SUMMARY:

• Drove high - impact identity access management, cloud platform and network security solutions.
• Extensive experience as an enterprise Sr. Sales Engineer/ System Engineer/ Solutions Architect for 20+ years selling direct as well as fully supporting channel partners and VARS.
• A proven track record for exceeding multimillion dollar objectives and quotas with sales teams.
• A strong understanding of business services and information security for on premise, cloud applications as well as managed services.
• Technical Consultant and Sales Engineer known as a trusted source and SME by enterprise customers dealing in network security, IAM, SaaS, Cloud and IoT solutions.
• Established strong relationships with Fortune 500 accounts in the Southwest region.

PROFESSIONAL EXPERIENCE:

Confidential, Dallas, TX

Solutions Engineer

Responsibilities:

• Work with the Account Executive group in identifying customers and help effectively communicate the value of the Covisint solution to both C-level business leaders and technical staff.
• Design and built highly scalable cloud applications for sharing trusted data across complex connected product ecosystems of IoT, supply chains and distributors.
• Consulting engagements to re-establish identity and information security and transform customer business with new channels of engagement, immediate product insights and value chains.
• Manage the creation and submission of formal written proposals with account team, including responses to Requests for Proposals and Requests for Information
• Utilize my solid understanding of the application development lifecycle and supporting infrastructures, from concept through production deployment to advise customers on the Covisint Platform and its usage.
• White board solution assertions and SSO, SAML, OAuth and OpenID integrations.
• Highly skilled at conveying difficult technical terms in easy-to-understand written format, with architectural diagrams, business process workflow diagrams and other supporting tools.
• SME on competitor’s strengths and weaknesses, and a general understanding of the landscape and major vendors in the IoT and IAM space.
• Monthly territory planning and forecasting with Strategic Account Managers.
• Established strong relationships to guarantee new business development and a renewal rate. Of ~90%.

Confidential, Dallas, TX

Sr. Sales Engineer

Responsibilities:

• Identified and qualified new opportunities and customers resulting in acquiring 75% new business and achieving >120% of quota.
• Technical arm of a highly specialized sales team with Regional Sales Managers, Channel Partners and development staff in the South Central region closing sales ranging from $80K to $1.2mil.
• Demonstrated adaptability of SSO security solutions including SAML based authentication and web access, securing and providing authentication for VPN, WLAN security: 802.1x networks.
• Fully supported, trained and coordinated channel program and resellers providing technical support, proposals, RFPs and statement of work for POCs.
• Provided on- site support for the reseller channel including sales calls and product implementations to include integrations with network appliances.
• Live web support of authentication agents including VMWare, Window Domains, Citrix, RRAS, UWA, SQL, IAS, Sendmail, Solaris and RADIUS
• SOW creation for evaluations of IDR applications and opportunities leading to a reduction in length of the total sales cycle.
• Extensive travel to partner and customer sites for initial solution training.
• SA for Latin American distributors, increasing sales and total license implementations

Confidential, Dallas, TX

Sr. Professional Services Consultant

Responsibilities:

• Professional Services Consultant with Verizon’s advanced security infrastructure and cloud based managed service offerings specializing in enterprise Identity and Access Management (IAM), DLP, PKI and Encryption. Solutions Architect for the UIS SaaS solutions.
• Conducted Identity and Access Management assessments leading to the creation of architecture and application designs and application agents that established a strong authentication policy for clients.
• Expert understanding of functional IAM solutions including user provisioning, single sign-on, identity federation, and PKI. Lead complex solution implementations from project initiation to production and on-going sustainment.
• Highly skilled at capturing customer-specific IAM business cases and support the creation of proposal responses (RFI/RFP) and statements of work. Assist presales and scoping efforts as a subject matter expert and trusted advisor.
• Supplied and implemented partner applications such as Novell IdM Suite (Novell Identity Manager, Novell Access Manager, Access Governance Suite) providing customized security solutions.
• Initiated business use cases for enterprise customers in Data Protection, Governess and Risk Management and Identity and Access Management.
• Assisted presales and scoping efforts as a subject matter expert who allow customers to determine security needs and compliance.
• Led Security Services Division enabling organizations to determine which assets, threats and exposures are most impacted and to balance risks with business operations.
• Implemented Cloud Services to include dedicated resources, Burst-Enabled and Hybrid-Ready migrations which eased the comfort level of enterprises considering cloud based computing.

Confidential, Dallas, TX

Sr. Systems Engineer

Responsibilities:

• Expanded territory 80% in 7 years working efficiently with a top seasoned sales team.
• Sales Engineer of a highly specialized sales team with Regional Sales Managers, Channel Partners and development staff in the South Central region closing sales ranging from $80K to $1.2mil.
• Achieved 22 straight quarters of quota attainment resulting in President’s Club Awarded three times.
• Presented, demonstrated and installed Application proxy firewalls appliances, Web gateways, Messaging gateways as well as SSO and SSL security network solutions.
• IAM technical lead and channel SE for two factor authentication, leading to an expansion of the channel program. OEM supported partners include Citrix, Checkpoint, Nortel and Cisco.
• Increased revenue ~30% with named technical partners such as Bluecoat, NetApp, Palo Alto Networks and F5
• Increased Channel net sales 65% with Channel Managers providing channel management and new partner evaluation to include on site sales calls with Vars and providing in-depth partner training classes.
• RFP/RFI production and team lead from initial draft to submission leading to POC management.
• Consulted customers for implementation of in-line identity access management solutions, reporting tools and SSL-VPN. Also to include security compliance, PKI, policy enforcement and authentication.
• Live web support of authentication agents including VMWare, Window Domains, Citrix, RRAS, UWA, SQL, IAS, Sendmail, Solaris and RADIUS
• Secure Computing was acquired by McAfee Corp. in 2008.

Confidential, Dallas, TX

Systems Consultant

Responsibilities:

• Increased new business sales 58% in South Central region.
• Architected and recommended Meta Directory Solutions based on X.500/LDAP Directory Structures.
• Consistently achieved >125% of assigned quota.
• LAN security management and implementation of WatchDog LAN encryption and authentication.
• Designed enterprise wide Electronic mail solutions for customers and prospects based on SMTP, X.400, Imap4, Pop3, Proprietary and client/server networks.