Paul Antolli

About Paul Antolli

I find and fix hard problems that others have been unable to solve. I work with high technology companies who want to enter new markets or have areas of stalled growth, moving quickly to identify and address weaknesses to drive growth and profitability. My emotional maturity enables me to be effective at all levels of an organization. I work with organizations with these challenges: Lack of clear and defined strategy Desire to expand into a new region or an adjacent market with similar products The symptoms are obvious, but the core problem is not Stalled growth Lack of enabling metricsHOW I HELP ENTERING NEW MARKETSVeeco was overly reliant on the China market (SAM of ~$500M) for revenue based on success in the LED market. There was risk that our tool ($5M each tool) could be replicated locally & sold for significantly less. Assessed the risk impact & pivoted the company to capture the Semiconductor market (SAM of ~$55B). I built a business development function & assigned new Key Account Directors to focus on targeted companies based on the applicability of our solutions to them. We quickly scored key wins with Intel, Apple, Google, Facebook (Oculus), TSMC, Samsung, Sk Hynix, Global Foundries, IBM & others. Result was >$200M of significantly higher profitability new business from these companies to offset losses within 2 years. RESOLVING STALLED GROWTH The North America & Europe regions at Veeco were not growing & after a broad assessment, I tweaked the team to establish new leadership, coached & mentored the sales team to build trust, then trained them with new skills in combatting aggressive supply chain & negotiation skills. My analysis resulted in both regions focusing on the most profitable customers, which grew European sales by 232% over 2 years & then a further 26%. North America grew over 2 years by 11% & then a further 36%. CREATING A STRATEGY FROM OBSCURITYI find the problem when only the symptoms are obvious. I take a broad view to identify & then address & fix the problem. Veeco had exited Japan many years prior & given sales to a local reseller. Veeco purchased Ultratech in 2017 & inherited their office & legal entity. I used this to penetrate the Semiconductor market in Japan & built effective sales & services teams with a strong local leader who had great working relationships, enabling growth from $14M to $62M in year 1 then to $84M in year 2.FIND OUT MORE p••••••••@gmail.com Visit Projects & Recommendations below

Experience

1. Vice President General Manager North America

   KLA

   Aug 2021 — Present · Portland, OR, US

   In this role I lead our field teams supporting the growth and success of all of our customers in North America, including our U.S. based strategic accounts.

Education

• University of Maryland Global Campus

  BS, Business Administration

  2007 — 2009

• Royal Australian Air Force School of Radio (RADS)

  Cerificate of Electronics, Electrical, Electronics and Communications Engineering

  1991 — 1992

Skills

• Executive Management
• Solution Selling
• Business Planning
• Business Strategy
• Manufacturing
• Sales Management
• Direct Sales
• International Sales
• Cross-Functional Team Leadership
• Thin Films
• Key Account Management
• Channel
• Business Development
• Strategy
• Product Management
• Marketing
• Go-to-Market Strategy
• Customer Satisfaction
• New Business Development
• Product Marketing
• Channel Partners
• Strategic Partnerships
• Telecommunications
• Product Development
• Product Launch
• Product Lifecycle Management
• Integration
• Crm
• Forecasting
• Sales Process
• Semiconductors
• Leadership
• Management
• Team Building
• Sales Operations
• Mergers
• Competitive Analysis
• Semiconductor Industry
• Selling
• Start-Ups