James Falasco6411 Fieldcrest LaneSachse, Texas 75048

619-852-5288 falascoj@yahoo.com

SUMMARYResults-oriented technical marketing /sales and business development team player with experience and proven track record in transitioning strategy into tangible financial results .Background in developing major account and vertical market plans, supporting sales teams in a technical capacity . Excellent understanding of the Physical Security market. Experience in:

Security Solutions Market Research & Analysis Project ManagementEmbedded Computing Quota Achievement International Business Dev.Technical Paper Writing Sales Reporting Tools Telecommunications Infrastructure

PROFESSIONAL EXPERIENCECrane Co. Richardson, Texas 2009-

Business Development Manger-ChannelsCreated groups channel market strategy and signed resellers and integrators to address the critical infrastructure and law enforcement markets. Achieved key design wins in both research and wireless sensor sales. Closed deal with major DOE lab for test bed system that has potential to become 7M project for

WMD tracking. Won several research contracts with DHS and others that will augment product revenue. Published several papers on physical security and presented poster sessions at key industry events. Created product collateral and coordinated trade show activity. Led companies efforts in creating earmark funding and briefing congressional staff.General Electric, Irving, Texas 2003-2008

Product Segment LeaderSupported in technical capacity 25 field sales teams in gaining design wins for diverse line of embedded computing hardware and software products... Technology included mix of video surveillance, biometrics and access control oriented hardware . Products sold as systems and ala carte individual components.

Established industry marketing plan attracting 400 new client’s to six events. Gave presentations at ASIS 2008 in Atlanta on combining video surveillance with access control and embedded remote technology. Identified active projects in Port Security, Pipeline & Refinery Protection for proposal preparation.

Introduced and implemented sales plans to drive Third Party Software Developer's and achieved revenue goals of 150% through closing 20 new design wins. Targets included Ports, Airports , and infrastructure.

Generated leads and introductions by developing account plans for identified homeland security markets. Passed 10-15 qualified leads per week to sales teams. Closed 600 K grant for security video analytics.

EXECUTIVE RESUME PAGE 2

Drove market plan for “smart building “ “ intelligent building “ applications that revolved around security ,video surveillance , voice or retina detection systems for the purpose of entry and security Systems targeted various areas of access based on combinations of embedded computing, voice / speech processing & recognition hardware Other areas included interactive television & facial recognition. Drove sales toward systems integrators with ASP of $50 to $500 K. Developed worldwide channels for this strategy.

Wrote and delivered technical papers at industry trade shows and company events increasing our group’svisibility and brand exposure. Papers focused on reconfigurable systems to prototype sensor payloads.

Consulting Practice, San Diego, Ca. 2000-2003

Management Consultant Marketing & SalesBuilt successful DOD and government agency consulting and contract sales practice around assignments with Major Clients such as; Texas Instruments; Intel; Maxwell Technologies; Bosch Automation, Live Devices; Eonic Systems; Espial Corporation. Focused on infrastructure protection after 9/11.

Led sales effort for U.S. Postal Service Security Systems Program team winning $ 27 M materials handling contract that included voice activated security systems along with fingerprint entry capability.

. Developed Security centric wireless and integrated data communications storage system and closed

$2M win for Shipboard Based Communication system to protect against portside intrusion. . Set up telecommunications demonstration lab to enable the presentation of evolving technology to

customers and partners. Wrote winning grant requests to underwrite lab budget. Won homeland security program with SAIC using a combination of biometrics , finger print analysis and infrastructure protection.

Managed trade show activities for clients and developed marketing plans that increased booth traffic.

Intel Corporation, San Diego, Ca.Director Government Sales 1997-2000

Managed marketing teams in U.S., Europe and Asia .Wrote business plan for Internet Security efforts. Led video sales team in domestic U.S. focusing on infrastructure protection.

Launched embedded computing Security channel’s plan in Europe, U.S, and Asia signing 12 groups.

Wrote proposal for shipboard wireless upgrade program and won initial 7 M contract and 2 M follow-on.

Leader of video phone market development group. Drove all proposal efforts and won 6M contract from ATT. Remote access for infrastructure protection was one side application that evolved from this work.

EXECUTIVE RESUME PAGE 3

Opened market for Facial Recognition Security Workstations that combined single board computer systems with image capture cards and software to form a unit used for facial recognition. Add on integration included a voice module for further verification capability. Did initial product definition and market studies and then lead the effort as the business development manager. Closed multiple design wins.

Maintained forecast data allowing management accurate decisions in territory planning

EDUCATION

Master of Science, Information ScienceWestern Michigan University, Kalamazoo, Michigan

Bachelor of Science, Computer ScienceBowling Green State University, Bowling Green, Ohio

Extensive Information @ http://www.brightfuse.com/james-falasco