Sales Engineer
Resume:
Michael Eric Dickson
Gig Harbor, WA *****
***********@*****.***
Senior Sales Engineer
Experienced Senior Sales Engineer who can partner with management and sales teams to drive software sales, develop
customer relationships, and implement customer prototypes in the Java/Java EE spaces.
As Lead West Coast Sales Engineer Bluestone and HP, lead the West to exceed OTE nearly every quarter.
Demonstrated success at growing sales, represented companies at the CXO level on down and worked with sales teams to
meet and exceed their sales numbers.
Expertise in selling at the CXO level, Java, J2EE, Web services, and Mobile computing.
Major Accomplishments
• Lead West Coast Sales Engineer HP Middleware Division.
• Lead West Coast Sales Engineer Bluestone.
• Internet Marketing Consultant.
• Vice President of Seattle Java Users Group.
• Red Hat JBoss Operations Network Subject Matter Expert Team Lead.
• Red Hat JBoss Enterprise Application Server Subject Matter Expert Team Lead.
• Conceived, branded, and wrote my own web-based personal journal product based on HTHML/CSS, JavaScript,
Servlets/JSP, Struts, Cocoon, JMX, XML, XSLT, XPath, SOAP, SQL, Hibernate, and VoiceXML, using Apache, Tomcat
(Java/J2EE), MySQL, Linux, and Eclipse.
• Co-Invented HP Middleware Division’s Mobile Integration Solution.
• 2001 JavaOne Speaker – Billion and Two Pet Sales in a Day.
• Main Liaison between Hewlett Packard OpenView Support and Openview R&D.
• Sun Certified Java Instructor.
• Sun Certified Java Programmer.
• Sun Certified Java Developer.
• C, C++, Visual Basic Instructor.
• VMWare, Xen, EC2 Red Hat’s/JBoss’ Go to Guy.
• B.S. in Computer Science.
• Eagle Scout.
• Former member of Toastmasters.
• Former Vice President BYU Management Society, Tacoma Chapter.
Work Experience
DayScribe Consulting, Gig Harbor, WA August 2009 - Present
• A Company Dedicated to Helping Small and Medium Business Grow Using the Internet.
President.
President of DayScribe Consulting. Dedicated to helping SMBs grow their businesses through the use of full-spectrum
Internet Marketing techniques and revamped IT Solutions. These include SEO, PPC, CPA, Media Buys, Direct Buys,
Video, Blogs, Google AdSense and AdWords.
Red Hat/JBoss, Raleigh, NC May 2007 – August 2009
• A Leader in Enterprise Linux and Open Source Middleware
Solution Architect.
JBoss Solution Architect, Seattle. JBoss Operations Network (JON) Subject Matter Expert Team Lead. JBoss Enterprise
Application Server Subject Matter Expert Team Lead. (SA's, Consultants, and Product Management included) Worked
on 100's of sales deals w/ over 150 Reps to close JBoss deals. Biggest Deals: Nike.com, Nike.net, Stubhub.com, and
Qualcomm running on JBoss. Used virtualization solutions (VMware, Xen, EC2) to sell software. Redhat/JBoss’ go to
guy on Amazon’s EC2.
Tidal Software, Palo Alto, CA Sept 2006 – May 2007
• An Enterprise Job Scheduling and Application Performance Management Solutions Company.
Senior Sales Engineer.
Tidal Software’s Lead Intersperse Sales Engineer. Intersperse is a non-invasive JMX/.NET/SOA management tool. Met
quota our first quarter out. Gave presentations, demos, and completed proof-of-concepts to attain our sales goals.
Closed: Time Warner Cable for $540k. Involved in the following sales processes: Goldman Sachs, AT&T, NYSE, JP
Morgan Chase, Federal Reserve, Harrahs, Royal Caribbean, TD Ameritrade, Level 3, Sabre/Travelocity, Warner Bros,
and Disney. Presentations: Denver JBoss Users Group, Dallas Java Users Group.
Hewlett Packard, Palo Alto, CA January 2001 – July 2006
• A multi-billion dollar software and hardware company.
Program Manager, OpenView Software Division, (January 2004 – July 2006).
Main liaison between OpenView Support and OpenView R&D for four large categories of support-focused
development requirements. I Worked individually with all the OpenView managers, from the individual
product/program managers of individual products (OVO, NNM, OVPI, Peregrine, etc.) through the blade managers,
on up to Todd DeLaughter the Openview VP.
Lead West Coast Senior Sales Engineer, HP Middleware Division. (January 2001 – January 2004).
HP Middleware Division’s (HPMD) West Coast Sales Engineer Manager. JavaOne Speaker – Billion and Two Pet
Sales in a Day. Co-Invented the Mobile Integration Solution. HPMD Sales Engineer Team Lead for Mobile Products.
HPMD J2EE Server/JMS/JTS Application Server Team Member. Involved in the following sales processes: AMEX,
NYSE, Sabre, Boeing, AT&T Wireless, VoiceStream/TMobile, Dutch Post, US Air Force, Exodus.
Bluestone Software, Mt. Laurel, NJ
July 2000 - January 2001
• An Enterprise J2EE company focusing on Java application servers and JTS/JTA. (Acquired by HP)
Lead West-Coast Senior Sales Engineer.
Bluestone’s Lead West Coast Sales Engineer. Led the west coast SE’s to meet and exceed our OTE nearly every
quarter. Wrote RPF’s and RFQ’s, gave presentations, and produced many proof-of-concepts to attain our sales
goals. Involved in the following sales processes: Boeing, AT&T Wireless, VoiceStream/TMobile, PMC Sierra, Cisco,
Universal Pictures, Monaco Coach, Exodus, and Commission Junction.
ARIS Corporation, Bellevue, WA (Sun Microsystems) March 1996 - May 1999
• A training, consulting, and software development company.
Sun’s Java Instructor in the Pacific Northwest.
Taught, as a Sun Certified Java Instructor, Sun’s Java classes for the States of Washington and Oregon. Obtained
Sun Certified Java Programmer and Sun Certified Java Developer certifications. C, C++, and Visual Basic Microsoft
Instructor.
Education
Brigham Young University, Provo, UT
Bachelor of Science in Computer Science, 1994
Sales Successes
Nike, Beaverton, OR (Large Deal)
• The premier athletic shoe company in the world.
Nike was looking around for a replacement of ATG Dynamo and WebLogic to run their Nike.net and Nike.com sites.
It took nearly a year of persistence, but we got it. We started this off w/ a $200k deal and it has now grown to a total
of $700k. It looks to be at $2m over the next year or so. We worked at the Nike VP level to get this deal done.
Sabre Systems, Dallas, TX (Large Deal)
• Provider of airline reservation systems.
The sales cycle had gone on for over a year and they could not close the deal. Bluestone asked me come in and
close the deal, which I did with several presentations and one-on-one meetings. We had the CIO of Sabre there and
all the heads of IT. The deal ended up being about a $1 million dollar deal. We unseated BEA from Sabre because
we could scale and manage J2EE and BEA could not.
Time Warner Cable, Herndon, VA (Large Deal)
• Provider of Cable Services.
TWC has 8 geographically dispersed clusters to run all their provisioning on. They had zero visibility into their
WebLogic servers. We completed a very in-depth POC and they purchased our solution. We beat out Wiley and
Quest to win their business.
Chrome Data, Portland, OR (Medium Deal)
• Automotive data supplier for big car sites.
We sold them a J2EE cluster for a hosted model. This included 4-5 data centers and 14-15 instances of Bluestone's
Application server, BtoC, and BtoB. The deal was a $500k.
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