Sales Engineer

Lynn Herrick

727-***-**** (M) ****.********@*****.***

**** ******* *****, **** ******, FL 34685

https://www.linkedin.com/in/lynnherrick1

SALES / SOLUTIONS ENGINEER

EXECUTIVE

Sharp and influential Sales and Solutions Architect with 20+ years of pre/post-sales support and proven leadership and team-building expertise. Strong sales engineering and technology consulting background with an analytical, broad-minded perspective. A passionate communicator with superb consulting and presentation skills. Creative forward thinking individual with innovative problem solving abilities and a track record of success providing strategic and tactical execution of advanced technology initiatives. Profound understanding of networking technology. Resourceful, goal oriented and imaginative manager.

KEY ACCOMPLISHMENTS

Provided ongoing technical pre & post-sales support for existing & new potential customers, netting a 33% overall win rate.

Significant contributions to close and deliver on multiple, complex $MM projects.

Provided technical leadership resulting in closing a key 3-year contract valued at $130 million PROFESSIONAL EXPERIENCE

Movius Interactive Corporation (formerly IP Unit/Glenayre) Tampa Bay, FL Provider of next generation SS7/SIP-VOIP based applications Android/iPhone mobile clients for Mobility- BYOD (integrated with AirWatch and MobileIron MDM/EMM partners), voice messaging, SMSC & MMSC solutions to new and current service providers. VP of Global Sales Engineering (4/2011 – Present)

Reported to the CEO/President – dotted-line responsibility to CTO; operating budget of $1.5M; project revenue ranged from $500K to $1.5M+; worked on several highly complex $3MM projects.

Evangelized entire product / solutions offerings to customer base and strategic partners.

Managed Global Sales Engineering team, responsible for hiring, training and mentoring a team of 10 direct reports.

Collaborated with sales team on new/existing customer opportunities as technical liaison.

Managed RFP/RFI process and responses to statement of compliance, resulting in 22%-win rate.

Managed cloud & in-house demo solutions for product demonstrations & POCs.

Developed Statements of Work (SOW) for services/products sold to customers. Director of Sales Engineering (4/2007 – 4/2011)

Hired, trained and managed a team of 8 sales engineers.

Promoted to VP of Global Sales Engineering.

Senior Sales Engineering (2/2003 – 4/2007)

Individual contributor role supporting North America and CALA region.

Promoted to Director of Sales Engineering.

Intel Corporation, NSD division (Trillium) Tampa, FL Provider of industry standard protocol stack solutions for OEM to develop core network elements for IMS, 3G/4G wireless and next generation network VoIP elements & applications

FAE / Field Systems Engineer (3/2001 – 10/2002)

Provided pre-sales technical support for software protocol products covering the Southeast USA region. Products supported are in four areas: IP Telephony, SS7, Broadband and Wireless. Provide technical presentations, consultation and recommendations to prospect OEMs / TEMs.

Assisted in designing Glenayre’s next generation Signaling Gateway product resulting in a $2.2 million contract.

Consulted Airnet’s upgrade of their BSC product (wireless-GPRS) to support 3GPP’s specifications of supporting IP services across “Gb” interface to SGSN. The outcome was a $0.5 million dollar professional services agreement. Lynn Herrick 2

Lucent Technologies Tampa, FL

Global telecommunications equipment mfg. providing next generation core networking equipment. Senior Systems Engineer (02/2000 – 02/2001)

Products supported same as below in addition to Softswitch, VoIP, XDSL and SS7 products.

Supported 2 sales people in North and Central Florida providing pre and post-sales support for the Southeast

“Emerging Service Provider” group. Responsible for network design and implementation to CLEC, ISP, ASP accounts in region.

Designed TeliServe’s core ATM and SS7 network. Initial applications supported were SS7 services such as LIDB, LNP and CMSDB initially as an ASP, resulting in a $130 million contract over three years.

Designed Maxcess’s core ATM and VoIP network (ADSL/SDSL services) providing voice services and Internet access, yielding $30 million dollars in one year.

Assisted Network Telephone’s ongoing business of $20 million per year. Supported Softswitch and ATM core network elements. Provided network design and traffic analysis of new markets. Manager Channel Systems Engineering (01/1999 – 02/2000)

Promoted to Manager of Systems Engineering for Channel sales group.

Hired, trained and managed a group of 3 systems engineers and 3 indirect reports (distributor partner post sales funded positions)

Monitored schedules and training needs for the Systems Engineering Group; funded support staffing within distribution partners.

Conducted both Sales trainings and technical integration trainings to sales personal and systems engineering groups for Ingram Micro, Tech Data and Merisel distributor partners. Also trained CALA region sales and technical staffs for distributor partners as well.

Ascend Communications/Lucent Technologies (Lucent and Ascend Communications merged) Tampa, FL Manufacturer of Network Access Servers, remote bridge/routers, ATM /Frame Relay switches, RADIUS, Firewall, VPN and SNMP tools.

Systems Engineer (03/1997 – 01/1999)

Supported distribution accounts (Ingram Micro, Merisel, & Tech Data) and their SI/VAR and ISP customers on the East region of US. Responsible for providing pre and post-sales support to sales and technical personnel at these accounts. 80% Travel.

Assisted in ramping up distribution/VAR business to $11M monthly sales revenues.

Participated as a presenter and technology demonstrator at distributor-sponsored trade shows.

Assisted in initial marketing deployment into Latin America. Trained technical and sales staff, gave presentations to sponsored trade shows, geared towards reseller recruitment. Memotec Communications, Inc. Montreal, Canada

Manufacturer of DSU/CSUs, X.25 PADs, statistical multiplexers, remote bridge/routers and FRADs. Field Applications Engineer (02/1995 – 02/1997)

Supported southeastern regional Memotec and VAR sales people.

Responsible for training and providing technical pre/post-sales support to territory sales people.

Provided network designs, demonstrations and pilots of Memotec equipment to resellers, trade shows and corporate accounts. Travel approximately 90% of the time.

Alta Research Inc. Deerfield Beach, FL

Manufacturer of network interface cards (ISA, EISA, PCI and PCMCIA) for Ethernet and token ring topologies, full line of managed and unmanaged hubs and bridges

Senior Technical Support Lead (12/1993– 02/1995)

Provided technical assistance to distributors, resellers and enterprise customers. Provided technical product training to distribution and reseller partners.

BSM Computers, Inc. IRG Technologies, Inc. Dallas, TX National Distributor of computers, computer peripherals and networking accessories. Networking Product Manager (01/1991– 12/1993)

Interprint Corporation Plano, TX

Systems Integrator/partner of Novell & LANtastic network operating systems. Network Engineer (09/1988– 12/1990)

Installed/maintained Novell Netware, Pure Data & LANtastic Network solutions for customers Lynn Herrick 3

EDUCATION

Texas A&M University Commerce, TX

B.S. – Computer Science 1986

CERTIFICATES AND TRAINING

Cisco Systems; CCNA #CSCO10684687

CompTIA; Network+ #comp001000784700

Lucent Technologies Pre-LCTE ATM/FR switches, routers and VOIP products, 1997-2000 TECHNOLOGY

Technologies supported:

Call Control / signaling- VOIP-SIP, TDM-SS7/SIGTRAN &ISDN

Wireless- IMS, 4G (LTE), & 3G

Core infrastructure- IN, routing/switching, VLAN, VPN, ALG & NAT

Security/AAA: DIAMETER, RADIUS, VPN & Firewall technologies

Mobility- BYOD EMM/MDM (AirWatch & MobileIron)

Network Design / Implementation:

Designed networks for major CLECs, ISPs & SPs.

Telephony control plane & Media: SIP/RTP, SS7 & RTP

IPv4 & IPv6 & VLAN architecting

Traffic shaping

Virtualization/cloud environment/ SaaS

Channels supported:

Wireless/Wireline & cable service providers

VAR/System integrators & Distributors

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