W. Russell Perry III (Russ)

Clarksville, MD *****

acz9x7@r.postjobfree.com 301-***-**** www.linkedin.com/in/perryruss

Technical Sales Specialist

Deliver sales growth in highly-competitive markets by building strong customer relationships

Top-performing engineer with enterprise software sales experience, evangelizing database, cloud, identity management and enterprise security technologies to commercial customers and Federal, state and local government markets. Experience creating and delivering seminars, webinars and technical white papers, generating RFI / RFP responses and authoring complex customer proposals. Deep understanding of product development life cycles. Strong people-management, writing and presentation skills. Prior Top Secret Clearance. Technical expertise includes:

Core Database:

Oracle, DB2, Informix, SQL Server

Cloud Data Services:

DashDB, CouchDB, MongoDB, Hadoop / BigInsights, Spark

SOA Infrastructures:

SOA, REST, ESB, BPM / BPEL, BAM

Identity Management:

SAML, PKI, WS-Security standards, SOAP, SOA Governance

Networking:

TCP/IP, DNS, DHCP, SMTP, et al

Other:

SEIM / SIM, Web 2.0 (AJAX / JSON) IBM, Apache, and Sun Java Application Servers, LDAP / Active Directory, Javascript

Professional Experience

IBM, Bethesda, MD 2013 – present

Technical Sales Specialist

Oversee technical sales of core database, big data, and cloud data service technologies to named commercial accounts in Mid-Atlantic region.

Promote value of IBM data solutions to potential customers by presenting at conferences and user groups throughout Mid-Atlantic.

Generated >$6M in software revenue from commercial customers, including Capital One, Freddie Mac, Amtrak, DuPont, McCormick and Federal Reserve Bank, by working directly with technical teams to achieve stated goals through presentations, demonstrations and proof-of-concept engagements.

Delivered new sales from existing customers and identified $4M of new pipeline / opportunities by engaging in outreach efforts including acting as Chair of Washington, DC Informix and DB2 user groups and Co-chair of Washington, DC Big Data Developers meetup group.

Exceeded $2M annual sales quota for 2 consecutive years, achieving IBM’s 100% Club Top Sales Awards by collaborating with and solving problems for customers.

Received IBM Software Top Gun Award as recognition for achieving top 10% of software sellers in 2013.

INFORMATION TECHNOLOGY SOLUTIONS, Washington DC Metro Area 2012

Business Development Manager

Ran entire sales process, from lead generation to close for ITS.

Created Federal, civilian and commercial business units for ITS by reselling security and software solutions to Federal agencies and health care organizations. Identified and closed business with 12 new customers.

NORMAN DATA DEFENSE SYSTEMS, Fairfax, VA 2011

Director, Business Development

Directed OEM channel operations and developed new business at US division. Established and advanced sales, marketing and business development programs.

Sold device control, application control, data loss prevention and anti-virus solutions through resellers and OEMs by working closely with channel partners, developing customer relationships and providing clients with optimal security solutions.

Provided new sales opportunities for existing partners by expanding security product portfolio with new products, new sales collateral, webinars, newsletters, visits and telephone conversations.

PRISM MICROSYSTEMS, Columbia, MD 2010

Sales Manager, Healthcare and Sr. Account Executive, Commercial

Staffed and managed healthcare-focused sales team responsible for lead generation, development of prospects and closing new business.

Enabled organizations to audit user activities on hardware, software and database platforms and meet compliance with Sarbanes-Oxley, HIPAA, FISMA and FIPS regulations, by promoting / selling Security Event Information Management solutions.

Received Top Performing Sales Executive Award in Q2 of 2010 for identifying $2M in new healthcare opportunities within 1st month in position.

BOXTONE INC., Columbia, MD 2008 – 2009

Technical Account Manager – Channel

Drove international sales. Worked with 3rd-party service providers on sales proposals and implementations. Managed international partners for channel, generated new sales opportunities and closed business in support of large, mobile application environments.

Closed deals in UK, Germany and UAE by strategically managing all technical aspects of channel sales opportunities, including deployment of software for trials and technical relationships with prospects.

JACKBE, INC., Bethesda, MD 2006 – 2008

Lead Sales Engineer

Evangelized enterprise mash-ups and sold enterprise mash-up software to Fortune 500 companies. Created revenue stream and targeted markets for new middleware software category.

Established software value and drove customer sales by establishing ROI and TCO initiatives.

Delivered first sales of mash-up technology through customer prospecting, presentations, identification of valid-use cases and development of PoC code in Javascript and Java.

SUN MICROSYSTEMS / AOL / NETSCAPE, Washington DC Metro Area 1998 – 2006

Senior Technical Specialist / Lead Engagement Architect, Sun Microsystems Federal

Promoted and sold software to civilian Federal agencies and partners. Implemented complex solutions including application servers, systems-oriented architectures and identity management (provisioning, work flow, intrusion detection / prevention, policy compliance monitoring, vulnerability assessment, encryption and network authentication). Addressed Sarbanes-Oxley, FISMA and FIPS regulations.

Contributed to awarding of contracts by planning, designing, and delivering security infrastructure for US House of Representatives, US Army Accession Command, National Science Foundation and DC-based political action committee.

Generated revenue from Department of Justice / FBI ($1.5M), National Science Foundation ($1.2M), NASA (multiple awards totaling over $2M), U.S. Army ($3M) and FAA ($650K) through onsite workshops, demonstrations, and successful execution of proof of concept engagements.

Received Outstanding Performance Award in 2000 and achieved 180% of quota in 2003.

Technical Account Manager, Commercial Sales, Sun Microsystems

Managed customer requirements, resolved customer issues, and handled technical aspects of commercial mid-Atlantic enterprise telecom customers.

Closed 2nd-largest commercial software account nationwide (Nextel, $3.8M). Achieved 175% of quota in 2001 (ranked #2 / 35 sales engineers nationwide in revenue achievement) 120% of quota in 2002.

Senior Systems Engineer, America Online / Netscape Communications Corp

Supported national telecom companies and ISPs as technical account manager. Worked with clients to architect Java solutions which integrated legacy and disparate back-end database systems.

Secured major deals with Lucent, MCI, Bell South and Bell Atlantic by demonstrating technical advantages of Sun’s Enterprise software solutions.

Achieved Systems Engineer / MVP Q3 2001 and Outstanding Achievement Award in 2000 for developing and closing large telecomm opportunities.

Additional Relevant Experience

NATIONAL OCEANIC AND ATMOSPHERIC ADMINISTRATION, Silver Spring, MD

Computer Specialist / Network Administrator

Provided oversight to software development for NOAA's MapFinder GIS project. Oversaw initial product design, development of functional specifications, coordination of software development personnel and integration / testing of software modules. Functioned as Technical Lead, Database Administrator and Network Administrator for National Ocean Service.

Education / Professional Development

Bachelor of Science (BS), Computer Science, University of Maryland, College Park, MD

IBM Global Sales Training, IBM

AIX Administration, IBM

Blackberry Administration, Research in Motion

Solution-based Selling, Chasse Consulting

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