Experience

AppDynamics

• United States
• Software Development
• 700 & Above Employee

• Senior Technical Sales Engineer

  • Jul 2017 - Present



IBM

• United States
• IT Services and IT Consulting
• 700 & Above Employee

• Sr. Technical Sales Manager Continuous Engineering

  • Jan 2015 - Jul 2017

  Sr. Technical Sales Manager Connected Products - Industrial SectorSr. Technical Sales Manager Continuous Engineering - West (18 months)Lead a team of technical sales engineers focused on system engineering and software development practice. • Increased sales over 30% each year since becoming manager• Defined and led team members to create solutions for targeted industries: Telecom, Energy and Utilities, Financial, Medical Devices and Automotive• Trained and developed new team members in product knowledge, sales strategies and proof of concepts• Work with team members and customers with: initial discovery calls, standard and custom presentations, define implementation plans and SOWs• Work with sales and sales management to develop sales strategies to meet revenue goals• Areas of focus: System Engineering, Continuous Lifecycle Management and DevOps

• NA Portfolio & Strategy Management Practice Leader

  • Mar 2008 - Dec 2014

  NA PSM Technical Practice Area Leader (6 years)NA Technical Sales Manager PPM (1 year)Technical practice leader focused on driving the growth and adoption of a new technology and market space, Portfolio management, for all Rational Sellers in North America.• Increased sales and sales opportunities in North America 20% each year since joining IBM• Defined and led team members to create solutions for targeted industries: Telecom, Energy and Utilities, Financial, Medical Devices and Federal and City government • Trained and developed new team members in North America in product knowledge, sales strategies and proof of concepts• Work with Product Management and Marketing to develop enablement plans, proof of technologies for sales and customer events• Work directly with customers: initial discovery calls, standard and custom presentations, define implementation plans and SOWs• Areas of focus: Demand and Idea Management, Product portfolio, Application portfolio and IT portfolio



Telelogic

• Software Development
• 1 - 100 Employee

• Manager Application Engineering

  • Mar 2003 - Feb 2008

  Manager Application Engineering (1 Year) Application Engineer, Lead (1 Year) Application Engineer (3 Years) As a Manager of Application Engineering focused on product and portfolio management practice. Developed solutions and team members for a newly acquired technology. Worked with customer and team members to achieve growth for the Focal Point product. Developed sales enablement program to train sellers on market and technological drivers for the product and portfolio market. As an application engineer worked with the Sales team to define sales strategy for customer opportunities. Worked with prospective customers to reach successful understanding and adoption of Telelogic Software. Expanded solution knowledge to include requirements management, modeling, enterprise architecture, product and portfolio management. • Delivered customer presentations for Telelogic software development management and business management tools • DOORS, Focal Point, System Architect, Synergy, Change, Tau • Designed targeted solutions to meet customer requirements • Increased sales and success rate in the Northwest Sales region • Supported trade shows, technology conferences and regional marketing lead generation events • Focus in Medical Device, Insurance, Financial, Telecom and Aerospace accounts



Merant Software

• Application engineer

  • Jul 1995 - Feb 2003

  Application engineer (6 years) Technical Support (2 years) As an application engineer worked with Sales team to define sales strategy for customer opportunities. Worked with prospective customer to reach successful understanding and adoption of Merant Software. • Delivered customer presentations for PVCS software development management tools • PVCS Version Manager, PVCS Tracker, PVCS Oracle Change Management and Dimensions • Designed targeted solutions to meet customer requirements • Increased sales and success rate in the Northwest Sales region • Supported trade shows, technology conferences and regional marketing lead generation events • Focus in Medical Device, Insurance, Financial and Aerospace accounts