Sales Engineer

Michael Storzbach

PO Box *** • Pepperell MA, ****3 • **********@*****.*** • 978-***-****

Sales Engineer

A Results-oriented Technical Sales Engineer who exudes passion and conviction with over 10 years

experience in client based computing technologies at a Big 3 Corporation.

I am Recognized again, and again by peers and managers as the “go-to” guy. I am exceptionally Skilled

at cultivating loyal and lasting client relationships. My knowledge and passion for technology consistently

captures sales, and surpasses revenue goals in today’s challenging, fast-paced business environment.

I am a proven innovative problem solver, with exceptional communications skills. Having these skills

affords me the ability to ask the proper probing questions that open up the dialog and encourage

information sharing. With my patience and technical knowledge I am able to explain industry technologies

using as many approaches as necessary to customize the experience for the customer.

.

Areas of Expertise:

• Client Based Computing Consulting • Strategic Planning

• Green Initiative Director • End-User Training & Support

• Client Data Security • Training Development

• Solution Selling • Public Speaking

• Technical Presentation Development • Technical Writing

PROFESSIONAL EXPERIENCE

Field Technical Consultant - Hewlett Packard - Nashua NH - 4/2008 – 5/2009

• Developed and Deployed technical presentations for C Level Executives with in Fortune

500 Companies as well as SLED accounts.

• Went on customer sales calls with the assigned account manager to deliver the why HP

message.

• Presented to customers on HP technology to help deliver the key differentiators on HP

versus competitors.

• Spoke with customers in meetings/seminars/conference calls to have a true

understanding of what technology needs they truly had. Thus giving me the proper

information to talk to them about what technology HP would deliver to fulfill those needs.

• Was considered a key contributor in all sales cycles but more importantly was leveraged

heavily in closing the sales

• Generated over 200 Million dollars in sales for first fiscal half year 2009

• Completed fiscal year 2008 as #2 (127.6% for first half and 129.8% for the 2nd half)

overall for revenue generation in the eastern region out of 62 reps

• Worked RFPs with the Account Managers to deliver wining solutions.

• Worked with customers in a “hands on” environment while demo products were in place.

The type of assistance offered was anything from component install to driver issues to

image stability issues.

• Worked with Third Party vendors and Strategic Partners to help deliver a solution for the

customer.

• Became the resident expert for my customers on green initiatives

• Worked with customers on their current data security initiative to determine if it was up to

par for the industry standards and initiatives moving forward.

• Offered site surveys to customers to help define their technology plans.

• Was key contributor to winning 8 out of 12 categories on the New York Aggregate Buy

totaling over 100 Million for Fiscal Year 2009

• Was a key contributor in St Michaels College School of 2012 seminar

• Became a key player with multiple resellers in upstate NY for 1 to 1 mini note initiative.

• Was pulled in as a guest speaker at over 40 education seminars to talk to technology in

education.

Inside Solutions Architect - Hewlett Packard - Littleton MA - 8/2003 – 4/2008

• Developed and deployed technical presentations for territory and education accounts

• Became the first Inside Solution Architect to be assigned a direct fortune 100

account. I was also then followed up by being the first representative to be assigned a

region to support (Central).

• Helped define the role of the Inside Solutions Architect position as it is today.

• Worked with field Presales Technical Consultants, Inside Sales Representatives, and

Field Account Managers to answer questions on Commercial Personal Systems Groups

Products such as: PC's, Handhelds, Tablet Pc's, Laptops, ProLiant Servers, Non

Enterprise Storage, Professional Workstations, and Thin Clients

• Helped the Central region over achieve by driving over 80% of the territory sales

generating over $190,000,000 of net new business.

• Worked multiple RFPs/ RFQs/RFIs as the key technical resource determining the HP

solution to win the business.

• Was listed on the monthly HP Technical Consultant Newsletter in 10 of 12 months for

2007/2008. I also received the Road Warrior recognition (an award given to 6 people

division wide for each month this was the only time by an Inside Solution Architect had

and still has won this award)

• Developed and deployed a training program on Tablet PC's, Handheld Technology

WLAN/WWAN/Bluetooth for the existing Technical and Sales Representatives.

• Was directly engaged by Sales and Technical Representatives to assist their

customers by configuring and recommending solutions to best suit their needs.

• Worked with Inside Sales and Field Presales Technical Consultants to provide the

appropriate documentation and information to close or upgrade their sales.

• Acted as First Level Escalation for the System Engineers on the products listed

above.

• Specialized in Handheld Technology/Tablet Computing/Wireless technologies acting

as an escalation point for presales.

Pre Sales System Engineer I/II

Product Specialist/Trainer - Compaq/HP - Littleton MA - 3/1999 - 8/2002

• Worked in a high volume call center fielding presales questions on ProLiant Servers,

Professional Workstations, Thin Clients and Enterprise Storage Technologies (Fibre

SAN/NAS/EBS/SCSI Based Solutions) from various users and representatives.

• Developed and deployed a training program on desktop, laptop, handheld,

WLAN/WAN/blue-tooth for the existing representatives and new hire agents

• Engaged Customers into the HP sales process.

• Became an expert at configuring and determining the right solution for the customer’s

needs.

• Worked with Inside Sales Representatives, Field Account Managers and Field

Engineers to provide the appropriate documentation and information to close or upgrade

a sale.

• Was placed in charge of monitoring team members for technical worthiness on calls

they would receive.

• Act as First Level Escalation for the System Engineers on the products that we

support.

• Worked on the Ask A Specialist (Email Escalation for pre/post sales issues) team.

• In charge of new product training for a Pre-sales Technical Support Group

(Desktops, Laptops, and Handheld computers)

• Trained new hire technical reps for Presales Technical Consulting role

• Assisted with escalated questions from Reps within the Presales Technical Support

Group for Desktops, Laptops, and Handheld computers

Group Leader - Teradyne - Nashua NH - 10/1996 - 3/1999

• I was responsible for daily production of three assembly cells, and one Final Quality

Control Station.

• I interacted daily with manufacturing, planning, and marketing to effectively deploy

through the production cells.

• I conducted customer tours through the production area to help in explaining the

process and quality being built at every step station.

• Conduct daily goals meetings with the production cell teams to communicate

progress towards the quarterly production goals, FQC FPY, and Blue Print revisions

• I attended daily meetings with plant manager planning and Marketing to help

determine the work flow and expected daily production level needed to be

successful.

• Supervised a team that never received a single return in 5 years due to assembly

related issue.

• All Production cells under my guidance ran at less than 1% defective due to

assembly rate.

• Operated under the TQM philosophy

PROFESSIONAL DEVELOPMENT & REFERENCES

Professional Development:

~ Attended Multiple PC Industry Trainings /Conferences

~ Attended Altiris Managed Fusion

~ Completed Administration of Altiris Client Management Suite course

~ Completed HPCA training

~ Attended HP/Compaq ASE Enterprise Storage Training

References: To be supplied upon request

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