Highly accomplished, innovative and multi-disciplined technical sales professional with progressive experience exceeding individual quotas of over $6 million serving Fortune 500 companies.

·Seize opportunities to establish relationships and expand opportunities to exceed quota.

oAchieved $13.2 million attainment on a $6.2 million individual quota.

·2008: Achieved $26.5 Million attainment on $22.5 Million team quota.

·Visionary, entrepreneurial M.B.A. with cross-functional selling experience across various industries.

oTelecommunications, health care, retail, transportation, state and local government, and wholesale distribution.

·Exceptional at reducing complex situations into understandable, manageable components.

·Leverage strategic relationships and resources providing effective identification and analysis of customer needs.

·Simplify business and technical processes to significantly reduce costs and maximize market share.

·Deliver results by focusing on immediate goals, long-term objectives, and pro-active execution.

·Apply effective communication and superb interpersonal skills to achieve aggressive business goals.


Core Competencies:

·Software Technical Sales Expertise

·Technical Strategy Development / Penetration

·Database Performance Tuning & Configuration

·Competitive Intelligence Utilization

·IBM Signature Selling Method (SSM)

·Building Strategic Alliances / Partnerships

·Collaboration, Quality Teaming, Coaching

·Selling through Multiple Sales Channels

·Leadership, Mentoring, Managing Conflict

·Account Relationship Management


Family, software sales engineering, Informix performance tuning, investing via Sharpe ratio analysis (maximizing return and minimizing volatility as a proxy for risk).


After broadening my portfolio of skills with a stint as Business Development Manager for North America for a small independent software vendor, I am looking forward to returning to my senior-level software technical sales engineer expertise to apply my world-class technical and business acumen for establishing relationships and adding value.

Work History

Work History
Feb 2009 - Oct 2009

Business Development Manager for North America

Gillani, Inc.

Grew sales pipeline of ERP, supply-chain management, accounting, and Rapid Application Development software through aggressive sales leadership. Advised the President/CEO and COO on matters such as investment in lead generation, working with IBM distributors for supplying discounted bids and quotes to IBM software renewal clients, partnering and leading joint software initiatives with IBM, and generating effective marketing and promotion campaigns. Positioned the software on mobile and cloud computing.

Jan 2002 - Feb 2009

Senior Consulting IT Specialist, Certified


Led nationwide Informix Competency Team and technical sales specializing in Informix Dynamic Server (IDS). Facilitated data server and tool enhancements as a member of the IBM Feature Technical Advisory Council (FTAC).

·Solicited Competency Team members and mentored them to volunteer to lead and participate in:

oBuilding a worldwide directory of IBM sales engineers, consultants and other “techies” for software.

oDeveloping and Delivering Database Administration and Tuning Classes on VMware including Hands-on Labs.

oCreating readiness plans for customers software deployment, testing and implementation preparation.

oStreamlining procedures to survey our technical sales team on future software enhancements.

·Applied IBM’s Signature Selling Method (SSM), a framework for winning business through optimal planning, managing, and executing sales activities including identifying the opportunity and developing key relationships.

oExecuted a unified sales method by aligning IBM selling stages to client buying stages, focusing on establishing key relationships, uncovering pain points, and expanding the customer vision on optimal high-performance and advanced technologies, maximizing the benefits of our solutions.

·Decreased costs of business with IBM through pro-active client engagement as a trusted advisor.

oExpertly tuned IDS at Sprint preventing loss to competition and winning IBM Innovation Award (2006); client said the IDS data server instances were “screamingly” fast afterwards.

·Sold with business partners in the SMB space for Channel Sales and helped partners win mid-west business.

·Choreographed technical strategy with sales representatives on uncovering requirements of both new and existing customers, identifying key differentiators over the competition, and communicating the key value benefits.

oDemonstrated the payoff of upgrading to Informix Dynamic Server 9.40 which included data federation for Avaya Communications’ Call Management System to win a $7 million deal and earning the prestigious IBM 100% Club Award.

Leveraged resources required to respond to client consulting, support, and expedited fix pack requirements.

Jul 1998 - Jun 2001

Principal IT Specialist


Supported sales of Informix solutions to OEM customers including Lucent Technologies, Avaya Communications, and Intrado. Responded to technical issues including RFPs, support, and software and platform upgrade. Used the Signature Selling Methodology (SSM) to discover client situation and problems (“pain points”), helped build a vision around a solution across the organization and/or enterprise, and discussed the benefits/payoff of such a solution. Leveraged the resources required to respond to customer needs, including consulting, support, and release maintenance. Mentored and trained other System Engineers as preparation for (and during) customer visits. Created and gave technical presentations to a diverse audience at our Users Conferences. Quota Club: over 160% (2001) and over 200% (2002).

Feb 1997 - Jul 1998

Systems Engineer

Compuware Corporation

Responsible for supporting sales of EcoTools, a performance monitoring application. Drilled down on customer needs to attain a high level of understanding of the server management issues they were facing. Provided in-depth architectural overviews of the product via “chalk talks” to address these needs and highlight areas where EcoTools excelled, including competitive analysis & trial kickoff installations. Managed sales support for the Western U.S. Region at times designated by the official manager for that region, including scheduling SEs for customer calls. Mentored & provided ongoing training on presentation skills to SEs.

Jan 1996 - Jan 1997

Technical Consultant

System Software Associates

Provided technical support for customers Business Planning & Control System (BPCS) in an object-oriented, client/server environment. Resolved Informix issues for clients.

Jun 1987 - Jan 1996

Member of Technical Staff I

Automated nationwide access to prices for digital switch service software via a new and enhanced database environment, and facilitated transition to a Global Product Database. Implemented ISO 9000 Quality Standards in Front-End Planning and Pricing Processes. Developed & installed the first PC-based “Enhanced 9-1-1” system which commanded up to $75,000 revenue per system. Worked with CASE technology to design the real-time components, which included Automatic Location Identification (ALI) and Public Safety Answering interfaces. Participated in and led the design, development, and implementation of several small and large-scale Informix database systems. Developed programs for customers in the fast food, pesticide, and transportation industries. Key designer of a million-dollar boxcar tracking system for Burlington Northern Railroad Corporation.


Jan 1991 - Nov 1993


Sep 1983 - Mar 1987

Bachelor of Science



IBM Signature Selling Method (SSM)

Informix Dynamic Server (IDS) Advanced Performance Tuning

Software Technical Sales Engineering



Informix Certified System Administrator, version 7.x

Informix Software, Inc. (now IBM)

Informix Certified Database Specialist, version 7.x

Informix Software, Inc. (now IBM)
Oct 2007 - Present

Informix Dynamic Server (IDS) 10 Certification

Aug 2009 - Present

IBM Information Management Sales Mastery