Sales Engineer

Samir Bhatnagar Phone: 510-***-**** cell Email:

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

Technical Sales Leader

Seeking a position to drive awareness, evangelize solutions and develop

joint customer interest and foster successful partnerships, while

interacting with eco-system of sellers, partners, internal stakeholders.

Leadership Profile

V Trusted Advisor in accounts, establishing credibility & developing

sustainable relationship with Executive and Technical teams, obtaining

buy-in from Business, IT & Procurement stakeholders of all levels.

V Expertise in developing & selling enterprise solutions, providing thought

leadership for opportunity identification and progression, leading

technical sales & sales teams with solution selling successes.

V Leading & managing account teams to develop compelling solutions;

demonstrated creativity in creating net new opportunities & up-selling

into existing accounts.

V Delivering technology solutions that mapped to business strategy that

deliver significant ROI to customers.

V Demonstrated ability to work with troubled accounts, turning them around

into huge opportunities.

Unique Skills

> Solution Sales Leader: Led teams to achieve outstanding results through

strategic insights. Developed a strategic customer solution that aligned

with their initiatives, built roadmaps, and ensured tactical execution to

line up opportunities.

> Technology Evangelist - Leveraged Trusted Advisor status to rollout new

opportunities with IBM's cutting edge solution that included Big

Data/Hadoop, Analytics and SaaS/Cloud offering.

> Technology Leadership: Worked with cross-functional teams to develop a

strong solution capability to preempt competition in winning business.

> Formulate Solutions: Leverage technology knowledge, solution scope, and

business insights to formulate highly valued solutions to address

customer needs. Provide best-in-class solutions.

Technologies

Unix, Perl, JavaScript, Data Warehouse, SQL, J2EE Solution Design,

WebSphere Application Server, WebSphere Portal Server, Rational Application

Developer, WebLogic, MQ Series, JDBC/Oracle/DB2, XML, ERP & CRM Systems

Integration.

CERTIFICATION: IBM WebSphere IT Specialist

Accomplishments Chronology

IBM - Dallas, TX (Big Data Account Executive)

2012(Present

Responsible for selling Big Data, Analytics & Information Management

portfolio, leading end-to-end sales process: opportunity identification,

progression to deal closure.

> Northrop Grumman hadn't purchased IBM SW for a few years. Identified a

potential upgrade opportunity for IBM software that the Aerospace

customer already owned. Working with the customer sponsor, positioned

a new compelling feature (BLU/ in-memory) and created a very

compelling ROI to close the deal in 4 months for $535K revenue. This

deal seeded other opportunities around data privacy & data protection

as next phase.

> Fireman's Fund (Financial Services) was very dissatisfied with the

older version of IBM Portal. Introduced BVA concept to C-level, and

collaborating with their IT Director, leveraged a Business Value

Assessment team to position a new Portal Web 2.0 functionality. Built

a compelling ROI business case for upgrading Portal environment.

Closed the deal in 4 months for $1M revenue. Positioned team IBM for

many more successes.

IBM - San Francisco, CA (Software Solutions Architect)

2006-2012

Software Solutions Architect: Responsible for leading a cross brand

Technical sales team in solution selling.

. Charles Schwab - Brought into a strategic account to help close a

significant Enterprise License Agreement (ELA) with millions at stake -

that needed leadership and execution, and take out of IBM competition BEA

WebLogic. Led an army of cross-brand pre sales IBMers; developed trusted

advisor status, identified net new opportunities, led briefings and

convinced stake-holders. Led to introduction of net new IBM software

solution culminating into $3.4M as part of phase 1 and scaled out to a

$10M ELA

. Kaiser Permanente: Architected a Services Oriented Architecture (SOA)

vision at Kaiser Permanente. Kaiser Permanente was considering a

Microsoft solution. Led the IBM High Performance team to run a

performance bench mark based. Kaiser quickly realized the scalability &

through put with IBM's SOA solution in meeting their standards. This led

to $1M revenue and ultimately led to Kaiser becoming the top 3 account

for IBM on the West coast.

. Office of Attorney General, State of Texas was a major IBM client,

expressing challenges with IBM software that was shelf ware. Developed an

innovative sales strategy with the customer, rallied the IBM team to turn

the situation around. Identified three major areas: Customer education;

Process alignment with IBM; and Software Automation. Built trusted

relationship with the CIO's office and rolled out a plan of action

engaging IBM teams with various customer groups. Successfully prevented a

client defection, helped create a compelling Enterprise License Agreement

(ELA) with cross brand components from WebSphere, Information Management,

Portal, Rational solution. A $4M deal was signed.

IBM - San Francisco, CA (WebSphere Sales Engineer) 2001-

2006

. Visa - Instrumental in creating business value for defining the need &

value for Portal. Quickly articulated business value along with defining

WebSphere Portal architecture in context of existing environment at Visa.

Managed various PoC in Bay Area, Austin & Maine to ensure technical

team's satisfaction with adoption of Portal technology leading to a

strategic $4.8M win.

. Wells Fargo was dealing with several Critical Situation related to older

version of WebSphere. Brought in to alleviate issues, identified the root

cause for outages to the application. Identified a stakeholder to help

champion and architected a solution that automated the upgrade process.

Led to introduction of additional net new WebSphere software components,

culminating into $5.8M WebSphere revenue.

. Cadence Designs started a journey of internal facing portal. Led

technical accelerators such as briefings, solution demonstration, and an

extensive Proof of Concept working closely with technical & business

stakeholder which lead to $2.1M WebSphere Portal. Conducted technical

delivery assessment reviews & readiness plans session ensuring customer

is steered towards successful deployment of WebSphere Portal.

PointCross - Redwood City, CA (Director of Product Engineering)

1999-2001

. Established the Company Headquarters in California and set up the Network

Infrastructure including hosting, Intranet applications, and database

management.

. Steered the end-to-end development and release of the product (Orchestra)

with R&D and Project Management team Responsibilities included:

> Integral in making key decisions on all aspects of design issues

related to product release

> Lead and Managed the Front -End/GUI interface for all screens,

features, forms, & icons for look and feel of the product

> Involved in the architecture of database design

. Recruited 20% overall headcount to exponentially grow Engineering teams

in India.

Fujitsu - San Jose, CA (Sales Engineer) 1998-1999

. Responsible for pre-sales support of a JAVA based workflow product and

required customer integration efforts.

. Conducted three-day API (Application Programming Interface) training

sessions on the workflow product.

. Accomplished distributed install on Solaris & NT with Oracle, MSSQL,

LDAP, Exchange & Fujitsu workflow product.

. Provided on-site installation assistance, technical support & deployment

services.

. Completed several RFIs (Request for Information) and provided answers to

customers' inquiries.

. Documented all customer interaction. Held meetings with the Fujitsu

Management and clients to explain i-Flow concepts.

Awards:

. Winner of 'Stand & Deliver Big Data Story' competition in the Great West

territory in 2012

. Solution Software Executive Special Contribution award for closing $3.4 M

ECM at Charles Schwab September 2007

. Pacific North West Director Award Q4 2006, WebSphere Sales Engineer for

Pacific North West

. Received Rhino award in 2003 for closing WebSphere Portal $2.1 M at

Cadence Systems

. Top contributor ranked #1 2011, 2009, 2007, 2004, 2002

. 100% club Award for 2011, 2009, 2007, 2004, 2002

Education University of California, Berkeley

Bachelor in Computer Science, Minor in Business Administration

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