Sales Management

Location:

Mt Airy, MD

Posted:

December 05, 2012

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Resume:

Rory Houck

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

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

City: Mount Airy

State: MD

Zip: 21771

Country: USA

Phone: 571-***-****

Skill Level: Experienced

Salary Range: $150,000

Primary Skills/Experience:

See Resume

Educational Background:

See Resume

Job History / Details:

Rory Alden Houck

505 Acorn Court

Mount Airy, MD 21771

571-***-****

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

Summary of Qualifications:

. More than 15 years of experience in all phases of the technology business cycle.

. 6 years Corporate Controller background giving extensive understanding of financial concepts.

. Extensive experience and knowledge of Enterprise Software Solutions.

o PeopleSoft - 3 years

o SAP - 8 years

o Deltek - 3 years

o Active Risk - 3 years

. In depth knowledge of:

o Enterprise Resource Planning

o Supply Chain Management

o Enterprise Performance Management

o Governance, Risk and Compliance

o Integrated Program Management

o Customer Relationship Management

. Diverse background across multiple industry verticals with specific knowledge within Public Sector, Aerospace and Defense, and Professional Services markets.

. Persuasive presenter with the ability to engage technical and non-technical audiences and describe fiscal impact of recommendations.

. High sense of diligence and ability to effectively multi-task several complex assignments with tight deadlines.

Career Experience:

Deltek Inc., Solution Advocate (2010- 2012)

As Solution Advocate, responsible for supporting Marquee Account ( Top 11 Accounts) and Integrated Program Management Sales teams. Worked closely with Product Management, and Marketing to drive demand, increase customer awareness, and evangelize Deltek`s Enterprise Business Suite. Chosen as #1 IPM representative for C- level discussions and marketing events. Focus on GovCon, Aerospace and Defense, and Federal Government Industry verticals.

Areas of responsibilities:

. Pre Sales - Provided product demonstrations, assisted in RFP preparation, and promoted product capabilities via conferences, webinars and various other forums.

. Partner Relationships- Responsible for identifying partner relationships. Provided subject matter expertise, acted as strategic advisor for up-coming customer opportunities, and educated partner community regarding the value of Enterprise-wide solution set.

. Change Agent - As part of the Marquee team, developed new sales/demo best practices for Deltek`s Top 11 strategic accounts. Successfully incorporated strategic selling, and use of CDP as a means to uncover additional service and license opportunities. Provided guidance during demo cycles, and provided sessions for the advancement of team members.

. Customer Liaison- Customer subject matter expert. Provided extended monitoring to remediate issues/problems, provided best practice methodology and translated customer requirements for the development of product fixes or enhancements.

. Development Liaison - Gathered product requirements, developed marketing collateral, developed demo presentations and environments, acted as strategic advisor for product roadmap, and moderated customer forum sessions.

SAP America, GRC Center of Excellence; GRC Customer Advisory Office

Solution Advocate (2006- 2009)

As Solution Advocate, worked closely with Field Sales, Solution Management, Development, and Regional Implementation teams, to drive revenue, increase product demand, and promote Governance, Risk and Compliance, Enterprise Performance Management, and Office of the CFO product capabilities. Provided thought leadership for future product releases, and worked closely with customer base to ensure customer satisfaction, product success, and to obtain marketable customer references. Supported all industry verticals and have specific knowledge of Public Sector Industries.

Areas of responsibility:

. Pre Sales - Provided product demonstrations, assisted in RFP preparation, and promoted product capabilities via conferences, webinars and other various forums.

. Account Management - Worked with the Account Executives and Vice Presidents to develop go-to- market, sales plans and programs to drive a 3X pipeline. Developed and deployed demand generation programs and targeted sales strategies to effectively position against prominent enterprise and best- of -breed solution providers. Educated Account Executive`s, extended sales team, and partner community regarding the value of the solution set, and its enterprise relevance.

. Partner Relationships- Responsible for identifying and developing partner relationships. Developed product campaigns, and go-to-market strategies. Provided subject matter expertise during product implementations.

. Product Support- Responsible for identifying product expansion opportunities and enrolling customers into ramp up program. Acted as customer liaison to various SAP organizations to ensure successful implementation. Provided thought leadership and assisted on- site consulting teams on as needed basis. Responsible for meeting product milestones to ensure that product met revenue KPI`s/ corporate expectations.

. Mentoring- Provided guidance during demo cycles, established training curriculum, and provided advice for the advancement of team members.

. Competitive Analysis- Worked with competitive intelligence team and delivered competitive messaging to sales and extended team members.

SAP America, Public Services - Solution Engineer (2002- 2006)

As a Solution Engineer, responsible for supporting the sales account teams and outside partners during all aspects of a sales cycle.

Areas of responsibility:

. Supported SAP Public Services opportunities (Federal, State and Local, A&D).

. Solution lead for JFMIP/FSIO Certification of SAP Federal Financial Application.

. Responded to RFP/RFI`s, as well as other solicitation offerings.

. Built strong partner relationships, composed site surveys, and participated in strategy sessions.

. Demonstrated SAP product suite to large diverse audiences.

. Communicated the business requirements to project/implementation teams to ensure smooth transition from sales to implementation stages.

PeopleSoft Incorporated- Product Consultant (1999-2002)

As a Product Consultant, responsible for effectively promoting, presenting and demonstrating PeopleSoft Financial, Customer Relationship, and Performance Management applications to Public Sector ( Federal, State and Local) customers.

Areas of responsibility:

Articulated financial solution benefits and differentiators based on PeopleSoft solution and delivered custom demonstrations to various audiences.

Product Consulting Lead for JFMIP Certification of PeopleSoft Public Sector financials.

Worked with Account Executives and extended team members where necessary to support particular sales cycles.

Provided hand off information, presentations and demonstration systems to Professional Services teams for use during implementations.

Answered various solicitation offerings.

REL-TEK Incorporated - Implementation Site Lead (1997-1999)

As site lead, was responsible for supporting Federal Agency Headquarters project team during the implementation of its financial ERP COTS system.

Areas of responsibility:

. Supervised staff of 8 consultants

. Administered the implementation of Funds Management, General Ledger, Budget Planning, Project Costing and Federal Reporting modules.

. Provided guidance and assistance during blueprinting phase of COTS system.

. Evaluated, debugged and trouble shot system performance.

. Gathered user requirements and acted as liaison between government user community and development staff.

. Cross-walked legacy system functionality to proposed financial system.

. Gathered, tested and administered Headquarter system reporting requirements.

. Provided on-going support throughout various project implementation phases.

Education and Certification

B.S., Accounting, Shepherd University

CPA State of Maryland

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