Sales Project Management

Robert C. Baskett

**** *. ****** **

Gilbert, AZ 85233

480-***-**** Cell

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

Experienced IT Manager, Channels Technical Sales, SE/SE Manager/Consultant, Presales Technical Specialist. Senior consultant within the Informix Data Warehousing group and MicroStrategy. Demonstrated success in technical presales roles leading multiple 7-figure deals from prospect stage to close. Comfortable with guiding discussions with all levels within in an organization utilizing the Solution Selling methodology.

Extensive experience in corporate IT roles at all levels from Management, Systems Administration, DBA, developer, and Systems Architecture.

Summary of Qualifications

Demonstrated technical sales (Channels and Direct) methodology and the ability to quickly grasp customer requirements and articulate solutions incorporating industry leading technologies, methodologies, and service offerings.

Demonstrated ability to manage complex n-tiered Data Warehouse application and Web Application initiatives with aggressive schedules with budgets in excess of $6 million utilizing different technologies and resources in different geographical locations following detailed plans created in Microsoft Project 2000.

Proven ability to cultivate productive relationships with key decision makers and manage projects to achieve corporate goals while utilizing remote technologies, team building, mentoring, and management skills.

Willing to travel.

Technical Qualifications

Languages/Databases: J2EE, BPEL, XML, SOA, ESB, SQL, Informix, ODBC, Access, Oracle 7-9i, HTML, Java, PL/SQL, C, VB, Javascript, Unix Shell, JSP, PHP4

Applications/Tools: SeeBeyond/Sun Java CAPS, Sun Portal Server, Sun Directory Server, EAI, NetBeans, Eclipse, MicroStrategy, Erwin, Vision, MS Project, Crystal Reports, Microstrategy, SQL Plus, TSO/ISPF, Initiate Systems MDM

Platforms/OS: Solaris 5-9, Windows, HP-UX, Red Hat Linux

Industries/Systems: Business Integration, IT Consulting, Manufacturing, Data Warehousing, Retail Grocery, Project Management, Business Intelligence

Professional Experience

Information Builders, Inc. 07/2016 – 05/2017

Channels Technical Manager, West

Partner acquisition and development as well development of onboarding and certification process for different types of partners. Provide presales assistance around discovery, demo, PoT, PoC and presentations.

IBM 08/2012 – 07/2016

Analytics Client Architect, Channel Enablement, Analytics Group

Responsible for ensuring partner readiness to sell and deliver solutions based on IBM Information Management products. Specializing in Big Data, Data Management and Data Governance.

Develop sales plans with partners to achieve sales attainment goals

Create partner training path for sales, SEs and consultants.

Work with Sales, Presales, consulting to attain ceritifications.

Drive training plan and execution associated with product launches.

Lone Star Systems, Inc. 01/2002 – 07/2012

President and Owner

Specializing in Systems Integration, SOA/BI, Informix, Relational Databases, Data warehousing, Project Management, J2EE and Applications design, development and integration. Management of development staff for clients. Assignments ranged from upgrading a cash management system to include credit card processing, design and execution of program changes to existing applications, providing technical guidance for Data Warehousing projects, project management and development of web applications, and installation and configuration of Oracle 9iAS infrastructure and BIS. Unix, Informix, RDBMS, Java, ATG Dynamo, Architect, High Availability, Integration.

Clerk of Superior Court, Maricopa Count, AZ 01/2009 – 03/2011

Technical Lead

Lead all aspects of development team in delivering a Cashiering systems developed using .Net 3.5, SQL Server, and Informix. Tasks included performance tuning database procedures, development of C# programs, load testing setup and execution, project management, design reviews from pre-production to post-production.

Also responsible for all aspects of supporting a Unix application written in Informix 4GL on Solaris including database and systems administration. This included monitoring systems and applications using Nagios, database tuning and archival, shell scripting and systems administration activities.

Uhaul 12/2006 – 06/2007

Applications Architect

Responsible for all aspects of a key application, from design to deployment, utilizing Java, Solaris (5.6 & 8), and Informix (9.2 and 9.4) technologies. Developed and implemented an HA environment for all tiers. Implemented an upgrade for the Informix database, configured and the application with a JVM upgrade from Solaris 5.6 to Solaris 8. Mentored staff in the areas of Java development, Informix, and Solaris. Sun, Solaris, Java, SOA, BPEL, BPM, ESB, ETL, JSP, HTML.

SeeBeyond/Sun Microsystems (Full Time Employee) 01/2006 – 12/2006

Sr Technical Specialist – Presales, SOA/BI Software Group

Responsible for opportunity qualification, product demonstrations, technical presentations, on-site product installation, training, and support. Regional travel required to work with customers and prospects in the area as well as managing virtual teams and meetings via WebEx/telephony. Product Specialist for the Java CAPS eTL module. Sun, Solaris, Java, SOA, BPEL, BPM, ESB, ETL, JSP, HTML.

Initiate Systems 07/2008 – 12/2008

Escalations Engineer – Tier 2

Provide accurate and timely resolution to customer’s issues escalated from Tier 1 group. Supporting Master Patient Index (MDM) product line utilizing Java, RDBMS (Oracle/SQL Server), web services and web servers.

Respond to contact from customers, partners and professional service engineers

Resolve complex product support issues. Triage technical issues, performing defined diagnostic functions. Build test environments for highly complex issues.

Maintain status of issues in a call-tracking system and perform appropriate follow-up on escalated issues.

Contribute to Knowledge Base in conjunction with the execution of issue resolution duties.

MicroStrategy 05/2005 – 06/2005

Senior Consultant

Delivers billable consulting services. Efforts may be directed toward various MicroStrategy and / or supporting products and services

Ensures a solid understanding of business objectives associated with projects and/or programs to which he or she is assigned

Defines a project approach to ensure customer and MicroStrategy account success. Provides critical and constructive guidance to customers, steering them towards a long term vision for success

Creates technical and / or functional designs to support the customer requirement and business objective Scope may include standalone applications or more complex interdependent systems

Leads and / or participates in implementation activities

Provides technical oversight for large project teams, including customers and partners

May assume selected engagement management responsibilities, with supervision

Provides support to the Services management team, helping to scope and estimate the engagement

Fourthstage Technologies, Inc. 05/2001 – 12/2001

Director, Enterprise Software Group 09/2001 – 12/2001

Responsible for developing practice from ground up including business planning, market analysis, working with marketing to develop go-to- market strategies, vendor relations and internal training. Additionally responsible for leading a cross-functional team in response to Request for Proposals. Responsibilities and Accomplishments: Employee Training for Sales, Pre- and Post-Sales; Develop Marketing plans and material, new Product Introduction; Vendor Relationship Management and Project Management.

Senior Systems Engineer 05/2001 – 09/2001

Responsible for pre-sales activities, developing best practices, technical account management, as well as developing and refining business practices. Product set included: Sun, HP, EMC, StorageTek, Hitachi Data Systems, NetApps, Oracle, Veritas, Tarantella, and Microsoft products. Develop enterprise-computing architectures to meet client needs, responsible for presenting solutions to all levels of client organizations, and project management.

Informix Software, Inc. 11/1998 – 03/2001

Systems Engineering District Manager, Western Region 02/2000 – 03/2001

Provide leadership, career development and training for 10 employees. Attend executive level customer meetings with sales team in a technical management role. Aid sales teams in developing sales and account management strategies. Guide the sales teams in developing and reviewing enterprise architecture designs as part of applying the Solution Selling methodology. Participate as a technical resource for development of proof-of-concept and custom demonstrations.

Responsibilities and Accomplishments:

Financial, Media, E-Commerce, Manufacturing, and Distribution verticals

Interface with technical representatives from the customer team and provide technical answers

Identify opportunities for additional revenue in accounts

Recruit, interview, and hire Pre Sales Engineers

Perform regular one-on-one meetings with all Pre-Sales Engineers

Interface with internal organizations (marketing, product development, training, etc) to aid in delivering product and materials to sales force and customers

Assist in creating proof of concepts and customer demonstrations

Partner recruiting

“Player-Coach”, participate as a technical resource, subject matter expert where needed

Principle Systems Engineer, Western Region 10/1999 – 02/2000

Regional responsibility for aiding other Systems Engineers in sales efforts. Pre- and post-sale duties. Closed multi-million dollar product deals with corresponding services revenue. Presented solutions to all levels of organizations from “C” level to technical personnel.

Responsibilities and Accomplishments:

Awarded Systems Engineer of the year for the western region and Achieved Club

Assisted in $12MM of sales in the Rocky Mountain District

Trade Show Management, Inventory Control, Financing, E-Commerce, and Fleet Management verticals

Interface with technical representatives from the customer/prospect's team and provide answers to technical questions

Analyze prospect's needs and perform targeted product demonstrations

Develop or customize prototypes according to prospect requirements

Prepare and consolidate responses to Requests for Information/Requests for Proposals (RFIs/RFPs)

Identify opportunities for additional revenue in accounts

Perform Project Assessment

Research competing products

Gain working knowledge of Informix product offerings

Senior Systems Engineer, Rocky Mountain & SoCal Districts 11/1998 – 10/1999

Duties included developing enterprise architectures to solve customer/prospect business requirements employing the Solution Selling methodology both in pre and post sales activities. Self taught i.Sell, Java, ASP web development, User Group liaison.

Responsibilities and Accomplishments:

Promoted to Principle SE in under a year

Fleet Management, Content Management and Distribution, and Manufacturing verticals

Architected and presented multi million dollar solutions to customer

Interface with technical representatives from the customer/prospect's team and provide answers to technical questions

Analyze prospect's needs and perform targeted product demonstrations

Develop and/or customize prototypes according to prospect requirements

Prepare and consolidate responses to Requests for Information/Requests for Proposals (RFIs/RFPs)

Identify opportunities for additional revenue in accounts

Perform Project Assessment

Gain working knowledge of Informix product offerings

Motorola, Inc. 05/1997 – 11/1998

Software Development Manager – eBusiness, SPS Sector IT

Software Development Manager, Systems Architect and technology lead for the development and deployment of an Internet site for the Semiconductor Products Sector within Motorola. Responsibilities include project management and coordination, budgeting, interviewing and selection of systems integrators; manage the software development staff, requirements gathering and documentation, and development. Consulted on the development and refinement of vendors data model. Responsible for working with third party vendors for data as well as transforming that data into a usable format. Engineered and implemented business processes to consolidate data from multiple sources into a central repository for use on the web. Member of the Sector Strategy team developing technology roadmaps.

Lead a team to discover and implement cost saving strategies across all departments within sector IT.

Informix Software 01/1997 – 05/1997

Senior Data Warehousing Consultant, Western Region

Senior data warehousing consultant in the southwest region. Responsible for project management, knowledge transfer, setting technical direction, and designing and implementing client data warehousing and business process re-engineering projects at the client site. Project lead for the first Informix Information Super Store project in the southwest region. Assisted the sales engineering staff in technical RPF and RPI preparation. Projects included the mortgage, lending, banking, and grocery industries. Position required 100 percent travel. Responsibilities and Accomplishments: Retail Grocery, Banking, and Manufacturing verticals; Implemented an Informix FastStart Data Warehouse for a Retail Grocery chain; Data Modeling and Warehouse Design (Physical and Logical); Data Extraction, Transformation, and Loading

Systems Research & Development 09/1996 – 12/1996

VP Software Engineering – Data Warehousing, Systems Research & Development

09/1996 – 12/1996

Designed and implemented a multi-tier data warehouse utilizing Informix products. Project lead for hardware benchmarking and contractor management. Other duties included Database administration, UNIX systems administration, and technology lead for large RDBMS and Unix Systems development. Responsibilities and Accomplishments: Hospitality, Rental Car, and Travel Marketing verticals; Data Modeling and Warehouse Design (Physical and Logical); Design and implement Data Extraction, Transformation, and Loading procedures; Performed hardware benchmarks

Motorola, Inc. 03/1992 – 09/1996

Senior Software Engineer, CPSTG 10/1995 – 09/1996

Duties included database administration, Unix systems administration, lead systems architect. Participated in the design and development of a web-based intranet decision support tool. Designed and implemented data entry systems and reporting tools in support of the business process re-engineering effort. Designed and implemented a web based decision support tool utilized by manufacturing and planning. Data Modeling and Warehouse Design (Physical and Logical).

Software Engineer, LATG 03/1992 – 10/1995

Lead architect/designer for the migration of mainframe applications to Unix/RDBMS and development of new data entry applications utilizing Informix 4GL and the Fourgen CASE Tool set. Designed and implemented a data dictionary to maintain multiple online database instances in a production environment. Member of a SEI Level III team. Data Modeling and Warehouse Design (Physical and Logical), Designed and implemented a ETL tool for maintaining the Data Warehouse, DBA, Unix Solaris installation and administration, Created and Maintained Mainframe JCL/COBOL jobs to extract data

Education

Arizona State University Tempe, AZ Bachelor of Science, Computer Science Engineering 1991

UCSD, Big Data Specialization 2017

Certificates & Training

IBM Big Data Sales Mastery IBM

IBM Guardium Sales IBM

IBM Big Data Solution Sales Professional IBM

Informix 4GL, ISQL Performance Tuning,

MetaCube, Data Warehousing, Visionary INFORMIX SOFTWARE

Informix Certified Professional DBA INFORMIX SOFTWARE

Solution Selling Methodology

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