Sales Engineer

Andrew Newman

Email: *********@********.***

Address: **** ********* ******

City: Herndon

State: VA

Zip: 20171

Country: USA

Phone: 703-***-****

Skill Level: Management

Salary Range: $120,000

Willing to Relocate

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Andrew Newman

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

Summary:

- Dynamic Account Executive with over fifteen years experience across multiple technology domains

- Proven excellence by leveraging strong client relationships using a consultative selling approach

- Comfortable articulating solutions to C level executives down to project/program level sponsors

- Strong ability to identify and qualify opportunities within existing customer base and external markets

- Consistent record of meeting and/or exceeding revenue quotas

- Systems engineering, consulting, software pre-sales and account management progressive experience

- Technical experience with multiple network protocols and devices, database schemas and scripting, web portal technologies, business process workflow, and portfolio/program/project management

Experience:

IBM

Software Group Industry Solutions - Federal

April 2011 Present

Senior Account Executive

Responsible for a portfolio of IBM solutions selling to named Civilian agencies. The solutions cover a broad spectrum including: Strategic Supply Chain Management, Operational Decision Management, Business Optimization and Analytical Decision Support, B2B Integration, Managed File Transfer and Commerce Procurement and Fulfillment.

Major Accounts:

NASA

USPS

VA

NARA

NSF

Achieved 112% quota H1 2012

Active Risk (formerly Strategic Thought Group)

September 2006 April 2011

Account Manager

Strategic Thought is a software and services company that provides a web based enterprise risk management solution (Active Risk Manager) that facilitates the communication of risk to the right people at the right time. ARM supports the integrated management of business, financial, operational, and project risk that provides a proven and effective return.

Major Accounts:

NASA

Sandia National Laboratories

Department of Homeland Security

FAA

General Atomics

BAE Systems

Consistently won software and services business in major accounts

Successfully served as post sales Engagement Manager (services sales and delivery)

Chairman of the Strategic Product Committee

Held both pre and post sales responsibilities

Aperture Technologies, Inc. (Acquired by Emerson)

March 2005 March 2006

Consulting Engineer

Aperture Technologies, Inc. develops an enterprise software solution which reduces operational risk and improves efficiency through the visual management of data centers by improving planning, design, provisioning, troubleshooting and reporting.

Key Accounts

Citigroup

Key Bank

Bank of America

BAE Systems

Unisys

College Board

Key Responsibilities:

Performed software demonstrations to prospective customers and new clients

Technical resource for client meetings and presentations

Assisted in the response to RFX

Assisted Account Executive with various aspects of sales cycle as needed

- Held requirements gathering sessions with clients

- Scoped customer requirements to assist in the system deployment

- On-site software system installation, implementation and configuration

Performed data cleansing, migration, and input

Documented implementation progress, system configurations, lessons learned

Conducted training services for various levels of usage from train-the-trainer to basic user

Attended all relevant project meetings

Scoped and documented any system integration needs

Ai Metrix, Inc. (Acquired by Kratos Networks)

July 2000 February 2005

Sales Engineer / Systems Engineer

Ai Metrix, Inc. develops comprehensive and technologically advanced Network Management software solutions for enterprises, government agencies and service providers.

Key Accounts

Defense Information Systems Agency (DISA)

USCENTCOM, USPACOM, USEUCOM, USSTRATCOM, USSOCOM, USJFSOC

Navy SPAWAR

Missile Defense Agency (MDA)

Department of Homeland Security (DHS)

Department of Justice (DoJ)

Lucent

BroadWing

Comcast

Cincinnati Bell

Sales Engineer

Performed software demonstrations to prospective customers and new clients

Technical resource for client meetings and presentations

Developed and performed customized demonstrations based on deep dive scenario analysis

Responsible for RFI responses

Supported market relevant conferences and trade shows

Assisted multiple Account Executives throughout sales cycle

Systems Engineer -Technical Lead

System design, development, implementation, integration

Project Management

Installation, configuration, training

Computer Sciences Corporation (Through Acquisition I-Net, Inc., WANG Government Services, Inc., Getronics US, DynCorp Information Systems, CSC)

September 1996 - May 2000

Systems Developer

Key Accounts:

DISA INMS (Integrated Network Management System)

The DISA DNMSS-G INMS contract provided engineering, development, integration, implementation, management and operation of the Defense Information Infrastructure (DII) and other specified DISN transmission systems and their designated network management systems.

DISA JNMS (Joint Network Management System)

The JNMS is a CINC (Commander in Chief) and Joint Forces communications planning and management system. It provides communication planners with the capabilities to conduct high level planning (war planning), detailed planning and engineering, monitoring, control and reconfiguration, spectrum planning and management and security of systems and networks supporting joint operations.

Key Responsibilities:

Integral lead in the development, enhancement, maintenance, management, and integration on Defense Information Systems Agency: Integrated Network Management System (DISA INMS) projects

Created design naming standards and layout specifications for DISA projects

Worked directly with costumer to determine system requirements

Lead in the creation and development of systems object model and class hierarchy schema

Lead Graphics Designer for graph creation, design and layouts for all previous and current DISA INMS projects

Provided technical support and assistance to the customer as well as on-site personnel

Trained co-workers on the design and maintenance of graphics, data loading, and database updates

Created and performed presentations for clients on the status of project timelines, work flow, conflicts and issues, and overall project flow

Assisted in providing internal and external documentation, including project deliverables

Education:

IBM Global Sales School 2011

The George Washington University

School of Business

Risk Management Certification 2007

VA Tech (Virginia Polytechnic Institute and State University), Blacksburg VA

Secondary Education, Physical Education 1993-1996

Security Clearance:

DoD Secret: 2002 2007

DoD Secret: 1996 - 2000

CIA Secret (Internship): 1993-1994

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