Read Smith, Senior PreSales Engineer, Certified Third Party Risk Professional

Greater NYC Region - 631-***-**** - adztzk@r.postjobfree.com - http://www.linkedin.com/in/readsmith Summary:

Accomplished sales engineer and product influencer with a keen ability to surface and match customer need with product/service promise. Skilled at bringing collective team value to bear at the highest customer levels for maximum revenue and greatest value while navigating through the noise to give prospects clarity. Broad information technology expertise, with in- depth application in Risk and Compliance-centric technologies. Utilizes exceptional active listening skills and a deep understanding of the buyer’s journey.

Skilled at Establishing Trust – Strategic prospect procured nearly 200% more than the original scope after leading a thoughtful and measured pre-sales engagement to shed light on the true extent of the prospect's unique needs. Enterprise Sales & Implementation Expert – Served as the single lead pre/post-sales technical point of contact on a $16M authentication platform sale to Citibank benefiting over 15,000 employees and representing the largest commercial biometric rollout in the world at the time.

Force Multiplier – Strong reputation as a team player and selfless mentor to ‘train-up’ less senior sales engineers / client consultants and less senior account executives.

Expertise that Deepens Sales Effectiveness – A distinctive mix of sales, technology and consulting acumen is a force multiplier, offering exceptional value to sellers, partners, prospects and clients. Tevora, Long Island, NY Management Consultancy Focused on Cybersecurity PRE-SALES ARCHITECT Oct 2022 – Sep 2023

Tevora is a specialized management consultancy focused on cybersecurity, risk, and compliance services that are devoted to supporting the CISO in protecting their organization’s digital assets. Tevora ensures the CISO has the tools and guidance they need to build their departments so they can prevent and respond to daily threats.

• Worked with 180 of our partner manufacturers to deliver solution recommendations to our clients

• Provided pre-sales support for 10 AE’s and in conjunction with Partner Sales Engineers

• Researched, learned, and created evaluation recommendations of three to four products for our customers to review

• In the software sales realm, I was accustomed to delving deeply into a narrow area, but here, the approach was to cover a vast expanse with a shallow dive.

TalkDesk, Long Island, NY Cloud Call Center Software for Innovative Enterprises ENTERPRISE SOLUTION ENGINEER Oct 2021 – AUG 2022

• Provided Solutions Engineering pre-sales support for a base of enterprise potential clients within my assigned region

• Partnered with sales teams to understand client product-related expectations and requirements

• Conducted technical discovery interviews with customers to clearly define needs

• Provided technical expertise to ensure that prospect’s needs are met and gain the technical win.

• Maintained a working knowledge of the industry and competitors to act as a valuable resource

• Reviewed quotes, RFPs, plans, and other customer documentation – provided technical information and clarifying questions and uncertainties for both Talkdesk and customer representatives

• Responsible for gaining four $100k+ deals and then there was a Company-wide Reduction in Force (RiF) Lynx Tech. Partners, Long Island, NY Integrated Risk Management SENIOR SALES ENGINEER Oct 2020 – Apr 2021

• Assisted in leading the development and implementation of complex and specialized products, applications, services, and solutions

• Delivered sales presentations and product demonstrations

• Provided guidance during product demonstrations, presentations, and pilot implementations. Analyzes customer business requirements, builds proof-of-concept solutions, and demonstrates solutions back to prospective customers

• The product did not attain viability and remained exclusively for internal use due to its failure to generate sales Supply Wisdom, Long Island, NY 3rd Party Continuous Risk Monitoring and Intelligence DIRECTOR OF STRATEGIC ACCOUNTS April 2020 – Oct 2020

• Responsible for product demonstrations and servicing/expanding existing customer accounts

• Accountable for cultivating and managing client partnerships, aligning with their strategic Third-Party Risk Management

(TPRM) objectives

• Managed existing customer accounts and aligned with their TPRM strategic plans, and achieved 95% customer renewal

• I was under-employed here

Frank’s Plumbing, Long Island, NY Your plumbing resource for the Fire Island local communities ASSISSTANT PLUMBER April 2021-Aug 2021 AND Aug 2019 – April 2020

• Interacting with customers, scheduling, billing, warehouse receiving, copper, PVC, PEX, water main relocations, etc. Prevalent, Inc., Long Island, NY A global leader in third party risk management SALES ENGINEER Oct 2016 - Mar 2019

• Responsible for product demonstrations, technical sales workshops, and Proof of Concept (POCs) applying expert working knowledge of industry compliance regulations and frameworks such as PCI DSS, N.I.S.T, ISO and HIPAA

• Was actively engaged in stressing the ability for Prevalent to redirect prospect resources previously dedicated to collecting and analyzing vendor-submitted questionnaires and evidence, to other activities

• Served as key technical expert supporting the sales team’s identification and qualification of sales opportunities

• Proactively anticipated and addressed technical objections, developing strategies to resolve biases and blockers

• Responsible for securing the “Technical Win” by expertly tying capabilities to customer business impact/ROI

• Curated sales conversations to best align the distinct needs of the key stakeholders and executive leadership

• Utilized no-code for solution workflows, questionnaire integration, and external monitoring

• Scripted unique test plans, test scripts and processes to remove previously known redundancy by 40% and ensured predictable outcomes

• Conducted discovery, product demos and workshops, focusing on compliance regulations and Third-Party activity

• Was part of a team that achieved the $36 million dollar quota

• There was a Company-wide Reduction in Force (RiF) in 1st quarter of 2019 Syzygy Solutions, Exton, PA Provides digital transformation services to executive teams SENIOR BUSINESS ANALYST / CONSULTANT Sep 2015 - Oct 2016

• Dedicated implementation and technical account resource for QVC, who bolstered their risk and compliance stance by 50% by implementing Archer (GRC) to better support their mission of supporting millions of global shoppers

• Worked on to scoped project to guide the IT team, and document architecture, workflows and application design to created business requirement documentation

• Conducted product training and identified and curated feature requests for Archer SmartSuite Framework Governance, Risk and Compliance product

Skills:

Start-Ups CCaaS Integrated Risk Management Demonstrations Competitive Analysis Cross Functional Team Leadership Mentoring Enterprise Software Solutions Management Business Analyst RFP RFI RFQ SOW Proof of Concepts Discovery Pre-Sales Post-Sales Deployment of Solutions Case Studies Sales Proposals Consultative Training Risk Program Risk Management GRC Compliance IS Risk Analysis Third Party Access Solutions Third Party IS Assessments Project Management Business Requirement Documentation No-code Workflows Governance, Risk & Compliance Enterprise Solution Engineer Proposal & SOW Writing Proof of Concept (POC) Technical RFP delivery Call Center as a Service

Education:

State University of New York (SUNY) Plattsburgh, Plattsburgh, NY – BS in Business Management Farmingdale State College, Farmingdale, NY – AS in Business Management

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