Sales Engineer

Bob Eldredge

** ****** ****, *** ** ***** 603-***-**** E-Mail:

***********@*****.***

Business Development - Energy Specialist

Seasoned sales professional with many successful years of experience in pre-

sales technical, consulting, education, and sales roles with technology

vendors and channel partners. Strong experience in direct sales and

through dealers. Strenghts in energy efficiency and alternative energies

like solar photovoltiacs. Comprehensive technical and business knowledge

combined with outstanding abilities in marketing and selling technical

solutions. BS Babson College, MBA, MS IT, & MS International Business

Candidate 2011.

Professional Summary

Business Development Manager New HAMPSHIRE Solar Stores

2010 - Present

State Wide Energy Guy position working for a number of independently owned

and operated Solar Stores with New Hampshire state wide business

development, along with representing complimentary energy efficiency and

costs reducing solutions for residential and commercial customers.

Responsibilities include developing the agriculture, construction and

tourism markets. Established a working relationship with the Southern New

Hampshire Resource Conservation and Development Council to assist in the

New Hampshire Farm Energy Initiative. This is an all outbound field

position responsible for developing new business for the NH Solar Stores.

The position requires providing extensive education of energy efficiency

and renewable energies, and providing financial analysis of solutions.

This role includes working with NH Hampshire government agencies and

reaching out to NH legislators, along with NH media sources to help promote

a cleaner NH environment.

Client Relationship Manager CAMBRIDGE COMPUTER SERVICES, Waltham, MA

2008-2009

Developed and grew the northern New England territory with new customers by

selling storage solutions. Challenges conquered include selling without

any ties to vendors and developing business without the partnership of

vendors as the company's positioning is vendor neutrality. Focused on

virtualization to reduce energy consumption, ease administration and reduce

hardware and maintenance costs.

In addition my role included being a technical resource for Symantec

solutions.

. Highly successful and well attended (110+ registered) storage lectures in

New Hampshire.

. Opportunities included State of New Hampshire and colleges with

virtualization solutions.

. Obtained Symantec Technical Specialist (STS) Endpoint Protection

. Obtained Dell Sales Excellence certification and technical training on

EqualLogic solutions.

. Awarded multiple Spotlight Awards.

Senior Channel System Engineer Symantec, Cupertino, CA

2006-2007

Supported several of the largest United States based resellers by providing

pre-sales technical support, technical and sales training for all Symantec

solutions including security, availability, information risk,

infrastructure operations, IT compliance, and business continuity. In

addition, I worked very closely with the account managers, participated

in Quarterly Business Reviews, marketing plans, strategic partner planning,

along with technical reviews and objectives.

. Accomplished 110%+ of Key Selling Objectives exceeding all others on the

team..

. Tracking at 107% of $180 million quota. Growing PC Connection business

at 115%.

. Obtained Symantec Technical Specialist: Enterprise Vault 7 and NetBackup

for UNIX/Win.

Solution Architect Champion Solutions Group, Boca Raton, FL

2004-2006

IBM Premier Business Partner selling IT Simplification (server consolation

and virtualization), Data Management, Business Continuity, Managed

Services, and Managed Maintenance solutions. I matched technical solutions

to customer business needs and requirements with the emphasis on IBM

servers, IBM storage, and managed services. Primary specialties include

IBM pSeries, xSeries, N Series, and DS4000 storage family, along with

solutions from VMware & BEA.

. Tracking at 96% of annual quota with expectations of making Presidents

Club.

. Obtained IBM Certified Specialist p5 (pSeries) Sales Solutions and

Storage Sales certifications.

. Upper 15% of IBM pSeries Top Gun training class.

Enterprise Solution Specialist PC CONNECTON, INC., Dover, NH

2003-2004

Proactive system engineer role to increase IT enterprise revenue and margin

percentage with new and existing customers. Accomplished by cold calling

and working with several sales teams with their accounts. My years of

experience provided the necessary comprehensive technical knowledge needed

for multiple brands of servers, storage, networking, and security along

with sales abilities.

. Obtained Personal pipeline of $1 million+ within the first few months,

lead the team.

. Highest level of monthly goal accomplishment (110.9%) compared to peers

with site quota of $36 million.

. Launched and assisted a sales team with a successful initiative and

partnership with EMC. By year end, the team storage pipeline increased

an additional $1.5 million.

Senior Sales Engineer ENTRUST INC., Dallas, TX

2000-2002

Leading vendor of secure digital identities and information, utilizing

encryption, authentication and advanced content scanning with Public Key

Infrastructure and web portal solutions. Responsible for ensuring the pre-

sales technical endorsement for all Entrust security solutions within an

assigned list of Fortune 500 strategic accounts within New England and

greater New York City. Presentations to C level management, demonstrations

and proof of concept trials.

. Achieved 2001 President Club.

. Dual role of Sales and SE and closed over $500,000 meeting quota.

Pre-Sales System Engineer Roles COMPUTER ASSOCIATES, Portsmouth, NH

1997-2000

Business Technologist (1999-2000)

Promoted to the Direct Sales Team. I added "business value" to major

opportunities, coordinated and managing all requests for technical

assistance (pre & post sale), and provided pre-sales technical support. IT

solutions were positioned to meet customer's business goals and objectives,

and justified solutions with above the line and cost saving numbers.

Technical Director and Storage Product Technologist (1999)

Pre-sales technical support for Channel Sales and the 2-tier Distribution

Group. Focus was on IT Enterprise Edition and Unicenter TNG solutions.

Responsible for supporting ALL Direct and Channel Sales in for ArcServe

products.

. Exceeded $20 million territory quota

. Conducted Train-the-Trainer courses at corporate headquarters in

Islandia, NY

Channel System Engineer - Cheyenne Software Division (1997-1999)

Provided pre-sale technical services and support to the Northeast resellers

for ArcServe product line. Primary responsibilities were to service,

support and technically educate the Top 25 reseller partners in New

England. Joint calls with end users.

. Provided technical training with self developed courseware and hands-on

training workshops.

. Routinely exceeded quarterly sales quota (104-110%).

Director and Professor NH COMMUNITY TECHNICAL COLLEGE System

1993-1996

NH Community Technical College, Nashua, NH (1995-1996)

Managed and directed the Novell Authorized Education Center (NAEC) and

Novell Education Academic Partner (NEAP) programs. Developed and managed

the Novell authorized education programs including adding Novell courseware

into a credit based certificate programs.

. Converted classrooms into state-of-the-art classrooms while within the

$125,000 budget.

. Instructed the only group of students through the Certified Novell

Engineer NEAP program.

NH Technical Institute, Concord, NH (1993-1995)

First 6 months, I worked for the System and took them through the process

of becoming authorized Novell education centers. Coordinated all efforts

and authorizations for all locations and trained 12 faculty members to be

Certified Novell Instructors. The next 1 years was spend building up and

recruiting students for the NHTI, while teaching an average of 20 hours per

week.

. Obtained Novell's top 25% annual business rank within a 6 month time

frame.

. Accomplished getting NHCTC to be the first successful institution to be

an NAEC and NEAP.

Education:

MS - International Business Candidate (2011), Southern New Hampshire

University

MS - Information Technology - 2005 Southern New Hampshire University -

Delta Mu Delta

MBA - University of Baltimore (GPA 3.9), Baltimore, MD

BS in Business, Babson College, Babson Park, MA

Professional Development:

Board Member - Southern New Hampshire Resource Conservation and Development

Council

Active Member of NH Public Utilities Comission Board Committee for Outreach

and Education

Active Member of the Bow Energy Committee

Active Member of the Beacon Communities Advisory Committee

(BetterBuildings)

Member of New England Sustainable Energy Association

Member of NH Sustainable Energy Association

Certified Information Systems Security Professional (CISSP)

Member IEEE Computer Society and leader of IEEE NH CS Network User Group

Member of National Information Security Group - Boston Chapter

Symantec Technical Specialist (STS) - NetBackup for UNIX and Windows,

Storage Foundation for UNIX, Enterprise Vault 7, and Endpoint Protection

IBM Certified Specialist p5 (pSeries) Sales Solutions and Certified

Specialist Storage Sales

Sales certs from HP/Compaq, IBM, Dell, McAfee, Symantec, and others.

Former Novell Certified Novell Instructor (CNI) and Certified Novell

Engineer (CNE)

Former Microsoft MCP and Entrust Technical certification.

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