Sales Engineer
Resume:
Daniel Knight
New Haven, CT *****
(easy access to NYC and Boston)
email: **********@*****.***
cell: 508-***-****
Summary
• 18 years of marketing, technical pre-sales and technical pre-sales management in enterprise
software start-up companies
• Experience in cloud computing, framework based software development, Java based containers,
integration and middleware
• Extensive experience in security and software infrastructure, governance and compliance,
enterprise architecture and software development
• Leveraged as a technical visionary and evangelical marketer for cutting edge solutions in
financial services, healthcare, federal and partner communities
• Built several world-class product marketing and pre-sales teams at startups and Fortune 500
companies.
• Helped multiple high-growth startups with product strategy/definition, launches and marketing
programs
Experience
Cassatt Corporation
Director Solutions Engineering (2/2006 – Current)
Cassatt led by Bill Coleman (formerly BEA, Sun) offers enterprise software for Fortune 500 companies to
develop virtualization management, developing internal cloud computing environments and providing
energy efficient data center models.
• Technology director evangelizing cloud computing solutions at trade shows, partners,
conferences, end customers
• Federal and commercial clients world-wide
• Real world political, operational and technical exposure to some of the world’s most complex,
distributed and challenging data center operations today
• Developed (hired and fired), managed and led, pre and post sales teams
• Authored technical whitepapers, sales presentation and literature, press and analyst messaging
• Develop SOW’s and drive enterprise POCs
• Construct and evangelize a TCO model for utility computing as well as on ramp solutio ns to
immediately provide ROI
• Collect customer product requirements, develops business cases and drives the Business Units to
provide our customers with acceptable solutions
PostX Software
Senior Solutions Architect, Pre-Sales Manager (2/04-2/06)
(Successful acquisition by IronPort, Successful acquisition by Cisco)
PostX Software is a leader in secure email messaging solutions including secure documents, secure email
and messaging. PostX provides a J2EE based secure messaging server that allows the largest
organizations the ability to seamlessly communicate securely with their clients, partners and vendors.
• Developed pre sales engineering team for North America
• “Field-centric” perspective launches sales teams to exceed revenue targets through timely
delivery of relevant sales tools
• Daily exposure to customers’ needs for advanced solutions and solid awareness of industry
developments
• Overall pre sales account responsibility for North America with 5 team members.
Authored many RFI, RFP, SOW and several white papers
• HIPAA, SOX, GLBA, compliance training for field based on compliance requirements for secure
• Paper suppression projects and email security and workflow management solution sheet creation
• Customer base includes 5 of the world’s largest banks, and the 4 largest US insurance carriers
• Successfully helped to close and managed organizations such as Aetna Insurance, Amalgamated
Bank, Sentara Insurance, Peoples Bank, etc.
SilverStream Software/Novell Software Sales Engineer, Director of Sales Engineering, Office of
CTO 7/00-1/04 (successful IPO, second public offering, acquisition by Novell)
Novell offers multiple solutions including security and identity management through a directory
based infrastructure, Integration and Internet based portal interfaces utilizing Web Services as well as
platform and operating system services for a variety of platforms. Novell offers the exteNd set of
solutions which include a J2EE certified application server, a Web Services based integration server
and a highly advanced portal infrastructure solution.
• Started in pre-sales, advanced to director pre-sales into technology architecture in office of CTO
• Hired, managed training, and account development for pre sales in Americas
• Helped to sell and manage accounts for Enterprise software solution platforms to the Fortune
1000
• Managed technology relationships with key partnership on a world-wide basis with Deloitte &
Touche and Cap Gemini Ernst & Young, as well as other 2nd tier systems integrators and web
integrator firms
• Managed technical SWAT teams for both internet and integration solutions as well as secure
identity management solutions for clients across multiple districts focusin g in the East and Mid
Atlantic
• Developed and conducted business benefit focused technical presentations for audiences ranging
in numbers from 20 to over 1000
• Managed sales engineering staff of 7 in Channel Solutions/Strategic Alliances, as well as 9 sales
engineers in North America while part of the office of the CTO
• Technical management for the demonstrations and proof of concepts/pilot work both for technica l
as well as business audiences
• Solution proof of concept success ownership in concert with sales and technical services
• Delivered strategic focus, product information, marketing information to both internal and
external audiences
• Authored product and technology white papers as well as owned the architecture and technical
side of many RFI/RFP responses for clients
• Performed analyst and press presentations
• Key Note presenter at annual user conference on Web Services direction
• Formally educated on and used Solution Selling focused model
Cerepoint Software
Sales Engineer, Director Sales Engineering(5-98 to 7/00)
A sell side eCommerce applications company providing partner-relationship management solutions to
help large organizations sell products and services with a high degree of complexity over the web
using a data driven software model
• First Sales Engineer for company then developed team of sales engineers and solution architects
• Designed and sold “Total Business Solutions”
• Produced technical responses for architectural requests and designs
• Develops and conducts technical presentations
• Product Marketing responsibilities for integration products
• Product expert and conceptually originated many product features
• Delivered strategic focus, product information, marketing information to both internal and
external audiences
• Acted as a “Systems Broker” to ensure the success of clients. This included, identifying
successful projects, working with sales to procure funding for projects, bringing together
appropriate vendors for integration, design and database work, working with and helping to create
strategic partners while managing customer expectations.
• Marquis wins included: Emerson Electric, PictureTel, Davox, Americouncel.com
Advanced Data Capture Corporation
Technical Sales Representative – OEM Accounts (4-95-5-98)
Advanced Data Capture Corporation is an international master distributor and OEM
representative of automated data collection devices, focusing on vertical, strategic and product
markets where auto ID opportunities exist. ADC’s solutions include both hardware and custom
software for organizations to streamline capturing data through automated processes.
• Averaged 137% of quota over 3 years
• Delivered both technical and business presentations/demon strations, responded to RFI/RFP
• Worked with business plans of some distributors to create a reseller channel as well
• Major Account and Strategic account focus
• M & A team member for DEC data acquisition solution
• Proposed solutions at both engineering level, working with product development and at senior
management for accounts
• Marquis wins included: Pitney Bowes, Ascom Hasler, Siemens Medical, Quantum, Data General,
Dictaphone
Medical Billing Management East 93’-95’ (Successful acquisition)
Founder
Developed a medical billing software firm that allowed individual and group practices focusing in
the orthopedic and specialty surgical practices to automate insurance and patient billing.
Natural Sound 89’-93’ (Successful acquisition by Focal Technologies Ltd.)
Founder
Developed a high-end loudspeaker manufacturing company that created studio monitors for
sound engineers and audio enthusiasts.
Education:
Boston University: BS Electrical Engineering (1987-1990)
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