Sales Engineer
Resume:
M IKEL M. DRAGHICI, C I S SP, E nCE
Gaithersburg, Maryland 20878
C: 301-***-**** E-mail: *****@********.***
Experienced and accomplished security sales engineering professional with 13+ years experience,
which includes working for three different start up companies and technologies, selling into Fortune 500
companies and the Government sector. Motivated individual with a demonstrated revenue growth
record and an ability to solve complex business issues, drive revenue and develop sales strategies in a
variety of market verticals to suit enterprise needs. Knowledgeable in a wide range of technologies with
the ability to quickly learn, demonstrate, and articulate value proposition to peers, professionals and C-
Level executives.
• Entrepreneurial attitude with an ability to grasp new ideas, technologies and sales techniques.
• Energetic, dependable, and self-motivated with a high degree of collaborative work ethic.
KEY ACCOMPLISHMENTS
• 2012 President’s Club: $6M quota - achieved $12M.
• 2010 Achieved EnCase Certified Forensic Examiner’s (EnCE) certification in record time.
• 2008 Sales Engineer On Target Earnings: $4.5M quota.
• 2007 Sales Engineer Achievement Award: $4M quota - achieved $6.1M.
• 2006 Sales Engineer Achievement Award: $2.5M quota - achieved $6.5M.
• 2002 Account Executive Q4 Achievement Award: $500k quota - achieved $800k.
• 2001 Sales Engineer Achievement Award.
• Oversaw $1 million Deployment/Training services for multiple financial and federal clients.
• Assisted in achieving FIPS, Common Criteria, and Army IA approved product list status.
PROFESSIONAL EXPERIENCE
Sr. Mobile Sales Engineer – Mid-Atlantic Region
Good Technology, Sunnyvale, CA. 2012 - 2014
Leader in the MDM, MAM, MSM, IAM and BYOD space that provides wireless mobile technology to
secure and centrally manage enterprise information and applications on mobile devices by leveraging
over-the-air and containerized data encryption.
• Worked with Account Executives to upsell over $16 million in endpoint and application security.
• Created a variety of Proof-of-Concept and pre-deployment pre-sales documentation.
• 100% success rate for closed revenue for Proof-of-Concept.
Federal Sr. Sales Engineer
Credant Technologies, Inc., Addison, TX. 2011-2012
A start-up company that protected data at the endpoint, VDI, Cloud data and Mobile Devices
Management by leveraging encryption and authentication technologies.
• Developed strong relationships with channel partners and resellers by delivering customized
product training and seminars.
• Managed and coordinated Proof-of-Concepts, evaluations and pilots according to customer
security defined requirements resulting in $500k closed revenue.
Solutions Consultant
Guidance Software, Inc., Pasadena, CA. 2010
A leader in Digital Forensics, Cyber Security and E-Discovery solutions for servers and endpoints.
(A 10% reduction in workforce occurred – last in, first out)
• Partnered with three Sr. Account Executives to execute strategies in the commercial space.
• Managed Proof-of-Concepts and pilot evaluations.
• Developed & assessed technical needs, issues and requirements.
Mikel M. Draghici, continued
Manager, Sales Engineers & Professional Services
Mobile Armor, Inc., St. Louis, MO. 2008-2009
A start-up SAAS company focused on securing mobile endpoint devices via the Cloud.
(Shift in sales strategy to channel sales only, eliminated sales roles)
• Recruited to manage an underperforming pre-sales engineering and professional services group
covering North America/APAC and EMEA.
• Appointed and supervised ProfServ manager and PM for large overseas deployments.
• Developed and implemented pre-sales and Proof-of-Concept strategies for SAAS solution.
Manager, Federal Sales Engineers
Manager, Professional Services & Trainer, Sales Engineer
2001-2008
Assistant PDA Product Manager
Check Point Software, CA
(Employed through the acquisition of the startup, Pointsec Mobile Tech. Q1/07)
Provided enterprise class data at rest security solutions for desktops, servers and endpoints.
• Closed over $18 million in revenue in the Federal Civilian Territory.
o Closed multi-million dollar DoE, DoL, HHS and FDIC enterprise deals.
o Developed sales strategies for regulatory compliance, including OMB mandates and
HIPAA, driving multi-million dollar federal deals.
• Responsible for all aspects of the technical sale, presentations, demonstrations, and trade
shows appearances.
• Streamlined the pre-sales process to shorten the sales cycle from 9 months to 6 months.
• Developed RFQ / RFI, pilot, and test documentation.
• Provided SOW, Project Plan, deliverables, and documentation prior to and at project turnover.
• Successfully developed Q&A for the Smartphone encryption solution.
• Closed $800k sale with financial client as an interim Account Executive.
Desktop Deployment Manager,
Sales Engineer 2000
M2Networx, Inc., San Francisco, CA.
A start-up Telecom service provider that delivered real-time collaboration (T.120), video conferencing
(H.323 & G.711), and streaming video to the desktop via a dedicated broadband infrastructure.
(Dot.com company lost its funding)
• Managed successful deployments of Video/VoIP solution to Tier-1 law firms.
• Developed asset tracking, rollout planning, contingencies, and project turn-over documentation.
• Coordinated all pre-installation activities and developed all configurations and technical
proposals.
Director of Information Technology 1997-2000
LSGM Architects, NY, NY
Medium-sized Architectural firm specializing in hospitals and commercial buildings.
• Established plans and administered the overall policies and goals of the information technology
department and proactively involved business units in the process.
• Analyzed the needs of the business unit and established priorities for systems design and
implementation to strengthen the business model and increase revenue.
• Developed operating processes, including disaster recovery and security policies.
Mikel M. Draghici, continued
TECHNICAL PROFICIENCIES
HARDWARE:
TCP/IP, H.323, CheckPoint / SonicWALL UTM firewall products, Cisco Wireless Security, Smart Cards:
Secure Computing, X9.9, SecurID, ActivCard, Rainbow, Aladdin, DOD-CAC, USB eTokens, PKI.
PLATFORMS:
iOS, Android, WindosPhone 8, Microsoft Windows Servers, SQ/SQL Express Servers, IIS Servers,
Microsoft Exchange Servers, Lotus Domino, Mac OS, Windows Client Operating Systems, Mobile
Platforms.
APPLICATIONS:
Good for Enterprise Solutions, BoxTone, Mobile Applications Management, Mobile Device Management,
Pointsec, Check Point and Mobile Armor Full Disk Encryption Solutions, File/Folder / USB Encryption
Solutions, hardware encryption, McAfee’s ePO 4, Zone Alarm Firewall, Acronis, Ghost Enterprise
Edition, Dreamweaver, Photoshop, Illustrator, Flash, Expressions, QuickBooks, AutoCAD, QuarkXpress,
VMWare, BartPE, Forensic tools, eDiscovery applications.
EDUCATION
Bachelor of Architecture
Bachelor of Science, minor in Engineering
THE CITY COLLEGE SCHOOL OF ARCHITECTURE OF NEW YORK
EnCE, 2010 EnCase Certified Engineer (Forensics)
CISSP, 2003 Certified Information Systems Security Professional
Enterprise Selling by Kevin Temple – 2012, 2013
CRK Interactive – Value Based Selling - 2006
Global Knowledge: Securing Wireless Networks
Global Knowledge: Project Mgmt Essentials for IT Professionals
Global Knowledge: Configuring Active Directory Server for Server 2003
PROFESSIONAL DEVELOPMENT
Patent Submission: Expanding the PicturePIN/QuickPIN Authentication
Patent: Container Scarf 1279-202
Patent Pending: Size adjustable charcoal holder or carrier to be inserted into a new or existing
barbeque below the grills to temporarily convert the barbeque into to a charcoal burning barbeque
Speaking Engagements:
ISSA Richmond, VA, Mobile Security Demonstration - 2012
VCU Healthcare Annual Cybersecurity Fair - 2010
DataConnection -2010
Technology Workshops - 2009
Mobile Security Workshop for Hewlett-Packard - 2001
RSA Conference - 2001
DefCon IX (Stage presence only) - 2001
Publications:
Article, Data security for the masses, enforced by the enterprise!, Pocket PC Volume 7 No 1 2002
Contact this candidate