Experience

Quest Software

• United States
• 1 - 100 Employee

• Solution Architect / Federal/Commerical/Data Protection/Endpoint Management

  • Nov 2016 - Present

  •Present Quest's value proposition, vision and technologies, strategy, product roadmaps to partners & customers; executives, technical management, & engineers•Establish and maintain strong relationships with partners and customers•Proactively present technical solution required to address customer requirements, asses customers’ met and unmet needs, recommend optimized value solutions•Supported DOD and CIV Federal teams, commercial accounts, state and local government in the DC Metro Area, Ohio and WV•Top Secret Security Clearance - Interim Status•Design and deliver product demonstrations based on the customer’s requirements•Provide technical solution building and consultation and support to customers using Rapid Recovery, vRanger, NetVault, DR appliance series backup and recovery solutions, KACE and Foglight in trial or production •Manage the planning and execution of customer POCs•Technical resource for sales team to eliminate technical obstacles•Sized, configured and documented Quest software, hardware and services•Advocated support for customer satisfaction, removing technical obstacles •Develop & Lead lunch and learns, user groups and trade show events•Develop/design and implement sales enablement tools•Developed One Note training tool for New Hires, junior Sales Reps, account executives, sales reps and system engineers•Provide coaching and professional development to team-member sales associates in order to enhance their product knowledge, technical acumen, and technical sales skills•Help establish and maintain strong relationships with key partners and customers•Assists sales teams to develop and implement specific account penetration strategies•Constantly be learning and networking, contribute to social media with blogs, white papers to promote new and latest technologies



Dell

• IT Services and IT Consulting
• 1 - 100 Employee

• Solution Architect

  • Apr 2013 - Sep 2016

  •Provides technical leadership and direction to customers, partners & internal teams in the development of fully integrated technology solutions in support of presales activities•Serves as a trusted technology advisor to customers and serves as an internal resource on technical issues •Provide expert level presales support for Data Protection, Endpoint Management•Demonstrated team leadership and consulting account management skills•Owned and managed the technical design and development of the technology solution•Technical expert and consultant to develop and propose solutions that meet technology and business requirements •Makes technical and sales presentations to customers and business partners•Provide technical advice regarding architectural questions, best practices, health checks, solution deployment prerequisites, new features, to customers and partners•Understands Quest’s and competitive technologies. Conducts research, answers questions and removes objections that arise in a sales campaign•Keeps ahead of technology and provides guidance on their to customers and feedback of business and technical requirements to Quest’s product management and engineering •Sized, configured and documented Quest software, hardware and services•Qualified sales opportunities in the terms of customer technical requirements, competition, decision making process and funding•Presents and markets the design and value of proposed Quest solution and business case to customers, partners and management•Authored white papers, sizing guide, integration guides and technical training•Designed, developed a Getting Started website; Resulted in 95% customer satisfaction, minimized customer support cases, migration planning and education.•Key contributor to onboarding and CSAT team resulting in 250% improvement in renewals•Designed and delivered Sales training reducing the onboarding time from 4 months to 4 weeks

• Storage Solutions Account Executive

  • 2011 - Apr 2013

  • Identified customer needs and requirements; recommend the appropriate products and solutions.• Managed all aspects of Dell solutions sales life cycle • Initiated and build strong customer relationships at all levels •Built and managed strong customer base; sales plans; qualification of opportunities; accurate management of Salesforce; Pipe-line management/forecasting accuracy • Exceed revenue quota goals on a monthly, quarterly, and yearly basis• Demonstrated the ability to address each customer's and partner's unique inquiry, while providing them with the proper information and appropriate solution based on the customer's specific needs and interests• Follow-up with clients to ensure consistent and ongoing coverage of account including new sales opportunities• Engaged in all aspects of the sales cycle, including qualifying, presentations, demonstrations, RFP responses, negotiations and the closing process.• Developed and maintained a strong understanding of the territory including the customers, the prospects, the partners, and competition• Maintained the highest level of customer and partner satisfaction within the accounts in your territory• Provided solutions on datacenter solutions for Medium business and Public Accounts• Identified and solved customer’s business challenges related to information technology• Developed Quarterly Business strategy go to market proposals with forecast revenue objectives and goals • Developed and presented at technical seminars showcasing new products, solutions and recent acquisitions around storage, networking, VDI, Virtualization, Backup/Recovery/Data Protection/Security • Consulting accounting executive on total Solutions encompassing Datacenter infrastructure, virtualization and data management/protection. • Grew Territory > 25% Y/Y sales of ~ $20M annual sales revenue

• Storage Solutions Consultant

  • May 2008 - 2012

  • Provided Equallogic and Compellent Storage product demos, white boarding sessions, architectural discussions, IO analysis, solution sizing, evaluation assistance and pre/post sales technical support, • Developed, designed , presented and demonstrated at technical seminars across market segments. • Consulted on total solutions, servers, storage, networking, virtualization, backup, systems management, business continuity/DR. • Mentored New AE’s, • Earned SC of the quarter and Team Leadership awards. • Grew territory >25% Y/Y sales of ~$20M annual sales revenue



IBM

• IT Services and IT Consulting
• 1 - 100 Employee

• IT Consultant

  • 2000 - May 2008

• CONSULTING HIGH END SPECIALIST – INTEL/BLADES/ SAN/ VMWARE/SYSTEMS MGT/ DATA PROTECTION – IBM CORPO

  • Feb 2001 - Feb 2006

  Supported 12 Sales Executives to drive System x /BladeCenter/storage/virtualization sales. Worked with SMB, Mid Market, and Enterprise customers; goals of streamlining their business objectives. Achieved/over achieved quotas. Drove sales from Enterprise and SMB accounts by: Providing new customers with skills transfers on our Intel/AMDbased servers and Blades, Working with customers’ current software vendors to provide atotal business solution, Working with the customers’ technical teams to deliver sound technical solutions. Maintained a high level of customer satisfaction. Developed roadshows, content, presentations and demonstrations,, regional server consolidation specialist, educated and developed business partner relationships on IBM Solutions, worked with ISVs to develop strategies and solution selling on server/san systems management/virtualization portfolio.

• Channel Account Executive

  • 2001 - 2003

  Consistently delivered and accelerated IBM business, Drove Thinkpad, Desktop xSeries and Storage solutions, Provided education for the reps and teams, Vendor Roadshows and education, Put together marketing programs to drive IBM .

• World Wide IBM ExecutiveWW Exec Briefing Center Consultant

  • Mar 1995 - Jan 2001

  ·Developed, and presented to World Wide customers, Servers, Blade, Storage, Systems Management, Performance and ISV Solutions, Competitive specialist, Developed/designed customer demonstration, Presented inbound, outbound, Internationally at large events, tradeshows and product launches. Achieved 95+% customer satisfaction ratings, personal closure rate > 90%, Designed, published and supported original EBC Website

• Product Management

  • 1995 - 1997

  Developed and delivered worldwide demonstrations, presentation and education to account executives and customers at events and major trade shows, developed product launch events, developed education materials and collateral, worked with ISV’s to develop, integrate and sell systems management solutions.

• Product Management

  • 1994 - 1995

  Developed launch strategies/ promotions and marketing collateral to drive new products, worldwide presenter on current and future product portfolios to customers along with competitive differenciation, designed and developed 1st worldwide requirements counsel, interfaced with development on new products and roadmaps

• Systems Engineer

  • 1988 - 1994

  Training on as/400, pc, operating system and LAN specialist for the insurance industry, developed and presented current and future products, specialized in competitive presentations and strategies, coordinated beta programs and customers requirements to brand managers

• Internship

  • 1986 - 1988

  Provided systems engineer technical sales and support to industrial account in the New Haven CT area, Systems Engineer for Metaphor project, Presented and demonstrated new products to customers, developed competitive presentations demonstrations and road shows worldwide, acting as Systems Engineers for Intel desktops/servers/Operating systems and application software



Mainline Information Systems

• United States
• IT Services and IT Consulting
• 300 - 400 Employee

• Account Executive

  • 2007 - 2007

  Developed SMB Territory on IBM Solutions, Coordinated Server Consolidation studies, presented IBM solutions, Worked with IBM Colleagues to develop solutions for customers with added value of Mainline solutions. Developed SMB Territory on IBM Solutions, Coordinated Server Consolidation studies, presented IBM solutions, Worked with IBM Colleagues to develop solutions for customers with added value of Mainline solutions.

• International Internship

  • 1985 - 1985

  Supported Account Executives and Systems Engineers and branch manager on marketing teams in selling solutions, Developed and designed presentations for customer meetings, Assisted with S36 support, Assisted at Road shows/trade shows/customer events, Assisted in marketing programs and telemarketing campaigns. Supported Account Executives and Systems Engineers and branch manager on marketing teams in selling solutions, Developed and designed presentations for customer meetings, Assisted with S36 support, Assisted at Road shows/trade shows/customer events, Assisted in marketing programs and telemarketing campaigns.