Business Development, Architect. Consultant, Leader

Martin Bowman Atlanta, GA, ac0cyh@r.postjobfree.com • 404-***-****

High-energy and seasoned technical leader, solutions architect, strategist and consultant with over 20+ years of experience spanning a broad range of IT and cloud technologies, software, solutions and services. A unique combination of technical knowhow, sales savvy, business development focus with strong consulting, analytical and system design skills. Well versed in creating and driving a variety of teams to successful business outcomes and goals.

Functional Skills / Experience

Tech Leadership & Management

Sales / Business Development

Strategy & Planning

Big 5 IT Strategic Consulting /

Booz Allen Hamilton

Professional & Managed Services

Roadmaps, Feasibility Analyses, TCO/ROI…

Business Process Review & Improvement

Solution Development & Pricing

Pre-Sales & Systems Engineering

Complex Bids / Response Orchestration

IT Transformation & Software Integration, ITIL, ITSM

Program & Financial Management

Salesforce

IT Architectures & Systems

Cross Functional Team Building & Recruiting

Technology Knowledge & Span

Cloud / Data Center

IaaS / PaaS/ CaaS - Hybrid Cloud - Amazon Web Services Essentials (EC2, S3, ELB, VPC, - Azure - Virtualization/VMware - Unified Fabric & Compute – Disaster Recovery / High Availability – APM- VDI – SAN / Storage - CDN – FcoE, Cisco Nexus & UCS

Security

NextGen Layer 7 Firewalls – Application and User Profiling – Malware Protection – URL Filtering – Identity and Access Management – Remote Access / VPN – End Point Security – Anti-Virus – UTM – Cisco Firepower, AMP & ASA, Palo Alto

Enterprise Networking

Routing & Switching – Software Defined Networking (SDN) – NFV - Wireless LANs

– IoT Connectivity – WAN Optimization & Transports – Load Balancing – Core, Distribution & Access – Management & Monitoring

Unified Communications & Collaboration

Premise and Hosted IP Telephony – Unified Messaging & Presence – Conferencing / Telepresence – Contact Centers – UCaaS – SIP - Cisco and Microsoft suite of products

Summary of Accomplishments Over Career

Business Development

Millions and millions of dollars in revenue and profits spearheading many large solution efforts, RFPs, pursuits, technical accounts, contracts and deals, and in turn securing many new enterprise level customers

Leadership

Successful development and creation and leadership of a variety of technical and consulting teams supporting my respective companies and its strategic efforts and goals

Solution Development

Design and implementations of numerous and a variety of large scale IT solutions enabling all kinds of productivity enhancements for customers

Consulting

Creation of numerous IT cost savings and productivity increases to clients through analysis, strategy creation and consulting engagements

Education & Training

Masters of Science, Electrical & Computer Engineering, Virginia Polytechnic Institute and State University,

Bachelor of Science, Electrical & Computer Engineering, West Virginia University and Institute of Technology

Tech training across Cisco (near product line), Amazon Web Services (AWS), (Riverbed, F5, Dimension Data Cloud, Juniper…

Professional Experience

Dimension Data, Atlanta, GA - $6B Global IT Systems Integrator and global cloud provider 03 to 16

Managing Solution Architect/Senior Solution Architect

A mix of leadership and strategic and senior contributor positions covering the following:

Versed in creating solution architectures across networking, security, data center, cloud, unified communications and many other technologies and services

Worked extensively with sales counterparts and partners to identify best targets for solutions

Integral and critical member of the sales team providing a broad range of pursuit and qualification guidance to more junior account managers

Regular positioned and presented solutions across Dimension Data’s and Cisco’s entire product line

Actively led business development efforts after initial prospect calls and introductions

Managed individual and group sales pipelines through Salesforce

Responsible for the technical hand-off of packaged solution to the project management office and implementations team

Conducted technical oversight and account coordination during solution roll-outs

Developed and honed some presales processes to ensure the correct sales engineering resource prioritization and assignment on the most promising resources

Commissioned and carried and met quotas for products and services

Developed over 100 hundred large statement of works governing all aspects of projects from requirements to architecture to scheduling to implementation procedures to acceptance criteria

Responsible for specifying all aspects of solutions including hardware and software and professional and managed services

Used and developed a number of pricing tools to more accurately calculate and plan a variety of projects

Orchestrated and led tens and tens of large scale RFP responses to completion securing many new enterprise customers

Built and led national and regional teams of solution architects selling, designing, specifying and deploying a broad range of IT and cloud solutions, and professional and managed services.

Focus on Dimension Data ‘s cloud and Cisco data center, networking, unified communication and security product lines and their specification and implementations.

Used a wide variety of metrics and training and other management techniques to grow the team’s technical, business development and account management skills.

Managed the presales process which included engagement qualification and presales and professional services pipeline reviews in Salesforce.com.

Adept at qualifying sales opportunities using technical and business discovery methods

Conducted billable and non-billable engagement to capture business and technical goals with prospects and customers to create strategies and plans for IT transformations

oCovered requirements analysis, roadmaps, migration plans, costs savings /ROI, trade-offs…

Net accomplishments include:

oThe generation of millions and millions in revenue from developed solutions and efforts

oProviding highly responsive sales support enabling joint business development success

oProcess improvements in a variety areas to create speed in closing deals technically

oLeadership of various sales engineer teams to achieve company goals

Booz Allen Hamilton, McLean, VA – Big 5 Strategic Business and Technology Consulting Firm 01 to 03

Senior Manager

Led a team of principal consultants performing long term strategic IT and technology consulting engagements and projects for variety of government and commercial clients. Focus on all kinds of IT assessments, trade-off studies, roadmaps, cost and feasibility analyses, strategy and RFP developments and evaluations for a broad variety of network, data center, voice, WAN and other technology initiatives.

3Com – Atlanta, GA - Former Leading Manufacturer of Networking and Voice Equipment 99 to 01

Director Unified Communications / Principal Architect

Developed and led a national team of solution architects developing and designing IP telephony and contact center solutions and complimentary 3Com switched and routed networks. Provided technical sales supports to account managers and partners across the U.S.

Alcatel/Newbridge Networks – Atlanta, GA - Former Leader in Carrier Grade Network Switches / Routers 98 to 99

Director of Systems Engineering

Directed the national enterprise systems engineering organization under VP of Engineering. Team focused on the design, sales and deployment of various ATM/ TDM / SONET & IP switch and carrier telecom equipment for LECs and CLECs.

Earlier Experience

Belgacom / SBC – Atlanta, GA - Former National Telecom Provider in Belgium, Owned at a time by SBC

Director Southeast

Built a sales team from scratch selling a broad range of telecom services to U.S. multi-national companies in Western Europe. Extensive European travel managing $10M in annual contract revenue while also generating $3M in new business. Services included MPLS, Frame Relay, VSAT, Long Distance, Leased Lines, etc.

Orange Network Services / France Telecom, Atlanta, GA, Global WAN Network Provider

Systems Engineering Manager

Kicked-off the first voice and IP telephony pre-sales and complex bids team for the start-up telecom provider Equant, now subsumed into France Telecom. Supported a broad range of Fortune 500 companies in the deployment of large scale, Cisco and Nortel based global X.25, frame relay, IP routed / MPLS and VOIP toll-bypass networks, and traditional Nortel-based voice VPNs and associated applications. Responsible for many large contract wins through RFP leadership and orchestration.

Booz Allen & Hamilton, Mclean, VA, Big 5 Strategic Technology Consulting Firm

Manager / Associate / Sr. Consultant

Led technology consulting engagements, contracts and associated direct report teams varying from 6 to 25 professionals. Focus in UNIX and Windows application integration and X.25/IP networking working with Intelligence Agencies. Responsible for a $40M systems integration proposal and contract win supporting the Defense Intelligence Agency (DIA). Contract focused on the development of integrated UNIX software apps and a worldwide IP network to support anti-drug intelligence efforts and analysis. Staffed team up to 25 professionals, designed $6M integration facility and rolled out initial integrated workstation systems and network in 8 months.

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