Sales Engineer
Resume:
Mark Yash
Shelton, CT ****4
****@****.***
February 23, 2010
RE: BI Pre-Sales Engineer
I am writing in response to the posting on your website for a BI Pre-Sales
Engineer position. After reviewing the job description, I am confident that
my skill set and background would be a great benefit to the company. I have
enclosed my resume for your consideration.
Aligning customer vision with solution capability is a key aspect to
successfully closing the sale and a critical skill of the Pre-Sales
Engineer. One of my principal strengths is to grasp customer requirements
quickly and to translate complex product capabilities into targeted, easily
understandable business solution presentations and demonstrations. The
result will be increased revenue and faster close cycles.
I am an experienced pre-sales professional, successfully selling enterprise
BI software technologies to organizations in the New York metro area for
over 15 years across a variety of industries including Financial Services
and Insurance. I have extensive business and technical (Business
Intelligence, Database, Applications) experience together with strong
interpersonal, presentation and communication skills.
Highlights of my qualifications include:
. Consistent revenue producer in a software pre-sales role. Experienced
with working multiple sales opportunities at large customers
simultaneously either directly or through partners.
. Solution/Value Selling experience combining both a business and IT
technical orientation. Serves as the technical trusted advisor during
the sales process to overcome objections and close the technical sale.
. Create and deliver targeted custom presentations and demonstrations
which highlight customer requirements and communicate solution vision
and value that advance the sale process.
. Comfortable interacting with clients at all levels from C-level
business executives to technical evaluators and IT analysts. Builds
strong relationships quickly.
. Conducts client discovery, needs and GAP analysis, solution
determination and RFI/RFP response.
. Successfully leads and implements customer Proof-of-Concepts to verify
product capability and value while differentiating from the
competition.
. Experienced installing web enabled multi-tiered software products on
Windows and UNIX platforms.
. Strong database, SQL, analytics and Business Intelligence
query/reporting/dashboard technology experience. Sold Hyperion/Brio
and Oracle analytics tools and BI applications for CRM, SFA & ERP
solutions.
. Highly motivated self-starter and team player with deep technical
account leadership experience. Works with Sales leadership and
executives to qualify opportunities, develop and implement effective
account strategies and business plans.
I would welcome the opportunity to interview for this position and propose
that we meet sometime in the next week. Please contact me at 203-***-****
or by e-mail at ****@****.*** to schedule an appointment.
Sincerely,
Mark Yash
Mark Yash
25 Beech Tree Hill Rd 203-***-****
Shelton, CT 06484 ****@****.***
SOFTWARE PRE-SALES CONSULTANT ( BUSINESS INTELLIGENCE ( DATA WAREHOUSE
Profile
Seasoned software pre-sales professional and effective team leader with a
commitment to excellence and customer satisfaction. Highly motivated and
results oriented with a passion for success.
Consistent revenue producer with over fifteen years of software pre-sales
experience (eleven years with the most recent organization) covering major
Fortune 500 accounts in the New York metropolitan area.
Strong ability to understand client business and technical needs quickly in
diverse industries and effectively communicate business benefits.
Delivers targeted product presentations and demonstrations, highlighting
technology strengths.
In-depth technical knowledge of Business Intelligence and Data Warehouse
lends credibility during customer interactions.
Skilled presenter with ability to communicate technical information in easy
to understand terms.
Collaborates with Sales team on account strategy and internal resource
planning.
Professional Experience
1998 - 2009 Oracle Corporation (via two acquisitions)
2007 - 2009 BI Application Sales Consultant Oracle Corporation
Provide pre-sales support to the Oracle sales team through product
presentations and demonstrations of the OBIEE technology and the Business
Intelligence Analytic Applications for Human Resources, Finance and Supply
Chain. Duties include RFP/RFI response and partnering with the Oracle ERP &
CRM Sales teams to identify and qualify opportunities and coordinate
selling strategy.
Successfully closed several key Human Resources and Finance application
deals in the Insurance, Travel, and Manufacturing sectors for accounts in
the Northeast.
Designed and developed hands-on customer workshop to help accelerate sales
cycles and to avoid costly Proof of Concepts.
Lead discovery sessions with technical evaluators, business users and
executives to effectively match client's requirements with Oracle BI
capabilities.
Create and deliver targeted presentation and demo materials that highlight
customer requirements and communicate the vision and value for Oracle
Business Intelligence Applications and the BI platform.
Act as subject matter expert during the sales cycle including product
positioning and architecture white board discussions.
Participate in demand creation events including seminars, trade shows, and
conferences.
1998 - 2007 Senior Solutions Consultant Hyperion Solutions/Brio
Software
Provided pre- and post-sales support to major accounts in the New York area
and, ensured a high level of customer satisfaction. Team lead for
Hyperion/Brio's largest and most important account.
Instrumental in several significant customer wins including Aetna/ING,
American Express, NYSE, Children's Place, Citigroup, Citrix, Deutsche Bank,
IBM, Pfizer, Priceline, Goldman Sachs, Cornell University, Viacom, and GE.
Attended three Presidents Club events and received recognition for closing
largest deal in Brio Software history. Consistent contributor to team
revenue attainment goals.
Delivered custom demonstrations and presentations, emphasizing key product
functionality and value.
Lead customer Proof-of-Concepts to verify product capability and
distinguish us from the competition.
Provided product configuration support and technical account
planning/management to the sales team.
Developed Business Intelligence Reports/Dashboards using Hyperion Essbase,
Brio Intelligence and JavaScript technologies. Dashboards enabled
interactive analysis of key business performance metrics.
Diagnosed and solved complex technical issues with operating systems,
database, networks and their interaction with Business Intelligence
applications software.
1994 - 1998 Senior Systems Consultant Sybase, Inc
Provided technical account management to major clients in Connecticut.
Responsibilities included: product and architecture presentations, needs
assessment, product evaluation, RFP response, proposal generation, problem
escalation, customer satisfaction and account expansion.
Maintained and built relationships with strategic hardware and software
partners (IBM, HP, SUN) Participated in joint marketing opportunities,
trade shows and customer support situations.
Successfully completed extensive database administration and tuning
education. Received Sybase DBA Certification.
1990 - 1994 Sales Support Consultant Metaphor, Inc
Established new Hartford sales office, which quickly became a top
performer, with annual software sales exceeding goal. Attended two Winners
Circle events and received Support Consultant of the Year award.
Closed several new-name accounts including: Travelers, John Hancock, CIGNA,
AETNA, and Sikorsky Aircraft.
Managed implementation of Business Intelligence / data warehouse projects
for customers in the Insurance, Retail, and Manufacturing sectors in areas
such as: Grocery Category Management, Managed Health Care, and Manpower /
Product Cost Tracking. Responsibilities included proposal writing, project
management, needs analysis, database design, education, and application
development.
1987 - 1990 Manager, Central Support Control Data BIS, Inc
Hired, organized and trained an effective team for worldwide, telephone-
based, software product support. Managed a group of four that successfully
diagnosed customer problems and coordinated resolution with product
engineering. Consistently overachieved quality and resolution goals.
Implemented Incident Tracking System which improved support turnaround by
50%.
1986 - 1987 Manager Customer Support Canaan Computer Corporation
Managed a team of four responsible for: hardware service, software support,
customer education, product documentation and system assurance.
1984 - 1986 Manager Information Center International Playtex, Inc.
. Built & managed a staff of seven responsible for supporting the business
analytics needs of three corporate divisions. Departmental
responsibilities included business requirements definition, data
transformation, report creation and Business Intelligence system design
and implementation using IBI Focus.
Technical Expertise
Oracle Business Intelligence Oracle BI Analytic Applications (HR,
(OBIEE) Finance, Procurement)
Hyperion System 9/11 BI Platform RDBMS (Oracle,DB2,Sybase, MS SQL, Sybase
IQ)
Essbase, Web Analysis, Financial Microsoft Office, Windows, UNIX
Reports
Hyperion Interactive Reporting DW Best Practice & Star Schema DB Design
(Brio Query)
Education
Fairfield University, Fairfield, CT - Bachelor Science, Mathematics
Oracle Business Intelligence Applications Implementation
Oracle OBIEE Query, Report and Dashboard Creation
Targeted Account Selling, Demo-to-Win Training, Solution Selling
Hyperion Essbase and Hyperion BI tools (Web Analysis, Interactive Reporting
(Brio), SQR)
Contact this candidate