Sales Engineer

** **** **** ( Hopatcong, NJ *****

973-***-**** ( *******@*******.***

Professional Experience

Gerson Lehrman Group

Consultant, 2009 - Present

Subject matter expert called on to provide industry trend analysis and

organization analysis with a focus on the IT Outsourcing, IT contract governance

and Data/Enterprise Storage industries.

Discuss industry trends and individual companies with investment management

analysts.

Provide insight on management changes, products and market factors.

CIBER, Inc., Edison, NJ

Service Delivery Manager, 2008-2009

Provided the governance management for a complex, multi-year managed services

contract (+$20M) with one of the company's largest clients, Sharp Electronics

Corp. Created and presented to senior management reporting and analysis to

support contractual service level agreements (SLAs).

Worked on the development of the 5 year IT outsourcing contract providing

complete data center management, SAP, Wintel and Network operative support,

ITIL-based management with a 40 person team comprised of both on-shore and

off-shore personnel.

Developed the criteria to monitor and measure SLAs with monetary penalties to the

company for failures.

Created and implemented structured and ad-hoc reporting systems for senior and

department managers to support contractual obligations and alert of potential SLA

breaches.

Managed the on-site transition from the Remedy Service Desk system to Computer

Associates (CA) Service Desk and subsequent use as a reporting platform.

Provided project management services and managed the delivery of services for

other clients.

3PARdata, Inc., NY, NY

Technical Account Manager, 2006-2007

Worked with several sales teams of Account Executives and Systems Engineers

supporting post-sales activities such as management of global deployments,

upgrades, and other technical aspects of account management for global clients.

Clients included Credit Suisse, Dow Jones and SunGard.

Created processes and procedures to enable technical and business support of

enterprise clients.

Prepared and presented detailed account reviews to customer management.

Managed the professional service activities at the customer sites.

Coordinated with customer and corporate engineering to ensure their current and

future environments would be supported with our products.

Generated product enhancement requests and worked with engineering groups to

implement or schedule requests for future releases.

Isilon Systems, Inc., NY, NY

Field Sales Engineer, 2005-2006

Supported a team of multiple sales representatives in the geography to create

sales strategies and tactics for sales of intelligent clustered storage systems.

Contributed to meeting and exceeding revenue targets by managing the technical

aspects of the sales process and continuing with the management of the account

for additional revenue opportunities. Financial Service clients included JP

Morgan Chase, Goldman Sachs and Bloomberg Television.

Secured one of the company's largest sales to a major cable company ($10.3M).

Presented product feature demonstrations in on-site meetings and remote web-based

meetings.

Provided evaluation plans and assisted customers with their product evaluation

and benchmark testing.

Provided customer system configurations, product installation and customer

training.

Supported trade shows by managing the technical environment, performing

demonstrations and discussing the merits of the product with prospects.

Primerica Financial Services, Oakdale, NY

Registered Representative, 2004 - 2006

Independent representative licensed to sell financial products and plans for

individuals and families. These products included mutual funds, 529 plans,

annuities and life insurance.

Securities Series 6 licensed in the state of NJ.

Insurance Producer Licensed in the state of NJ for life insurance.

Network Appliance, Inc., Edison, NJ

Strategic Technical Account Manager, 2002 - 2004

Teamed with a Strategic Account Manager to develop new sales avenues in a global

enterprise account with many geographic territories. Developed and leveraged

relationships at the executive level and created revenue opportunities for local

sales teams. Ensured customer satisfaction by being an advocate for the customer

and working with Customer Support and Engineering organizations to provide

enterprise-class service and support to the customer. Major accounts included

AT&T and Verizon.

Identified customer strategic technology initiatives and drove a solution based

on the company's NAS and SAN enterprise storage, Internet caching and content

delivery and data protection solutions.

Monitored and managed customer issues on a global basis to ensure customer

satisfaction.

Performed in a pre-sales capacity globally and in unison with local sales teams

to evangelize the value of the products.

Developed a best practices framework enabling the customer's support organization

to seamlessly interface with our support organization.

EMC Corp/Data General Corp. (Acquired by EMC), NY, NY

Senior Systems Engineer, 1997 - 2001

EMC Senior Systems Engineer for the Healthcare division chartered to sell

enterprise storage solutions into healthcare institutions. Managed the technical

relationship with the customer, teamed with the Account Executive to develop data

storage presentations and demonstrations to solve customer's enterprise storage

challenges.

Developed plans with Account Executive to penetrate new healthcare accounts.

Architected technical solutions and business cases to support the customer's

purchase decision.

Coordinated corporate resources needed for sales and/or technical issues with

customers.

Data General PACS Pre-sales Systems Engineer for the Healthcare division's sales

districts covering the northeastern and mid-west regions of the US. Transitioned

to recently formed business unit created to market PACS (Picture Archiving and

Communications System) and Medical Imaging technologies. Developed strategic

account management process highlighting relationship selling for the district

sales management resulting in increased revenue from existing customers.

Implemented and presented an accredited PACS seminar at hospitals to improve

product awareness among radiologists and radiology technologists. These seminars

provided leads resulting in $3.5 million in sales.

Project-managed several RSNA trade shows, including booth planning and design,

hardware and

software requirements and product demonstrations.

Prepared proposals and responses to RFP's and RFI's for solutions in the

Healthcare market in the $50K to $15 million range. Solutions addressed HIS and

PACS areas in hospitals and healthcare facilities.

Provided technical support to the sales staff on sales calls and participated in

sales presentations.

Sequoia Systems, Inc., Marlborough, MA

Senior Systems Engineer, 1990 - 1996

Responsible for pre and post-sales activities for the company's Unix-based

fault-tolerant computer systems, utilizing 'Pick' as the primary relational

database.

Provided sales and technical support for major accounts resulting in additional

system sales and recurring revenue.

Worked with Sales Representatives as a team during sales calls and presentations

to provide complete solutions to prospects and customers.

Responsible for the preparation of proposals, including system configurations and

price quotes.

Optimized client application software for performance benchmarks.

Converted client application software to new environment, supported client during

implementation.

Performed Operating System and communications software upgrades and system

performance tuning.

Education

A.A.S. Degree in Computer Technology, County College of Morris, Randolph,

NJ

Course 772DA in Data Processing, 650 Hours, Electronic Computer

Programming Institute, Paterson, NJ

Project Management with Microsoft Project and Visio Certification Program,

William Paterson University, Wayne, NJ

Microsoft Office with Project and Visio and Program Management

Certification Program, William Paterson University, Wayne, NJ

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