Sales Engineer

LAURENT E. COTE

*** ***** ******* **** ( Manchester, New Hampshire 03109 ( H 603-***-****

( C 603-***-**** ( ********@*******.***

SUMMARY

A versatile and results-driven solutions/sales support engineer, with

a broad-based background in network operations, application IP

transport, engineering and telecommunications services. Proficient in

nurturing extensive product knowledge, and performing cost and

function analysis to assist clients in making educated purchasing

decisions. Displays competency in all aspects of sales process, with

a discipline and order that fosters team confidence. As a tireless,

enthusiastic source of sales and customer support, possesses a proven

track record of converting abstract product benefits into measurable

company revenue.

EXPERIENCE

EXFO, America

Solutions Engineer, 2012 to present

In this role I am responsible for the technical sales in support of

multiple Sales Managers within the cable, wireless, wireline and enterprise

business sectors. Some of my responsibilities include:

- Create and deliver product presentations and training for customers.

- Act as our customer advocate with setting of direction for product line

management (PLM) on Roadmap and other product development.

- Act as technical liaison between product marketing, PreSales post sales

implantation groups, engineering and sales teams.

- Provide network analysis and design for recommendations to customers.

- Provide Pre-Sales product Proof of Concept (POC). This includes planning,

staging, installing, and managing the POC process.

- Tasked with writing Statements of Work (SOW), System Test Plans (STP).

- Tasked with responding to RFI and RFP responses for sales opportunities.

- Team member in support of the software products to transition to NFV and

SDN solutions.

-Proficient with wireless backhaul implementations for network monitoring

and network integrity.

F5 Traffix, Seattle, Washington

Senior Systems Engineer, 2012-2012

Exceeding Performance Expectations and Assignments for Next Generation

Signaling, Switching, IMS Networking and LTE 4G networks, Including Network

Performance Analysis, Business Development, Networking, Implementation,

Labs Certification and New Technology Introductions. A strong technical

account management background for; Signal Transfer Point (STP), SIP Proxy,

Network Monitoring, VoIP Switching, Policy Management and Diameter Routing

Agent (DRA) and Diameter Signaling Controllers (DSR).

TEKELEC, INC., Morrisville, North Carolina

Senior Sales Engineer, 2004-2011

Charged with sales engineering support to multiple teams, managing accounts

for Tier One, Tier Two and Tier Three wireless and wire-line carriers.

Navigated assignments to meet product and team sales goals. Completed

customer discovery and needs analysis to identify new product

opportunities. Defined product concepts and communicated with clients and

internal sales teams. Exhibited sound knowledge of customer operations and

product benefits to develop business cases. Assisted sales force in

preparation of responses for RFP and RFIs. Managed customer demos and

field trials via sales teams. Identified revenue opportunities and

threats.

. Received Distinguished Employee Service Award in 2005 and 2006 for

outstanding services rendered to the sales force.

. Accepted President's Club Award in 2007 and 2008.

. Secured Distinguished Service Award in 2009 for efforts in pre-sales

engineering.

HOMISCO, INC., Melrose, Massachusetts

Manager, Application Engineering, 1995-2004

Responsible for sales and application engineering for network systems

division. Supported sales efforts and facilitated new feature design.

Served as customer contact for application architecture, system

installation and integration, and training and support. Provided

engineering foundation responsible for securing company's largest wireless

account, with annual revenues of $2,000,000. Promoted twice for

distinguished performance.

ADDITIONAL EXPERIENCE FLEET BANK, Manchester, New Hampshire, Network

Operations Manager, 1987-1995. Coordinated 32-

branch network and additional 24-branch network,

which covered New Hampshire and Northern

Massachusetts. Supported teller-line operations,

ATM networks, telecommunications functions,

application installation and support, LAN and WAN

administration, and fortification.

SANDERS, A LOCKHEED COMPANY, Nashua, New

Hampshire, Manager, Telecommunication/Information

Services, 1983-1987. Executed telecommunication

service installation, testing and development for

all state-based activities. Managed inventory

control, operator services and new site

installation.

SANDERS ASSOCIATES, Manchester, New Hampshire,

Junior Manufacturing Engineer, 1980-1983.

Received Navy commendation for superior work

performed on Trident Missile Project. Developed

process production methods, enabling annual

savings in excess of $2,000,000.

United States Marine Corps, 1975-1981, Sergeant.

EDUCATION SOUTHERN NEW HAMPSHIRE UNIVERSITY, Manchester, New Hampshire

B.S., Management Science, 1984

CERTIFICATIONS DIAMETER in LTE, 2010

Target Account Selling (TAS), 2010

IP Multimedia Subsystem, 2008

AFFILIATIONS Telephone Association of New England (TANE)

EXTENDED COMPUTER SKILLS Windows Operating Systems, MS Access, Excel,

PowerPoint, Visio, Word, Tekelec EAGLE 5 STP,

Tekelec DSR (LTE Diameter Routing Agent), Caminat

PCRF, Tekelec Performance Intelligence Center

(formally IAS), F5 Signaling Diameter Controller

(SDC), BrixWorx Active/Passive monitoring

Solutions, familiar with Linux operating systems.

Proficient with multiple protocol environments

including but not limited to SS7, SIGTRAN,

Diameter, VoLTE, SIP, AS-SIP, VoIP (H.323, H.248,

etc) RFC 2544, Y.1564, Y.1731, NCS. Experienced

with Terminal Access Machines (TAM) and multi-

probe monitoring environments. Famliar with XML

and SOAP implementations, multi-API environments.

Experience with TCP/IP, LAN, WAN, MPLS, FRAME and

ATM. Worked with application running in Linux

environments, familiar with Oracle DB

environments. Proficient with SalesForce.Com.

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