SummaryI have been a solution sales engineer for over 7 years. I am skilled in demonstrations and pilots of enterprise software and services 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 or demonstration.
I possess a strong understanding of various project, resource, financial, and portfolio management principles including stage-gate, agile, and earned value; and how those methodologies are implemented across the information technology, medical device, pharmaceutical, chemical, automotive, and government 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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History
2014 — Present
Solution Consultant
Specializing in CRM and ERP for the advertising, media, and publishing vertical.
Solution Consultant
Specializing in CRM and ERP for the advertising, media, and publishing vertical.
2010 — 2014
Solution Consultant
Actively drive and manage the functional and technological evaluation stage of the sales process including:
Solution 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 |
Education
Samples
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.
