CAREER HIGHLIGHTS
> Built a Technical Sales Consulting team and established Sales Engineering best practices which helped
increase revenue 20% and establish TEMIS as a major player in the North American Publishing market.
> Transitioned Iron Mountain Digital's technical sales function from a point-product focus to a solutions
selling methodology centering on listening, analyzing and responding with a targeted solution.
> As a hands-on CMS and Publishing technologist, helped XyEnterprise bring single-source content
management to the marketplace driving increased revenue and profitability.
> Transitioned Houghton Mifflin's Dictionary and Thesaurus environment from unstructured and
proprietary to structured and open, resulting in one of the first single-sourcing XML authoring and CMS
distribution models in production.
> Part of original content strategy team at Primis Custom Publishing where the first customized college
textbook software solution was built allowing College professors to build customized textbooks matching
their curriculum.
PROFESSIONAL EXPERIENCE
TEMIS JANUARY 2012 - PRESENT
Director, Sales Engineering
Lead all North American technical pre sales activities in support of the TEMIS semantic content enrichment
solution, Luxid.
* Lead all Proof of Concept efforts in North America from 2012 on, including preparation, construction and
execution leading to 20% growth in 2012 and 22% growth in 2013.
* Helped build a viable partner channel and expand TEMIS into enterprise and government market sectors.
* Built catalog of standard demo pinpointing specific functions and features targeted to specific verticals.
* Engaged in extensive field work in the form of demos, consultations, workshops, briefings and POCs.
* Customized Salesforce by adding fields and alerts to comply with my own Sales Engineering best practices.
PTC ARBORTEXT MAY 2010 - JANUARY 2012
Director, Technical Sales
Revamped Arbortext's sales engineering team from point-to-point subject matter experts into solutions-selling
Technical Architects in support of PTC's Arbortext and Service Information Solutions product suite.
* Built core demonstrations infrastructure which served as a baseline for solutions demos, workshops and
proof of concepts resulting in more efficient technical validation events and shortened sales cycles.
* Served as hands-on solutions architect with Windchill, Arbortext Editor, Architect & Publisher, steering
multiple strategic enterprise opportunities to technical closure.
* In lieu of a formal CRM system, built a customized Technical Sales Activity tracker using SharePoint 2010
which helped align Sales with Sales Engineering and Business Development and provide the Sales
Engineering best practices model for the ultimate rollout of Salesforce.com.
HP AUTONOMY (IRON MOUNTAIN DIGITAL) SEPTEMBER 2007 - MAY 2010
Manager, Sales Engineering
Executed technical solutions selling methodology across a team of 14 Sales Engineers in North America ensuring
the Technical Sales team worked in lock step with their territory Sales Reps in support of Iron Mountain Digital's
suite of cloud-based Information Management and Data Protection solutions.
* Successfully transitioned team of point-product Systems Engineers into Solutions Architects and trusted
advisors.
* Aligned resources with opportunities and provided technical consultancy on the majority of strategic
accounts.
* Rebuilt and documented Pre-Sales infrastructure and demonstration environment in a hands-on fashion
by utilizing tools such as VMware ESX Server, SharePoint 2010 and SalesForce.com.
* Built automated product issues and market trends tracker in SharePoint to channel product issues and
technical buying trends from the field into Product Management.
* Worked with executive leadership to guide the technical sales team through three separate restructures
ensuring that Subject Matter Experts were deployed in the most strategic accounts and the coverage
model was continuous, scalable and sustainable.
QUARK SEPTEMBER 2005 - AUGUST 2007
Manager, Technical Services
Served as Player/Coach for staff of 8 Technical Services Consultants providing pre sales, business development and
professional services for Quark Express Publishing System (QPS) and Enterprise Content Management suite (QCM).
* Leveraged technical knowledge of XML, layout automation, digital publishing, workflow and collaboration
to help bring Quark Xpress and Quark Publishing System to the market.
* Packaged and productized disparate, yet repeatable service offerings into catalog of professional services
offerings.
* Through example, led technical project teams from pre sales to customer acceptance and production
rollouts on complex multiple-technology deployments.
* Led the effort to communicate the retirement of the Quark Content Manager Product to key strategic
customers including large publishing houses providing them with the trust and confidence to remain loyal
customers.
XYENTERPRISE (ACQUIRED BY SDL) FEBRUARY 1998 - SEPTEMBER 2005
Manager, Technical Sales
Served as both Senior Technical Sales Consultant and Technical Sales Manager overseeing a staff of 5 Technical
Sales Consultants across North America providing pre sales support for complex CMS and Publishing requirements
utilizing the Contenta and XPP product suites.
* Leveraging skills in XML, Java, Perl and Web Services, built and delivered custom demos mapping
customer requirements to XyEnterprise solutions.
* Authored the majority of all RFP's and RFI's.
* Staffed all Trade Shows, conducted pilots, proof of concepts and trained customers and partners.
* Conceived, designed and packaged "Product Documentation" DITA and DocBook-based samples kit
consisting o...
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