Sales Engineering
Resume:
S K I L L S
Engineering SaaS Sales Team
Management
E2E Customer facing experience
Pre-Sales
Professional Services
Customer Success
SaaS Professional Services
SaaS Customer Success
Team Evaluation and
Performance Coaching
Team Growth Planning and
Strategy
Cloud Transformation
Performance Management
E D U C A T I O N
MASTER’S DEGREE
Business Administration
Golden Gate University
San Francisco, CA
BACHELOR OF SCIENCE
Electrical Engineering
West Coast University
Los Angeles, CA
P R O F E S S I O N A L P R O F I L E
Helping teams to provide solutions that amaze and enable customers is where I excel. Understanding how to create and lead a team to a work with customers is what I am at my best. My approach to building teams is to have a diverse set of people and developing a highly professional organization.
As the Sales Engineering Director, I am responsible for ensuring that the solutions promised, and reality remain aligned. From the initial sales introduction, detailed customer interaction writing, my teams address not only the technical issues but also the underlying business goals.
I have over 15 years of managing major account teams on four continents with multiple layers of reports. Responsible for P&L, Forecasting
Strong Technical background with 19 US and Int’l patents. Brad Medford, BSEE &MBA
C u s t o m e r S u c c e s s D i r e c t o r
*************@*****.***
Austin, TX
linkedin.com/in/bradmedford
E X P E R I E N C E
Director, Sales Engineering
Matrix Industries, Menlo Park, CA TX 2020 – Present Organization 5 Responsible for Sales Engineering Team hiring and guidance. Increased the number of POC and closed deals by 45% in the first 2 months. Managed the hiring and training of new sales engineers.
Director, Customer Success and Project Engineering Wi-Fi Alliance, Austin, TX 2018 – 2020 Organization 6 Responsible for overseeing Customer Success organization creation. Created Customer Success organization from ideation to implementation. Aligned resources and ensured attainment of organizational objectives. Collaborated with third-party vendors and negotiated key contracts. Functioned as an advisor on various aspects of technology options and customer offerings, while reporting to the Senior Vice President of Marketing. Moved testing and engineering process to SaaS model. Reduced GTM time by 50% in first release of Wi-Fi 6 (802.11ax)
Director, Professional Services & Customer Success, Americas Avid, Burlington, MA 2017 – 2018 Organization 55 Transitioned Sales Engineering team to SaaS focus by initiating grass-root level changes; accountable for business units supporting presales and post- sales engineering services across the Americas. Established two new lines of business. Reporting to the Vice President – Customer Engineering
• Consistently meet or exceeded sales targets.
• Completely revamped professional SaaS services arm of the business entity; turned around business performance from a 10% net loss to
~20% increment in revenue.
• Identified gaps in Hyperscale planning, changed work culture to transform performance and institutionalized a SaaS laboratory to test systems prior to delivery.
• Created detailed coaching plans for all staff members that included technical training and soft skills training.
• Introduced a technical career path for non- management team members.
• Established regular business and pipeline reviews with sales management.
T E C H N I C A L S K I L L S
National Instruments LabView
Test System Development
Microsoft Office Suite
Salesforce
Workday
Technical Product Road mapping
P R O F E S S I O N A L
A S S O C I A T I O N S
PMI Agile Certified Practitioner
(PMI-ACP),
Expected November 2020
IEEE
Society of Motion and Picture
Engineers (SMPTE)
Agile Software Project
Management
Project Management Academy
E X P E R I E N C E c o n t i n u e d
Director – Customer Services Engineering
Ericsson, Stockholm, Sweden 2013 – 2017 Organization 55 Accountable for establishing and leading global services engineering setups and programs across APAC and EMEA. Responsible for remotely managing 3 presales organizations in Australia, Spain, and India. Supported end-to-end operations of global projects comprising of conception, execution, training, and delivery. Reported to the Senior Vice President – Services. Served as Principal Consultant with 55-person company consulting group providing strategic technology services to Fortune 500 companies. Helped international customers with technical plans and thought leadership while guiding complete system integrations and assessments. Met with global customers to match technology implementation to business goals,
• Created customer engineering entity to address specific business goals.
• Led creation and orientation of 55 staff members.
• Aided 30 clients producing more than $23M in yearly revenue beating sales target by 25% in FY2016-2017 and 10% in 2015-2016.
• Supervised cross-functional global teams in engineering, procurement, project management, and administration increasing staff from 2 to 73 people within 6 months.
• Built proof-of-concept lab to raise product time-to-market providing prototype to obtain approval from customers and integrated equipment.
• Increased project delivery time by 35% to reach multiple new markets ahead of schedule with new analytics capabilities. Cisco Systems, San Jose, CA 2007 – 2013 Organization – 90 Pre-Sales Manager (2007 to 2011); Pre-Sales Senior Systems Engineering Manager (2011 to 2013)
Accountable for designing highly effective video solutions/systems for AT&T Cisco account; established a new IoT presales system integration engineering team. Liaised with critical stakeholders of 3 different business entities handling varied technologies. Oversaw learning & development requirements while charting out the career progression of staff.
• Managed the creation of new video Pre-Sales system integration engineering team.
• Managed national team resources in four US locations. Brad Medford, BSEE &MBA
*************@*****.***
Austin, TX
linkedin.com/in/bradmedford
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