Sales Engineer

Location:

Erie, CO

Posted:

October 14, 2012

Contact this candidate

Resume:

Jobs Wanted/Resumes (Experienced)

Desired Position:

Sales Engineer

Job Code:

GC-2-23084

Reply to Email:

Website:

************************@*****.***

www.linkedin.com/in/fredericklamontnorman

Preferred Location:

Colorado

Posted on:

2012-06-01

Qualifications:

FREDERICK L. NORMAN

886 Pope Drive ▪ Erie, CO 80516 ▪ 720-***-**** ▪ ************************@*****.***

Sales Engineer

SUMMARY

Applies software and sales engineering talents to collaborate cross-functionally and engage in partner negotiations providing ROI and financial analysis to drive product enhancements that improve market positioning.

Leverages GIS technology expertise garnered during tenures with software development enterprises to create and execute roadmap strategies that achieve revenue growth for diverse global product offerings.

Employs product management best practice methodologies, as well as technical expertise, to deliver end-to-end innovation and solutions that exceed expectations.

CORE COMPETENCIES

Technical Sales Presentations

Technical and Business Q&A

Competitive Analysis

Complex Technical Communication

Location Intelligence

Sales Process Strategy

Sales Demos

Voice of the Customer

ROI workload prioritization

SALES ENGINEER & PRODUCT MANAGEMENT EXPERIENCE

GLOBAL PRODUCT MANAGER, Pitney Bowes Software 2005 Present

Promoted in 2008 following dual position success as a product manager and analyst; creating and executing global product strategies for diverse software and data product offerings across the Americas, Asia, and EMEA to achieve sizable revenue growth.

Built product demos for use in product presentations using map visualization tools.

As a Product Analyst leveraged sales engineering talents to provide customer and sales support for geocoding products working with diverse data sources to quickly generate competitive analysis, comparisons, and evaluations, champion application innovation within vertical sales channels, and to coach/lead sales teams on product sales strategies.

Developed product vision and drove the strategy for multiple underperforming products against established competition providing cross functional leadership and negotiations resulting in improved product quality, enhanced targeted pricing and messaging, and increased value perception.

Created multiple product and partnership strategy leveraging sales tools and marketing acumen to launch new U.S. earthquake, flood, and terror risk data products, and re-launch, re-create, and re-position geocoding products across the Americas resulting in 48% 2010 and 35% 2011 U.S. Risk Data revenue growth, and a forecasted 25-40% geocoding revenue growth for 2013.

SR. GIS ANALYST/CONSULTANT, Bureau of Land Management 2004 2005

National Information Resource Management Center

Provided ESRI GIS product consulting for all Bureau of Land Management clients nationwide.

Provided GIS related technical support across a highly matrixed organization for all ESRI products resolving performance issues, facilitating communication between national and state offices, and providing GIS design recommendations.

CONSULTANT, Idea Integration 2000 2004

Leveraged software engineering and GIS skills to provide consulting expertise and solutions to clients representing diverse industry verticals.

Delivered multiple and wide-ranging solutions, enhancements, and fixes under tight deadlines.

FREDERICK L. NORMAN PAGE 2

SALES ENGINEER & SOFTWARE ENGINEERING EXPERIENCE

SOFTWARE/SALES ENGINEER, Datria Systems Incorporated 1997 2000

Co-founded this enterprise that purchased and utilized Lockheed Martin technologies to provide data collection solutions using GIS and speech recognition capabilities.

Provided sales and technical support, as well as staff and customer training, while also co-designing and developing software product offering technology solutions for clients with minimal programming resources.

Successfully prototyped major account demonstrations to win sales under tight deadlines.

ADDITIONAL SOFTWARE ENGINEERING & PROFESSIONAL EXPERIENCE

Cultivated GIS engineering experience during the following tenures:

SCIENTIFIC PROGRAMMER, Lockheed Martin Missiles and Space

LOCALIZATION ENGINEER, International Language Engineering Corporation

COMPUTER SCIENTIST RESEARCH ASSISTANT, University of Colorado at Boulder

GIS TECHNICIAN, Smartscan Incorporated

TECHNOLOGY PROFICIENCIES

PROGRAMMING

Visual Studio .NET, C#, Silverlight, Visual Basic, Java Script, VBA, HTML, PERL, C/C++, ADO, Active X, SQL Server, Oracle, ArcObjects, Map Objects, ASP, Object Oriented Design, Visio

MICROSOFT OFFICE

Excel, Word, PowerPoint, Project, Access

GIS/ESRI

Bing Maps, Spectrum, Centrus products, WMS, MapInfo Products, Google Maps, Arc/Info, ArcGIS, ArcSDE, ArcIMS, Avenue

PROFESSIONAL DEVELOPMENT

EDUCATION

MASTERS IN ARTS IN GEOGRAPHY, University of Colorado at Boulder

Focus: GIS, Remote Sensing, and Expert Systems

BACHELOR OF ARTS IN ENGLISH, University of Colorado at Boulder

Minor: Computer Science

CERTIFICATIONS

PRODUCT MANAGEMENT CERTIFICATION, Pragmatic Marketing Certification

ArcGIS, ESRI

PATENT

U.S. PATENT #6728708

Relational and spatial database management system and method for applications having speech controlled data input displayable in a form and a map containing spatial and non-spatial data.