Systems Engineer Pre-Sales

MARK A. WISE

972-***-**** **** *th Ave, Flower Mound, TX 75028 ****@********.***

PROFESSIONAL SUMMARY

Results-driven sales professional with expertise in technical sales, customer service, and leadership, seeking a role in a high-performing team to drive revenue growth and exceed customer expectations. Highly adaptable and skilled at fostering strong client relationships while delivering tailored solutions. Proven track record in solution-based selling, technical presentations, and product demonstrations. Adept at translating complex technical concepts into clear, actionable strategies to meet both client needs and business goals. PROFESSIONAL EXPERIENCE

DZS, INC – Solutions (Sales) Engineer 2022-Present HQ Based Sales Engineer supporting direct customers in the US Southeast and Southwest Territories and supporting all US based Channel partners with go-to-market activities, training and assistance to drive sales through the partners.

• Collaborated with Account Managers to deliver technical presentations, support customer calls, prepare quotations, and address minor field support issues.

• Provided periodic technical product updates to Channel partner sales and technical teams, ensuring alignment with product advancements.

• Led all aspects of POC lab pre-testing and staging for the DZS Optical Networking portfolio (CWDM, DWDM), including ROADM, OFA, Mux/Demux, and NMS applications. Coordinated with R&D PLM and Engineering to resolve identified issues promptly.

• Supported customer and partner design and implementation of GPON, XGSPON (OLT), and CPE (ONT) products, ensuring smooth and productive POCs prior to customer testing.

• Contributed to partner RFPs and customer sales calls, effectively articulating DZS solutions to drive successful sales.

• Participated in tradeshows to promote DZS Access and Optical products, representing the company at both DZS and partner booths.

• Collaborated with Marketing to update and conduct HQ customer demonstrations at the DZS Experience Center in Plano, TX.

• Supported Operations and Account Executives in promoting product maintenance renewals and professional services, driving additional revenue opportunities.

• Worked alongside Engineering teams to assist with on-site lab and equipment demonstrations for field opportunities.

• Mentored and supported new Sales Engineers, contributing to team development and success. Wise Advantage Group – Director of Operations 2015-2022 Real Estate Service Provider with $23M in annual sales specializing in Residential Real Estate Services

• Managed agent performance by tracking individual and team goals, scheduling internal and external meetings, and organizing training to ensure consistent productivity.

• Integrated new technologies, applications, and policies to enhance the client experience and build long-term client relationships.

• Developed and implemented employee contracts to ensure adherence to business requirements and processes.

• Forecasted periodic and annual sales goals, along with strategies to improve conversion rates while prioritizing the client experience.

• Negotiated marketing contracts, analyzed ROI on marketing budgets, and provided recommendations for continuous improvement.

• Analyzed and reported on business sources, including revenue generation and client acquisition costs.

• Mentored team members, identifying KPIs to ensure both individual and company goals were achieved using newly developed applications.

Cisco Systems – Systems Engineer III – Richardson, TX 2000-2015 Cloud and Managed Service Provider Channels Sales – Routing and Switching, Unified Communications, Webex, Optical Transport, and Internet Security with ultimate customer service and client retention.

• Delivered training on new products and technologies to partner technical engineers.

• Served as the Technical Liaison between Cisco Business Units and client teams.

• Managed a $1M training budget, securing an average 50% discount from training partners through consolidation and commitment.

• Streamlined client support by creating a training course to engage tactical support, allowing the team to focus on higher-revenue activities.

• Designed cost-effective network solutions based on client/partner requirements and presented findings via RFQs or demonstrations.

Hekimian Laboratories– Supervisor, Engineering and Installation – Rockville, MD 1989-2000 Supervise Central Office Engineering & Installation activity for Southwestern Bell Telephone, SBC Telecom, GTE, USWEST and many smaller telecommunication companies

• Managed revenue projections and staff requirements for $800K in annual revenue.

• Analyzed manpower and capital equipment needs for accurate budgeting and forecasting.

• Led special customer projects, ensuring deadlines and expectations were met.

• Coordinated with internal and external stakeholders to ensure project alignment and governance.

• Scheduled and led a team of 8 engineers and up to 80 installation contractors.

• Negotiated contractor agreements, achieving a 60% cost savings.

• Contributed to company-wide standards documentation, helping secure ISO 9001 certification.

• Collaborated with customer teams to develop and implement Central Office Engineering and Installation standards. PUBLIC SERVICE VOLUNTEER EXPERIENCE

Town of Flower Mound, TX – Councilmember & Deputy Mayor Pro Tem 2011-2016 Elected Official for the Legislative Branch of Municipal Government (Policy Creation) Elected with 93% of the vote and re-elected unopposed. Selected from 17 candidates to complete an unexpired term due to Councilmember vacancy

• Negotiated $3 billion in new projects, focusing on Design Standards to drive growth while maintaining desired aesthetics. Approved over $40M in Economic Development incentives.

• Developed and implemented a master project plan for strategic initiatives, increasing visibility across the Town’s departments.

• Promoted Flower Mound to hotel developers, securing the town's first hotel.

• Advocated for a new senior center, working with architects to deliver a 22,000 SF facility with a $5M Capex budget that met both immediate and long-term community needs.

• Partnered with community leaders, educators, business owners, and residents to promote the Flower Mound lifestyle, contributing to its ranking as one of the top 10 places to live in the nation.

• Defined responsibilities for the Executive staff and 60-70 Boards and Commissions members.

• Developed a new interview process for Board and Commission appointments, reducing the timeline by 90%. Town of Flower Mound, TX – Director – Community Development Corporation 2012-2016 Board of Directors Appointed by the Mayor of Flower Mound

• Deliberate, prioritize and approve funding for all parks projects contained in a $22M budget. Greater Lewisville Association of Realtors – Director – Board of Directors 2016-2022 Board of Directors Elected by over 1400 members of the association

• Analyze, deliberate and direct the strategic vision of the association North Central Texas College – Curriculum Technical Advisor 2013-2018 Committee member – Keynote Speaker at Lab commissioning event

• Officiator at North Central Texas College’s Cisco Lab dedication.

• Advise curriculum department of emerging technology and facilitate its inclusion in the curriculum.

• Analyzed and recommended soft skills and presentation skills to be included in degree plans for technology disciplines to enhance the overall skills of the graduating student.

EDUCATION & SKILLS

Electronic Institutes, Middletown, PA – Degree in Specialized Technology, Electronic & Computer Engineering Relationship Building Sales Process Engineering

Sales Closing Teamwork & Multi-Disciplinary Collaboration Presentation & Product Demonstrations Cisco Sales Mastery Course Customer Support & Sales Team Support Cisco Certifications (CCNA, CCIP, CCNA) Technical Consulting & Solution Selling Salesforce CRM CRM Software Proficiency Leadership Flower Mound Graduate 18 DZS Certifications CS on DISC Profile

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