Sales Engineer Remote Product

TERRY ROBBINS

512-***-**** ■ *******@*****.*** ■ http://www.linkedin.com/in/terryerobbins ■ Austin, TX 78750

PRE-SALES ENGINEER / PARTNER SALES ENGINEER

Amazon AWS Product Portfolio Acumen ■ Channel Partner Sales Expertise ■ Cloud SE Experience

Certified Amazon AWS, Certified IBM Cloud (SoftLayer), MSFT Azure Sales Engineer w/ 15+ years’ technical sales & solutioning experience.

Strategic Partner Channel Sales support & solutioning experience involving Insight, PCM, SHI, Connection supporting Fortune 500, Enterprise, Mid-Market, SMB, SLED, Federal, large Commercial verticals throughout US.

Adept at working w/ Account Executives (AEs), Inside Sales Reps (ISRs), and Solution Architects (SAs) teams to effectively design and convey technical concepts/solutions including validating solution accuracy.

Results driven ability to drive Gross Profit (GP) with superior presentation & communication skills.

Strategic IaaS, PaaS, SaaS Public/Hybrid Cloud Pre-Sales solutioning skills for large Enterprise, SLED, Federal, SMB, and Mid-Market business organizations.

KNOWLEDGE / ABILITIES

Technical Sales Networking Experience

Strategic Business Acumen Skills

Expert ability to Drive Gross Profit

Deal Registration & Pricing Program Expertise

Exceptional Mentoring & Training Skills

Complex Project Management Experience

Superior Team Leadership & Team Building

Advanced Pre-Sales Support Skills

Expert RFP / RFQ experience & expertise

Expert Upsell /Cross-sell ability

Extensive DC Infrastructure Knowledge

Superior Written/Verbal Communication Skills

TECHNICAL SKILLS

Cloud: Amazon AWS, MSFT Azure, IBM Cloud (SoftLayer), IBM Cloud Managed Services, DXC BizCloud, VMware vCloud, IaaS, SaaS, PaaS, Hybrid Cloud

Applications/DBs: MS Office, Visio, Lotus Notes/Domino, IBM WebSphere, Adobe Acrobat/Photoshop, MS SQL 2008/2012, MySQL, Oracle DB, SAP / SAP HANA

Operating Systems: Windows 2019, 2016, 2012, 2008, 2003, Linux Red Hat

Hardware: Cisco & Meraki switching/routing/Firewalls/Security/UCS, VCE/vBlock, HDS UCP, NetApp Storage, EMC storage, Brocade, QLogic & Emulex, IBM xServers, Dell EqualLogic, Quantum/ADIC storage, HP Proliant Servers, HP Lefthand, MSA / EVA Storage, HP ProCurve & 3COM Networking, Dell Servers, Dell PowerVault & NAS Storage, etc

PROFESSIONAL EXPERIENCE (recent)

Lightedge Solutions - Austin, TX 2022 – 2023

Sales Engineer (Hosting - Colocation, Private & Dedicated Cloud, Bare Metal)

Sales Engineer with ownership of CoLo, VPC, DPC, and BM primarily supporting Austin, TX data centers.

Completed VMware VSP & VSTP 2021 Server certification in the first 2 months of new role.

Responsible for Solutioning of hosting services, creation of quotas & final Purchase Agreements, MSAs, administration of DocuSign contracts, SalesForce info, Visio diagrams, PowerPoint presentations, documents.

Insight - Austin, TX 2017 – 2022

Cisco Network/DataCenter, Technical Pre-Sales Engineer

Pre-Sales Network Engineer assigned to Insight’s TOLA region, primarily supporting client TX HHSC.

Provided design & solutioning expertise for Cisco switching, routing, security, UCS datacenter, and collaboration solutions involving Networking, Compute, Storage, and Enterprise software.

Pre-sales solution design, strategy, consulting, technical customer presentations, live & remote product demonstrations, trade show support, configuration & pricing solutions, technical RFP/RFI responses.

TERRY ROBBINS, page 2 of 3

512-***-**** ■ *******@*****.*** ■ http://www.linkedin.com/in/terryerobbins ■ Austin, TX 78750

Network design solutioning specific to Cisco SD-WAN, SD-Access, and software-defined networking.

Previously funded by Cisco as a specialist for EN switching & Routing and Security solutions.

Previously funded by Cisco as a customer facing technical Pre-Sales Engineer responsible for assisting Insight Partner sales makers with solution support, build of materials creation, Demos, and all related Cisco technologies.

Supported PCM in the same capacity until the acquisition in the Fall of 2019 by Insight.

DXC / CSC (Computer Sciences Corporation) - Austin, TX 2015 – 2016

CSC Cloud - Cloud, Principal Technical Sales Engineer (TSE)

• Pre-Sales Technical Sales Engineer focused on Managed, Public/Private/Hybrid Cloud hosting solutions.

Provided expertise through design of Hybrid & Public Cloud architectures to provide business solutions involving Amazon AWS, MSFT Azure, O365, IBM Cloud (SoftLayer).

Assigned to CSC’s America’s Cloud division supporting the Global Infrastructure Services Group. Customers supported include the Life Sciences vertical, Bloomberg Financial, Toyota Canada, Finning International, Matson, Exxon, Columbia Pipeline Group, and Pfizer.

Provided expertise on cloud specific products & services used in Public, Private, and Hybrid cloud solutions by leveraging CSC’s cloud portfolio of VCE vBlock, Hitachi UCP, BizCloud VPE including AWS, MS Azure, IBM SoftLayer, and Virtustream hosting solutions.

Provided product expertise on CSC Cloud infrastructure including security, storage & connectivity along with technical product advice & sales support on CSC BizCloud products during pre-sales discussions and solution design. Specific tasks include pre-sales solution design & consulting, technical customer presentations/deep dives, product demonstrations, configuration & pricing solutions, RFP & RFI responses.

IBM - Austin, TX 2014 – 2015

IBM Global Technology Services, Softlayer Pre-Sales Engineer

• Pre-sales technical engineer for IBM SoftLayer, a World-wide IaaS public cloud provider specializing in Dedicated, Managed, Public, Private and Hybrid cloud hosting solutions.

Assigned to IBM's Global Technology Services, IBM Cloud division. Customers supported include: Motorola, Delta Airlines, Burlington Northern Santa Fe (BNSF), Apple Leisure Group, NYK Line, PHH Mortgage, Target, Sears, Roebuck & Co., Macy's, VF Corp., and Avis.

As a dedicated SoftLayer Sales Engineer, I provided expertise on cloud specific products & services to create dedicated, multi-tenant, and seamlessly integrated cloud computing environments by leveraging IBM’s world-class data center facilities and network Points of Presence throughout the World.

Provided product expertise on IBM SoftLayer cloud infrastructure including security, storage and connectivity along with technical product advice & sales support on SoftLayer products during pre-sales discussions and solution design. Specific tasks include pre-sales solution design & consulting, technical customer presentations/deep dives, product demonstrations, configuration & pricing solutions, technical RFP/RFI responses for large Enterprise customers.

Peer 1 Hosting – San Antonio, TX 2012 – 2014

Solution Engineer

• Pre-Sales technical Solution Engineer for World-wide hosting provider specializing in Managed Hosting, Dedicated Hosting, Private/Public/Hybrid Cloud, and Co-Location solutions.

Responsible for technical sales support of North American Sales organization providing architecting, scoping, planning, and assisting with the delivery of complex customer solutions.

Deliver technical sales strategies, participate in customer discovery & scoping calls, design & size customer solutions, create architecture diagrams and deliver specific custom & one-off solutions.

Provided technical solution direction to liaison w/ Networking operations, Data Center Operations, Support, Product Management/ Product Engineering teams to ensure successful deployment & support of solutions.

PC Connection / GovConnection (SLED) - Austin, TX 2010 – 2011

Pre-Sales Technical Solution Architect (HP ESSN)

TERRY ROBBINS, page 3 of 3

512-***-**** ■ *******@*****.*** ■ http://www.linkedin.com/in/terryerobbins ■ Austin, TX 78750

552% quota achievement attainment in the 1st month of role during implementation of new program.

254% sales increase over previous calendar year during implementation of new HP ESSN program.

150% quota achievement attainment for 1st quarter (2011) during implementation of new program.

Completed HP ASP Networking Sales certification in the first 4 months of new role.

Provided superior technical pre-sales support that exceeded customer satisfaction which enabled up-sell of additional HP ESSN Server/Storage solutions, HPN Networking, and Virtualization products.

SHI Software House International, Inc. - Austin, TX 2009 – 2010

Corporate Division – Technical Sales Representative (TSR)

Overachieved quota attainments for Q3 & Q4 2009 during implementation of new TSR program.

Provided lead technical pre-sales support that resulted in over $2M in HP BladeSystem revenue.

Completed Microsoft Server 2008 MCTIP & HP ASE System Engineer certification in less than 6 months which brought an additional 4% GP directly to the company’s bottom line.

Provided superior technical pre-sales support that exceeded customer satisfaction to enable up sell of additional Server/Storage hardware, Virtualization, Networking products and Enterprise software.

Presented Enterprise datacenter solution proposals for SMB customers to enable attach rates of Enterprise solutions, and assisted with RFQ bid responses for technical solution positioning.

Received Q2 2009 Sales award by delivering outstanding sales and service achievement of TSR role.

Dell Inc. - Austin, TX 2003 - 2009

Public Federal and SMB Division – Technical Sales Representative (TSR)

Overachieved quota attainments for Q3 FY06, Q4 FY06 quarters while in a new TSR role.

Delivered technical sales support expertise to exceed customer satisfaction to enable up sell of additional hardware, Dell/EMC SAN equipment, networking products and enterprise software.

Presented value of Dell's enterprise solutions to customers to enable attach rates of Enterprise solutions and assisted bid response processes for enterprise technical content & solution positioning.

Provided guidance, coaching, and mentor activities for assigned inside sales rep teams.

Received Q3 2005 Customer Experience award by delivering superior customer service in TSR role.

CERTIFICATIONS (partial listing)

Amazon AWS Solutions Architect - Associate

CompTIA Network + Certified Technician

Veeam Technical Sales Professional VMTSP

2021 VSP Certified VMware Sales Professional

Microsoft Certified IT Professional MCITP

2021 VSTP VMware Server Technical Sales Prof

Microsoft Certified Technology Specialist

Cisco CCNA (2012)

HP ASE Accredited System Engineer

CompTIA A+ Service Technician

Ruckus Portfolio Sales Engineer Accreditation

Palo Alto Networks Systems Engineer PSE

EMC Sales Strategies/Solutions Accreditation

Fortinet NSE 3 Network Security Associate

AWARDS (partial listing)

Peer1 Hosting – 2014 President’s Club (overachievement of FY2013 sales quota)

Dell ASG Federal Quarterly TSR Awards – Q1 2008, Q4 2007 TSR of the Quarter

Dell ASG Mid-Market Quarterly TSR Award – Q3 2006 Team Player of the Quarter

Dell Customer Experience Award – Bronze awards August 2004, August 2005

Dell Quarterly TAM Award – Dell EEC Corporate Business Group segment, Q2 2004

EDUCATION

B.S. Honor Graduate - Electronics Technology, Brown Institute - Minneapolis, Minnesota

Undergraduate B.A. - Music /Electronics, Minnesota State University - Mankato, Minnesota

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