Sales Engineer

SUMMARY OF QUALIFICATIONS

High-caliber results-oriented Engineering professional with exceptional customer service skills and an extensive background in the following broad-based competencies:

PROJECT MANAGEMENT

SALES SUPPORT

STRATEGIC PRICING

NEGOTIATION

MARKETING DEVELOPMENT

ENGINEERING

COSTING

INSTALLATION

PROCESS IMPROVEMENTS

PROPOSAL DEVELEOPMENT

TECHNOLOGY SOLUTIONS

CUSTOMER SATISFACTION

• Demonstrated ability to streamline operations that increase productivity and company profit.

• Skilled in the creation of organizational development initiatives leading to process quality improvement

• Experienced with International markets and fluent in Spanish as my second language.

PROFESSIONAL EXPERIENCE

SW Reconciliation Analyst (Ian Martin Ltd. – RTP, NC) 2002-June 2011

Provide a service to Nortel/Genband, uncovering software revenue dollars for wireline customers. Approximately $30M in revenue was recovered. Responsibilities include reconciling quotes (RFQ & RFP), billing information (IDA, CPM & SAP), engineering database and financial records (Invoices) to the customers polled switches. Responsible for the knowledge and usage of Nortel’s engineering and financial database tools. Work with Sales, Finance and other internal personnel to resolve issues.

• Develop individual proposal packages to reflect current Customer licensing and actual usage.

• Increase revenue through the audit process and verification of incremental system software used within the Customer network.

• Preparing a Customer Reconciliation report or quotes for Sales to present to the customer.

• Accessing invoices database, engineering specifications, new software polling data and other financial records to ensure purchase and actual use of licenses software.

• Manage workload in a professional manor to insure time performance and quality delivery of customer proposals.

Global Costing Engineering Team (Nortel Networks Inc. – RTP, NC) 2001 - 2002

Maintain the Costing Price Module (CPM) database to identify Engineering and Installation service for net price & net cost. The database is used by the Costing Team as well as other Proposal groups to generate RFQ & RFP. The database was also used for bundling or set-up of module packaging for completive pricing. It was our responsibilities to Project Manage meetings with the Engineering and Installation Engineering groups to identify time-lines and cost of new products and services. These services were used within the RFQ, RFP, RFI & SAP databases.

• Interfaced with Method writers (Engineers) and develop Engineering and installation standards.

• Supported the Costing Team (internal group) - This involved training of tool use, introduction of new products and supporting any open issues.

• Supported external groups - Sales, Sales Engineering, Customer Engineering, Marketing, New Product Introduction group & Proposal Specialist - This involved explaining data, running models/samples jobs and continuous cost improved for Nortel Networks Inc.

North American Costing Team (Nortel Networks Inc. – RTP, NC) 2000 - 2001

The Costing Team produced Engineering and Installation services quotes. The service quotes were added to the over all job cost within the RFQ, RFP and E&I process. Each line item identified the cost for each engineer functions and each installation function with the given hourly cost.

• Support the Costing Price Module (CPM) database.

• Interfaced and supported Lan Line, Optical and Wireless Sales Engineering groups.

• Generated and submit budgetary and firm orders.

Senior International Proposal Specialist (Nortel Networks Inc. – RTP, NC) 1997 - 2000

The Senior Proposal Specialist was responsible to manage multiple projects within the International market. Meeting with the Sales Engineering is a requirement to review customers existing networks and to prepare a proposed plan for new equipment and allow for future growth. Travel to customer sites was required to help assist with the proposed network layout. On going responsibilities includes; meeting budgets and applying discounts base on individual contract agreements, continues re-quotes in a minutes notice, technical engineering notes, support database tools and customer support for internal departments as well a the customer.

• Responsible for international markets and back up for domestic customers.

• Prepare and support technical engineering notes for new products introduced and changes to existing equipment.

• Continues database supported for new product introduction within the RFQ, RFP, RFI and model packaging for improved database performance and pricing accuracy (SAP).

Senior International System Engineering (Nortel Networks Inc. – RTP, NC) 1992 - 1997

System Engineers is the single point of contact and the Project Manager prime for each project assigned. The engineer is responsible to meet all scheduled dates within the engineering database. As a project prime and single point of contact, the engineer is responsible to meet with the customer to determine network layout requirements. Responsibility to assure all engineering files are downloaded to manufacturing for production and to meet shipping dates (RFQ, RFP, RFI, SAP, IDA & ROS). Engineers are responsible to support and resolve any Manufacturing, Installation, Sales, Marketing, and/or customer issues.

• Responsible to meet all Engineering, Manufacturing, Shipping & Installation target dates for each project. Multiple projects are Project Managed on weekly bases.

• Interfaced directly with customers from start to finish and resolve any issue technical or otherwise.

• Responsible for meetings with Sales & Marketing to analyze existing customer network, pre-engineer new network and plan for future network growth.

• Responsible for International Markets (Japan, Central America, Caribbean & South America) & back up for Domestic markets.

Reliability Engineer (Northern Telecoms Inc. - RTP, NC) 1990 - 1992

Reliability Engineering is a Quality Control function that was developed between USA (Northern Telecom Inc.) and Japan (NTJI - Northern Telecom Japan Inc.). All equipment sent to Japan was audited prior to installation by the Japanese. Defects found on a per-job base was identified and reported back to us and tracked with a Claim number. It was our responsibility to process a root cause analysis and determine what caused the defect, when the defect occurred, purge of the defects within inventory, and identify number of defected items in the field. We would assist the Engineering groups with redesign of the product(s) or process as well as retro fitting in the field. The Claim Report was a technical report documenting the root case of the defects, repairs within the process and preventive counter measure to avoid reoccurrence. Once the timeline were met and new process in place the Japanese close our Claim number as issue was resolved.

• Supported continuous improvement process for customer satisfaction

• On loan to NTJI (Northern Telecom Japan Inc.) for special project in Japan for numerous months

Installation Auditor (Northern Telecoms Inc.- RTP, NC) 1988-1990

As an Installation Auditor I was responsible to assure company standards were in place and followed at the customer’s job site. I helped educate the installation groups of company processes, corporate procedures and corporate standards. The Installation Audits report also identified engineering discrepancies, design errors, manufacturing defects, packing/shipping issues and documentation discrepancies. Audit reports were prepared for each site and sent to corporate District Managers & Cabinet Directors.

• Performed on site Installation Audit within the US markets and Japan market

• Educated Installation personal of corporate quality standards

• Identified Installation defects, design problems and customer concerns

• Improved the design, manufacturing & shipping process of product.

• Generated Installation alerts, designed changes, and manufactured improvements.

System Installer - Domestic & International Markets (Northern Telecoms Inc.- RTP, NC) 1987-1988

Responsible for managing the installation and testing of a prototype project designed for the Japanese market (KS-2 Emergency Containers). My job duties involved supporting the product in Tokyo, Japan as a representative for the company. This prototype (KS-2) allowed Northern Telecom Inc. to win a multi million dollar contract within the Japan market.

• Project Manage a Japanese installation crew within Tokyo, Japan.

• Responsible for emergency container/trailers for both domestic & international markets.

System Installer (Telephone Service Inc – TSI) 1986-1987

Supervised an installation crew in Northern Telecom’s facilities to build and test prototype equipment. Duties encompassed of weekly meetings with reports, project time lines, resolving installation issues, addressing engineering complications & manufacturing issues (Quality).

• Assisted Mechanical Engineering & Electrical Engineering with new product and design introduction.

• In charge of Installation team during installation process for international market & emergency equipment. (containers/trailers designed for China, Poland, Indonesia & South America markets)

PROFESSIONAL DEVELOPMENT COURSES

• Time and Stress Management

• Fundamentals of Business/Technical Writing

• Proposal Development

• ISO Quality Management

• Project Management

• ESAT Workshop

• Basic Quality & Management Planning Tools

• Data Training

• Products Overview

• Leading Change

• Microsoft Expert

• Leadership Forum

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