• Summary
  • History
  • Samples
<
>

Yang Lu

Solution sales engineer with substantial experience leading prospects through the functional and technical evaluation of business and IT software solutions
These 3 characteristics have made me very successful in my career:
  1. Be a trusted advisor; learn products, technologies, industries, and processes quickly – largely thanks to my engineering background
  2. Have a plan, but be malleable; actively listen, watch body language, and converse rather than dictate
  3. Show value first, then fundamentals; wow first and let their questions drive the conversation
I'm always looking for new problems to solve, so if you have a challenge you need a hand with, feel free to contact me.
2017 — Present
ServiceNow - Advisory Solution Consultant

I manage the technical relationship with enterprise accounts in New Jersey.  Many of these accounts do not have a relationship with ServiceNow and a handful are leveraging certain aspects of the solution, but not the breadth of the portfolio.  My job is to help prospects see the value of ServiceNow with proof of values and relationship building and to help customers leverage more from their investment in ServiceNow's growing portfolio which includes IT, HR, Security Operations, Customer Service, and Platform.
2014 — 2017
NetSuite - Principal Sales Consultant

I help prospects in advertising agencies, media & ad-tech/mar-tech companies, and digital & print publishers better understand the value of NetSuite's business management solution.
  • For agencies, I help customers alleviate resource and project constraints so that the best resources aren't burnt out and the projects are highly profitable.  All while streamlining their billing so that they can get more revenue on the books and consolidate financial information across all their different entities.
  • For media and publishers, I help streamline the insertion order creation to actualization process, so that billing occurs all before lunch time on the first of the month.
I do that by managing the functional and technical evaluation of NetSuite's CRM and ERP suite and platform through engaging discovery sessions and provocative demonstrations.  Additional responsibilities include mentoring and on-boarding new SC's.
​2010 — 2014
CA Clarity - Principal Consultant

Actively drive and manage the functional and technological evaluation stage of the sales process including: 
  • Configure and deliver product demos, pilots, and proof-of-concepts (PoCs) to prospects to generate new sales revenue
  • Develop prospects’ visibility of critical business issues (CBIs) and solve those CBIs with differentiators to shorten sales cycles
  • Articulate technology and product positioning to business and technical users to establish and maintain strong relationships
  • Implement innovative ideas to position Clarity in a changing market such as flipboards, whiteboards, & screencasts
2007 — 2010
Planisware - Sales Engineer | Senior Consultant

  • Provided pre-sales services, including configuring and delivering product sales demos, pilots, and POCs
  • Became company’s subject matter expert on functionalities and business workflows to support stage-gate [new product development], agile [IT], and earned value [government] business processes
  • Closed two major deals by performing scripted demos to expand Planisware's presence in the Life Sciences and IT industries
  • Composed six white papers on key differentiators and functionalities with focus on solving typical company CBIs that have brought in new prospects and expanded business with existing customers
  • Provided consulting and post-sale services, from leading requirements gathering workshops to designing, developing, testing, documenting, and training on all configurations and customizations of the customer specific solution
  • Provided on-boarding services for new consultants
2003 — 2007
Cornell University - Bachelor of Science, Chemical Engineering
Below are a couple samplings of my screen casts with some of the products I've worked with in the past.  Newest is first.  This is a pretty varied range.  We'll have storytelling with platform demos, split screen views on integration demos, quick show me's, and a white boards just to change things up.