Summary

• Combine technical and marketing expertise to manage product and close sales. Experience focused toward medium to large enterprise organizations. Thoroughly understand the technical selling process involved in enterprise software, technology, telecommunications and networking, with exceptional ability to communicate technical information and business value to customers.
• Leading effective sales teams to impact the bottom line
• Assisting customers at both the solution and product level
• Acting quickly to resolve internal and external issues
• Team leader and management skills with desire to manage a team
• Technical Qualifications: Selling Technology in many different market segments and understanding the various sales cycles. BSM performance, application and network-Infrastructure management software experience. Big Data, SaaS, PaaS, IaaS. Virtualization, ITIL business practices. ITIL V3 Foundation Certified. Cloud and Cloud operation technologies. LAN, WAN and telephony including Ethernet, switching, TDM, T1, T3, ISDN, SONET, Optical WDM and DWDM , MPLS, Core and Edge ATM/Frame. VPN, ISDN, xDSL, VoDSL, SS7, VoIP, EPON. SAN/NAS technology, Fiber channel and SCSI. Softswitch feature creation and call control protocols SIP, H.323, MGCP . OSI Layers 1-7, including TCP/IP. SNMP network management platforms, including HP Openview, Spectrum, Entuity. Digital video/audio networks, MPEG2/4, H.264, DVI, SD, HD, NLE's, cable modems, CMTS, HFC, DBS, audio/video conferencing, and related hardware. Internet security and firewalls. Windows OS 2000-2008 , UNIX, Macintosh OSX.
• Technical Training / Certifications: ITIL V3 Foundation Certified. BMC-Proactivenet Certification. BMC BEM/SIM, APA Certified. Network General Sniffer Ethernet and Token Ring . Madge Networks WAN Certification. Cisco OSPF Certification. Ethernet, Token Ring, ATM, FDDI Fundamentals. Remote Access. Wireless Communications. Cabletron Level II. Intro to UNIX. Network Management. DSL Technologies. ISDN/SS7. VoIP. Broadband Networking. XDSL Network Management. ATM Core Training.
• Sales Training-Education: Decker Presentation Skills, Lundy Sales Training Workshop, Pragmatic Marketing and Product Management Training and Certification. Studied Electrical Engineering, Business, Computer Science at the University of Colorado / Colorado State University.

Key Accomplishments

• Improved sales process for BMC Executive Briefing Center, increasing profitability. Demo of new software was needed for World Wide Software consultants, showing new capabilities and other company integrations. Wrote use cases and all technical documents for training. Made demo videos showing value of all business units.
• Reversed negative publicity in two weeks. Mis-informed analyst wrote negative article about product. Scheduled meeting to demonstrate reality of product capability and business value to customers. Gained re-published article with corrections and better review, leading to improved industry awareness and opinion.
• Improved satisfaction scores over 20 . Customers with critical product issues lacked training for the software. Led initiative for Best Practices Webinar series, focusing on customers, partners and internal users. Teamed with Development, SMEs, Customer Support/Sales/Consulting to market webinars. Won kudos from customer support.
• Selected for Presidents Club for sales excellence. Tasked to train consultants on capabilities of newly acquired software product. Demoed and taught technical classes to sales engineers on how to sell, install, and configure new software. Reached 115 of 1.5M quota for BMC region in the first year.

Career Summary

Confidential

• Lead Product Manager, 2010 to 2013. Promoted to Team Lead for end-to-end product management of BPPM platform. Led program for BU in technical beta software training for consultants. Demo for analyst briefings. Teamed in management and release of Version 9 of BPPM solution, led a series of best practice webinars. PRD and use case creation, with user persona definitions.
• Lead Technical Marketing Consultant, 2008 to 2010. Team Lead for technical marketing group, providing consulting and technical training to sales and sales engineering organizations. Designed and built SE sales Demo for worldwide use.
• Senior Software Consultant, 2007 to 2008. Supported BSM and performance management solutions. Collaborated with R D, product management and marketing to enhance offerings. President's Club member.

Confidential

Sr. Sales Engineer

Achieved sales numbers over 110 with different sales reps. Support for company's Voice, Video and Web conferencing software. Providing pre-sale and business development support for customer's onsite, and online. Work closely with R D, Product Management and Marketing to enhance product offerings.

Confidential

Sr. Sales Engineer

Support for company's Voice testing Hardware/Software offerings pre and post sales. Providing pre-sale support for customer's onsite, and via WebEx. Work closely with engineering, product management and Marketing to enhance product offerings. Technology used: TDM, VoIP, SIP, MGCP, H323, SS7, CAS, NCS, Packetcable, etc.

Technical training to customers and colleagues.

Confidential

Sr. Systems/Sales Engineer

Primarily working with CLEC's, ILEC's, RBOC's, Public Utilities and Municipalities covering the entire US.

Provide pre-sales design and implementation, and post sales customer support. Responsible for managing lab trials and acting as conduit for customer feedback to corporate engineering teams. Delivered technology presentations to customers in various formats PowerPoint, White Board, etc. . Work closely with Business Development, Engineering, Product Management and Marketing to enhance product offerings. Technology used: Optical-EPON, TDM, ATM, IP, Frame Relay, MPEG, SONET, VoIP, VxWorks, and network management tools. Provided SQA Testing of New Builds of Software.

Confidential

Consulting Engineer - Service Provider Networks

• High-level pre-sales activities. Traveled throughout the western half of US supporting high-level CxO accounts.
• Pre-sale network design and consulting. Team lead reporting directly to director of sales.
• Subject matter expert in given technology xDSL, VoIP, VoDSL, ATM, etc. . Technology Instructor.
• Assisted Sales team in achieving 200 of quota.

Sr. Pre-Sales Systems Engineer

Primarily working with CLEC's DLEC's, and ISP's in the Denver and surrounding rocky mountain area. Provide pre-sales design and implementation, and post sales customer support. Assist sales team with technical expertise of Lucent's full data product offerings. Work with VoIP, ATM, RAS, VPN, VoDSL and xDSL solutions and technologies. Provide design and support for data CLEC's starting out in the data world. Deliver high level and detailed customer presentations on equipment and design techniques. Handholding and training of customers through implementation process. Technical training to customers and colleagues.

Confidential

Sr. Pre-Sales Systems Engineer

Pre- and post-sales support for enterprise networking solutions. Design and implement networking solutions for customers. Elected router pre-sales specialist for new product roll out. Selected as Senior Presenter for national road shows for VAR's. Elected member of WAN SWAT team for rocky mountain region. Primary pre-sales engineer for major fortune 500 companies within the rocky mountain region. Completed Cabletron's internal training program, as well as various level II courses. Troubleshoot network problems with diagnostic tools: Network general Sniffer and other related monitoring tools.

Confidential

Systems Engineer

Pre- and post-sales support for Enterprise LAN/WAN solutions.