Executive Summary:

As a technologist with an interest and aptitude for sales / business and management, I bring a unique set of qualifications that are a strong asset to the Telecommunications and IT industries in a pre-sales capacity. I specialized in leading a team that provided customers with solutions rather than selling products.

PROFESSIONAL EXPERIENCE

Confidential, April 2011 – Sept. 2011
Network Solutions Architect
As a Solution Architect I am a presales resource as well as the primary pre-sales contact for customer engagements. I project manage and assign Technical Consultants to customer engagements. I am a Technical Consultant who has achieved mastery over sales, presentation, documentation, and consulting service delivery skills for the Network Line of Business. As a Network Solution Architect I demonstrate complete technical expertise in designing Network Solutions (both products and consulting services). As of August 2011 my attainment to goal was 239% of plan.
Key tasks and roles that I am responsible for as a Solution Architect include the following:

• Support District Manager/Account Managers in all presales related efforts
• Local Vendor Relationship/Business Development
• Mentor Technical Consultants in technology and sales experience
• Manage Technical Consultant through lifecycle of delivery engagement
• Create all Bill Of Materials/Network Design Templates/Statements of Work for all Network Hardware, Software, and Services related opportunities
• Adhere to 48 hour SLA to account manager for abstract/SOW/pricing creation
• Build and maintain strong virtual bench of subcontractors within the region

Confidential, Jan. 2000 – Jan. 2011
Enterprise Accounts – Global Sales Engineering Senior Manager - Dallas

• I supported multiple Sales Teams that focus on accounts in the DFW area as well as Global customers with a local presence.
• I managed a team of 7 sales engineers who are part of account teams selling legacy telecommunications products as well as many advanced products and professional services. As the capabilities of the company have changed over they years, my team was tasked with leading the charge to transform the business.

Corporate Accounts – Senior Sales Engineer - Confidential,

• I supported the Fortune 1 account as a Sale Engineer traveling 100% of the time within the heartland of the United States. This role afforded me experience in a wide variety of topics and technologies as they relate to the largest global company. I feel this unique experience has exposed me to opportunities and process methodology that only a select few professionals are ever able to witness and participate.
• My account drove an excess of $32M in annual revenue in technologies such as MPLS, VSAT, Storage, Video Conferencing, Internet, and local and long distance voice services.

Corporate Accounts – Solutions Engineering Manager - Chicago

• As an SEM I was responsible for leading a team (6-15) of Technical Consultants, Sales Engineers, and Specialized Sales Representatives. I was responsible for a monthly revenue and sales quota that was met by team members working in conjunction with core account teams to sell into the existing base of customers as well as by uncovering new logo opportunities through prospecting.
• I conducted regularly scheduled, structured account inspections and coaching sessions at the individual and team levels. These sessions cover strategies, tactics, call objectives, results, next steps, and leveraging of resources and tools. Other duties included understanding company-wide priorities and integrating them into sales plans and mastery of new products and tools.
• Sales Engineering Managers meet sales quota by assisting the Sales Engineers and Sales Specialists with prospecting, qualifying, designing, proposing and closing deals. As an SEM I understood and assisted in managing customer’s expectations regarding Verizon Business’s products, services, and solutions. I drove revenue opportunities to include acquisition of new logos and growth/retention of existing customer/revenue base. I attained 129% of quota for 2005 (the last year with an individual SEM target).
• I provided leadership of the Sales Engineer / Solution Specialist / Technical Consultant team regarding technical and sales training, technical strategy sessions, and driving technical process or product issues to Channel Marketing. I guided the SE/SS/TCs in meeting the training requirements of their job level and provided career pathing instruction. I was responsible for ensuring that the SE/SS/TCs completed the technical and/or sales training required to meet their goals.
• Other skills and knowledge that were necessary for my role:
• Exceptional mentoring and coaching skills and possessed an operational command of the business
• Skillful negotiation and presentation abilities
• Excellent communication skills
• Experience in designing and/or selling a wide range of network solutions including IP, MPLS, Data Center Services, Security Solutions, and Managed Network Services
• Ability to deliver Verizon Business’s value message in a persuasive and accurate manner
• Strong understanding of Verizon Business’s competition

Global / Corporate National Accounts – Technical Consultant – Chicago
As a Technical consultant it was my role to be an expert in the following and provide written and oral deliverables to both internal and external customers.

• Designs & Re-engineering
• Non-standard solutions
• RFP Response
• Network Pricing
• Marketing, Product and Technical Presentations
• Technology Updates
• Sales Process

Confidential, Jan. ‘99 – Jan. 2000
General Business Systems – Data Network Design Engineer

Confidential, Feb. ‘96 – Dec. ‘98
Americas Technology Support - Network Engineer / Consultant

Confidential, July ‘94 - Feb. ‘96

LAN Services - LAN Analyst

Confidential, Jan. ‘93 - July ‘94
Information Resources - Operations Support Staff

Education:
Degree: Bachelor of Arts in Computer Science
Minor: Engineering Graphics and Computer Aided Design
Specialization: Technical Communications

Professional Training and Certifications:
ITIL Foundations 3.0

Juniper Security Sales Specialist
Microsoft Certified Systems Engineer 2003 (MCSE)