Sales Product Development

Brent R. Jensen

**** *********** **** ***, ******, TX 78730

512-***-**** (cell) 512-***-**** (home)

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

Summary

An accomplished, results-driven sales, engineering, and management professional with over 8 years of Technical Sales experience focused on Energy Storage, telecommunications, system, application, and Business management. Also over 10 years of Sales Engineering, Product Development, competitive analysis, and Product Development Support. Proven ability to understand customer business requirements and technical requirements and respond with combining purpose built solutions that meet their needs. Extensive experience in hardware and software solutions with demonstrated success at building relationships at every level within an organization. Strengths Include:

• Technology Sales and support

• Technology Education – ITSM, Analytics,

Cloud - Mode 1 – 2, Two speed IT

• Team Leadership

• Technical Integration/Optimization

• Solutions Architecture – ITSM, Cloud,

Analytics

• Product Development support

• Tech Sales Engineering

• Customer Relationship Management

Professional Experience

ViZn Energy Systems, Technical Sales Director 08/2016 – Present Helped lead the sales and evaluation of large energy storage projects for Microgrids, Utilities, Solar, Wind, and other applications for energy storage distribution. Worked with Marketing and Engineering to build the technical knowledge for ViZn storage solutions for competitive and customer presentations. My duties included building a pipeline of potential customer projects, help drive these to the next stages and conclusion. This included leading the coordination of partners with controls, inverters, and EPC (Engineering, Procurement, and Construction) skill for a successful overall energy storage project for the customer. Accomplishments:

Energy Storage sales to Microgrids and C&I customers

• Customer wins with Solar and Storage – I worked with EPC’s and other partners to help show the value of energy storage combined with solar and the utility. Using the existing customers power bills and rate structure, help determine the best amount of solar and storage to provide the most cost effective solution for that customer.

• World Wide Sales – Worked with Marketing, Sales, and Development for sales initiatives. Also reached out to all Coops and Utilities in Texas, and generated interest for Energy Storage which is a new technology consideration for utilities world wide.

• Large Storage RFP’s

Developed complex responses to RFP’s for large utilities looking for solar and storage solutions. These responses move slowly, and work on responses allowed ViZn to advance to the next stage for additional consideration in a smaller group.

IBM, Technical Sales Manager – ITSM 07/2010 – 08/2016 Team lead ITSM product enablement to provide development and sales support for IT service management solutions that help customers effectively monitor their Application, Cloud, Network, Telecom, and Data Center infrastructures. In addition to building customer facing materials, and training support, I provided competitive intelligence to help sellers position IBM ITSM solutions around the world. The Technical and sales support helped sellers meet tough sales quotas on various different ITSM product areas. I also participated and helped in Proof of Concept demonstrations with IBM solutions, to help show the competitive advantages. Accomplishments:

IBM 100% Club Member – Achieved 120% Quota for 2012

• Competitive Intelligence – I worked with the WW, product mgmt, and development teams to get key data on where IBM ITSM solutions needed to be designed to help sellers win competitive sales opportunities. I helped impact product roadmaps, and steer ITSM solutions in directions that made it easier for customers to find tough IT problems, and provide useful feature sets that other solutions on the market did not have.

• World Wide Sales Enablement – Worked with Marketing, Sales, and Development teams to develop training materials for sellers to understand how to position and sell IBM ITSM solutions. This training included detailed overviews of how competitors were selling against IBM, and tactics that could impact sales, potentially increasing the total value of the overall opportunity.

• Worldwide ITSM war room – Actively worked with the regional teams and sellers to determine the best solution mix and pricing to help close sales opportunities. This included providing wording to help customers understand the cost savings with IBM solutions with better scalability (lower hardware costs), and better product integration (faster time to problem resolution).

• Product Integration – Responsible for architecting and working with development in Rome Italy to provide key direction and design for integrating a security product, and monitoring solution. This provided a combined monitoring solution to save customers 100’s of thousands in labor costs, and was also adopted by other IBM tools, and by IBM Services teams.

• Telco Sales play – Lead and collaborated with IBM product management, along with customer lists from conferences, and sales leads from around the world, a takeout campaign of competing solutions in Telco’s. By showing customers the cost savings and features advantages, were able to displace many competitive solutions in a world wide effort, and increase IBM’s market share by roughly 10%. Team lead of Competitive Lab and solutions testing 04/2004 – 07/2010 Oversee the direction and development of a new set of labs for competitive analysis and test. This required building up lab space, acquiring equipment on tight budgets, and deploy systems and applications to help run and maintain the lab. Acquire competitive software, and deploy and test with detailed comparisons of IBM solutions. Provide detailed reports and demonstrations of how competitive solutions, install, deploy, and find problems, and how that would compare to a similar IBM solution. Accomplishments:

• Product Quality – IBM in 2004 was struggling with new acquisitions (Tivoli), and product quality issues. By testing with competitive solutions, I was able to help show why IBM solutions had quality problems, and why they are hard to install, deploy, and navigate (and show compelling evidence on why sales were declining).

• Product Development – Work with Sr. SW architect & developers, lead monthly scrums, helped to size development effort, set, prioritized and tracked features and functions to help increase sales. Participated in Monthly progress status and product release meetings for various IBM solutions in the ITSM space.

• Product Test – Developed such a comprehensive set of processes and feature comparisons, that new IBM product releases could not be signed off until tested in the competitive lab. This included ease of use to install and deploy the solution, along with being able to resolve problems quickly and easily

(and compare this to other available solutions on the market).

• POC Deployments and sales support - I was responsible for deploying and integrating IBM solutions to help sales with POC’s and sales support. As the lab developed and evolved, more time was devoted to help sales win and close business opportunities. OmegaBand – Director of Infiniband server development. 02/2000 – 10/2003 Worked with lead architect to develop a high speed interconnect server to tie 8-10 additional servers together on a very high speed Infiniband fabric. This involved the development of a complex chip, support hardware and software to help combine network traffic from attached servers to convert a cluster of small individual servers, into a more powerful compute unit. Accomplishments:

High Speed Chip Development and Release – Work with chip designers, and test, to develop and release the main server component to NEC for fabrication. The chip returned and was successfully integrated with the system board.

Software Development – Worked with lead programmer to determine software develop and test schedule to combine with hardware schedule. Software functions were verified with hardware for a successful product release that was then used to demonstrate to customer and Venture capitalists. Venture Capital Funding – Worked with CEO and CFO, to show key progress and demonstrations to achieve additional funding round to expand sales and marketing efforts. OmegaBand budget – Worked with CEO and CFO on overall business objectives and budgets. Interviewed new employees, and helped manage customer meetings and demonstrations. EDUCATION

Montana State University, Bozeman, MT – Electrical Engineering

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