SALES ENGINEER
~ Versatile sales leader with proven experience calling on small-to-large enterprise accounts ~
M.M.I.S. with well-versed technical background including 15+ years of experience in pre/post sales and technical leadership for multi-phase, full-life cycle projects. Technical bridge and problem solver with history of building and maintaining “best-in-class” client relationships. Proactive with ability to see the big picture, understand, translate, and align customer needs to drive solutions and project deliverables.
Key Skills & Core Competencies
* Vision, Strategy & Execution
* Operations Management & Cost Reductions
* Customer Relationship Management
* Staff Leadership, Motivation & Evaluations
* Client Facing & Pre/Post Technical Sales Expertise
* Solution & Opportunity Selling
* Enterprise-wide Business Development
* Technical Proposals, Presentations & Negotiations
PROFESSIONAL EXPERIENCE
HIGH FUSION, INC. Wichita, Kansas, 2002 - Present
Technical Sales Engineer
Provide technical consulting, pre-sales, and post-sales support for multi-phase, enterprise-level projects. Collaborate with and advise sales/marketing, network administrator, application manager, and contract programmer resources in matrixed environment. Work with team during business development/sales process for full-life cycle projects including initial point-of-contact, requirements and cost benefit analysis, design, testing, customer training, and deployment. Devised company’s first disaster recovery and business continuity plan.
* Build and maintain positive relationships during customer-facing meetings, assess accounts needs and gaps, and lead technical discovery and qualification meetings with customers.
* Present service offerings to IT, Finance, C-level suite, and business owners from diverse companies.
* Lead strategy discussions with sales and engineering team on business and technical drivers to maximize business opportunites in competitive industry.
* Review customer design needs during pre-sales activities and identify cross-sell opportunites.
* Manage full-life cycle projects from initial contact to delivery. Prepare workflow diagrams and mock-ups in Visio, perform cost/benefit analysis, develop requirements specifications, support design, testing, and deployment, perform technical training, and maintain accounts.
* Work closely with management on strategic planning and future product direction of company.
* Serve as advocate for customers, identify client needs and solutions, and work jointly with account team to win new business opportunities with diverse accounts.
Accomplishments:
* Played key sales and leadership role in building start-up company to $4.5 million in annual revenue.
* Developed value-added reseller accounts with $1.2 million in revenue with average sale of $35,000.
* Received top performance award for achieving 200% of quota in 2009 – 2010.
* Presented technical processes and delivered $180,000 in expansion business with an existing account.
* Negotiated multi-phased project with Raytheon for main website, sales/reseller site, and parts website.
* Won new bid and led project that built application for FOB Hangar Management System in Denver.
* Assisted in expanding company’s product line to include web application, network solutions, wireless networking, hosting, online marketing, and engineering product solutions.
* Received Above and Beyond Award for starting lunch-and-learn group with over 12 engineers.
========================
Page 2
========================
FRIENDS UNIVERITY, Wichita, Kansas
Academic Coordinator, 1997 - 2002
Planned and executed day-to-day activities for 8 computer labs with 30 computers each and classrooms, reporting to Director of IT and CIO. Hired, managed, scheduled, and monitored staff of 34 college workers that provided hands-on technical and help-desk support for students and instructors. Led multiple campus- wide projects for university including networking and system maintenance projects.
* Designed, built, and implemented multi-station, wireless networking lab in Mini Frame, Linux, and Windows-based environment for all classrooms campus wide.
* Led special project that developed and implemented Note program for students in classrooms, which led to heading high-priority project that networked entire campus.
* Served as network administrator for College of Business, designed and implemented backup and recovery plan utilizing drive imaging servers, audio/video editing stations, and Citrix terminal.
* Provided technical leadership, direction, and oversight for software helpdesk with 1,000+ end users.
* Primary network administrator for installation of operating systems, maintenance, and recovery.
* Trained / coached staff of MS software upgrades and academic software.
Adjunct Professor, 2001 - 2003
Taught Master’s level courses on Management of Information Systems, Data and Telecommunications, Advanced Networking and Administration, and Bachelor’s level classes on System Analysis while working on MMIS degree.
HIGH FUSION,...
Login or Register to view the full resume.
