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Sales Engineer

Lowell, Massachusetts, United States
April 21, 2017

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( c ) *** - ***- ****

jma l obeck i@gma i l . com

Core Competencies

Solutions Consulting professional with 16+ years of progressively responsible experience in the areas of:

● Pre-sales Consulting ● Executive Presentations ● Journey Mapping ● Project Management

● Product Demonstration ● Sales & Negotiation ● Account Management ● Business Development Professional Experience

Solutions Consultant (July 2015 – December 2016)

Oracle, Burlington, MA

Conducting and building customized demonstrations selling CRM & Marketing SaaS applications for enterprise-level accounts with $800K in closed business

Configuring and maintained sandbox environments to illustrate various client business/use-case scenarios

Completing RFI’s and RFP’s from a usability, technology architecture, technical fit and regulatory requirements basis

Developing account penetration tactics with sales reps to shorten sales cycles and project accurate forecasts

Training up to 100 business development and sales reps in selling the value of our Sales and Marketing, including Configure, Price & Quote solutions into enterprise, mid-market and small business accounts

Building and recording product demonstration video tutorials and guides for the sales force to effective communicate the value and differentiation that Oracle brings Pre-sales Solutions Consultant (April 2014 – June 2015) Avention formerly OneSource, Concord, MA (B2B data provider)

Conducted client discussions, in support of sales, on various solution options including APIs and data transfer protocols achieving $300K in sales revenue within 6 months

Provided technical consultancy through expert product knowledge and technical challenges solved by Avention data solutions for data quality, data enrichment and data cleansing

Determined customer design requirements, captured scope and refined technical documentation for the data solutions delivery team

Constructed SOW and Solutions Summaries together with commercial pricing to support the overall sales process

Worked closely with members of the delivery team to ensure applications are delivered on-time, to specification and within budget parameters

Customized and delivered product demonstrations tailored to each client’s individual needs resulting in

$500K of net new revenue

Drove internal adoption, awareness, and skills of all Avention solutions (data quality, data enrichment, data integrity and data cleansing) through pilot programs

Effectively and powerfully communicated the Avention value proposition to prospective customers through a consultative approach

Strong commercial mind-set to help identify new business or up-sell opportunities

Created the company’s first platform pilot program for prospective clients

Managed and steered client piloting/testing from Proof-Of-Concept to an eventual sales contract Inside Sales Representative (2012– April 2014)

QSR International, Burlington, MA (Qualitative Research software)

Consistently achieved 100%+ of sales quota for month/quarter

Performed 50+ calls/day to qualified leads and prospecting unqualified lead sources

Consistent Pipeline building with an average of 2x of quota

Conducted weekly software demonstrations to groups of prospects via GoToMeeting

Built relationships with initial sponsors’ that lead to conversations with senior manager and C level decision makers, gaining trust which lead to further sales opportunities and deal closure Inside Account Manager (2008–2012)

HP/Autonomy, formerly Iron Mountain, Digital Services, Southborough, MA (Cloud-based Data backup)

Pro-actively hit and exceeded 100% of sales goals from 2009 through 2012

Attained product/service support renewal revenue at an average of 94% over 4 years

Aggressively salvaged existing customer base by 70% or higher for all 4 years

Documented, coordinated, and escalated customer issues for successful resolution with teams in technical support, project management and professional services Financial Analyst (2005-2008)

EMC (client) as an employee of Accenture, LLC, Boston, MA (Management Consulting)

Performed bi-monthly P&L reporting and subsequent analysis by client

Assisted in the preparation of management reporting package related to quarterly business meetings

Created ad hoc spreadsheet reports and operational dashboard metrics to help better understand business trends for management analysis and discussions Staff Accountant (2000–2004)

Praecis Pharmaceuticals, Inc., Waltham, MA (Pharmaceutical)

Independently performed monthly close of general ledger Education

B.S., Accountancy

Merrimack College, N. Andover, MA

Additional Skills

Languages: Bilingual, English and Polish

Software Proficiency: Oracle Sales Cloud, Eloqua, Oracle Social Cloud, Oracle Commerce Cloud, CPQ, SQL Server 2008,, NetSuite, Microsoft Dynamics, SAP

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