Sales Engineer

Thomas D. Kern

***** *** ***** ****** *********, North Carolina 28031

Mobile: 704-***-**** E-Mail: ***********@*****.***

Career Summary: Demonstrated capability to understand and convey complex technology solutions for the benefit or internal and external clients, all while focused on exceeding objectives. Passionate and dedicated leader with management and individual contributor experience.

Employment Experience

Verizon Connect – Senior Customer Success Manager – Strategic Accounts (July 2017 – Present)

Under minimal supervision, responsible for the ongoing satisfaction, partnership and growth of named Strategic Customers. Partner and advocate for named accounts to ensure the highest levels of on-going retention and satisfaction, as well as identifying opportunities for increased utilization and adoption. Developed and maintain strong relationships, with both internal partners and clients.

Currently managing diverse utility customer with 4 geographic locations and over $275K in MRR; recently renewed contract into 2021.

Telogis – Director of Solutions Engineering (June 2011 – July 2017)

Collaborate with Enterprise Sales and Regional Account Management to identify and create winning sales strategies and new product opportunities. Communicate Telogis value proposition to varying technical and non-technical clients, including executive ''C'' level management, VP, and Director level, and end-users.

Support and respond, in an effective and timely manner, on RFI / RFPs, Executive Briefings, support and setup tradeshow demos. Partner with Sales to develop requirements documents, presentations, proposals, ROI models and coordinate with a team of support specialists, consultants, or project managers to execute sales objectives or to ensure that all pre-sales customer requirements are documented and transitioned. Maintain expert knowledge of Telogis products to develop and present unique solutions, maintain knowledge of emerging trends in technology and online advertising. Work closely with Product Managers and Engineering by providing competitive feedback from information gathered during pre-sales projects.

Established, recruited, and managed team of 6 Solutions Engineers

Dedicated 18 months to scope and design of largest contract in company history.

Windstream Communications – Sales Engineer II (February 2010 – June 2011)

Integral member of Wireline Business Solutions sales team identifying and determining customer requirements and expectations related to all telecommunications needs. Provide post-sales support on projects as needed. Strong customer facing skills as this position is involved in customer presentations at all levels (CEO, CFO, and CIO). CCNA certified, May 2010. Knowledge, skills, and abilities presented to multiple user levels on such topics as

wireline voice and data networks, TCP/IP and IP routing, and LAN/WAN fundamentals.

Verizon Wireless/Alltel/Cingular – Data Solutions Engineer (July 2003 – February 2010)

2004 Performance: 385% of quota

Grew sales of wireless data, telemetry, and access by 15-25% per month.

Developed and negotiated 2 major win-back proposals resulting in $500K ARR

Lucent Technologies (multiple promotions over 14-year period) (June 1988 – July 2003)

Personally accountable for sales activities, initiatives, and support to Cingular Wireless in the Washington/Baltimore and Philadelphia region.

2000 Actual Revenue: 117% of Objective

Achiever’s Club – 2000, 2001

Education

Villanova University Villanova, Pennsylvania

Bachelor of Science in Electrical Engineering May 1988

Minor Degree in Mathematics, May 1988

University of Colorado Boulder, Colorado

Master of Science in Telecommunications, May 1996 – GPA 3.89/4.0

Thesis: “Intelligent Networks – A Necessity, not an Option”

Personal

Married with 3 children, active in community sports and public service initiatives

Licensed NCAA & North Carolina Football and Basketball Official

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