Summary

Information Technology Executive, Entrepreneur, Experienced Solutions Architect

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Education

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Experience

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Summary and Certifications

As a successful senior technical sales director, you will find I have exceptional abilities to develop, implement and manage sales functions associated with large, global sales teams. I have a background in leading high performance technical sales teams to boost revenue streams, simplify sales processes and capture business from competition in the government, communications, technology and service industries.

 

I maintain a continual improvement mindset and ensure business processes are world class. Please consider this letter and attached resume as my application for the Senior Director, Systems Engineering position. In assessing my qualifications, please consider the following:

 

  • Exceeded training goals by 300%. 98 indirect reports required training on newly acquired product with 10% to become regional strategic technical SME’s. Developed, planned, and delivered training in Canada, Europe and Australia. Succeeded in training everybody including 300%+ over goal for SME professionals.
  • Closed largest deal in company history. Customer had 35 independent and negotiated contracts around the world. Solved initial problem by determining single contract solution. Served as customer, partner and cyber-security interface. Created $54M five-year contract with a $14M initial revenue stream.
  • Increased revenue conversion from 3% to 20%+ in one year. Clients requested free trial software but did not use the trial properly. Leveraged a business process improvement plan and developed live workshops for the customer. BPI process increased trial revenue conversion by 600%, a major revenue windfall.
  • Converted sales operations to a high-performance Cloud process. Company utilized a local server farm to process and record sales. Analyzed alternatives and set a Cloud based solution. Migrated sales operations systems to an Equinox SOC1, Type II environment. Reduced risk and achieved a 99.9% SLA for sales systems.
  • Generated $50M in sales. Led processes to improve technical engagement revenues. Secured five-year deal by providing knowledge on specific technical solutions. Recognized for growing YOY growth by 40%.
  • Converted 40 individual contracts into one $40M master contract. Became lead technical resource and consolidated overlapping contracts. Negotiated and secured agreement many contracts could be consolidated. Closed the deal and secured a $40M contract covering common service.

 

Professional Certifications:

  • CompTIA Security+
  • Executive Data Science - Johns Hopkins University via Coursera
  • MCSA plus Security Windows Server 2003
  • Virtualization Certified Expert
  • Oracle Certified Associate 10g
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Education

  • MS, Business Intelligence with distinction, Mark Skousen School of Business, Grantham University, Lenexa, KS. 4.0 November 2016
  • BS, Summa Cum Laude, Multi-disciplinary Studies (Computer Science/Business), Grantham University, Lenexa, KS. January 2015
  • AAS Applied Technology, Central Texas College, Killeen, TX.  January 2006

Experience

2015 – Present  Senior Manager, Technical Solutions, BlackBerry

Senior leader of the Technical Solutions team (presales) motivating the team to achieve year over year sales and revenue growth.  Create, monitor, and consistently improve business processes enabling BlackBerry's global sales team to provide our customers with the industry leading enterprise-class crisis communication platform. Interface with prospect and customer executives to deliver an innovative value proposition, presentations, and demonstrations. As a member of the executive product strategy forum, coordinate and consult with the customer and internal departments to ensure all technical requirements are identified and subsequently managed throughout the project life-cycle.  Leads the global technical team which manages and maintains AtHoc systems which support Blackberry's global sales team.

  • Establish and maintain technical relationships at Executive and Director levels
  • Authors the technical solution while conveying an innovative value proposition.
  • Create and consistently improve business process to enable global sales goal attainment
  • Director of the division’s global technical solutions team

2011 – 2015      Senior Sales Engineer, AtHoc Inc. (Procured by BlackBerry)

AtHoc provides the industry leading crisis communication suite by facilitating real-time exchange of critical information between people and organizations in times of crisis.

  • Lead engineer supporting AtHoc’s Defense and Intelligence (ADI) and International defense opportunities
  • Managed technical engagements that contributed to an average 40% year over year growth in sales; growing sales from $12M year one to $50M in year four.
  • Establish and maintain technical relationships at Executive and Director levels
  • Authored the technical solution while conveying an innovative value proposition.
  • System administrator and MS SQL DBA

 2007 – 2011     Director, Information Management Office, 10th Special Forces Group (Airborne)

Managed and directed the information technology staff in support of daily enterprise operations to include classified and unclassified voice, data, authentication, and collaboration systems.  Led and mentored the knowledge management working group in support of the organization’s knowledge management initiative.

  • Identified and analyzed long standing network shortfalls, then implemented an innovative network expansion project to resolve inefficiencies. Expanding network capacity by 400% and saving the organization over $1M for this project.
  • Led an initiative to improve NetApp engineer support to the end user. This initiative continues to improve the end user’s experience across the SOCOM Information Enterprise by changing the way information flows from the end user to the NetApp engineers.
  • Recommended and managed changes to the Remedy Integrated Service Desk to better support tactical units within the command.

2009-2010         Director, Tactical Enterprise Services and Future Plans Officer, Combined Joint Special Operations Task Force – Arabian Peninsula (CJSOTF-AP)

Officer in charge of a Joint staff and Director of information technology infrastructure that supported all branches of the Department of Defense special operations community throughout the Arabian Peninsula.  Developed future growth projections and purchasing plans in support of Configuration Management and Information Assurance for classified and unclassified networks.

  • Developed and deployed a collaborative SharePoint environment in support of CJSOTF-AP. This fundamentally changed the way information was shared and collaboration was accomplished throughout the Arabian Peninsula.  Reference article: "Operational Connectivity: Unity of effort in Iraq" published in Special Warfare Magazine Vol. 23 Issue 6 (Nov-Dec 2010).
  • Managed the virtualization of all theater assets for CJSOTF-AP datacenters which reduced the number of physical servers by 60% and associated power and environmental control costs by 50%.

Earlier Information Technology Management assignments include:

  • 2007-2008 Signal Detachment Commander, Special Operations Task Force Central
  • 2006-2007 7th Infantry Division, Installation Logistics Information Systems Manager
  • 2004-2006 3rd Armored Cavalry Regiment, Logistics Information Systems Manager/Technician
  • 2002-2004 United States Army Europe, Commanding General's Communications Team Lead
  • 2000-2002 43rd Signal Battalion, Non-Commissioned Officer in Charge, Hdg. Telecom Facility
  • 1997-2000 1st Infantry Division, Communications Non-Commissioned Officer

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