SUMMARY

• Confidential is a recognized thought leader in Technical Sales for integrated cloud and business analytics software solutions.
• A Senior Business Solutions & IT Specialist, IBM Certified and Open Group IT Certified with 20+ years’ experience, focusing on Cloud, Big Data and Analytics solutions.
• Leveraging a strong software solutions and professional services consultant back ground bringing strategic business value to clients and driving revenue.
• Effective at identifying key business opportunities and building strategic relationships with clients.
• Strengths include driving revenue, managing teams, application integration, client presentations, project management, product demonstrations and solid oral and written communication skills.

PROFESSIONAL EXPERIENCE:

Confidential, California

Analytics Technical Sales Manager

Responsibilities:

• Created a value based sales program focused on delivering unique business value to clients through integrated Information Management and Business Analytics solutions.
• Conducted C - Level customer facing discovery/interview workshops to uncover business pains and challenges.
• Created and updated Business Value Assessment (BVA) materials for capturing and quantifying cost benefits analysis to further drive sales.
• Managed an integrated team of IT Technical Specialist, Sales Managers and Business Value Consultants.
• Develop and manage teh BVA Program for North America
• Responsible for program planning and execution
• Drove over 90M in software revenue for FY 2013/ FY 2014
• Lead client-facing business level conversation with executives and key stakeholders to underscore teh economic value of IBM Software Solutions
• Manage and strategize with BVA Segment Leaders, TSMs and Portfolio TSS resources to drive revenue with teh BVA framework.
• Drive BVA enablement for IM Reps and Tech Sales
• Leverage Certified IT Specialist and Architect background to expand teh software solution blueprint for clients
• Project managed complex presales opportunities including cross brands, client resources, IBM Partners, and Lab Services.
• Led team of Architects, Industry Experts, and Technical Specialist to integrate Tivoli Maximo MRO (asset management) and FileNet P8 (workflow) to enhance teh customer value chain and generate new sales revenue.
• Collaborate with client sales teams to qualify sales opportunities.
• Collaborate with IBM partners to provide comprehensive business solutions for clients.
• Provide pre and post-sales support to ensure customer satisfaction.
• Demonstrate working noledge of Information Management products and solutions.
• Key contributor for teh development of teh Enterprise Content Management (ECM) Architect Enablement Workshop (EAW) .
• Assess client requirements and technical infrastructure to determine feasibility of Information Management product portfolio and recommend integration strategies.
• Develop ECM demos when appropriate.
• Lead IT Specialist and Architects to deliver ECM Solution Assurance Reviews(SARs)
• Deliver client facing presentations and demonstrations to move sales opportunities forward.
• IBM Conference Speaker ECM - Leveraging FileNet P8 To Improve You're Business
• IBM Conference Speaker ECM - Secure and Scalable Solutions FileNet P8 (workflow) and Tivoli SSO (security)
• Led presales team for Enterprise Content Management (ECM), Enterprise Search and Business Process Management (BPM) products and professional services.
• Proposed solutions for integrating electronic data capture, workflow, output and enterprise search solutions to automate business processes and reduce cycle times.
• Architected proposed customer ECM solutions.
• Delivered customer facing presentations and demos.
• Documented business and technical requirements

Confidential, California

Senior Systems Engineer

Responsibilities:

• Responsible for presales support of all product and services.
• Worked with sales team to manage engagements, Confidential, grow revenue, and establish strategic relationships with clients.
• Positioned workflow, Content, Document, and Image Management products and professional services with private and public sector customers.
• Managed implementation and deployment of enterprise and departmental wide solutions to reduce cost of operations and improve data integrity.
• Discussed and articulated solutions to business problems with customer's executives and staff in person and remotely using web conferencing technologies
• Provided strategic systems consulting support.
• Interfaced and coordinated efforts with business partner or non-partner technical support personnel as required on individual opportunities.
• Provided RFP, RFI and RFQ response support provided as necessary.

Confidential, California

Senior Systems Engineer

Responsibilities:

• Managed Pre-Sales Systems Engineers and System Architects to drive revenue throughout teh Western Region (team of 12).
• Identified key business opportunities, growing revenue by 50%, and establish strategic relationships with Fortune 500 clients within teh Western Region.
• Assessed customer's technical infrastructure to determine feasibility of solution and recommend integration strategy.
• Deployed enterprise and departmental wide solutions to reduce cost of operations and improve data integrity.
• Managed projects to automate teh loan origination process.
• Proposed solutions for integrating electronic data capture, workflow (EAI) and output solutions to automate business processes and reduce cycle times by 60 percent.
• Leveraged internal resources and business partners to provide integrated solutions to meet customer's objectives.
• Created customer and partner presentations highlighting business and technical benefits of integrated solutions.
• Prepared RFI, RFQ, and RFP when appropriate.
• Provided product training/overview to new account managers and solution partners as required.
• Identified and eliminated redundant and unclear processes resulting in increased employee productivity by 40 % within teh first year.
• Managed a group of 10 consultants and client personnel to successfully document and automate internal business processes.
• Recommended improvements in monthly closing procedures that reduced cycle time from 8 weeks to 2 weeks and improved data integrity.
• Led needs analysis to determine teh strategic direction for executive management and created processes to implement management initiatives.
• Recommended and implemented processes to align enterprise IT plan with strategic corporate direction.
• Managed all phases of large-scale ERP system selections and implementations with Fortune 1000 clients. (Peoplesoft, Lawson, Baan, SAP, JD Edwards, and others)
• Created and revised strategic and tactical plans, resulting in improved operational efficiency and process improvements.
• Facilitated weekly cross-functional status meetings to drive additional consulting revenue and advertise any risks to engagements.