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A dynamic
early-stage company, delivering valuable
financial intelligence and IT cost transparency to all levels of the
enterprise. Cloud Cruiser’s competitive advantage is its ability to
retrieve and process information from any asset within a cloud-based
infrastructure – this included Public and Private cloud architectures as
well as non-compute resources such as CRM’s, Service Desk and Time Tracking
systems. Cloud Cruiser is integrated, via partnership arrangements, with
HP, Microsoft Openstack and Cisco. Customers included both Cloud Service Providers
as well as medium/large Enterprises. Cloud Cruiser is the preferred
Chargeback solution for HP, Cisco and Microsoft’s own clients. I took ownership of all technical pre-sales
aspects of the account relationship.
Highlights:
Supported world-wide sales team – traveled to Europe and
across the US and Canada.
Technical Consultant for Chanel managers.
Prepared and performed an average of 2 live product
demonstrations daily.
Trained Customers and Account Exec’s on the solution.
Defined value proposition statements for each opportunity
Led customer Q&A sessions at all levels of technical
detail.
Acted as a conduit to Development for emerging customer
requirements
Designed and delivered product PoC’s and Pilots based on
the following technologies; HP, Cisco, Openstack and Microsoft (Compute,
network and storage) as well as non-compute i.e. Service Desk etc.
Technical lead on RFI/RFP and SoW response.
Built and maintained on-going relationships with
Enterprise and CSP clients.
Treated each engagement as a project, delivering Customer
Response, Sow and Execution plan.
2010 – 2012 -
Nastel Technologies. Pre-Sales Solutions Engineer – Infrastructure
management.
A small vibrant
company focused on E2E Infrastructure management and partnered with: IBM,
TIBCO, SOLACE and Microsoft. Nastel provides a suite of Infrastructure
monitoring solutions that will break down complex transactions and report
back on individual and aggregate response times. Integrated
monitoring solutions for architectures built around: Cloud, SOA, Web
Services, WebSphere MQ, WBI, TIBCO, SOLACE, DataPower. Nastel
differentiates itself by providing unequaled visibility into transactions
as they traverse Cloud, Application, Middleware and Repository Tiers.
Highlights:
Primary
Pre-Sales resource in CA for platform product presentations over Web and
On-site.
Spearheaded
the migration of Test and Dev environments from on-premise to public Cloud
Mapped
Nastel’s solution to customer's Business drivers in order to create meaningful
custom presentations.
Pre-Sales
engineer for Trade Shows and Seminars.
Focused on E2E
Application Performance and Transaction Profiling and Management.
Tasked with
quickly understanding the architecture and flow of Business
Transactions throughout the Data Center. Delivered PoC’s from
inception to close including all documentation and deliverables
negotiation. Technologies included Web Tier: Apache\IIS, App Tier:
JBoss,\WebSphere \Web Logic, Middleware: IBM MQ/ESB/Tibco, Repository Tier:
Sql Server\DB2\Oracle.
Conducted
Q&A discussions with the customer’s technical staff at all levels of
complexity.
Technical lead
through Prospecting, Presentation, Objection Handling and Close.
Promote the
migration from reactive through proactive to predictive models
Conducted
Train-the-Trainer and End-User product classes. Produced training
materials for end-user and Sales training.
Responsible for planning and delivery of IT project
initiatives, working closely with various internal teams and external
vendors, to achieve the successful completion of the IT project.
Responsible
for the generation of Project Plans (Schedules, Budgets, Estimates) and
Statements of Work (SOW).
Actively
recruited Reference accounts.
Major accounts
- Tech lead on sales efforts to BofA, Barclays, Safeway, McKesson, TIAA
etc.
2007 – 2009
ASG Inc. Pre Sales Engineer and Solutions Architect.
ASG provides an
ITIL oriented, performance monitoring solution with SLA Management. As
Sales Engineer, I supported three Bay-Area Account Executives as
sole technical Pre-Sales resource covering ASG’s wide suite of
Infrastructure Management applications..Tech lead on sales efforts to Local
and State Government, NetFlix, BCBS of CA,, Barclays, State of California,
State of Nevada etc. Evangelized the solution and provided creative ways to
improve service delivery The suite of solutions offered by ASG, and
supported by myself, include Infrastructure performance and availability
tools, CMDB, Automation, Middleware management, Asset Tracking, Event Alert
systems, Mainframe Migration enablers, and Content Management..
Technologies included Web Tier: Apache\IIS, App Tier: JBoss,\WebSphere \Web
Logic, Middleware: IBM MQ/ESB/Tibco, Repository Tier: Sql Server, Oracle.
Highlights:
Technical lead
through entire sales cycle and Pre-Sales engineer for Trade Shows and
Seminars.
Developed and
delivered Presentation and Demonstration material for ASG's CMDB management
solution.
Focused on E2E
Application Performance and Transaction Profiling and Management.
Delivered
PoC’s from inception to close including deliverables negotiation and all
documentation.
Provided
in-depth analysis of customers delivery gaps with subsequent mapping to
applications within ASG’s portfolio.
Consulted in
SLA creation and then designing appropriate3 instrumentation.
Worked with IT
and Account teams to ensure alignment between ASG’s solution set and
customers changing needs.
Established
process-oriented Sales workflow - Reduced resources wasted on non-qualified
opportunities by over 50%. Initiate best practices to reduce Customer wait
time and increase Customer Satisfaction.
Conducted
Q&A discussions with technical and executive staff at all levels of
complexity.
Responsible
for the generation of Project Plans (Schedules, Budgets, Estimates) and
Statements of Work (SOW).
1989
– 2007 APL - System Integrator, Business Integration Specialist
Multi-national
transportation company with offices based in NAM, Asia and W. Europe
In my time at APL
I was primarily involved in working with Business units to determine which
technological advances could be translated into a competitive advantage. I
was responsible for selecting candidate applications, installing the
product and performing gap analysis against the functional specs that I
created. Possible solutions were then presented to interested Business
groups for final decision.
Highlights:
Business
Integrations and Solutions Architect – PMO team member tasked with acting
as technical conduit between Business Owners and IT.
Middleware
management. Managed Websphere MQ environment with links to Datapower
and Infomatica
Emerging
Technologies Advisor. Responsible for developing quick understanding of
Business gaps, develop business case, creating requirements document and
proto-typing solution to Business and IT
Central.
Project Team
Leadership – Application Modernization, Demand Planning, CRM (Siebel)
applications. Led cross-discipline teams through many Business
Service Improvement projects.
Outsourcing
Liaison – Worked closely with Infosys, Infogain and IBM delivery teams.
Cost control and SLA management experience. DR development, negotiation and
testing.
Siebel
Product. PoC then Pilot through to implementation support for CRM
application used by 2500 staff.
Demand
Planning (Forecasting) PoC through to implementation support for $15million
application.
Legacy Modernization
- Implemented metadata management solution for mainframe conversion to J2EE
project.
Application
Portfolio Rationalization Project - Reviewed over 175 mainframe/distributed
applications and submitted 4 plans for modernization.
Mainframe Asset
Management application development - Part of a development team that
piloted Manugistics - a tool designed to scan and make sense of
Mainframe and Distributed code (Dead Code, Unreferenced Code and Redundant
Code reports) .
Tools and
Methods. Integrated mainframe and distributed management scheduling tools
as part of an enterprise-wide automation system.
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