software Engineering
Notes, July 1998

Quick Profile Summary

John Laws
Name: John Laws
Link: http://www.salespider.com/p-4594341/john-laws
Location: Toronto,Ontario,Canada
Job Title: Technical Sales Representative

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