Sales Engineer

GARY RACHES

*** ******** *** • ATLANTA, GA *****

404-***-**** • ac18ly@r.postjobfree.com

SUMMARY

An accomplished, result-driven engineer with a track record of success in technical sales. Extensive experience working with networking and telecommunications solutions in the enterprise and service provider industries. Strong ability to interface with engineering, 3rd party software, and sales management teams to ensure product solutions to meet customer requirements. Exceptional communication skills with proven success building relationships among key decision makers and technical contacts. Manage lab interoperability testing with critical troubleshooting skills. My goal is to find a challenging position that will leverage my 10+ years of experience as Solution engineer and my management skills from my Director role at CafeX, in a fast-paced, results-driven organization.

Highlight of Expertise:

WebRTC, SIP, Citrix, Red Hat Linux, Thin Clients, Open SER, Web 2.0, Cisco, PIX, Asterisk, Microsoft Exchange, WireShark, SOA, Service Creation, IBM WAS, BEA WebLogic, J2EE Applications, Java MySQL, Tomcat, Cloud computing

PROFESSIONAL EXPERIENCE

2011 - Present CafeX Communication /Thrupoint Atlanta, GA

Director of Solution Engineering and Implementation Team US

As the director of solution engineering and implementation team I was a responsible for building out the US team while maintaining ongoing implementations through the process. Worked with the sales engineering team to validate the technical aspect through the sales process from solution design, software installation and integration into the customer environment. My daily job involved managing internal resource and organizing all technical recourses required for a successful implementation, while balancing against my own customer accounts.

Built out the solutions and implementation team from from the ground up to handle the increasing number of deals coming in.

Implemented process and tools to help keep open communication between the US and UK teams, including multiple team meetings, improved mechanizes to create a solid knowledge base to share with the team.

Setup new processes to increase the communication across each of the departments, from pre sales, project management and knowledge transfer from development to the solution and implementation teams.

Managed the solution design and implementation for multiple fortune 500 companies focusing on highest level of customer satisfaction.

2008 - 2012 Midtown IT Atlanta, GA

Principal Systems Engineer / Owner

Established a sophisticated, start-up provider of customized information technology solutions for small businesses throughout the metro-Atlanta region. Manage every aspect of the company including establishing new relationships, marketing, organizing all technical recourses and aspects of the design and implementation of solutions. Implement and maintain corporate network and sever infrastructure, working with the latest technology, resulting in improved client productivity. Worked with multiple clients to implement Eco Smart IT (green) solutions, setup VOIP solution, Thin clients and integrating cloud computing and Software As A Service to support virtualized offices. Security responsibilities included management of a Cisco ASA, GFI server based spam blocking utility and Postini hosted services, as well as Symantec Endpoint protection.

Within six months of operation, reached level at which company is profitable based on recurring revenue.

Aggressively networked target markets to, within nine months of operation, establish and maintain relationships with over thirty client businesses.

Reduced customers energy cost by implementing thin clients and hosted services, saving over $20,000 annually.

2006 - 2008 Iperia North Billerica, MA

Lead Sales Engineer

Managed technical sales projects in the field. Identified required resources, while coordinating development, support, and 3rd party technologies resulting in successful interoperability certification in our customers’ and partners’ lab environments. Repeated success in demonstrating Iperia’s product and technology solutions aligning our message to the business needs of the customer. Lead the technical needs assessment, solution design, and implementation requirements necessary for the deployment of our solutions after the sale while responding to customer inquiries regarding deployment configurations of our next generation products into their networks. Worked within a team-selling environment and was the lead sales engineer on the company’s key sales initiatives deploying our technologies successfully for: Cox Communication, Siemens, Motorola, Century Telecom. Successfully integrated our technologies with: IBM, BEA, Cisco, Avaya Nortel, and BroadSoft. This position required discipline in the areas of self management, organization, and prioritization as a project lead and individual contributor. Instrumental in the launch of the company's new product lines achieving success in the field with limited support.

Increased efficiencies in lab testing processes to decrease time required to perform, making the process much faster than the competition. Exhibited by reducing lab testing time from 1 week to less than two days.

Achieved product certifications against new partner technologies rapidly and efficiently securing major partnerships with Siemens, IBM, and BEA.

Top performing sales engineer for 2007,2008, and was entrusted by the CEO to relocate and open new Atlanta office.

Was recognized by the CEO for my contributions and was rewarded through two promotions during my tenure with the company.

Systems Engineering

Supporting post sales technical activities for Iperia’s – ActivEdge, an enhanced unified communications software platform, and IperiaVX, a telecommunication service creation platform. Diagnosed customer implementation issues, documented solutions and ‘work arounds’, and worked with customers and developers to resolve, test, and deploy systems and software upgrades to the satisfaction of the customer. Contributed to the creation and review of technical support documentation.

Applied knowledge and experience to improve customer satisfaction to its highest level on record.

Coordinated with marketing on company’s trade shows, managing all technical aspects including multiple booths without any issues, resulting in Iperia’s most successful marketing events.

2005 - 2006 GeoInsight Inc. Manchester, NH

Network Administrator Manager

Responsible for the configuration, implementation, and maintenance of corporate network and sever infrastructure, improving productivity. Migrated from Small Business 2003 server to standard 2003 server. Setup a software update server and group policies to make sure the latest security patches and critical updates were installed. Managed all aspects of a project to implement a Citrix server allowing the remote office to enter their information directly into the accounting system. Security responsibilities included management of equipment, including Cisco PIX firewall with 40 VPN users, Postini-hosted spam filtering service, as well as Symantec Antivirus.

Moved SQL server for the finance system onto its own server increasing systems’ response times and performance: improving efficiency in this system by 100%.

Setup local software update server and group security policies to reduce bandwidth requirements resulting in significant cost reductions within the IT organization.

Implemented a Citrix server removing latencies and reducing the processing times for the accounts receivable department.

Successfully managed a multi-location project to implement a new company-wide infrastructure, upgrading the WAN and Cisco PIX, adding interoffice VPN tunnels, resulting in increased communication, and improved collaboration significantly reducing customer response times within the company.

2003 - 2005 TeraRecon Inc. Concord, MA

Network Administrator Manager / Sales Engineering

Responsible for the preparation of product demonstrations for sales activities and worked with sales to respond to customer inquiries. Staged the network and systems for sales and marketing in support of remote sales calls and trade shows. Implementation and maintenance of corporate network and sever infrastructure resulting in improved productivity. Stabilized the existing MS Windows NT environment, and migrated to a Windows 2003 domain including the migration from Exchange 5.5 to Exchange 2003 adding BlackBerry Enterprise Server. Security responsibilities included management of a Cisco PIX firewall GFI server based spam blocking utility, as well as Symantec Antivirus System Center and Central Quarantine Server and AntiVirus for Exchange.

Implemented a terminal server, dramatically increasing the productivity of our remote accounting staff, eliminating time outs and increasing response time saving over $3,000 in capital expense, as well as ongoing reduced labor expense.

Set up remote users to work virtually, saving $100,000 annually by reducing need for local administrative staff to support the remote users.

Recommended converting our local area network from public IP addresses to a private range. This improved network security, increased our IP range, and generated new revenue for the company by leasing the public IP addresses to other companies.

2001 - 2003 Independent Network Consultant Nashua, NH

Principal Computer Solution Provider / Sales Engineer

Started a consulting business from the ground up. Established new relationships with key decision makers and technical contacts with small to medium size businesses (SMBs) around the New England area. Responsible for the configuration, implementation, and maintenance of customers’ network and sever infrastructure, and making recommendations of projects to improve productivity. Analyzed the network for potential weaknesses, designed a remediation plan, selected implementation methodologies, and implemented solutions for the customer. Setup and supported multiple accounting systems including MAS 90/2000, Business Works, and SAP.

Successfully closed 7 new accounts within a two month period generating $7k recurring revenues a month.

Designed and implemented customer infrastructure experiencing 100% system uptime.

Developed a reputation for the highest level of commitment to customer satisfaction and exceeding expectations.

EDUCATION

Daniel Webster College, Computer Science Nashua, NH

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