Senior Information Security Engineer

• Mar 2023 - Present

Leader - Solutions Engineering

• Feb 2022 - Mar 2023

Hire, build, develop, and direct a team of 7 solution engineers in understanding customer needs and value selling, demonstrating security solutions, navigating sales cycles, and closing business. Optimize prospect acquisition through collaboration with sales leadership to achieve quotas. Design and launch upsell programs in order to drive new sales opportunities. • Increased overall sales while reducing opportunity duration by hiring, training, mentoring, and certifying 8 new-to-career… Show more Hire, build, develop, and direct a team of 7 solution engineers in understanding customer needs and value selling, demonstrating security solutions, navigating sales cycles, and closing business. Optimize prospect acquisition through collaboration with sales leadership to achieve quotas. Design and launch upsell programs in order to drive new sales opportunities. • Increased overall sales while reducing opportunity duration by hiring, training, mentoring, and certifying 8 new-to-career solution engineers to provide demo, presentations, whiteboarding, and deal closure support for account executives. • Raised attachment rates 30% on opportunities along with administrative duties from sales engineers by creating salesforce reports for individuals, as well as comprehensive dashboards and reports for the solution engineering organization. • Improved employee satisfaction, retention, and peer recognition by creating form aligned with company values that allowed for peer-based recognition to be easily submitted and automating collection of feedback. • Generated more business with reduction of effort/time in opportunities by mentoring account executives and solution engineers to build clear goals before taking a prospect meeting and follow up post meeting to drive deal success. • Grew pipeline opportunities from 10% to 40% for a newly acquired solution by creating and delivering solution training plan to provide overview, discovery, buyers persona, technology fit, and address customer challenges with solution. • Reduced administrative tasks 50% for sales engineers by simplifying reporting process and generating a 30% improvement in time to acquisition through tailored demo coaching and value selling, increasing revenue from $300K to $3.6M. Show less Hire, build, develop, and direct a team of 7 solution engineers in understanding customer needs and value selling, demonstrating security solutions, navigating sales cycles, and closing business. Optimize prospect acquisition through collaboration with sales leadership to achieve quotas. Design and launch upsell programs in order to drive new sales opportunities. • Increased overall sales while reducing opportunity duration by hiring, training, mentoring, and certifying 8 new-to-career… Show more Hire, build, develop, and direct a team of 7 solution engineers in understanding customer needs and value selling, demonstrating security solutions, navigating sales cycles, and closing business. Optimize prospect acquisition through collaboration with sales leadership to achieve quotas. Design and launch upsell programs in order to drive new sales opportunities. • Increased overall sales while reducing opportunity duration by hiring, training, mentoring, and certifying 8 new-to-career solution engineers to provide demo, presentations, whiteboarding, and deal closure support for account executives. • Raised attachment rates 30% on opportunities along with administrative duties from sales engineers by creating salesforce reports for individuals, as well as comprehensive dashboards and reports for the solution engineering organization. • Improved employee satisfaction, retention, and peer recognition by creating form aligned with company values that allowed for peer-based recognition to be easily submitted and automating collection of feedback. • Generated more business with reduction of effort/time in opportunities by mentoring account executives and solution engineers to build clear goals before taking a prospect meeting and follow up post meeting to drive deal success. • Grew pipeline opportunities from 10% to 40% for a newly acquired solution by creating and delivering solution training plan to provide overview, discovery, buyers persona, technology fit, and address customer challenges with solution. • Reduced administrative tasks 50% for sales engineers by simplifying reporting process and generating a 30% improvement in time to acquisition through tailored demo coaching and value selling, increasing revenue from $300K to $3.6M. Show less

Director, Presales

• Jan 2015 - Feb 2022

Directed daily business operations, technology vision, quote desk, solution engineers and architects across multiple product lines for successful product sales. Oversaw cloud team in the design and deployment of solutions migrating customers from premise to cloud and SaaS-driven solution. Led engineering teams, aligning timelines, pipeline generation, designs, value propositions, demonstrations, and implementations to meet customer objectives and positive customer satisfaction. • Drove sales… Show more Directed daily business operations, technology vision, quote desk, solution engineers and architects across multiple product lines for successful product sales. Oversaw cloud team in the design and deployment of solutions migrating customers from premise to cloud and SaaS-driven solution. Led engineering teams, aligning timelines, pipeline generation, designs, value propositions, demonstrations, and implementations to meet customer objectives and positive customer satisfaction. • Drove sales of new accounts with higher subscription rates, improved deal sizes and customer experience by partnering with product house and technology teams to build a cloud model of an enterprise recording, quality, and analytics solution. • Improved quality of proposals/quotes by building a team of proposal engineers to deliver quotes for each deal with a 24-hour turnaround, resulting in reducing errors 90% and time for a prospect to receive a quote by 48 hours. • Boosted pipeline generation and new product acquisition by collaborating with solution engineers and account executives to develop a "HeatMap" to identify upsell/cross sell opportunities within major and strategic accounts. • Lowered project transition from 3 weeks to a 1-hour meeting per project by creating templates for architecture designs, ensuring teams used the same icons, templates, and documentation for a professional experience during design delivery. • Won Presidents Club award for attaining $115M of plan in 2017 and $156M of plan in 2021 that involved driving deals with solution engineers/architects and sales teams. • Managing and maintaining Salesforce dashboards and heat maps to create new solutions and increase pipeline by $115M across five product subsets.

Solutions Engineer

• Jul 2012 - Jan 2015

Architected and delivered technology solutions to win deals. Analyzed business requirements, completed technical design, documentation, and solution architecture to improve operations and user experience. Delivered value focused presentations and demonstrations to clients. Trained new solution engineers on value proposition, demonstration, and sales methodology. • Delivered 7-8 figure deals annually across banking, technology, retail, travel, and medical organizations by mapping customer… Show more Architected and delivered technology solutions to win deals. Analyzed business requirements, completed technical design, documentation, and solution architecture to improve operations and user experience. Delivered value focused presentations and demonstrations to clients. Trained new solution engineers on value proposition, demonstration, and sales methodology. • Delivered 7-8 figure deals annually across banking, technology, retail, travel, and medical organizations by mapping customer pain points to business outcomes in alignment with technology offered by the company with a how to approach. • Cut time to prepare new solution engineers from 12 months to 4 months by mentoring and training new solution engineers to boost product knowledge as well as coordinating demonstration sessions for solution positioning/value added selling. • Lowered time to win 3 months in an 18-month sales cycle and closed $63M in deals by partnering with account executives to achieve 2014 $18M quota while removing technical obstacles from the sales cycle. • Reduced rework for all projects sold from 3-4 weeks of meetings to 1 meeting by liaising with professional services delivery experts to complete and templatized designs so that projects could be delivered on time/budget and meet customer needs.

Client Support Manager

• Oct 2010 - Jul 2012

Oversaw an inbound contact center with responsibility for hiring and developing 22 employees, as well as creating onboarding and training plans, and enhancing business. Established best practices for IT engineers and documented procedures. • Decreased ticket resolution time while boosting customer and employee job satisfaction by retraining and reskilling a team of 10 engineers to take calls and troubleshooting issues for customers as they came in. • Reduced cost of hardware and travel to… Show more Oversaw an inbound contact center with responsibility for hiring and developing 22 employees, as well as creating onboarding and training plans, and enhancing business. Established best practices for IT engineers and documented procedures. • Decreased ticket resolution time while boosting customer and employee job satisfaction by retraining and reskilling a team of 10 engineers to take calls and troubleshooting issues for customers as they came in. • Reduced cost of hardware and travel to sites to service customers 75% by re-structuring and training dispatch team to be located geographically relevant to customers subscribing to service offerings and providing common parts to engineers. • Elevated net performance of engineers 20% and reduced average ticket/case duration from 3 weeks to 3 days by designing, documenting, and creating dashboards to report time to close a ticket, ticket age, and ticket performance metrics.

Global Tier 3 Expert Engineer

• Sep 2005 - Oct 2010

Delivered quality technical support by investigating and resolving customer issues with NICE recording, quality, and analytics. Managed customer relationships while resolving technical issues. • Achieved high customer satisfaction with quick resolution times by troubleshooting network, application, telephony, and server issues for global customers. • Administered and optimized SQL database while implementing CTI call recording solutions and developing business cases for product… Show more Delivered quality technical support by investigating and resolving customer issues with NICE recording, quality, and analytics. Managed customer relationships while resolving technical issues. • Achieved high customer satisfaction with quick resolution times by troubleshooting network, application, telephony, and server issues for global customers. • Administered and optimized SQL database while implementing CTI call recording solutions and developing business cases for product improvements.

Sr. System Engineer/Telecom Analyst

• Sep 1999 - Sep 2005