Steve Barriault
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Vice President Field Engineering - IoT at Canonical
United States
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Vice President Field Engineering - IoTCanonicalJun 2021 - Current (4 years 8 months)Currently running the department in charge of presales and partial deliveries in the Devices division. ● Leading a group of consultants to sell and deliver a highly secured, open source embedded operating system and related Cloud-based services. ● Implemented presales and delivery policies across 5 different departments, resulting in both more sales velocity and more timely deliveries. ● Recruited both field engineers and salespeople across EMEA, APAC & AMER, quickly increasing headcount in the Devices division in a tight job market. ● And more...- VDirector of Sales and Field Engineering - Asia-PacificVECTOR InformatikOct 2007 - May 2021 (13 years 8 months)Launched embedded testing solutions in Asia for Vector Software, later acquired by Vector Informatik. ● Grew from $0 to MILLIONS for a software development tool company on a limited budget. ● Recruited, trained & led a team of salespeople, field engineers/AEs in 4 countries. ● Established a network of value-added resellers and distributors in 6 countries. ● Deployed pricing and delivery policies that led to more profitable deals. ● Sold to 100+ clients across 7+ different industries (permanent & subscription, SaaS). ● Became a software quality expert speaking at many conferences in many languages. ● Introduced our products to clients in many new industries - and did so profitably. ● Remote & hybrid work location position with extensive trav
- Technical Marketing ManagerMathWorksApr 2004 - Jun 2007 (3 years 3 months)Responsible for business development and technical marketing at PolySpace, which was later acquired by The Mathworks. ● Planned and executed comprehensive marketing programs deployed on the Web, through trade shows and conferences, etc. ● Presented complex technology to technically savvy audiences domestically as well as internationally (in multiple languages). ● Provided tactical and strategic help to select value-added resellers in Asia, empowering them to land the largest order in its history (700K euros net to the company). ● Developed sales collaterals such as datasheets and presentations. ● Traveled for work more than 50%, domestically and internationally.
- Business Development ManagerUniversal SoftwareMar 2003 - Apr 2004 (1 year 2 months)
Education
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- BA, Political ScienceUniversité LavalJan 1994 - Jan 1998 (4 years 1 month)
- CDEC, Fundamental sciencesCEGEP de SainteFoyJan 1992 - Jan 1994 (2 years 1 month)
- MA, East Asian StudiesThe George Washington University School of Business
- BS, Information TechnologyUniversity of Massachusetts Lowell
- MS, Computer ScienceColorado State University
- MBA, International BusinessThe George Washington University
Publications
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- Distributors & Channels - Part ILinkedInJan 2020
- Distributors & Sales Agents Part II - Managing Them EffectivelyLinkedInJan 2020
- The Hallmarks Of Great Technical Sales HiresLinkedInJan 2020
- On ResilienceLinkedInJan 2020
- Adapting Global Strategies To Local Markets In The Software IndustryLinkedInJan 2020
- Selling Globally - Speaking LocallyLinkedInJan 2020
- From $0 To Millions - Building A New Territory From ScratchLinkedInJan 2020
- Becoming Visible In New But Crowded MarketplaceLinkedInJan 2020
- Recruiting The Best Candidates For Application Engineer and Sales Engineer PositionsLinkedInJan 2020
- Selling Globally, Speaking Locally - Spicy ExamplesLinkedInJan 2020
- Distributors & Sales Agents Part II - Managing Them EffectivelyLinkedInJan 2020
- VVectorCAST - 다양한 OS(Windows, Linux, HP-UX)의 빌드서버 환경 및 워크스테이션에서의 임베디드 유닛테스트 솔루션Vector KoreaJan 2019