Read Smith, Senior PreSales Engineer, Certified Third Party Risk Professional

Greater NYC Region - 631-***-**** - ad07fb@r.postjobfree.com - http://www.linkedin.com/in/readsmith Results-oriented and visionary Senior Pre-Sales Engineer, Certified Third-Party Risk Professional, and Business Analyst with a proven track record in leveraging cutting-edge technologies to design innovative solutions. Adept at articulating technical value propositions, facilitating collaborative discussions, and contributing to impactful pre-sales strategies.

Recognized for establishing trust, leading enterprise sales and implementations, and serving as a collaborative influencer. Holistic sales enhancement expert with a unique blend of sales, technology, and consulting skills. Skilled at navigating the intersection of the technical, business, and communication aspects. Skilled at bringing collective team value to bear at the highest customer levels for maximum revenue and greatest value while navigating through the noise to give prospects clarity. Utilizes exceptional active listening skills and a deep understanding of the buyer’s journey. Strong reputation as a team player and selfless mentor to ‘train-up’ less senior sales engineers / client consultants and less senior account executives

Enterprise Solution Engineer Enterprise PreSales Engineer Proposal & SOW Writing Business Analytics & ROI Integrated Risk Management Governance, Risk & Compliance Technical Account Mgt Proof of Concept (POC) PCI DSS, N.I.S.T, ISO, HIPAA Risk Management Project Management Workflow Automation Technical RFP delivery Call Center as a Service No-Code Reporting Tevora, Long Island, NY Management Consultancy Focused on Cybersecurity PRE-SALES ARCHITECT Oct 2022 – Sep 2023

• Tevora is a specialized management consultancy focused on cybersecurity, risk, and compliance services that are devoted to supporting the CISO in protecting their organization’s digital assets. Tevora ensures the CISO has the tools and guidance they need to build their departments so they can prevent and respond to daily threats.

• Collaborated with 180 partner manufacturers to deliver solution recommendations.

• Spearheaded pre-sales support for 10 AE’s and partnered with manufacturer Sales Engineers.

• Streamlined processes, enhancing productivity by 93% and boosting client satisfaction.

• In 6 months, a new presales solutions architecture I implemented, that generated $1M in additional annual revenue.

• Work with all Tevora partners to deliver solution recommendations to our clients.

• Provide pre-sales support for and in conjunction with Partner Sales Engineers.

• Research, learn, and create evaluation recommendations of three to four products for our customers to review

TalkDesk, Long Island, NY Cloud Call Center Software for Innovative Enterprises ENTERPRISE SOLUTION ENGINEER Oct 2021 – Aug 2022

• Successfully transitioned expertise from GRC/TPRM sales engineering to specialize in Call Center as a Service solutions.

• There was a company-wide Reduction in Force (RiF's) events. 85% of SE’s were let go.

• Secured four $120k+ deals in four months.

• Provided Solutions Engineering pre-sales support for a base of enterprise customers within my assigned region.

• Partnered with sales teams to understand client product-related expectations and requirements.

• Conducted technical discovery interviews with customers to clearly define needs.

• Provided technical expertise to ensure that customer needs are met.

• Maintained a working knowledge of the industry and competitors in order to act as a valuable resource.

• Reviewed quotes, RFPs, plans, and other customer documentation – provided technical information and clarifying questions and uncertainties for both Talkdesk and customer representatives. Lynx Tech. Partners, Long Island, NY Integrated Risk Management SENIOR SALES ENGINEER Oct 2020 – Apr 2021

• Despite efforts, the product remained for internal use due to challenges generating external sales.

• Improved customer satisfaction ratings by 25% in 6 months, resulting in increased revenue.

• Assisted in leading the development and implementation of complex solutions.

• Delivered sales presentations and product demonstrations.

• Provided guidance during product demonstrations, presentations, and pilot implementations.

• Analyzes customer business requirements, builds proof-of-concept solutions, and demonstrates solutions back to prospective customers.

Supply Wisdom, Long Island, NY 3rd Party Continuous risk monitoring and intelligence DIRECTOR OF STRATEGIC ACCOUNTS April 2020 – Oct 2020

• Responsible for product demonstrations and servicing/expanding existing customer accounts.

• Responsible for leading relationships with one or more clients aligning with their TPRM strategic plan.

• Achieved 97% customer renewal.

• Note: Faced underemployment during this period.

Frank’s Plumbing, Long Island, NY Your plumbing resource for the Fire Island local communities ASSISSTANT PLUMBER Aug 2019 – Aul 2021

• Interacting with customers, scheduling, billing, warehouse receiving, copper, PVC, PEX, water main relocations, etc.

• Worked with customers, scheduling, billing, warehouse receiving, and various plumbing tasks.

• Fixed 45 plumbing issues in 3 months, reducing customer complaints by 75% Prevalent, Inc., Long Island, NY A global leader in third party risk management SALES ENGINEER Oct 2016 - Mar 2019

• Navigated a Company-wide Reduction in Force (RiF) during the 1st quarter of 2019.

• Contributed to achieving a remarkable $36M sales quota as part of a high-performing team.

• Conducted comprehensive discovery sessions, product demos, and workshops, emphasizing compliance regulations and Third-Party activity.

• Responsible for product demonstrations, technical sales workshops, and Proof of Concept (POCs) applying expert working knowledge of industry compliance regulations and frameworks such as PCI DSS, N.I.S.T, ISO and HIPAA.

• Was actively engaged in stressing the ability for Prevalent to redirect prospect resources previously dedicated to collecting and analyzing vendor-submitted questionnaires and evidence, to other activities.

• Served as key technical expert supporting the sales team’s identification and qualification of sales opps.

• Proactively anticipated and addressed technical objections, developing strategies to resolve biases and blockers.

• Responsible for securing the “Technical Win” by expertly tying capabilities to customer business impact/ROI.

• Curated sales conversations to best align the distinct needs of the key stakeholders and executive leadership.

• Utilized no-code for solution workflows, questionnaire integration, and external monitoring. Skills:

Start-Ups CCaaS Integrated Risk Management Demonstrations Competitive Analysis Cross Functional Team Leadership Mentoring Enterprise Software Solutions Management Business Analyst RFP RFI RFQ SOW Proof of Concepts Discovery Pre-Sales Post-Sales Deployment of Solutions Case Studies Sales Proposals Consultative Training Risk Program Risk Management GRC Compliance Integrated Risk Management IS Risk Analysis Third Party Access Solutions Third Party IS Assessments Project Management Business Requirement Documentation No-code Workflows No-code Studio Governance, Risk

& Compliance

Education:

State University of New York (SUNY) Plattsburgh, Plattsburgh, NY – BS in Business Management Farmingdale State College, Farmingdale, NY – AS in Business Management

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