Gary Guglielmo

**** **** ****** ****

Palmetto, Florida 34221

941-***-****

Cell 813-***-****

abns1l@r.postjobfree.com

SOFTWARE ENGINEERING

TECHNICAL SALES MANAGEMENT

Resourceful innovative professional with over 20 years Operations, Software Pre-Sales

Engineering and Technical Pre-Sales Management experience primarily within large enterprise

accounts with a focus on solution selling. Expertise in initiating projects and programs that

boost productivity and sales while demonstrating the value of technical products to solve

business problems. A Turnaround Champion with proven skills in management, analysis,

presentation, training/teaching, building and improvement of operations through policies that

promote a team-based work atmosphere, creative thinking, and a positive result on the

corporate bottom line.

SELECTED RESPONSIBILITIES AND ACCOMPLISHMENTS

• Managed all aspects of a company departmental region of up to 26 software pre-sales

engineers including development of a business plan, recruitment, hiring and training of

staff, budgeting, scheduling work and activities, establishing policies and procedures,

evaluating performance and motivation of employees.

• Successfully turned around an underperforming shadow of a pre-sales team.

Reviewed corporate goals, identified needed skill sets while restructuring and hiring

needed qualified personnel. Initiated an intensive training/mentoring program that

yielded a well respected world class pre-sales team responsible for assisting in sales

cycles over $50M the first year.

• Built a team of software specialists to support the company’s initiative to grow a 3rd

party channel organization as a way of increasing product revenue. Put a team in

place of business development managers and technical consultants to assist 35 new

partners to generate over $95M in new revenue the 1st year.

• Boosted sales revenue to the company through development of a new virtual

hardware/software infrastructure based on VMware technology that made available an

effective display environment that was instrumental in demonstrating a products value.

• Turned around a large transportation company client dissatisfied with the value they

were receiving from CA network management software they had purchased. Analyzed

their use and put a plan in place to demonstrate the value they could receive in

reduced costs, and better reliability. The company signed a $1.2M renewal contract

after realizing these benefits.

• Generated new revenue through creation of a comprehensive training program on

consultative sales techniques. Developed curricula, handouts and delivered lecture,

small group and one-on-one instruction on this new direction.

• Accelerated the return-on-investment of new products acquired by CA as a result of

mergers and acquisitions. Executed plans to reinvent existing engineers to support

these new products as required.

Gary Guglielmo… Page 2

• Turned around a large food retailer that was unhappy with the value they were

receiving from a number of mainframe products. Thoroughly analyzed the applications

in use and presented new features of current versions that would solve their specific

situations. Succeeded in acquiring a 3 year maintenance renewal agreement totaling

$1.7M.

• Took on the needs of a large energy company which required a software change and

configuration tool to control the development of large projects. Partnered with sales

reps to coordinate informational presentations to many levels of the organization with

an emphasis on value gained. Closed a $1.2M deal for this project with an expected

ROI of 1 year.

• Managed the development of formal education classes for clientele who have

purchased our products. Delivered a high energy teaching style with ability to explain

complex technical concepts in an entertaining but understandable format.

• Served to troubleshoot a school district experiencing serious performance degradation

of nightly batch jobs. Analyzed the database and recommended changes that reduced

batch run times from 8 hours to 30 minutes significantly improving productivity.

EXPERIENCE

Director Technical Pre-Sales

Principal Consultant

Pre-Sales Systems Engineer

Technical Manager

Senior Consultant

Project Administrator

Supervisor of Application Programming

COBOL Programmer

COBOL Programmer

EDUCATION/PROFESSIONAL TRAINING

Additional coursework in Dale Carnegie High impact presentations, Leadership, Sales Management,

Time Management, Target Account Selling, Conflict resolution, Sexual Harassment, Diversity, Team

Building and business ethics. Currently working toward PMP certification.

ABLE TO TRAVEL

Contact this candidate