Engineer Sales

PROFESSIONAL SUMMARY

Accomplished Information Technology leader with expertise in creating customer aligned value propositions in the Cloud, Network Solutions and Sales Engineering. Extensive and strong record of consistent results through alignment of critical business drivers, leveraging technology in order to achieve business goals in multiple markets and verticals. Proficient in assessing business requirements and translating stakeholder requirements into technology solutions, providing continuity of business.Expertise in building and rebuilding effective relationships with stakeholders, executives and decision makers to deliver customer solutions. Proven expertise in:

Solutions Architect/Design

Data Center Networking & Compute

Wireless & Security Solutions

Software Designed Networks/WAN

Hyperconverged Infrastructure

Firewalls, VPN, Identity Management

Technical Sales & Leadership

Team Building, Coaching, and Mentoring

Stakeholder & Executive Presentations

Statements of Work & Levels of Effort

Customer Satisfaction & Retention

Exceptional Oral & Written Communications Skills

PROFESSIONAL EXPERIENCE

Insight/Datalink

Sr. Datacenter Architect, 2017-2020

Provided Cloud, Data Center Networking, Security, Wireless, and Compute Solutions for Enterprise, Healthcare and Commercial Accounts across Georgia, Alabama and Tennessee, as a Technical Sales Consultant with a top US Value Added Resellers (VAR).

Evaluate customer requirements, develop technical solutions, complete proofs of concepts, promote cloud adoption and lead technology discussions with internal and customer teams. Transformed customer Data Centers to sustain new Business Applications, with Software Defined Architectures, Security, SDWAN and Hyperconverged solutions.

Key Contributions:

Created Cloud Strategies and build-out Data Center Architectures to accommodate business services and continuity objectives, reducing customer outages by 40%.

Initiated and sold IaaS and PaaS for Network, Security and Disaster Recovery to reduce customer operations costs by 30% and supplement sales goal of $3.9M in revenue.

Implemented and sold a $4.5M PaaS Managed Services solution, to manage a customer’s environment.

Upgraded and managed a customer’s Cisco ACI environment; renewed $3.5M services contract.

Generated $4M in hardware sales and $2.5M in professional services revenue from new architectural and solution designs, yearly.

Designed and sold a Software Defined Network architecture (Cisco ACI), Security, HCI for VDI, Compute and Storage solutions to a Financial Customer to increase business agility, service reliability, and promote automation. Developed the Data Center design, to include the rack layouts, power requirements, cabling infrastructure, remote management and Interconnects -- $6M of hardware, software, subscriptions, and professional services revenue

Designed and presented a Cisco Viptela SDWAN solution as a proof of concept that was implemented for a Financial client to support the modernization of their WAN environment.

Designed and Implemented an IaaS solution for a Surgery Care client in an Insight Public cloud environment. Responsible for the Data Center Network, Security, Compute, DCI, Rack layouts, Power requirements/PDUs and migration/move plans.

Upgraded the ACI fabric and environment, Security appliances for a PaaS client running applications in the Insight Public cloud that supports Lexus Auto Dealers nationwide.

Assessed the IT infrastructures at remote locations for a Surgical Care client to provide network architecture recommendations and changes for improved services. Designed and implemented a cloud based network and wireless solution, Cisco Meraki, to reduce operational challenges, improve IT services to the centers, and minimize downtime.

Prosys Information Systems (VAR)

Sr. Solutions Architect, 2013 – 2017

Developed Networking, Security, Wireless, Unified Communications, Compute and Data Center Solutions for Enterprise, Commercial, Healthcare and Territory Accounts across Florida and Georgia.

Drafted complex solutions for customers to meet business challenges and enhance corporate services, with best of breed Security, Network, Wireless and Compute technologies.

Key Contributions:

Constructed complex IT and Security solutions for customers with Cisco and Palo Alto products for Internet, Network, Security, VPN Access, Identity Access Management and Endpoint Protection for $17M in yearly sales.

Designed new Data Center Architectures for customers to deliver new services, support business agility, and gain efficiencies with Automation -- $5M-$7M in hardware, software, subscriptions, and professional services revenue.

Developed Network, Wireless, Compute and Storage architectures for Cruise Line customers to support new Ship builds - $4M-$6M per ship in hardware, software, subscriptions, and professional services revenue..

Led Southeast Region Wireless SolutionsTeam, growing professional services revenues to over $400K annually.

Provided Architectural and Operational guidance to internal stakeholders to improve Sales, Professional and Managed Services Business by 15%.

Mentored and coached new Solutions Architects to immediately impact sales attainment, exceeding sales goals of 110%.

Established sales strategies to increase business by 20% with Sales, Engineering Management, and Account Executives

Designed and implemented a new Data Center at a Co-Lo facility for a client that provides services to Subway restaurants nationwide. Completed High and Low level designs for the network architecture, security, compute, storage with Rack and Floor plans that included Nexus 9000 switches, Palo Alto firewalls, Cisco UCS, and NetApp storage. Developed all requirements to support the new Data Center and the migration of services from the previous Data Center, which include Power, PDUs, Racks, Communications connectivity, swing and remote access equipment.

Designed and implemented several Identity Access solutions with Cisco Identity Services Engine (ISE) for Hospital/Healthcare clients, with AD integration. Implemented ISE to support wireless access for corporate and guest users, wired access for specific healthcare devices and to protect publically accessible network ports.

Designed and implemented a new Data Center architecture for the largest Cruise Line in the world, with Cisco Nexus 9000 switches, to create a high speed, low latency 10-40GB backbone for all cruise line services. This data center provides access to all services for the ships, as well as customers purchasing cruises.

Assessed, designed and implemented a new network architecture for a Municipal Government Organization in Central Florida. Completed a network assessment, developed new architectural diagrams for the client and created the migration plan to move services to the new environment.

Designed shipboard solutions for Cruise Line clients that included network, security, compute, wireless and VoIP solutions. Solutions included Cisco Nexus/Catalyst switches, UCS, Firepower, Wireless Controllers and Access Points, Unified Communications Manager and Gateways, and VoIP phones.

Completed a wireless survey for a Power Company client to provide pervasive wireless support for exterior locations around the plant and improve worker efficiencies for reporting data. Completed survey documentation with recommendations, heat maps and access point locations to provide the best service. Designed and implemented the new wireless environment with Cisco Wireless controllers and external access points/antennas.

Cisco Systems

Network Consulting Engineer, 2012- 2013

Provided advisory services, as a Wireless Technical Consultant, for customers implementing Advanced Wireless Solutions for Enterprise and High-Density applications. Completed wireless surveys with Airmagnet Survey tools.

Surveyed large warehouse and open areas for multiple clients. Created survey documentation with recommendations, heat maps, and access point/antenna placements for optimum service.

Designed and implemented wireless solutions based on survey information for multiple clients.

Manager, Systems Engineering, 2010-2012

Directed eight Enterprise Sales Engineers across Florida, driving architectural solutions for increased sales with cross-functional organizations, including Business Units and Professional Services.

Hired and retained talent to build a cohesive Engineering team, served as escalation point for all account issues, assisted with proof of concepts, technology demonstrations and solution presentations for customers.

Key Contributions:.

Governed two sales Regions, with a combined sales goal of $200M, to create and drive sales initiatives. Surpassed sales goals every quarter for 2 years at 110% or more.

Initiated and retained relationships with customers, created technology solutions to help customers gain a competitive advantage and support strategic technology plans.

Devised Sales Campaigns for the Engineering team, exceeding revenue at 115% or more.

Led a cross-functional and collaborative team to develop new Engineering solutions for specific Enterprise customers.

Mentored and coached Engineering team, securing promotions and new opportunities.

Enterprise System and Network Consulting Engineer, 2010 to 2000

Supported seven Enterprise accounts, as Technical Sales Engineer, driving Architectural Solutions to go beyond yearly Cisco sales objectives at 115% or more. Consulting Engineer, managing Service Provider accounts to meet business goals.

Key Contributions:

Co-developed a MPLS Service Architecture for a Cruise Line customer to support their corporate objective to offer land based services on cruise ships (i.e. sports bars, live streaming of entertainment events), that are the largest ships in the world.

Designed, troubleshot and repaired network issues discovered when preparing to launch new ships into service for the largest Cruise Line in the world. Traveled to Italy on several occasions as the Network Vendor representative to resolve any network, wireless and VoIP issues prior to the 1st ship sailing.

Designed network and compute environments for Cruise Line clients to support the dual data centers on their new ships that would be built in 2-3 years. Updated designs based on new customer requirements or new technology innovations prior to equipment purchase.

Created solution designs and bills of materials to resolve business problems, improving core networking and security, generating sales of $15M yearly.

Delivered technical updates to customers for products/solutions, Proof of Concepts to drive business and influenced customer stakeholders to purchase solutions to surpass sales goals by 20%.

Collaborated with internal teams to leverage resources to resolve customer needs and promote technology adoption

Organized and maintained a small-scale environment of the Service Provider network to evaluate solutions for new customer services and settle network issues. Completed new designs and software reviews for clients.

Contributed to Service Provider business reviews, renewing and contracting yearly services of $5M.

Additional Experiences

Internet Systems Engineer, Siemens

Communications Officer, United States Army

EDUCATION AND CERTIFICATIONS

Bachelor of Science – Electrical Engineering, Tuskegee University

US Army Officer Training --Fort Gordon, GA

Cisco Certified Network Associate (CCNA)

Certified Wireless Network Administrator (CWNA)

Certified Meraki Networking Associate (CMNA)

Palo Alto Network Systems Engineer (PSE)

Google Cloud Network Engineer

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