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Sales Engineer

Bedford, New Hampshire, United States
April 21, 2017

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Alfred E. Sterling

** ****** **** ****

Bedford, NH 03110-4845

(603) ***-**** Mobile

(603) ***-**** Home Office


Summary of Qualifications:

Over 30 years experience in Commercial Software and High Technology ranging from Sales Engineer, Marketing, Management, Product Management, Sales, Pre-Sales and Post-Sales. Recent Successes – 8 consecutive Progress DataDirect “Pro Club” Technical Sales award trips for yearly contributions from 2002-2009.

December, 2003 – DataDirect Technologies - $30 Million in revenue sold to Progress Software,

$88 million in cash.

September, 2001 – Founding Member - DataDirect Technologies formed as an independent Software Company backed by Golden Gate Capital.

October, 1995 - TechGnosis Inc. - $13.5 million in revenue - sold to Intersolv, $80 million in cash and stock after only 10 months of U.S. market exposure. December, 1994 - Trinzic Corp. - $48 million in revenue - sold to Platinum Technology, $150 million in cash and stock after only 18 months in Client/Server market place. Market Knowledge – Business Rules Management Systems, Rule application integration utilizing Visual Studio and C#, Semantic Research Technologies including Consumer Sentiment Analysis, Root Cause Analysis and Function Modeling - Middleware Technologies, ODBC, JDBC, .NET, XML, XQuery, HTML, SOAP, REST, Data Integration, Knowledge Management and advanced search technology for intranet/internet... Client/Server middleware and database connectivity to Oracle, SQLServer, DB/2, Sybase, Informix and many more... Relational, legacy and mainframe access and replication... Decision support and application development... Distributed component technology... Object to Relational Integration for C Object Databases... Systems programming and design.

Management – Highly energetic and enthusiastic team leader... Superior ability to educate and motivate employees to perform... Strong technical sales and business management skills... Exceptional capability in the creative design, preparation and delivery of professional presentations, demonstrations and literature... Effective negotiation skills. Personal Strengths - Outstanding Public Speaker and Presenter... Professional appearance and positive personality with a great sense of humor... Able to adapt to a variety of people, products, technologies and situations... Strong listening, communication and interpersonal skills... Quick mastering and demonstration of technology and its value to business. Highly motivated and goal oriented... Extremely well organized with attention to detail... Reliable, confident and committed to the professional standards and goals of the organization.


Robert Morris University, Pittsburgh, PA

Bachelor of Science Business Administration

Computer Science/Accounting GPA 3.0

Worked full time in Junior and Senior years.


Solution Selling

Karrass Negotiating

SPIN Selling

Philip Crosby Quality Management

Seven Habits of Highly Effective People (Covey)

Corporate Visions Successful Presentations

Crossing the Chasm (Moore)

USA Hockey Officiating Instructor and Referee-in-Chief

NIHOA High School/Prep School Ice Hockey Official Chronology:

5/12 – present InRule Technology

Chicago, IL

Senior Pre Sales Engineer

Primary responsibilities: Pre-Sales support for InRule Technology’s Business Rules Management System. Working closely with the Sales Executives and inbound lead flows, daily responsibilities include initial presentations and demonstrations of all of the InRule components and the various interfacing technologies from rule application authoring, rule testing and tracing, rule application storage and management and rule engine integration. Created customized demonstrations utilizing the prospect’s entity structure, data, and sample rules.

Created and recorded numerous technical “how to” videos for our Support Site so that new customers and prospects have a better “out of the box” experience when deploying InRule.

1/10 – 4-12 Invention Machine

Boston, MA

Senior Sales Engineer

Primary responsibilities: Pre-Sales support for Invention Machine’s Innovation Software Platform GOLDFIRE. Working with the Sales Executives on all aspects of a very detailed sales cycle including; Prospect/Customer Interest Development, Mapping solutions to requirements, Value Propostion development and confirmation, Customized complex product demonstrations on site as well as WebEx, Reseller and new Sales Executive training.

8/98 – 12/09 Progress DataDirect Technologies Merant Intersolv

Morrisville, NC – Bedford, MA

Principal Sales Engineer

Returned to DataDirect as the Principal SE within the OEM Division and then ultimately both the OEM and Corporate channels.

Primary responsibilities: Initially supporting every Sales Rep across the United States, authoring and presenting technical presentations as well as leading whiteboard technical discussions for sales calls/meetings for the Commercial Software OEM channel. Worked closely with Marketing to craft our unique Value Proposition that saw the OEM Channel grow to over 350 Software Vendors totaling $28 Million per year. Major software vendors include IBM, Microsoft, Oracle, Computer Associates, Sybase, BEA, SUN, Software AG HP, SPSS, BMC, Informatica and Progress Software. Eventually supported both OEM and Corporate Channels with revenues totaling over $50 Million per year. Trained virtually every Sales Rep across the company as they were newly hired. Achieved an average of 125% of quota for each of the past 11 years. Achieved 8 consecutve “Pro Club” Technical Sales award trips for yearly contributions. 6/97 –8/98 Sovereign Hill Software, Inc., Hadley, Ma Director of Product Marketing

Primary responsibility: The packaging of Sovereign Hill Software and its products (InQuery) for the market. Responsible for product pricing, packaging, marketing literature, industry trade shows and seminars, lead generation for sales as well as all technical presentations and demonstrations for the company and it’s affiliated partners. Additional responsibilities include: working closely with Sovereign Hill’s Industry Analysts, Venture Capital firms, OEM Partners and authorized resellers as well as the liaison between Product Development and the customer base.

6/96 – 6/97 ONTOS, Inc., Lowell, Ma

Director of Technical Marketing

Primary responsibility: The overall technical marketing of ONTOS, Inc., worldwide. ONTOS, a company in the software tools and services business, develops and markets the ONTOS*Integrator, an object-oriented middleware product that allows businesses to develop C++ applications that easily access and integrate their relational data. Additional responsibilities: Reposition ONTOS from a pure OODB vendor to a leading supplier of mainstream software technologies and services. Position ONTOS as the leader in the Object Integration Middleware market by developing marketing strategies, pricing and promotion programs. Writing product functional specifications based upon market needs and customer base. Conduct a seminar series covering 11 cities across the United States and the United Kingdom.

1/95 - 6/96 Intersolv / TechGnosis Inc., Burlington, MA/Rockville, MD Corporate CSR - DataDirect Product Line - Intersolv Primary responsibility: Corporate speaker and presenter for the DataDirect product line of Intersolv across the United States. Designed, implemented and executed a 13 city seminar tour that included a unique travelling “lab” to demonstrate the power of Intersolv products across a wide variety of platforms and technologies. Product Marketing Manager - TechGnosis

Primary responsibility: Position SequeLink within the United States as a leading technology (ODBC) for easy, high performance data access & connectivity. Position TechGnosis as a leader in the client/server connectivity software market by developing marketing strategies, pricing, promotion and distribution programs for SequeLink and other TechGnosis products and services.

Responsibilities / Accomplishments:

After 10 months of marketing, TechGnosis (13.5m 1995) sold to Intersolv for

$80 million

Product marketing, product management.

Identify market opportunities and new product directions

Identify possible mergers, acquisitions and business development opportunities

Repackaged, priced and positioned SequeLink for maximized distribution in the U.S.

Conducted a very effective analyst, press, customer and seminar tour

Designed and produced magazine advertising, sales and marketing literature and a unique travelling demonstration lab.

5/92 - 1/95 Trinzic Corporation, Waltham, MA (Merger of AICorp & Aion 1992) Senior Systems Engineer

Responsible for pre sales technical support including: product presentations, product demonstrations, trade shows, seminars, marketing assists, application prototypes as well as training for new Consultants and Marketing Representatives. Software products included: KBMS, INFOPUMP, INFOHUB and FOREST & TREES Accomplishments:

Trinzic sold to Platinum Technologies, $150 million (3 times revenue)

Successfully introduced server-based data replication and integration product

(InfoPump) a market leading product - endorsed by Lotus as the recommended product for NOTES & DBMS integration

Successfully introduced and supported legacy data access software tool (InfoHub)

Delivered reseller marketing and training programs for Trinzic's Affiliate partners 6/87 - 5/92 Pansophic Systems/Computer Associates, Lisle, IL/Islandia,NY Technical Director – Responsible for managing the Technical Consultants for pre and post sales activities of mainframe and client/server based application development technologies. Promoted from: Senior Systems Consultant – Responsible for pre and

post sales technical activities including product presentations, demonstrations, product evaluations and follow-up. Received the top consultant award in 1989 and 1990. 4/83 - 6/87 Canadian Pacific, US, Inc., Syracuse,NY Systems Engineer – Responsible for all phases of mainframe systems and application development life cycle. Was promoted within 3 separate divisions including Mayer China Company, Syracuse China Company and Canadian Pacific US. Other positions were Assistant to the Controller for Mayer China Company.

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