Sales Engineer

Regina Canto

Sr. Sales Engineer

PROFESSIONAL SUM MARY

Sales Engineer with 15+ years experience in consulting, sales, pre-sales, marketing, and

p rofessional services roles of solutions related to information management systems and

services, in Brazil and USA.

A reas of expertise include: E nterprise Content Management (ECM), Information

M anagement (IM), In tegrated Document management (IDM), Imaging and Capture,

Document Output and Distribution (ERM), Business Process Management

(BPM)/Workflow, Product Data Management (PDM/PLM), ERP (BPCS, QAD, SAGE),

Remote Device Management (HP OpenView), Printers (MFPs, laser, color, M ICR and

t hermal engines), semiconductors, prospecting, presentations, needs assessment, proposal

development, RFP, t raining, software demonstration, cost analysis, ROI, customer

management, project management, technical and sales t raining, and creating marketing

collateral and voice over CDs.

• Education: M .B.A. (University of Phoenix), Electrical Engineering. B.S (Fundação

A rmando Álvares Penteado, São Paulo, Brazil (http://www.faap.br/english )

• Certifications: CompTIA CDIA+ (Certified Document I maging Architect ),

E lectronic Business Certificate (UCI), AI I M Business Process Management Practitioner

certificate, CompTia Network+.

• Languages: F luent in English and Portuguese, some Spanish.

• Awards: I BM Latin America Marketing Excellence Award, IBM's Manager Reconnaissance

Award, SSA Latin America President’s Club Award.

E MPLOYMENT H ISTORY

I ndependent Consultant – R C I MC

M ay 2012 – Present RCIMC provides consulting services to a variety of industries

(aerospace, importation, financial, manufacturing, and others) to assess current situation of

t heir information assets and provide a road map with a detailed plan on how to improve

i nformation governance and control. The information may be related do business processes

such as:

• Vital records (PO, Invoice, Shipping notice, Quality control, Traveler, etc), identifying

document types

• How records are created, captured and received, how people search for i t, how they

make changes (revision control), distributed, t racked, reviewed and approved

(workflow), stored and finally disposed.

R ******@*****.*** 1-714-***-****

R egina Canto

Sr. Sales Engineer

RCICM analyses the present state and based on different techniques:

• Employees interviews, investigation of the location of documents (electronic and

paper)

• Inventory of existing systems (ERP, CRM, CAD/CAM, CRM) and devices (fax,

connected printers and scanners) and what information they provide to users and

how it is accessed and shared.

• Business processes involving the document typed selected are reviewed and mapped,

a long with the type action they require (review, change and approval) and by whom

( role based).

• Governance is one of RCIMC biggest concerns, so policies, procedures, compliance

and r isk management are evaluated during the analyses and recommendations are

made.

The suggested roadmap takes in consideration current and future desire state of

i nformation assets according to the organization’s mission and plans for the future.

RCIMC doesn’t have any agreement with software providers or MFP manufacturers.

Sales Representative –DSSI

January 2012-May 2012

DSSI is an expert provider of document scanning, storage and information management

solutions (Hyland software). The company is based in Simi Valley and the role was to sell

ECM solutions and imaging services to new customers.

Regional Sales Manager – H engstler/Danaher Sensors & Controls A pril

2011 – October 2011 Increased thermal printer engines and cutters sales in existing kiosk’s

OEM customers in the parking, t ransportation, gas dispensing and gaming industries.

Generated sales funnel growth by acquiring new customer and expanding business in

current accounts in the West Coast. As RSM I provided SWOT analysis to assess the

business environment for thermal printers in the Brazilian market.

Sr. Sales Engineer – ACOM Solutions A ugust 2006 –

M ay 2010

• Participated in qualification calls, needs analysis, provided forecast to promote

E nterprise Content Management (ECM) and In tegrated Document Management

( IDM) solutions for SAGE/ERP. Prepared and delivered customized presentations

and software demonstration to prospects, and presented cost benefits analyses

(ROI).

R ******@*****.*** 1-714-***-****

R egina Canto

Sr. Sales Engineer

• Assisted with product evaluation, marketing material, and proof of concept.

Participated in industry events (QAD ERP) to promote ID M solutions. Provided

P roduct Management with prospect feedback and suggestions on product features,

p roduct performance, alternative solutions and market t rends.

• Acted as the liaison between Sales and Professional Services by t ranslating

customers requirements gathered during Pre-Sales activities. Provided customer

specific t raining and customer support. Developed VAR t raining syllabus with

hands-on exercises to VARs and delivered the t raining.

• Successfully converted 85% of the current customer base for Payment Solutions by

selling Professional Services to customers with current maintenance ($300K).

Sr. Applications Specialist – Konica M inolta Business Solutions

October 2002–July 2006 Provided sales and post-sales support to the Anaheim Branch sales

team to increase revenue generation and customer. Solutions supported: multi-functional

p rinters (MFPs), color (EFI), production printing, f leet management, document

management (DM), scanners, variable data printing (VDP), web device management, and

related solutions:

• Demonstrated MFP features along with document management solutions to potential

customers.

• Provided Sales t raining on a variety of solutions.

• Developed Variable Data Printing presentation for the largest mail center franchisee

yearly convention.

• Delivered customer t raining to target accounts as part of Post Sales support using the

opportunity to cross sell.

Sr. Business Development Engineer - Toshiba America Electronic Components

10/2000-09/2001

Provided t imely and precisely DRAM memory sales forecast to TAEC Japan regarding

major OEMs to facilitate factory production planning and better inventory control.

• Supported TAEC's major customers by providing pricing, lead time and technical

i nformation for DRAM products, keeping the customers current with product roadmaps.

• Managed the int roduction of memory products (DDR) based on product roadmap from

Japan on that year.

Account Manager – System Software Associates Brazil (SSA)

1998-1999

Responsible for BPCS ERP licenses and implementation services sales in Brazil (Business

P lanning and Control System from SSA, now Infor).

• Closed $1.3 M quota in 1998 and received the “Latin America President’s Club Award”.

R ******@*****.*** 1-714-***-****

R egina Canto

Sr. Sales Engineer

• Provided accurate ter r i tory reporting and forecasting to upper management to reach

s trategic sales goals.

Pre-Sales Consultant – Hewlett Packard Brazil

1995-1998

Pre-Sales support to major account managers by participating in customer meetings,

delivering presentation of product features and related benefits, responding to RFP,

customer needs assessments. Participated on t radeshows and special events to promote HP

p roducts and support sales efforts. Activities performed:

• Developed and delivered internal t raining workshops on workstations models, market,

features and benefits.

• Worked in collaboration with consultants and project managers to create services

estimation costs and deliverables.

• Provided customer requirements assessment to provide appropriated server and storage

configuration and applications to manage the resources.

• Part of the Latin America Pre-Sales group for HP Openview suite (Network

M anagement, Backup and Recovery)

P roduct Marketing Specialist – I B M Brazil

1990-1995

Member of the CAS program for college recently graduated (CAS290), after the program

ends her fi rst assignment was as a System Analyst for OfficeVision (VM system), providing

customer installation and t raining (1990-1992).

L ater on she was part of the manufacturing division supporting installation of

CAD/CAM/CAE and PDM systems (UNIX), and shortly after getting assigned to promote

P roductManager/6000, IBM PDM (Product Data Management) solution in Brazil. Some of

t he activities are listed below:

• Received the “IBM Latin America Marketing Excellence Award” for the positive impact

of promoting IBM PDM system.

• Translated to Portuguese marketing material (product brochures, presentations),

released technical product information, and maintained current knowledge using IB M

Forum.

• Demonstrated IB M PDM at international events (Brazil and US) such as APICS,

E xpoCAD/CAM, FenaSoft.

• Provided Pre-Sales support for major IB M manufacturing accounts (Ford, Mercedes

Benz, MWM, TRW, Embraer), participating in sales meetings, delivering demos and

p resentations focusing on the benefit of the solution.

R ******@*****.*** 1-714-***-****

Contact this candidate