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Sales Management

Dadeville, Alabama, United States
September 20, 2018

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Bryan Winston

**** * ********* *****

Tuskegee, AL 36083


Professional Summary

Twenty year professional in enterprise content management, enterprise search and discovery, business process reengineering and enterprise architecture frameworks. I have strong experience in functional architecture, requirements analysis, business process reengineering and technical sales. My key skills include the capability to work with a client to bridge the gap between technology and business, developing and implementing system requirements, architecting Content Management and Enterprise Search applications; acting as a pre-sales technical resource in software sales and managing other pre-sales resources.

Professional Experience

Solution Architect, National Geographic Partners (November 2016 – Present)

Defined requirements for content management, enterprise search, API integration, contest management and web and email marketing software architecture, successful designed and delivered several mission critical key client facing systems

Key Achievements:

• Defined requirements for content management system

• Analyze and research content management and enterprise search technologies

• Defined requirements and delivered enterprise and web search

• Defined requirements and delivered contest management system

• Defined requirements broadcast to web systems

Solution Architect, Direct Group Holdings (CONTRACTOR) August 2016 – November 2016

Delivered assistance in defining requirements for content management architecture, successful designed and delivered client systems

Key Achievements:

• Defined requirements for content management system

• Analyze and research content management and enterprise search technologies

Director of Client Services, Early Morning Software Aug 2015 – Aug 2016

Responsible for management of client services (implementation), support and client education divisions as well as the management of KPI of each organization to maintain profitability. Responsible for client communications, staffing and maintaining product roadmap based on feedback from client enhancement requests and sales process feedback.

Key Achievements:

• Modernized delivery methodology to suit software as a service deliveries (4D Methodology)

• Developed architecture blue prints to provide direction to internal and client implementation teams

• Collaborated with client and partner technology teams to insure on time and on budget delivery of SaaS

• Acted as Scrum Master interfacing between developers and clients to drive successful implementations

• Performed in leadership role in user community

Senior Architect, Exalead May 2011 – February 2015

Discovery and Content Management, joined Exalead to assist customers and prospects with visioning and architectural planning for Search Based Applications as well as to support R&D in better designing SBA's to meet customer needs.

Key Achievements:

• Developed go to market strategies for Exalead Search Based Applications.

• Worked as a liaison between sales and R&D to help define product roadmap.

• Performed solution planning for several retail, manufacturing and life science companies including Abercrombie & Fitch, Johnson & Johnson, CEDROM-SNi, Honda, CSC, Ford, H&M, Price Waterhouse Coopers and Pratt and Whitney.

• Awarded Employee of the Year by Honda as a contractor

Lead Architect, Sony Entertainment December 2010 – May 2011

Having designed and deployed the previous version of the enterprise content management strategy, hired to examine that architecture with an eye towards new business needs to digitize, safeguard and publish content to business partners and end consumers.

Key Achievements:

• Performed asset inventory of over eighty years of film and television assets.

• Delivered baseline of the Enterprise Architecture Framework to CIO’s office.

• Authored project plan with three development cycles to update business process management and content management services.

• Produced Requirements documentation and Request for Proposal for vendor solicitations.

Senior Enterprise Architect, Abacus Technology Corporation August 2010 – December 2010

Abacus Technology needed a senior level resource with strong knowledge of the Federal Enterprise Architecture Framework and an understanding of data management and content production environments. Responsible for recording the Energy Information Administration’s (EIA) current data collection and content production processes and systems and making recommendations for how to modernize the agency.

Key Achievements:

• Led discovery sessions with all directorates of the EIA to record business processes.

• Documented EIA enterprise architecture for baseline efforts.

• Delivered needs assessment for current EIA Technical Infrastructure.

• Authored recommendations to bring EIA Technical Infrastructure in line with the Federal Enterprise Architecture Model.

Senior Business Architect, Unisys Federal Information Systems April 2008 - July 2010

With an interest in creating new business process reengineering and content management practices Unisys needed senior resources with deep understanding in both areas. Hired to lead efforts at the Federal Aviation Administration to modernize business practices and incorporate strong content management components into a more structured accounting practice.

Key Achievements:

• Led business process effort to validate and develop recommended RUP artifacts for the FAA.

• Served as lead for requirements working group for FAA PDL.

• Developed an acquisition strategy and lead FAA from requirements through acquisition.

• Supported several Unisys Federal Systems RFP’s that won new business engagements in content management.

• System Architect for PDL, a content management system built on the Documentum 6.x platform.

• Added 22 Unisys employees to the existing FAA contract in a 17 month period

Chief Information Architect, PTFS, Inc., July 2006 – March 2008

As a subcontractor to Harris Communications PTFS needed the services of a senior content management resource well versed in the Rational Unified Process. My main responsibilities were to provide architectural expertise in the enterprise content management, enterprise search and customer relationship management subsystems of the FDSys deployment.

Key Achievements:

• Acted as chief architect for Content Management and Enterprise Discovery subsystem deployments supporting twenty thousand concurrent requests and one billion objects by phase.

• Led trade studies for Content Management and Enterprise Search and Discovery subsystems through the acquisition of said components.

• Lead architect for Content Processing and Search IPTs delivering software use cases, UML descriptions, class diagrams and presenting said information through critical design review.

• Lead architect for FDsys Enterprise Information Model based on FEA standards.

• Subcontract manager and technical lead for over $8,000,000 in deliverables.

Dir. of Sales/Product Mgmt., Worldwide, Leading Edge Design and Systems, Feb 2005 – June 2006

Hired as a Director of Product Management, quickly discovered LEDS had a poorly defined sales process and a weak pipeline of opportunities. Promoted to Director of Sales with responsibility for building a sales team, hiring sales engineers and developing an inside sales strategy.

Key Achievements:

• Implemented The Complex Sale Methodology.

• Managed three sales executives, two sales engineers and three inside sales personnel.

• Developed the product roadmap of the Media Asset Storage (MAS) offering as well as authoring supporting sales and marketing materials.

• Developed restructuring of product pricing.

• Planned and executed five North American tradeshows.

• Acted as Sales Executive on key wins at JRTC, NCTC, SAIC, Raytheon, and Voxant.

• Grew product revenue 1,122% and total revenue by 64%

Technical Skills & Certifications

Former J2EE Certified Architect, Documentum Certified Architect, Documentum Certified Administrator, Oracle 10g, Former MCSE, Former MCSD, Former MCDBA, Opentext Artesia For DAM Developer, Convera RetrievalWare Architect, Autonomy Content Server, SOACP Certified SOA Architect (January 2017)

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