* ****

Daniel W Draper

adf4az@r.postjobfree.com •**** West 10620 North, Highland Utah 84003•

801-***-****

Professional Summary

An enthusiastic leader experienced in Solution Sales, Presales Engineering, Professional Services, Program/Project Management. Capable of having technical conversations with front of the building CIO’s, Director’s and back of the building Technical Management and Technology Teams.

Strong technical background collaborating with different Clients to plan and build Microservices Architectures that include Kubernetes Clusters with Bare Metal Servers. Adept at building, delivering and articulating value with technical presentations and demos An experienced professional who can influence change and improve Client relationships as well as accelerate initiatives.

Creative thinker, analytical person with an optimistic attitude that can bring the right technical solutions to meet business needs. Ability to negotiate with Clients over price and terms. Strong knowledge and understanding of data center technology across various vendors and can subjectively/independently qualify and deliver the right product set to solve IT and business challenges for customers.

Experience

Diamanti Salt Lake City, Utah Nov 2019 – July 2020 Technical Account Manager

Technical Sales supporting the South West Region, Kubernetes Open Source Hyper Converged Bare Metal Solution, Hybrid Cloud, Docker, Red Hat Open Shift Container Platform, Intel, Dell, Lenovo Server hardware. Implemented containers for Microsoft SQL2019, Elastic. Adept at building, delivering and articulating value with technical presentations, demos workshops. Trace3 Salt Lake City, Utah June 2016 – 2019

Technical Account Manager / Field Sales CTO (Utah) Technical Account Manager supporting Utah sales teams across all lines of business, Infrastructure (Cisco, NetApp, Nutanix, EMC, HP, Cohesity) Cloud, IT Operational Analytics

(ITOA), Data Intelligence, Security, DevOps. Architected private cloud solutions in partnership with Las Vegas SuperNap. All Possibilities Live in Technology. Collaborated with CIO’s and Director levels to perform Strategic Technical Initiative workshops for Operational and Organizational Efficiency, DevOps and ITOA.

Daniel W Draper

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Mountain States Networking Salt Lake City, Utah August 2014 – 2016 Vice President Professional Services

Regional Post Sales Professional Services Business supporting Cisco and NetApp Delivery. Improved profitability of the services organization to attract private equity investors that led to the eventual sale of the company. Recruited and Mentored a high performing team of Project Managers, Solutions Architects and Delivery Engineers. Profit and loss responsibilities, influencing sales teams to understand the importance of profitable services. Integrated new professional services automation software, services compensation plans and project management office.

NetApp Salt Lake City, Utah 2008 – 2014

Director Advanced Consulting Solutions Western United States Accountable and responsible for Professional Services West. Managed a 125 plus people organization with profit and loss responsibilities delivering on a top line sales revenue goal of one billion dollars +. Exceeded services margin goals quarter over quarter. Coordinated efforts with Engagement Management Team to build next generation Advanced Consulting Services, Project Management Office, Managed Services, Onsite Staff Augmentation services. Improved overall customer satisfaction with monthly in person meetings for key clients. Implemented monthly product audit program that helped drive additional product revenue. EMC Salt Lake City, Utah 1994 - 2008

Director Professional Services Enterprise Western United States Accountable and responsible for Professional Services West including Texas, Oklahoma, Louisiana and Arkansas. Managed and mentored a 150+ plus people organization with profit and loss responsibilities for top line sales exceeding one billion dollars revenue goal. Consistently overachieved margin goals quarter over quarter. Strategized with McKinsey to build go to market initiative for new services organization. Built high performing teams that were the envy of the company.

Area Professional Services Manager Enterprise Mountain West/Pacific Northwest Region Accountable and responsible for Professional Services. Managed a 25-person team that led the company in customer satisfaction and profitability. Worked hand in hand with Presales Teams to articulate the value of professional services. Developed resource management program that was implemented across the company.

Services Practice Manager West

Leadership and management responsibilities for a Team of Presales System Engineers, Post Sales Solution Architects, Delivery Implementations Engineers focused on EMC hardware and software. Worked with Sales to build level of efforts, statement of works for delivery of Implementation and day two services. Sponsored and implemented a college new hire program and certification bootcamp for Associate Engineers. The college new hire program led to higher customer satisfaction and lower cost of delivery.

Professional Services Sales - Engagement Manager Mountain West Services Sales Responsibility for Mountain West. Overachieved revenue goals and led the region in services sales. Collaborated with Sales Teams to sell services. Trained Sales Teams on how to sell services and include services in their deals. Daniel W Draper

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Regional System Engineering Manager – Salt Lake City Leadership responsible for Enterprise Presales System Engineering Team covering Utah, Southwest, and Telco Verticals. Overachieved sales goals by two hundred percent. Created development plans for each engineer to achieve his or her educational goals and compensation goals. Communicated with customers on a consistent basis to improve customer satisfaction. Assisted Sales leadership with strategic account planning, territory assignments and goal achievement.

Senior Systems Engineer – Salt Lake City

Opened Utah Territory supporting Enterprise Sales Utah as a Presales Engineer. Advised and trained new Account Managers to present EMC offerings. Assisted local partners with EMC Technology. Evaluated Client Business plans for EMC private equity investment. Overachieved sales goals and promoted to Engineering Manager.

Senior Field Support Engineer – Kansas City

Deployed and integrated EMC solutions. Expertise in AS400, Sys38, Mainframe and Open Software Platforms such as HPUX, AIX, Solaris. Supported Sales teams from a Technical perspective and built relationships with customers for future business. Traveled to Boston on assignment to work with EMC Technical support regularly. Storage Technology Orange County, California - Kansas City, Kansas 1981 - 1994 Technical Team Lead – Kansas City

Managed support team covering major Telco company. Responsibilities included maintaining and installing disk arrays and automated tape libraries. Technical Team Lead – Orange County

Managed after hours support team covering Orange County. Reduced after hours calls by coordinating and using data to track product reliability. Reduced the number of after-hours engineers from ten to three.

Senior Support Engineer

Field System Engineer supporting Storage Tech Products. Disk Arrays, Printers, Laser Printers, Automated Tape Libraries. Assisted with Beta testing of first enterprise class array for major airline manufacturer in Southern California. Succeeded in coordinating a plan with sales to replace IBM as the tape manufacturer in a major account. Trained on all STK Products. United States Navy San Diego, California 1977 - 1981 Fire Control Technician Petty Officer 3rd Class

USS Sterett CG31 - Operated and maintained Harpoon missile system, analog gun fire control system, radar, radio signal processing equipment, electrical and mechanical. Swabbed the deck and chipped paint.

Education

NetApp

Sales Training

Leadership Training

Director Training

Diversity Training

NAS Product Training

Team Building

Advanced Consulting

Daniel W Draper

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EMC

Sales Training

Leadership Training

Product Training

Technical Training – Symmetrix, Open Systems, Mainframe Presentation Training – Power Speaking

EMC / Babson College

Sales Training

Director Level 1

Director Level 2

Washburn University

Computer Science Emphasis

General Education

United States Navy

Fire Control A School

Advanced Electronic and Electricity

Basic Electronic and Electricity

Fire Fighting

Skills Summary

Sales

Client Relationship Building, Revenue Opportunity Identification & Forecasting, Account Planning, Channel Development.

Consulting

Strategic Initiative Planning, Hybrid Cloud, Private Cloud, Micro Services, Digital Transformation, Information Technology Architecture. Services

Professional Services Sales, Project Management Office, Advanced Consulting Services, Service Catalog Development, Staff Augmentation, Profit & Loss Management, Private Cloud Solutions.

Software

Kubernetes, Docker, Red Hat Open Shift, VMware, Splunk, Linux, HPUX, Windows. SQL, Elastic.

Hardware

EMC, NetApp, Diamanti, Cisco, Palo Alto, Hewlett Packard, Nutanix.

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