Engaging Technica Pre-Sales Engineer

CHARLES RUSSELL

Dallas, Texas • Email: *****@******.*** • Mobile: 817-***-****

TECHNICAL & ENTERPRISE SALES ENGINEER

Dynamic Technical & Enterprise Sales Engineer who drives all phases of the end-to-end sales process to close multi-million-dollar deals. Relentlessly focused on investigating the customer’s root and peripheral challenges to identify the right set of solutions to help them achieve their business goals and ensure that they remain a loyal, long-term customer. Manages all levels of customers from small business to Fortune 50 companies. Technical expertise includes cloud assessment, migration, management and optimization for Azure, and Amazon Web Services.

· Relationship Management · MEDDICC Methodology · Data Center Technology

· HIPAA & PCI Compliance · Enterprise Pre-Sales · Hybrid Cloud

· Solution Architecture Engineering (AWS/Azure/GCP/Private)

· Business-Driven

Technology Execution

Career Results

· Played a crucial role in achieving team quotas, frequently leading Pre-Sales Driven sales efforts. Trained and guided teammates to help them reach their individual targets. · Proactive Team Player, that works after hours to help team members get deals closed · Converted an initial short-term contract to a multi-year contract.

· Accountable for partnerships that have delivered targets consistently in software development services.

· Developed sales motions with GCP, AWS and Azure in various markets focused on driving Cloud Consumption and adoption of Best Practices and Services.

· Coordinated with Off-Shore/Near-Shore teams to schedule Project Go Live, and validate POCs

PROFESSIONAL EXPERIENCE

Independent, Dallas, Texas June 2019 – Present

Freelance Consultant

As an Independent Consultant, I have assisted SMBs, Corporations, and MSPs with Discovery, establishing Project Requirements, and ensuring progress is validated through to Delivery for numerous companies and Service Providers. Additionally, I have offered consultation on their status, near-term plans, and long-term visions, providing a roadmap outlining how they will achieve these goals.

Actalent, Dallas, Texas January 2024 – November 2024 Solutions Executive (Pre-Sales Engineer)

Collaborated with Consumer and Defense technology firms to identify business challenges and recommend software development and Cloud solutions that supported their desired positive business outcomes. Assisted in scoping and responding to RFPs for numerous public sector projects, while developing Use Cases that have become integral to our value proposition for new clients. Coordinated with Partners to illustrate how we can aid their go-to-market strategies and liaised with Delivery to refine talking points for discussions with the C-Suite. Matilda Cloud, Dallas, Texas April 2022 – September 2023 Enterprise Pre-Sales Engineer

As the first Pre-Sales Engineer for the company, I handled showing a Pre-Sales team capable of onboarding and training new Engineers. Additionally, I collaborated with Senior Management to decide pricing, Product, and Partner strategies. I work closely with Product Management and the CTO to define the scope and requirements for new software versions. I lead both Executive and Technical calls to discuss how our product can address and solve Customer problems, ensuring Positive Business Outcomes. I also worked with international customers and their OffShore/Near-Shore teams to set up, review, and validate POCs. Insight, Nashville, Tennessee Dallas, Texas September 2021 – April 2022 Solutions Architect Google Cloud Platform

As a Solutions Architect (sponsored by Google), worked with internal and external clients

(Google) to help create strategies within Insight’s existing customer base. Created criteria for target customers and partnered with existing Account Executives to break into existing accounts. Collaborated with Regional and District management to move the team into a Solutions Practices selling model.

· Reviewed current opportunities with Internal teams as well as Google to develop strategies to provide Positive Business Outcomes for customer needs through solutions based around GCP VME, GKE, and Serverless.

· Collaborated with Internal Account Executives and Google to find ways to break into accounts and provide paths to measurable based on Google solutions. SHI International Corp., Nashville, Tennessee June 2019 – September 2021 Field Solutions Engineer Cloud

Field Solutions Engineer focused on Solutions based selling targeted towards customers Positive Business Outcomes. Developed strategies with Account Executive and Regional Management to keep stickiness in all Tier 1 accounts across the East coast. Collaborated with Regional and District management to aid in moving to a Solutions Practices selling model. Trained and ramped new hires, accelerating team growth. Consistently and reliably exceeded performance goals set by the company. Lead the team in Sales Performance, while keeping a 90% kept close rate.

· Consistently exceeded performance goals, while keeping a 90% of deals staying closed

· Coordinated with Account and Delivery teams to build solutions for customers based on customer Success Criteria

· Developed strategies with internal teams to help drive customer satisfaction, while growing our customer base across the east coast.

· Partnered with sales teams at AWS, GCP, and Azure on strategically aiding our customers

· Contributed to Development and Enablement of New Hires · Lead Cloud focused Webinars and Executive Briefings

Turbonomic, Dallas, Texas Nashville, Tennessee July 2017 – April 2019 Enterprise Sales Engineer

Enterprise Sales Engineer intent to understand the customer’s immediate need and the unspoken opportunity that can be realized by implementing the right solution(s) (both in the customer’s Private Cloud as well as the customer’ Public Cloud (AWS and Azure)). Coupled a highly-customer centric focus with a thorough understanding of the Turbonomic workload automation product(s) optimize on-premise spend as well as Cloud Management, to exceed first year goal by closing $2.8M. On track as sales team to close current year goal of $5M, having achieved $3M year-to-date (Q1).

· Partnered with other Sales Engineers to nurture customer relationships, help them understand how they can achieve their goals (sometimes with less equipment), and build confidence in the right solutions by proving the capability of the product(s) and service. Infinity Interactive, Dallas, Texas November 2011 – July 2017 Consultant (Pre-Sales)/Account Executive

Consultant/Account Executive focused on deepening the customer relationship by identifying solutions to their challenges. Resulted in conversion of an initial short-term contract to a multiyear contract that is currently in its sixth year. Achieved recovery of 100% of customer relationships that were forecasted to be lost. Accountable for partnerships that have delivered $8MM+ in software development services.

· Increased both customer retention and acquisition by spearheading internal initiatives to bridge a core competency gap in mobile development.

· Ensured that HIPAA compliance standards were adhered to for multiple customers including Chattem, Pfizer and Merial.

· Enabled solutions that were within compliance of customers private cloud, and public cloud

(AWS, and Azure) while maintaining compliance against existing business rules.

· Coordinated with Partner/Customer Off-Shore/Near-Shore to manage, and validate Customer Deliverables go live as expected.

AT&T Master Service Provider, Enterprise Contract June 2014 – January 2016 Sales Engineer/Consultant Independently contracted with an AT&T Master Service Provider as a Sales Engineer. Evaluated the customer’s existing business and operational practices in their multi-tenant environment, reviewed the details of the proposed contract, recommended solutions to close gaps, and validated viability of the final contract. Assisted with implementation of the solution.

DCAS Software Solutions, Plano, TX January 2008 – November 2011 Technical Project Manager

Managed a program that built a new data center to provide support payment processing and ACH support, which served a large customer base including DirecTV and Wal-Mart. Leveraged both Scrum and Agile methodologies for design, development and delivery of custom financial services solutions, ensured disaster recovery plans were in place and created policies and procedures that governed corporate security, entitlements for email and internet, and incident response and management.

· Managed a sales automation project that shortened the closing process for the company’s sales team from two weeks to two days.

· Performed duties of a System Engineer to design, develop and deploy network systems, including PCI infrastructure and Virtual Desktop Infrastructure (VDI) to support 350+ active users.

· Managed migration of the company’s hardware, and software to be PCI Compliant. Defined new processes and procedures for data handling, defined a new secure software development lifecycle, and implemented security measures within newly developed PCI Environment.

Womack Machine Supply, Dallas, TX May 2006 – January 2008 Systems Administrator 1-2

Served as an Administrator in a 15+ server environment supporting a VDI environment. Managed day-to-day operations of Exchange 2003 Mail Systems as well as Citrix Presentation Server. Setup and managed Solarwinds IPMonitor for internal auditing of hardware usage and migrated several Active Directory environments and Exchange setups from purchased companies into the company’s existing environment. EDUCATION

Bachelor of Business Science in Management of Information Systems, 2006 University of Texas at Arlington – Arlington, TX

SOFTWARE EXPERTISE

· Platforms: Microsoft Windows Server 2000-2019, Microsoft Hyper-V, Microsoft SQL 2000- 2017, VMWare, Cisco, Juniper, AWS, Microsoft Azure, GCP, Turbonomic.

· Languages: Powershell, VB.net, VB6, Java, C#, HTML, Javascript, MS-SQL, PL/SQL.

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