| | Engineers. We turn your Sales Engineers from task oriented to results oriented so they know how to spend their time to help your business grow.
The letters BLT and their colors are a play on the sandwich and represent the bottom-line needs of people. The sandwich covers most of the major food groups you need to thrive: Meats (bacon). Vegetables (lettuce), Fruits (tomato - yes it is a fruit), and Grains (bread). For the nutritionists out there, the only missing food group is Dairy. But many people are lactose intolerant so we selectively add the cheese. Our training will supply your Sales Engineers with mental nourishment to thrive and will give them the knowledge they need to take a big bite out of your competition.
Rob Garneau, Founder
Rob has over 25 years of high-tech industry sales experience with the subjects taught in this program, over 12 years of sales skills teaching experience, and brings a wealth of knowledge to the classroom.
Prior to starting Bottom-Line Training, Rob worked for Cadence Design Systems for 17 years. Cadence was a small company with less than 100 employees when Rob joined. He was one of the original 4 Applications Engineers in the Western US and helped build the company into the leader in the Electronic Design Automation (EDA) industry with revenues in excess of one billion dollars. He understands the EDA software industry and the issues important to customers in detail. His hands-on experience includes working as an Applications Engineer (AE) through Senior Sales Technical Leader, Sales AE Manager, Business Operations Manager, and Senior Development Manager responsible for sales and demo skills development and training of the worldwide sales AE organization of over 400 people.
Prior to working for Cadence Rob worked for Applicon for 3 years - a leading supplier of MCAD and EDA software products.
Rob earned a BS degree in Electrical Engineering and Computer Science from UC Berkeley and graduated with honors.
Rob capitalized on the soft skills training offered while at Cadence and attended 29 classes during his tenure there--10 of those classes were sales skills focused. He developed and taught Sales Engineering skills for 7 years at Cadence before starting Bottom-Line Training. As a result of Cadence's investment in their employees, they grew from a small, private company to the number one, public company in the EDA industry during Rob's tenure.
Rob has delivered Sales Skills training around the world to Sales Engineers from all technology disciplines and has received critical acclaim.
Jack Rimmele, Vice President Learning and Development
Jack spent twelve years concentrating on the recruitment, development and retention of technical personnel that support sales and marketing as Director of Pre-Sales Engineering at Cadence Design Systems. Prior to that role Jack was a pre-sales engineer at Cadence where he honed his technical and customer facing skills, supporting customers of all sizes in the electronics industry. He has managed teams of up to 50 engineers and has trained hundreds of engineers globally to develop their customer facing, presentation and engagement skills.
Jack brings a wide range of experiences from retail, law, education, manufacturing and high tech. His 30 plus years of experience include the positions of Design Engineer at AT&T Microelectronics, COO & CFO at Datacap, Director of Engineering at Cadence Design Systems and Adjunct Professor of Electrical Engineering at Lafayette College. The last twenty years he has spent in the technology sector, including semiconductor, mil-aero and EDA.
He holds Baccalaureate degrees in Math and Electrical Engineering from Lafayette College, an MS in Electrical Engineering from Lehigh University, a JD degree from Rutgers University and an MBA degree from Lehigh University. Drawing on his varied industry and educational background he is skilled at developing best practices and effecting improvements at companies around the world.
Rob Rouland, Vice President of Business Development
Rob brings over 20 years of technical sales, marketing and professional services leadership experience in enterprise software solutions. Rob is a recognized expert in leading and developing high-performance customer- facing technical sales teams to uncover complete customer business needs, translate business needs into valued solutions, and provide measurably superior outcomes for customers.
Rob began his career designing infrared imaging systems at Texas Instruments. He then became a Sales Application Engineer at Analog Design Tools where he helped propel the company to be acquired by Cadence. At Cadence Rob’s responsibilities included leading pre-sales technical sales teams and professional services delivery teams, as well as director of the worldwide marketing team for Professional Services.
At enterprise collaboration software leader Intraspect (now part of OpenText) Rob served as VP of Field Technical Operations where he recruited and led the field teams for both pre-sales and customer engagements. At Intraspect Rob went on to lead key multi-million dollar sales and delivery engagement wins with key customers including JPMorgan, KPMG and WPP.
Rob holds a baccalaureate degree in electrical engineering from Lehigh University and an MBA from the Wharton School at the University of Pennsylvania.
Mark Toth, Vice President of Sales
Mark is a senior technology professional with over 18 years of broad marketing and business development experience in the computer systems and semiconductor software industries. Mark has extensive experience helping companies align their business and technology objectives with their end- customer requirements. He is passionate about enabling client-partners to achieve their business and technology objectives and understands how to positively impact their bottom-line.
Prior to joining Bottom-Line Training, Mark spent over 15 years helping Cadence Design Systems grow from a small software company to the EDA industry's leading provider of design automation tools and services, with revenues of more than $1.5 billion. He began his EDA career in sales and later moved on to increasing levels of responsibility in strategic alliances, operations and corporate strategy, ultimately earning an executive staff position reporting to then-president and CEO, Ray Bingham.
Mark earned degrees in Information Systems and Business Administration from The University of Akron prior to moving to Silicon Valley. He now lives in San Jose with his wife and twin boys.
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