Kurt T Lemkektl@alumni.caltech.edu

Duvhöksgatan 44254 49 Helsingborg Skype: kurtlemkeSweden Mobile: +46 733 929 808

se.linkedin.com/in/kurtlemke

objective

Sales position in the telecom market which can utilize my business development and product marketingcapabilities to achieve and surpass sales targets. Focus preferably in the EMEA region, although I have alsoassumed global accountability and am accustomed to heavy travel schedules. I have excelled byconsistently exceeding my sales targets working in both small and large companies and with both mobileservice providers and SME to large enterprise companies. I prefer positions in which I can utilize my highlytechnical education, experience with R&D, and practical business experience & rich contact network toprovide solutions that help fixed network and mobile service providers achieve their business objectiveswhich range from service quality to customer satisfaction/retention to revenue growth via themonetization of network resource and services.

education

Bachelor of Science, Engineering and Applied Science, 1985.Focus on computer science (programming paradigms for advanced computing and analytics) and electrical engineering (analog and digital).California Institute of Technology, Pasadena, California

Master of Science (coursework completed 1995), Computer Science specializing in Artificial Intelligence,Expert Systems, Neural Nets, Parallel & Distributed Computing, Data Mining & Analytics. Master’s thesisproject on machine Cognitive Reasoning utilizing neural networks to deduce patterns and solve newproblems using large and ill-understood data sets.Illinois Institute of Technology, Chicago, Illinois

experience

A successful and creative sales and business development executive, with a track record of meeting salestargets by developing direct customer opportunities and channel partnerships for leading-edge technologyand services in the global consumer and enterprise mobile telecoms market. Product experience spansfrom network infrastructure and mobile applications to service delivery. This has resulted in an extensivenetwork of mobile operator, vendor and partner relationships worldwide which are used to achievestrategic and short term sales revenue targets. My technical education and experience in R&D enables meto more rapidly progress and close deals without the requirement for other resources like Technical Salesengineers.

Highlights Most recent focus has been on the implementation and applications of Customer Experience

Management in wireless service provider organizations to help Customer Care, Sales & Marketingand Network Management functions. This involves the collection and aggregation of informationfrom subscriber devices via mobile apps and network feeds, from network elements and tools, andfrom other sources such as customer care and subjective surveys. Subsequently requires the data

mining and analysis of huge data sets requiring innovative and advanced analytic and datamanagement solutions to detect patterns in service delivery and customer behavior, and predictrevenue-affecting issues to proactively manage customer satisfaction/retention and monetize thenetwork resource and services.

Previous areas of experience ranged from Network and Service Assurance to radio networkplanning and optimization. Very familiar with the network elements and 3 rd party tools, and withthe exchange of information between them in real-time or batched mode utilizing custom andstandards-based approaches.

Successful experience performing Sales, Technical Sales, Business Development and ProductMarketing roles (concurrently or separately) in the consumer and enterprise markets for over 16years.

Preference and proven record for driving growth in small to large organizations expanding into orgrowing in the EMEA region. I have developed a rich contact network and thorough regionalunderstanding of the radio and fixed network technologies and applications.

My extensive technical and R&D background of 14 years supports my strong understanding of radio& core technologies and applications/services including IMS. This knowledge facilitates theunderstanding of customer business problems, the design and presentation of solutions withoutadditional resource, and therefore rapid progress in the process of deal completions.

Technology expertise including IMS, LTE, USPA, UMTS, CDMA, GSM. Author and present novel, captivating papers and lead customer workshops at industry events. Company history at a glance: Dingli, Amanzitel, CIQUAL, PCTEL, Smith Micro Software, Agilent,

SAFCO, M/A-COM Linkabit (Qualcomm).

AUGUST 2013 TO PRESENT (AND 2010-2011) KTL KONSULT, SWEDEN

Owner/ConsultantProvide consulting services primarily in the telecoms market in various business areas. Specialize inworking with telecoms-based companies to successfully achieve their goals, often expedited entry ormarket share growth in the EMEA region with a critical requirement to meet revenue targets, by utilizing arich and diverse contact network, extensive technology expertise, and a broad required skill set founded inpractical experience to perform business development, sales and product marketing functions. Additionallywork with R&D start-ups in the application of new technologies to create innovative services for telecomoperators. Develop business models, create requirements documentation, initiate field testing withselected operators.

Latest project involved the application of a newly-designed advanced computing architecture consisting ofstate-of-the-art multi-layer processor hardware and parallel-processing AI-based software to rapidly data-mine and perform analytics on very large data sets in near real-time. The application was utilizing thisarchitecture in a service provider network using all available data feeds to deduce customer satisfaction,decision-makers, service quality, and proactively manage revenue-affecting issues via customerengagement and service delivery adjustments. The project was extended to include interaction withinternet-based services and OTT apps utilizing a custom network abstraction layer to enable the end-to-endmanagement of the service delivery. Next planned steps are the implementation of standards-basedtechnologies such as NFV, and development of a model for the monetization of the services enabled by thearchitecture.

Previous significant project focused on mobile broadband QoS monitoring from subscriber perspectiveusing mobile apps to support customer experience management for customer care, sales & marketing andnetwork operations. Provided expertise to incorporate RAN data feeds and perform analytics on thecomplete data set to enhance the existing solution.

DECEMBER 2011 TO JULY 2013 AMANZITEL AB, SWEDEN (became wholly-owned subsidiary of Dingli China)

Vice President, Global Sales and Business DevelopmentServed as VP Global Sales and Business Development and Product Manager for an in-house CEM solution.Solution consisted of mobile and laptop apps for every OS, which collected subscriber empirical andbehavioral data (experience) that was fed in real-time along with other network data feeds to a centralserver that used analytic analyses to derive conclusions about the customer experience. The serverimplementation had to manage very large volumes of data in near real-time and utilized a unique hybriddatabase structure involving graph-based and column store databases to meet application requirements forKPI retrieval speed. Target applications of the solution were Customer Care (primarily), Sales & Marketing,and Network Performance. Served concurrently as Product Manager to complete the design requirementsfor the server analytics and the application feature set. Also represented the complete Dingli solutionportfolio consisting of network probes, SON, and optimization products by developing partnerships andsales channels internationally to expand business outside of China.

SEPTEMBER 2006 TO MARCH 2010 SMITH MICRO SOFTWARE, INC.(formerly: PCTEL Technologies Inc.)

Director of Sales, EMEAResponsible for sales and business development of the company product line in the EMEA region. Startedas the sole sales and business development representative accountable for growing the business in theregion. Met objectives to increase sales in existing Vodafone Global account by 30% and develop newrelationships with other key customers and partners in the region including Telecom Italia, DeutscheTelekom, Telia, Telefonica, Ericsson, Accenture and ATOS Origin. Work directly with the wireless and fixednetwork service providers, infrastructure manufacturers, systems integrators and OEM’s in both theconsumer and enterprise markets. Significant focus on developing relationships and acquiring channelpartners. Product portfolio consisted of connection management software, device management system,end-user handset/PC applications such as IMS-ready VoIP with VCC and messaging, and multimediamanagement applications (client and cloud-based). Accountable for managing and authoring RFQresponses. Participated in ETSI-sponsored IMS interoperability standards testing events to help market thesolutions.

JANUARY 1990 TO AUGUST 2006 AGILENT TECHNOLOGIES SWEDEN AB(formerly: SAFCO Technologies Inc., Chicago)

Director of Operations/Sales, EMEA, 1998 to 2004Global Sales and Business Development Manager, Technical Director, EMEA Region, 2004 to 2006Sales and account management for mobile service providers, equipment manufacturers, and servicecompanies throughout the world with a focus on Europe. Achieved and exceeded sales targets even duringthe first quarter of starting in the role. Successfully developed and closed deals with Vodafone Germany inexcess of €1M despite pre-existing installed competitor products. Solutions range from network planning(prediction, AFP and ACP tools) and optimization (based on drive test and Abis) to quality of serviceverification and network support systems. Developed partnerships with synergistic companies to exchangeinformation between tools (e.g. exchange prediction and drive test data). Train and work with field salesforce to deliver value propositions and customized solutions to meet client requirements, and withplanning and factory teams on product development. Author and present technical lectures at industryevents and company tours focused on new technology implementations and quality of service assurance.

Prior to assuming responsibility for the EMEA region in terms of revenue, was serving in Engineering with afocus on GSM as the leading technology at the time. Positions held ranged from Senior Principal Engineerto Manager of the GSM Center of Competence and Systems Engineering Group. Our group wasresponsible for the design, development and support of a line of products used in the planning,optimization & analysis of cellular and PCS analog and digital, voice and data communication networksdeployed throughout the world. Network technologies include AMPS, NAMPS, ETACS, J/NTACS,NMT450/900, IS-54B/IS-136 TDMA, IS-95 & J-STD-008 CDMA, PDC, GSM, DCS1800, PCS1900, CDPD,

Mobitex, Ardis, Motorola INReach wireless PBX. Development work and network testing conductedprimarily in Europe and Asia-Pacific region with infrastructure vendors (Motorola ECID), handset vendors(Motorola, Nokia, Ericsson, Sagem) and network operators (France Telecom). Served as Chairman of thecorporate Technical Committee which maintained engineering project roadmaps & design documents, setpolicy on design processes, reviewed all project designs and trained junior level engineers.

JULY 1985 TO DECEMBER 1989 GENERAL INSTRUMENT CORP, VIDEOCIPHER DIVISION, SAN DIEGO, CA(formerly: M/A-COM Linkabit, San Diego)

Staff Engineer / Technical SupervisorAs the highest-ranking staff engineer in the Test Engineering Department, functioned as the projectmanager and technical lead responsible for the design, development, test, implementation, anddocumentation of the software and hardware for the Functional Test Systems which were utilized in themass production of complex, real-time consumer and commercial satellite audio/video encryptionequipment. The systems were comprised of parallel distributed arrays of stations programmed andexecuted on concurrent operating systems (C/CPM). Increased production line productivity by 12% byincreasing “uptime” and reducing time to find defects. Frequent travel to production facility in Puerto Rico.Acted as technical supervisor for engineering teams. Solely responsible for the design and development ofthe secure enterprise DES encryption key generation system which is used to authenticate and authorizeconsumers for the reception of encrypted video transmissions. Assisted the FBI with identification ofequipment used to bypass the encryption process.

Left this position to relocate back to Chicago with my wife.

skills and qualities

Author & present technical and application papers on a current topic at key industry events. Plan and lead half or full-day customer workshops at industry events or onsite at customer which allows for more participation and sharing of thoughts and ideas.

Exemplary writing and verbal communication skills. Authored and awarded three U.S. patents: 5,289,526, 5,398,276, and 5,713,072. Advanced problem-solving capability utilizing creativity, abstract reasoning, and lateral thinking. Ability and experience to perform multiple functional roles with efficient multitasking capability,

including in- and out-bound marketing, business development, sales and technical sales. Experience and proven record of productivity & performance when requiring self-sufficiency and

self-motivation with minimal additional resource. Extensive travel and cultural experience helped develop strong inter-personal skills required for

interactions with colleagues and dozens of different cultures and business methods. Languages: fluent (native) English, Swedish (social) Volunteer activities: Caltech Undergraduate Alumni Admissions Representative, Vice President-

Caltech Alumni Association Chicago Chapter, Member (actor & worker) of the Theatre of Western Springs (IL).

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