Sales Project Manager

Oscar C. Del Real

**** ** **** *****, ***** Springs, FL 33065 954-***-**** **********@*****.***

Accomplished professional with over 18 years of Strategic Sales / Pre-Sales/Solutions Engineering, Strategic Enterprise

Sales, Leadership, Project Management, Cloud Computing & Virtualization, Telecommunications, Business Continuity

and Disaster Recovery experience. Strategic thinker, consultative trusted advisor, and proven leader with demonstrated

success to assemble, mobilize, and inspire cross-functional teams in the rapid design, deployment and implementation of

advanced business strategies, products and can drive results and close business. Ability to build strong working

relationships and credibility, strong leadership, sense of teamwork, integrity, self-motivation and positive attitude.

Familiarity with the South Florida Tri-County territory (Dade, Broward, and Palm Beach) to include Monroe County.

Areas of Expertise

Strategic Pre-Sales / Solutions Engineering, Leadership and Management

Strategic Enterprise Sales, Mid-Market Sales, and B2B Sales

Enterprise Project Management, Data Center Infrastructure (Co-location N+2 and N+1), Network Security

Help Desk and Call Center Operations Management

Cloud Computing and Virtualization (IaaS, SaaS, PaaS), Business Continuity and Disaster Recovery

Metro-Ethernet and Telecommunications (networking services, telephony, IP networking), Converged Services

Education & Training

University of California, Davis, CA Sacramento City College, Sacramento, CA

Hazardous Materials Management General Studies

American River College, Sacramento, CA Project Management Institute (PMI)

Real Estate Appraisal Project Management Professional (schedule exam)

MTI College of Business and Technology, Sacramento, CA VMware Partner University

Microsoft Certified System Engineer (MCSE) VMware Technical Sales Professional (VTSP)

Microsoft Certified Database Administrator SQL (MCDBA) VMware Sales Professional (VSP)

Solaris 8 System Administrator IT University Online

Cisco Certified Network Administrator (CCNA)

Professional Experience

Peak 10, Fort Lauderdale, FL February 2013 – December 2013

Sales / Solutions Engineer – Cloud Computing/Virtualization, Sales/Account Management, Data Center Co-location

Comcast Corporation, Sunrise, FL July 2011 – January 2013

Enterprise Sales Engineer – Telecommunications, Sales/Account Management, Compliance

RagingWire Enterprise Solutions, Sacramento, CA July 2007 – April 2011

Enterprise Sales / Solutions Engineer – Data Center Co-location, Sales/Account Management, Networking

My expertise is to guide and support talented Sales Teams to deliver reliable, scalable, tailored solutions for the Data

Center Infrastructure, Cloud Computing, Telecommunications, Managed and Professional Services industry. Customer-

centric, consultative, and responsive, I design cost-effective solutions engineered to adapt to customers changing business

needs, enabling them to increase their agility, lower their operating costs, while improving their performance, and

allowing the customer to focus on their core competencies.

Cloud Computing / Virtualization

• Design physical and virtual solutions embedded in the Cisco Unified Computing System (UCS) platform (public/private/hybrid

cloud) utilizing VMware platforms supporting mission-critical operating systems (Linux and Windows) to meet business and

technology objectives, including business continuity, disaster recovery planning and execution with VMware solutions.

Oscar C. Del Real

7034 NW 40th Court, Coral Springs, FL 33065 954-***-**** **********@*****.***

• Experienced engineering Cisco UCS blade servers within a VMware environment, implementing VMware with EMC

storage. Design Cloud & Virtualization environments, ensuring all security requirements are met and all impacted

servers/systems/software/hardware have been tested to meet standards.

• Recommend technical refresh and life cycle planning for Cloud & Virtualization technologies and solutions, including overall

business and technology risks and opportunities.

• Communicate effectively with internal technical groups to ensure proposed solutions meet minimum build, support and run

requirements, including Network, Storage, Security, Data Center Hardware, Application, and Database Administration.

• Lead role in reviewing vendor proposals and making recommendations, providing the highest level of troubleshooting, and

technical resources for enterprise-wide applications.

• Proactively identify changes needed in the balance and distribution of customer Cloud & Virtualization environments

to maintain SLA's, optimize spend and to stage for expected changes in business requirements.

• Proactively seek out new sales opportunities by developing new and existing technical relationships.

• Proactively drive new and incremental business with OEM and Channel Partners.

• Comfortable presenting too and persuading C-levels down to technical team members.

• Design and maintain technology documentation and diagrams (Word, PowerPoint, Excel, Visio and text)

Sales / Account Management

• Experienced in opportunity discovery, sales strategy sessions, after sale transition to consulting services

• Experienced working in a dynamic, responsive, fast-paced sales environment.

• Proven track record of sales success in a Pre-Sales, Post-Sales, Implementation and Steady State role.

• Experienced managing pipelines and forecasts of all opportunities, moving them through the sales cycle from

initial contact to closure, and providing prompt and professional follow-up on all opportunities.

• Collaborate with customers and utilize consultative selling techniques to assist customers in understanding

solutions that will meet their needs and bring in mission critical projects on schedule and within budget.

• Dynamic and engaging presentation style that commands respect inspires confidence and earns the trust of

customers. Comfortable and confident interacting with customers and delivering formal presentations, to

management and executive, C-level audiences.

• Experienced managing projects involving solution delivery for clients, which includes excellent verbal and written

communications skills; attention to detail; and high organization skills.

• Draft proposals and contracts for agreed upon solutions for delivery of services.

• Experienced managing 3rd party vendor relationships and work with all levels of customers and partners.

• Analyze stakeholders, identify and recognize prospect traits and determine how to effectively influence their decision.

Sales Engineering – Networking

• Metro Ethernet Technology – Deliver proven product offerings such as Ethernet Private Line (point-to-point), Ethernet

Virtual Private Line (point-to-multipoint), and Ethernet Network Services (multipoint-to-multipoint) and Ethernet Dedicated

Internet access.

• Design, sell and implement solutions targeted at enterprise and mid-market businesses, with multiple locations and

high bandwidth requirements, from 1mbps up to 10gbps over a fiber optic, CAT-5e, CAT-6 and Coax infrastructures.

• Proven Technical knowledge of LAN/WAN, IP transport, IP VPN (MPLS), VLAN, Converged Services

(Voice and Voice over IP (VoIP) and Internet), Qos, PRI, and Hosted PBX.

• Experienced with layer 2 and layer 3, devices: e.g. switches, routers, firewalls, wireless access points, hubs, and other

networking products. CPE Engineering (networking services, telephony, IP networking equipment).

• Experienced working with TCP/IP, SMTP, HTTP, DNS, IP subnets, routing protocols, and proxy servers. Intrusion

Detection and Prevention Systems (IDPS), and Network Access Control (NAC).

• Train and educate sales teams on products, processes and systems.

Oscar C. Del Real

th

7034 NW 40 Court, Coral Springs, FL 33065 954-***-**** **********@*****.***

• Collaborate to meet aggressive revenue targets, quotas, quarterly focus reporting structures and delivering first-rate

advanced sales solutions through high-quality customer facing deliverables that convey optimal design, technology and

strategies that meet customer expectations in a way that positions the company above competing solutions and drives increased

sales.

• Function as account team technical lead by supporting the team in the sales stage including: telecommunications

consulting, proposal preparation support, technical presentations to customers, and the analysis and design of the company’s

complex products and solutions.

Data Center (Co-location)

• Experienced gathering business and technical requirements from prospective customers to create supportable solutions

leveraging capabilities within the company’s solutions portfolio for a premier N+1 data center.

• Working knowledge of data center electrical tools and resources (e.g. Utility, Generators, MSB, Switch Gear, UPS,

PDU, Back-up batteries and power circuits).

• Working knowledge of data center mechanical tools and resources (e.g. CRAC, Chillers, Air Handlers, Building

Monitoring System (BMS), Branch Circuit Monitoring Systems (BCMS) and Physical Monitoring (CCTV).

• Working knowledge of data center environmental conditions (e.g. cooling, humidity control, Fire Detection Monitoring

and Suppression, make up air), that support customer mission critical infrastructure.

• Working knowledge of industry best practice, operational standards and change management for data center operations.

• Utilize basic electrical, mechanical calculations, capacity planning and practical problem resolution.

• Conduct customer facing Data Center tours describing the facilities history, design, function, capabilities

and influence in the co-location market.

• Manage co-location vendor relationships, contract renewals, sourcing and acquisition of new co-location

capacity.

• Negotiate key contracts from a business and technical perspective for floor space, power, cooling, and

network (Internet and Telco) connectivity, managed services, professional services, customer integration and

migration.

• Specialize in Co-location, Network, Managed Services, and Professional Services, back-up and storage

solutions, restore and off-site storage.

Sales Engineering – Compliance

• Facilitate SSAE 16 (formerly SAS70 Type II) audits and assist companies to meet the requirements of

various regulatory compliance acts such as Sarbanes-Oxley (SOX), HIPAA/HITECH, PCI/DSS and Gramm-

Leach-Bliley (GLBA).

• Develop and implement workflow processes such as Information Technology Infrastructure Library

(ITIL), IT Service Management (ITSM), Integrated Quality Management System (IQMS – ISO9002/9000), Total

Quality Management (TQM) and Management to Objectives.

Enterprise Project Manager

RagingWire Enterprise Solutions, Inc., Sacramento, CA June 2003 – July 2007

Subject Matter Expert (SME) in Project Management for enterprise customer implementations, migration strategy,

contingency planning, decommissioning and turn-up of floor space, power, equipment and network connectivity. Strong

background in program development and quality assurance with an outstanding history of managing projects from Pre-

Sales, through implementation to steady state. Completed 50+ client installations working for a premier enterprise N+2

data center, specializing in co-location, networking, cloud computing, managed and professional services.

• Primary responsibility to work closely customers, business partners and sales staff to provide post-sales Project

Management support for direct and indirect sales, customer deployments, managed services solutions and

expansion opportunities.

Oscar C. Del Real

7034 NW 40th Court, Coral Springs, FL 33065 954-***-**** **********@*****.***

• Solid project management skills, ability to multitask and manage multiple projects simultaneously in a cross-

functional environment. Use critical path and dependency mapping techniques to identify technology risks and

potential hazards. Manage client expectations relative to service delivery, s chedule and facilitate weekly project

status meetings with vendors and project team.

• Responsible for overall management of the support team and assigned projects. Work closely with the sales teams to understand

customer environments and determine the technical fit of services through conference calls, site visits, presentations, technical

evaluations.

• Responsible for all aspects of client lifecycle from implementation to turn-up to steady state. Responsible for

overall financial, scope, and critical path management for assigned projects. Manages the financial, time and

resource aspects of project against a set budget and project plan

• Responsible for overall project planning, coordination, execution, status reporting, scheduling and negotiating

deliverables. Establish and implement project management processes and methodologies for the IT community to

ensure projects are delivered on time, within budget, adhere to high quality standards and meet customer

expectations.

• Responsible for assembling project plans and teamwork assignments, directing and monitoring work efforts on a daily basis,

identifying resource needs, perform quality review, and escalating functional, quality, timeline issues appropriately. Conduct

internal and external customer satisfaction surveys.

• Responsible for tracking key project milestones and adjusting project plans and/or key resources to meet the needs of the

customer.

• Acknowledged for being resourceful, adaptable, and self-directed with the ability to meet even the most challenging goals due

to outstanding troubleshooting, analytical, and problem solving skills.

• The ability to enter new environments and begin to produce clear-cut results right from the start with diverse project

management skills that are easily transported between different industries and varied working environments. Skilled

communicator, instructor and project leader, with excellent verbal, written, interpersonal, and listening skills. Strong problem

solving and organizational skills, proven project management and presentation skills.

• Embrace challenge, change and opportunity; objective, flexible, resourceful and innovative. Calm demeanor with

the ability to perform well under pressure. Exercise excellent judgment in decision-making and the ability to

multi-tasking in a fast-paced, rapidly changing, frequently shifting, high-pressure environment. Passionate about

customer service and a strong team player.

• Projects Types: Infrastructure (Networks, Servers, Storage, Databases), New Product Development, Information Systems.

Working knowledge of telecommunication infrastructure concepts, requirements, design, and system architectures. Proven

Technical knowledge of LAN/WAN, IP transport, IP VPN (MPLS), VLAN, Converged Services (Voice and Voice over IP

(VoIP) and Internet).

• Experienced with layer 2 and layer 3, devices: e.g. switches, routers, firewalls, wireless access points, hubs, and other

networking products. CPE Engineering (networking services, telephony, IP networking equipment).

• Experienced working with TCP/IP, SMTP, HTTP, DNS, IP subnets, routing protocols, and proxy servers. Intrusion Detection

and Prevention Systems (IDPS), and Network Access Control (NAC).

• Working knowledge of Microsoft Windows Operating Systems and Office Suites; 2010, 2007, 2003, and XP,

Microsoft Project, Microsoft Visio. Knowledge of Metro Ethernet, Networking, Terminal Services, Citrix

Mainframe, Exchange, PC compatible hardware and peripherals, wireless network connections, network printers

and other LAN connected devices.

Help Desk Manager, Service Delivery Coordinator, Senior Help Desk Coordinator, Help Desk Technician

Electronic Data Systems (EDS), Rancho Cordova, CA September 2000 – June 2003

Career Progress: Help Desk Manager, Shift Lead Manager 2002

Service Delivery Coordinator 2001

Remote Desktop Management Agent (RDM), Senior Help Desk Coordinator 2001

Help Desk Technician 2000

Oscar C. Del Real

7034 NW 40th Court, Coral Springs, FL 33065 954-***-**** **********@*****.***

Forward thinking Help Desk professional who is able to “hit the ground running” with a proven track record of deploying

and attaining Service Level Agreements (SLA) and Help Desk deliverables. L eadership role for a global Help Desk

provider’s portfolio of support services across a wide array of hardware and software products delivering exceptional Help

Desk customer service 24/7/365. Delivering exceptional customer support to external customers ranging from small and

mid-sized businesses up to large enterprise accounts.

• Primary Responsibility – Managing, directing, planning and coordinating remote Help Desk support operations;

Manage the delivery of exceptional customer service to ensure compliance with corporate policies & procedures.

Execute the support, escalation and resolution to include break/fix, and root cause analysis 24x7x365.

• Leadership – Demonstrated ability to lead, assemble, mobilize, and inspire cross-functional teams in the rapid design,

deployment and implementation of advanced business strategies and successful solutions. Hire, train, coach, and develop direct

and indirect reports across multiple functional groups. Manage off-hours on-call schedules. Proven ability to successfully

analyze and capture an organization’s critical business requirements and provide innovative and cost-effective services and

solutions. Extensive experience leading and working with talented call center teams, meeting aggressive targets, and delivering

first-class solutions addressing the long and short term needs of the customer.

• Strong Interpersonal Temperament – Professional welcoming demeanor in person and over the phone. Attention to detail,

responsive, organized, objective, fact finding, and draw valid conclusions. Acknowledged for being resourceful, adaptable, and

self-directed with the ability to meet even the most challenging goals due to outstanding leadership, troubleshooting, analytical,

and problem solving skills. Skilled communicator, instructor and project leader, with the flexibility and experience required to

adjust to rapidly changing schedules, frequently shifting priorities, and high-pressure settings.

• Management – Ensure personal and team compliance with Corporate policies & procedures regarding attendance

& punctuality. Ensure individual and team communications are prompt, clear, concise & effective. Manage

incoming calls to insure hold times and abandon rates are within stated metrics. Manage off-hour and on-call

schedules. Manages teams of Level I/II/III Help Desk Technicians. Identify & work with Helpdesk team members

to identify long term career goals. Conduct & document Helpdesk team meetings. Conduct 1:1 team member

meetings to coach & mentor. Manage problem ticket resolution process to ensure that tickets are resolved in a

timely manner, support Helpdesk telephone ACD system. Utilize, Remedy, Clarify, REM Vantive, Peregrine and

Radiance (to include full client and web based interfaces) trouble ticketing systems.

• Project Management – Extensive experience in managing mission-critical projects and business development initiatives with the

knowledge to balance the requirements for functionality, quality, economy, and timeliness. The ability to enter new

environments and begin to produce clear-cut results right from the start with diverse project management skills that are easily

transported between different industries and varied working environments. Rollout new product/process projects, forecast

hardware/software requirements; design, support and test desktop image development; find technical and operational solutions

for desktop related issues.

• Technical Knowledge – Proven experience with enterprise-class network design and principles; e.g. LAN /

MAN / WAN, MPLS, VLAN, and VPN. Experience with layer 2 and layer 3, devices: e.g. switches, routers,

firewalls, wireless access points, hubs, and other networking products. Experience working with TCP/IP, SMTP,

HTTP, DNS, IP subnets, routing protocols, and proxy servers. Intrusion Detection and Prevention Systems

(IDPS), and Network Access Control (NAC). Utilize remote desktop tools such as Webex, Terminal Services,

Citrix, Tivoli, Microsoft System Management Server – SMS, Control IT. Utilize administrative tools to create

user accounts such as Active Directory, Enterprise Administrator, Microsoft Exchange Administrator and DRA for

network access, exchange SMTP alias, access to applications and remote connections.

• Completed 25 advanced study courses in Management, Leadership Development, Equal Employment

Opportunity, Affirmative Action, and Environmental Management.

Oscar C. Del Real

th

7034 NW 40 Court, Coral Springs, FL 33065 954-***-**** **********@*****.***

Senior Level Management Experience - Environmental

Trend Services, Inc., Sacramento, CA October 1999 – September 2000

Project Manager, Environmental Protection Specialist

Robert A. Temple Associates, Inc., Rancho Cordova, CA April 1996 – October 1999

Project Manager, Account Manager, Environmental Compliance/Sales/Service

US Powder Coating, Sacramento, CA November 1993 – April 1996

General Manager, Sales Manager

Sacramento Army Depot, Sacramento, CA April 1974 – June 1993

Chief, Refinishing Branch, Material Coating General Foreman, Chief, Plating Section, Electroplater Foreman,

Environmental Protection Specialist, Equal Employment Opportunity Counselor, Quality Control Inspector.

Managed day-to-day operational and tactical aspects of maintenance programs and capital improvement projects to ensure

profitable and successful refinishing and environmental operations.

• Responsible for the direct operations of the Refinishing Branch consisting of five hazardous waste generating

facilities and three hazardous material storage facilities with a operating budget of $9.8 million.

• Managed 122 employees; 12-Supervisory, 5-Professional, 100-Technical, and 5-Administrative personnel.

• Supported Quality Management programs such as; Total Quality Management, Self-Managed Team Performance

Appraisal program, Quality Assurance Self-Inspection program and Product Process Certification programs.

• Interfaced with labor unions, management representatives, and production teams. Resolved disputes, arbitration

and discrimination complaints, negotiated labor contracts and implement OSHA worker safety programs.

Administer appropriate disciplinary action, define corrective measures and perform essential terminations.

• Responsible for all Hazardous Waste Disposal issues such as sampling, profiling, characterization, packaging,

manifesting, transporting, permits and fees. Instruct employees in identifying chemical and physical

characteristics of hazardous materials/wastes, incompatibilities, spill contingency, transportation, storage,

disposal, emergency preparedness, health and safety, material safety data sheets (MSDS), and facility permits

applications.

• Write training manuals, operational manuals, technical/field environmental reports, plans, procedures and records.

• Consultant for environmental compliance and regulatory permitting. Negotiated facility construction contracts,

equipment installations, sales and service contracts. Established and exceeded sales goals and marketing

strategies.

• Developed and maintained relationships with vendors and distribution partners.

REFERENCES AVAILABLE UPON REQUEST

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