Sales Engineer
Resume:
Victor A. Lowell
Raleigh, NC 27614-8413
919-***-**** Mobile 919-***-**** Home
abm81s@r.postjobfree.com
OBJECTIVE
Grow market share and reputation by driving new sales and revenues and
analyzing customer market feedback. Implement and train new customers.
Refine product strategy for greater market consumption and brand
recognition.
Skills and experience for: Product Manager, Product Launch Champion, Pre-
Sales, Solutions Consulting, Channel Manager, Business Development,
Training, Business Analytics.
ACCOMPLISHMENTS (References available for all)
Conducted over two hundred (200) Technical Demonstrations and Architecture
Workshops, driving growth of PeopleSoft's flagship Western Region sales
over 10X within 5 year period.
Achieved thirty (30) sales and implementations of Symantec Brightmail
Enterprise Message Gateway Security Software to Fortune 500, VAR, and
Federal customers.
Led team which implemented Message Security for Comcast ISP Messaging
systems.
Architect of Technical response on over one hundred (100) RFPs for ERP
(PeopleSoft) and UNIX Database servers (Sequent/IBM) running Oracle
Enterprise applications.
Delivered new agreement with major US mobile carrier for multinational
Professional Services project worth over $500,000; plus multiyear exclusive
development rights for software on new mobile hardware platform.
Architected solution, and led global PS team to Finalist status on multi-
phase competitive bid for Mission-critical Pharmaceutical Manufacturing
process BPM (Business Process Management) prototype. Defeated nine (9)
aggressive, qualified competitors.
Led interdepartmental team to deliver 600 page in-depth proposal to an EMEA-
based Mobile Content Hosting opportunity. Achieved Finalist status against
multinational competition.
EDUCATION
BS Engineering Magna Cum Laude, Brown U. (including some Graduate
courses).
Professional study: Solaris, Windows, Oracle, SQL Server (all admin);
C++.
CCNA curriculum at Global Knowledge (2004): routers, switches, network
protocols.
Six Sigma Green Belt, Villanova University (2009).
EXPERIENCE
Industry: Fortune 500, Public Sector (incl. Federal Govt.), Higher
Education, Life Sciences (Pharma and Health Care), Technology,
Manufacturing, Retail, Finance, other sectors.
Product Lines: Ultimus (BPM), PeopleSoft (ERP/HR), Symantec (Brightmail),
Oracle, Sun Solaris, MS SQL Server, IBM (Sequent), BEA, Teleca/Obigo, Good
(Motorola).
Technology: IIS, SharePoint, Exchange, SQL Server, Windows Server 2003,
XML, SOA, Solaris, Oracle; Cisco routers, switches (Layer 2 & 3); SMTP,
Gateway AS, AV, Firewalls.
EMPLOYMENT SYNOPSIS
Independent Consulting:
Self-Employed Consultant Raleigh, NC April 2009 - Current
Enterprise Architecture
. Third-party Independent Advisor to corporate Software Acquisition
projects.
. Consultant on RFIs and RFPs - Process, Team Makeup and Roles, and
Strategic Goals.
. Vendor Liaison for SMBs researching Architecture and Platform
requirements.
. Assess viabilities and impacts of SaaS vs in-house vs remote-hosted
models.
University Study - Six Sigma:
Villanova University Villanova, PA Feb 2009 - May 2009
Six Sigma Green Belt Certificate
. Online study of Six Sigma theory, methodologies and best practices
taught thru case studies by industry experts including GE Master Black
Belts.
. Included elements of Lean Manufacturing techniques.
. Multiple tracks taught - in IT, Health Care, Finance - focused work on
IT track.
. Achieved near-perfect record on all examinations.
Enterprise Software - Business Process Management (BPM) and Workflow:
Ultimus Software HQ - Cary, NC 2007 - Dec 2008
Software Solutions Consultant, North America
. Developed 30+ partner and direct customer opportunities thru onsite
and Web presentations.
. Defeated nine (9) aggressive, qualified competitors on $1M
opportunity:
Architected solution, built prototypes, and led global team to
Finalist status on multi-phase competitive bid for Mission-critical
Pharmaceutical Manufacturing BPM project.
. Trained and implemented multiple new and existing US reseller
partners.
. Developed customer-specific POCs (Proof of Concept), and industry-
targeted demonstrations.
. Tested and developed best practices for major new software release.
. Mentored two new Solutions Consultants to 100% effective level.
Mobile (Cellular) Software and Web Content Hosting:
Teleca Mobile HQ - Lund, Sweden (based Raleigh, NC) 2006 - 2007
Director, Carrier Relations, North America - Strategic Business Development
. Grew Strategic relationships with NA Carriers.
. Raised profile of offerings within NA Carrier market.
. Coordinated mobile browser and FOTA software projects
across US, Korea, Sweden teams.
. Won large new services project (>$500K) at Sprint despite
loss of key contacts, competitive threats, and severe
financial constraints.
Motricity HQ - (was) Durham, NC 2005
Global Lead PreSales Engineer - Mobile Web Content Hosting
. Directly supported VP of Business Development for all opportunities in
the Americas.
. Led response to multi$M opportunity at O2 in UK - intensive 2 month
cross-departmental project to deliver 600 page in-depth proposal to an
EMEA-based Mobile Content Hosting opportunity. Achieved Finalist
status against multinational competition.
. Developed company-wide resources for RFP responses and White Papers.
. Vetted Sales Engineer candidates for Latin America and EMEA.
Good Technology HQ - Santa Clara, CA (based Durham, NC; bought by
Motorola) 2004 - 2005
Channel Sales Manager - Mobile Email
. Solicitation of reseller business thru partnerships with US mobile
carriers (esp. Sprint).
. Demonstrations of product remotely via webinars.
Data Center (ISP and Enterprise) Security, Architecture, Capacity Planning:
Symantec Inc. HQ - SF, CA (based Raleigh, NC; was Brightmail)
2001 - 2004
Systems Engineer - Enterprise Email Gateway Security
. 200% of quota in 2003 in Southeast.
. Significant contributor to 2003-04 revenue growth which
enabled purchase by Symantec.
. Architected and installed over thirty (30) ISP,
Federal and Fortune 500 accounts.
. Planned and implemented Comcast - 100% new ISP - as
subcontractor to Accenture.
. Heavy "hands-on" work on Solaris and Windows to
install, configure, troubleshoot.
ERP, Financials and HR Enterprise Systems and Workflow Technologies:
PeopleSoft HQ - Pleasanton, CA. (later bought by Oracle)
1994 - 2000
Technical Product Consultant
. Systems architecture, platforms and performance - emphasis on Sun
Solaris, Oracle.
. Demonstrated RAD (application development) tools, Cognos OLAP
reporting, systems integration, Workflow, and Web eCommerce
applications.
. Teamed with 30+ sales managers on over 200 prospects.
. Region led US 2 years. Sales Club 3 years.
. Focus on Health Care industry (1 year). Focus on Internet eCommerce
startups (1 year).
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