Yang LuI have been a solution sales engineer for over 8 years. I am skilled in demonstrations and pilots of software that support small teams (~30+) and enterprise team (1K+). I do this with a proven ability to translate clients’ business objectives into requirements and deliver a tailored software solution.
I possess a strong understanding of various project (Agile and SCRUM), portfolio, resource (planning and utilization), and financial (A/R, A/P, G/L) principles; and how those methodologies are implemented across the information technology, services, advertising agency, and media/publishing industries. 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. |
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2014 — Present
Senior Solution 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.
Senior Solution 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.
2010 — 2014
Principal Consultant
Actively drive and manage the functional and technological evaluation stage of the sales process including:
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
Sales Engineer | Senior Consultant
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
2005 — 2007
Helpdesk Supervisor |
2005 — 2006
Process Engineer |
Below is a Brainshark on new business development at an advertising agency. The goal is to come up with a quick video to tackle CRM needs at agencies without resorting to a commoditized demo. It incorporates screen castings, mobile display, and on the fly visual flows. The password to view is 'nsagency'
Here is a 3m whiteboard outlining what Project Portfolio Management is and how Clarity fits into this entire picture. In client/prospect in-person meetings, I would run through this live to level set and paint the picture for my demos. I also do screen casts and dabble in Prezis to spice things up a bit at the right times.
Below is a 5m screen cast on CA's application portfolio management add-on to CA's core PPM solution. The goal is to disseminate the video to our customers and prospects regarding the value of APM as opposed to a formal demo so that the sales engineers can focus on more complex opportunities.
