(Cell) 703-***-****

ad31kw@r.postjobfree.com

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

Manassas Park, VA 20111

Omar Rafik

Cleared sales engineering leader with over 25 years of experience selling software and technological products and services to the federal government and commercial accounts, creating and delivering presentations, working successfully with C-level executives and their engineers and leading a team of sales engineers

Experience

2023-2024 ScienceLogic Reston, VA

Sr. Director, Sales Engineering, Public Sector

In addition to managing a team of Sr Sales Engineers, as the Senior Director of Sales Engineering for ScienceLogic’s Public Sector team, I worked with current and potential customers to identify their needs, shaped and shared technical requirements with the product management and product development teams. I assisted the sales team with technical sales opportunities by providing solutions descriptions and technical designs to sales during all stages of the sales process.

Partnering with Sales Leadership, I assisted driving revenue through strategic management of opportunities within the Public Sector markets. I also ensured the alignment of our solution with the customer's business value, validating the technical feasibility with our observability platform and providing operational guidance to steer customers on how to derive exceptional value. I maintained vigorous relationships with diverse audiences, while also expertly handling any technical obstacles or issues that emerge during the sales cycle.

Drive strategy of the Public Sector vertical team by partnering with respective leaders in Sales, Professional Services, Customer Success and other sales support functions

Identify common high-value processes within industry and mobilize team to create plays, assets, and approaches to maximize impact in deal cycles.

Lead team to drive end-to-end sales activities in deals and create strong value propositions.

Consistently evolve talent of the team to be able to advance and grow deal cycles, continuously assessing the patterns of deals and identifying ways for the team to address any bottlenecks.

Empathize with every aspect of the customer experience, putting customers’ needs first.

Work with cross functional teams to ensure delivery of strong RFx’s, contextualized demos and powerful POCs

Address client concerns around technical capabilities, information security, operating model, program plan, resourcing, and platform architecture to ensure customer confidence and deal progression

Maintain high levels of customer engagement (including on site meetings) with a focus on customer satisfaction and loyalty.

Conduct workshops, business reviews, offer coaching and proactively suggest solutions to common customer challenges.

Proactively spot and correct any issues that could affect deal lifecycle.

Partner closely with other cross-functional team members to translate business needs and product requirements into new solutions for customers.

2021 - 2023 SolarWinds Herndon, VA

Director, Sales Engineering, Public Sector

Responsible for advisory and solutions, inclusive of sales enablement, roadmaps, continuous improvement and customer experience within the public sector which includes federal government, state and local governments and educational institutions. I am a thought leader and evangelist for SolarWinds product offerings, with a passion for solving problems with technology.

Ensure efficient and consistent presales and solution architecture processes and documentation are defined, implemented and maintained (playbooks, checklists and templates), drive best practice adoption to optimize productivity across team.

Identify and then implement the necessary structures, roles & responsibilities required within the team

Ensure accurate, effective and timely communications across the presales and solution architecture function.

Develop and maintain supportive, trusting and professional relationships with other SolarWinds functions and customers to expedite sales and delivery IT infrastructure solutions.

Ensure that KPIs and OKRs are defined, tracked and actioned in order to drive presales and solution architecture excellence.

Positively influence the culture of the team, helping it embrace new technologies and ways of working

Lead the process for development of long-term strategy for new customer acquisition

Analyze, propose, negotiate and convert qualified prospects into deals in accordance with solution/value-based selling model.

Ensure the presales and solution architecture function is aligned with demand and future trends in delivery, drive the resource management strategies, define and execute development plans

Participate in hiring activities and interviews to ensure top talent are brought into the team, ensure accurate and timely resource fulfillment

Directly and indirectly supervise staff members in delivery of products and services, set the pace, ensuring the team is working towards commitments

Be the key leadership escalation point for resource, presales and client satisfaction issues, solve them and unblock problems or escalate to the development team

Analyze and report on presales and solution architecture results regularly to ensure that all deliverables meet or exceed organizational standards and quality requirements

Facilitate continual improvement where required

Ensure seamless transition from presales function to delivery function

Identify extensions & value add sales to offer clients where helpful during project timelines

2018 -2021 SolarWinds Herndon, VA

Senior Manager, Sales Engineering, Federal

As a Sr. SE Manager, I was responsible for working with Federal customers, both civilian and DOD, to understand their technical needs and build out innovative solutions catered to their unique use cases. In partnership the sales team I focused on becoming a trusted advisor with our customers to earn their trust and deliver results. I also collaborated with product specialist engineers, business unit resources, marketing, and product teams to ensure success in the sales motions

Line management of the Federal sales engineering team including, developing staff, setting objectives, running regular one-to-ones, performance reviews and hiring new team members.

Create a spirit of teamwork for the team members.

Technical pre-sales support in promoting SolarWinds's products to our Federal customers (DOD and Civilian) Liaise with key target customers to influence the early stages of the sales cycle, qualify the prospect and to shape SolarWinds product and service offering

Use extensive technical knowledge and analytical skills to address customer questions around capability, system performance, network integration, and competitive positioning etc.

Operate as the technical expert and customer solutions engineer for SolarWinds products, services, and wider technologies critical to our federal team; keep current in this technology and become a thought leader and trusted consultant to the customer base in the federal sector

Drive the communication of the capabilities of the SolarWinds IT infrastructure to prospective customers and assist in the capture of evolving market requirements to drive product development life cycles

Oversee the bid teams to provide logical, technically robust and commercially persuasive responses to formal and informal RFPs and RFIs

Define and oversee customer demonstrations, including developing demonstrations of common customer use cases, and pre-service end-to end service trials

Interface with key end-users to educate them about the key aspects of SolarWinds products and services

Play a central role in supporting the Federal team to drive uptake of SolarWinds products and services and increasing revenue through prospective and existing accounts

Project manage Proof of Concept for prospect customers.

Define and manage team and personal objectives for all team members.

2014 - 2018 SolarWinds Herndon, VA

Senior Sales Engineer, Federal

Provide pre-sales technical support for SolarWinds products to both local and remote Sales Representatives

• Evaluate Federal customers IT problems and describe appropriate SolarWinds solutions to their problems

• Demonstrate SolarWinds products to new prospects

• Assist customers in designing the Network, Application, Storage and Virtualization system architecture monitoring tools

• Meet and Educate customers on new SolarWinds technology and identify new opportunities

• Troubleshoot technical issues during evaluations

• Work closely with Product Management team communicating product issues, federal customer feedback and feature/functionality requests.

• Performs detailed online demonstrations where they must effectively promote product features, answer audience questions and clearly ascertain the customer’s needs and requirements.

• Write technical responses to RFP, RFQ, and RFI documents.

• Respond to technical queries via email, remote assistance, troubleshooting and solving moderately complex sales support problems

1999 - 2013 Spacenet, INC Mclean, VA

Senior Systems Engineer/Sales Engineer

Support the Sales Account Executives from a technical perspective through the life cycle of an account

Translate customer requirements into product solutions that are achievable within resource limitations.

Assist in the Response to RFPs and RFIs.

Write white papers and conduct technical presentations to both technical and non-technical audiences

Attend tradeshows and assist in booth setup

Conduct Pre-Sales demos of VSAT (Very Small Aperture Terminal) satellite technology and related technology

Install, configure and maintain customer pilot program systems consisting of varied communication protocols (TCPIP, X.25, Asynchronous, ISDN, etc.) and applications (Restaurant back office and polling, multimedia content creation and distribution, streaming video and audio, store and forward video, broadband Internet access, etc.)

Provide remote and onsite, second and third level technical support to customer base, as well as internal customers (marketing, development, operations)

Implement, analyze and record customer and Spacenet testing at remote pilot sites

Configure and implement CISCO routers, X.25 PADs and switches, Sun systems, Windows (2000, NT, 98) systems. Various asynchronous devices, video encoders/decoders, ISDN Terminal Adapters,

Utilize TCPIP tools (ping, traceroute, FTP) and Microsoft's Network Monitor to analyze and improve network performance, as well as, various asynchronous and X.25 network monitors and analyzers.

Setup Proxy servers, FTP servers, DHCP servers, Real Video servers to support customer demos and pilot testing.

Technically responsible for setup and maintenance of Spacenets booth at different industries trade shows, to include NAB (National Association of Broadcasters), FSTECH (Food Services Technology) National Realtors Conference, LearnAtChurch National Conference, NACS

Technical Skills

Personal

U.S. citizen

US Army Veteran

Current DOD Secret and Prior TS/SBI/SCI clearance

Highly Motivated…Reliable…Demonstrated Dependability

Willing to travel.

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