SUMMARY:

• Accomplished Technical Sales professional with over 24 years of specialized experience in implementing and overseeing multimillion - dollar technical solutions; quickly becomes an asset to any growth-minded firm.
• Effectual communication talent and leadership acumen; consistently meets deadlines with superior results.
• Natural ability to draw internal / external support for organizational vision adjustments; fosters inclusive workplace.
• Brings noteworthy analytical mindset; holds Security Clearance from the U.S. Government.

EXPERTISE AREA:

• Pre-Sales Design
• Business Development
• Account Planning
• Cloud Architecture
• Channel Support
• Sales Engineering
• Client Relationship Management
• Proposal Development
• Operational Support
• Solution Architecture
• UCaaS
• CCaaS
• VaaS

PROFESSIONAL EXPERIENCE:

Confidential, Coppell, TX

Pre-Sales Advanced Solutions Architect

Responsibilities:

• Worked directly with customers in the strategic design process and translates business requirements into technical solutions leveraging Best Practices, industry knowledge, and extensive personal experience.
• Demonstrated understanding customer business processes and applications and how Confidential communication solutions support and enhance their operation.
• Thought leadership within Confidential and with business partners and customers in the application and design of sophisticated communication solutions.
• Created innovative solutions applicable to the general market and for unique customer situations.
• Partnered closely with Account Managers, Sales Engineers, Application Specialists and Services experts in the design of architectures and solutions.
• Managed one or more of the design, development, integration and implementation processes of complex communication solutions to enterprise and service provider customers. Manages the integration of hardware, software, services, legacy infrastructure, multi-vendor environments and customer business requirements.
• Managed the technical correctness and completeness of integrated systems designs. Often designing total solutions involving multiple systems for large global organizations.

Confidential, Coppell, TX

Senior Channel Systems Engineer

Responsibilities:

• Performed functions of Senior Channel Systems Engineer supporting Confidential in all Global Direct and Sell-Thru opportunities on $MM accounts.
• Provided the technical resources to optimize sales volume and to ensure customers and channel partners had the maximum opportunity for successful application through systems design and applications engineering support.
• Served as technical lead and directed all technical sales activities for customers or partners in assigned accounts.
• Supported the HP channel, by aligning technical resources to support customer engagement with partners.
• Led the technical team in the development of formal technical account plans and proposals.
• Applied consultative solution selling skills to conduct discovery activities, translate needs into complex technical cloud solutions, articulate unique value and drive sales to technical closure for assigned opportunities.
• Trained partner SEs to be a positive impact with their customer base.
• Responsible for supporting channel business development, design, sales, and deployment of Enterprise class CCaaS, UCaaS, and VaaS solutions on a global scale.
• Responsible for supporting channel business development, design, sales, and deployment of Enterprise class Confidential virtualized Collaboration Pod (CPod) solutions on a global scale.

Confidential, Dallas, TX

Senior Account Executive

Responsibilities:

• Performed functions of Senior Account Executive servicing $MM accounts.
• Responsible for business development, design, sales, and deployment of Enterprise class Confidential Aura VoIP/SIP infrastructure for commercial clients on a global scale.
• Responsible for business development of Enterprise Communications as a Service (ECaaS) solution for clientele with diverse and distributed network architectures.
• Responsible for business development and design of Remote Video Surveillance System (RVSS) solution for security sensitive client environments.
• Responsible for business development of video streaming, distribution, and archive recorder solution supporting government affiliates with situational awareness, and internal training capabilities.
• Responsible development, solution design, sales, and deployment methodologies of Emergency Notification Solutions, to specialized operation units government agencies both on premise and SaaS solutions.
• Responsible for business development of video rebroadcasting, multicasting, and streaming solution for task oriented emergency response teams within FEMA.

Confidential, Dallas, TX

Sales Engineer III

Responsibilities:

• Performed functions of Sales Engineer and Solution Architect for all Department of Homeland Security accounts totaling $25 million in annual revenue.
• Assisted in business development, solution design, sales, and deployment methodologies of communications solutions.
• Translated customer needs into viable, convincing, and technologically advanced solutions which created value for Confidential, Confidential partners, and customers.
• Mastery of architectural design, demonstration, and integration of Confidential 's product and service capabilities in complex and large scale IT environments while overcoming objections, internal obstacles and competitive threats.
• Performed as a trusted advisor with customers, resulting in generating large wins, customer satisfaction and references.
• Contributed new knowledge and leadership in Virtual Teams, product requirements and in the training and development of others.
• Worked with account team to proactively identify and qualify opportunities to build and manage a pipeline.
• Represented the company to the customer and the customer to the company while also partnering closely with peer account teams.
• Contributed to Channel Partner efforts to Maintain and penetrate customer base, along with identifying and converting prospective customers.
• Successfully completed business development, solution design, sales and deployment methodologies of Confidential IP Office solutions to support large entities in organization-wide replacements of Norstar, Cisco Call Manager Express, and Eon communication systems. Deployments included shore based and vessel systems.
• Worked with client contracting officer representatives (COR) in identifying technology needs, expanding capabilities beyond unified communications to include advanced technologies to include converged collaboration and advanced notification solutions.
• Performed in lead consultative roles to assist clientele in identifying cost saving methods to accelerate returns on investment best leverage adapted VoIP/SIP technologies to support operational missions.
• Performed duties as liaison with Confidential Business Partners to promote best practices for deployments of Confidential ’s converged hardware and software solutions supporting VoIP and SIP architectures..
• Excellent presentation, technical writing, design, and implementation skills.

Confidential, Dallas, TX

Senior Solutions Engineer

Responsibilities:

• Performed functions of Account Executive, Sales Solution Engineer, and Advanced Applications Implementation Engineer.
• Conducted business in a consultative manner, understanding the communication applications and business challenges facing prospective and current customers.
• Designs and sells solutions to new customers and drove advanced data networking solutions into existing accounts.
• Supports sales with proposal generation for all complex WAN designs (i.e. pricing assistance, equipment design, Visio documentation, and detailed SOW). Prepared, completed and presented all technical paperwork to the engineering team for customer implementation.
• Conducted training for Sales and Account development on technical concepts, features, and capabilities of data products.
• Provides technical expertise to Marketing and Training teams.
• Acted as technical liaison between post sales implementation groups, engineering and sales teams.
• Represented XETA on customer appointments as a subject matter expert for data services, LAN/WAN technologies, LAN/WAN applications, SIP and associated LAN/WAN applications.
• Develops relationships via daily interaction with other sales personnel, Engineering, Account Management, and support services at all levels.
• Research, develop, design, and test VoIP/SIP communications solutions and equipment.
• Performs engineering studies to obtain data on new equipment and system developments in communications field and adaptability of equipment to clients existing environment.
• Pre-sales engineering of clients converged networks discovering and documenting potential issues in the design and implementation of possible infrastructure solutions.
• Presales engineering and implementation of VoIP solutions supporting the healthcare vertical.

Confidential, Dallas, TX

Managing Partner

Responsibilities:

• Developed methodologies for successful integrations of Confidential Communications Servers, including Communication Manager and IP Office, IP DECT Solutions, Voicemail Systems, Converged Network Analyzer, and Integrated Management Solutions.
• Performed VoIP Network Readiness Assessments including QoS Design and Integration.
• Established well-respected reputation among U.S. Government agencies both traditional and secured in nature.
• Solution Design and Implementation of VoIP and SIP solution using Confidential IP Office to create voice networking solution for ninety-two (92) Daybreak Venture LLC, assisted living centers.
• Initiated successful long-term relationships with Fortune 500 corporate clients.
• Maintained configuration integrity for all subcontractor activities.
• Presided over contract negotiations, project management, and process / policy development.
• Technical responsibilities included network management, systems / software integration, client server systems integration, and converged infrastructure analysis / design.

Confidential, Coppell, TX

Senior Consultant

Responsibilities:

• Served as Practice Manager for implementation team which performed as Confidential ’s designated implementation arm for its Enterprise Management tools.
• Developed methodologies to support successful integrations of targeted products in North America, Central America / Latin America (CALA), Europe / Middle East / Africa (EMEA), and Asia Pacific (APAC) regions.
• Oversaw integrity of all LWS Converged Enterprise Management on-site engagements worldwide.
• Developed and maintained skill sets of assigned engineering staff and subcontractors; scheduled all practice activities.
• Maintained relationships with Confidential product owners, sales channels, subcontractors, and tech support organizations in the NA, CALA, EMEA, and APAC regions.
• Engineered technical solutions to custom fit client environments supported on Sun Solaris, HP-UX, AIX, and Windows Server platforms.
• Assessed customer enterprise environments and provided consultative measures for alternatives to support organizational objectives.
• Presided over contract negotiations with 3rd party vendors.
• Designed and implemented new Confidential Enterprise Management solutions.