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Work experience

2010Present

Workspace Collaboration Specialist

Cisco

• Customer-facing technical sales professional who provides high level solution guidance to clients. Provides an architectural perspective across the product portfolio and leverages technical specialization for large opportunities. Acts in a consultative fashion and is seen as expert in the field by the account team, recommending and developing appropriate customer solution offerings.

• Focus is Cisco Collaboration's SaaS Cloud offerings, including Collaboration, Conferencing (WebEx), and Enterprise IM.

• Awarded Cisco's Collaboration SE of the Quarter, in Q4FY11

• Named a Cisco FY11 Achiever, Cisco’s group of top performers for the past fiscal year, for achieving 192.11% of quota.

• Named a Cisco FY12 Achiever 

• All clients served exist in the F1000 / Enterprise space, with examples being PwC, NCR, Coke, TIAA-Cref, Quintiles, Assurant Health, etc.

• For FY12 named to an exclusive SaaS 'Ranger' team, charged with evangelizing Cisco cloud software offerings across US, Canada, and Latin America.

• Led of Android sub-group, for Cisco's Applications and Clients SIG -- a group aligning Field Sales with Product Team development.

20092009

Director of Business Development

OneSpring

• Sold niche Technology Services and Consulting, applicable to the early stages of Lifecycle• Primary focus was obtaining new clients for company (hunting)

• Conducted Pre-Sales activity, through close (i.e. entire cycle)

• Won largest deal in company's 4 year history -- by a magnitude of four

• Established CRM system and process, for company to follow• Consistently met quarterly objectives

20062009

Rational Software, IT Specialist (Sales)

IBM

• Certified IT Specialist (Technical Pre-Sales) for Southeast (GA/TN/AL/MS/FL) Large Named Accounts• Connected the IBM Rational software platform to key business initiatives of my clients.• Co-developed and executed sales strategy to deliver on revenue commitments.• Delivered presentations and developed proposals with the purpose of marketing Rational enterprise products and services.• Sold all our products (ALM), and focused areas included Process, Requirements Definition & Management, and Portfolio Management (PPM).• Managed complex sales efforts at multiple accounts simultaneously • Instructed clients on the use of IBM Rational software technology in their specific environments.

20012006

Account Mgr

• Account Management, selling follow on engagements to clients (farming) • Led Quality Engineering assessment for large ISP. Formed recommendations for process improvement (incl. Outsourcing options) for executive mgmt • Served as architect/advisor for a Financial Ops group at Fortune-100 account. Advised regarding Supply Chain (Oracle Purchasing), EAI, & BI/CPM strategies, & led Visual Basic/Oracle development engagement • Assessed Systems Admin group for large ISP. Scored group’s practices against ITIL-based framework & outlined findings/recommendations for executive sponsors • Managed initial design/development stages of an app-to-app (A2A) integration effort, for HR software development div. inside Fortune-500 company. Effort was built on Microsoft BizTalk EAI layer, with .NET apps residing on top of that • For 22+ months, served as lead architect for HR software development div. inside a Fortune-500 company. Set direction on software architecture and development Process for 25-person team • Multiple instances of managing app development stages

19992001

Sr. Consultant

(acquired G.A. Sullivan) Recruited to help start Atlanta branch of G. A. Sullivan, a national leader in the development of cutting-edge software solutions. - Strong participation in sales-cycle for prospective clients, with subsequent leadership of resulting mid-market development engagements. - Practice management duties included utilization and A/R responsibility, shared hiring responsibility for potential branch personnel, and co-marketing with partners. - Participated heavily in internal development of company’s process to obtain, conduct, and close successful engagements with customers.

19961998

Project Mgr

In project manager role, insured compliance with Keane�s Productivity Management methodology while directing technical staffs. - Served as Team Leader to a 3-developer staff responsible for maintaining a State of Georgia Parent-Tracking system (STARS). - For 14 months managed four (4) separate development projects of standalone Accounting applications of report generation at the US Headquarters of a major office systems manufacturer and supplier. Set standards for Design and Construction on the projects and then led migration towards both internal intranet deployment and outsourced management of the applications.

19941996

Business Analyst

TSYS

Carried out high-level design and implementation for this large bankcard processor, utilizing mainstream client and IBM mainframe technologies. - Consulted with clients by reviewing outstanding issues and developing proposals specifying processes to utilize or enhance existing software. Tasks dealt with developing, testing, final production implementation, and training/orientation.

Education

19971999

MBA

KSU
19911994

BBA

Certifications

2000Present

Project Mgmt Professional (PMP)

Project Management Institute
2008Present

Master IT Specialist

The Open Group
2011Present

Cisco Certified Network Associate (CCNA)

Cisco
2012Present

VMware Technical Sales Professional (VTSP 5)

VMware

Sample Presentations

Bloomfire Interview

Training of Note

  • IBM 'Think Client Value' 2007
  • IBM Signature Selling , 2006
  • Six Sigma Green Belt Training (32 hrs), Oriel Inc., 2003
  • The Effective Consultant, Leadership Strategies, Inc., 2002
  • Helping Clients Succeed, FranklinCovey, 2000

Summary

Experience selling, leading, and/or implementing technological solutions and projects, with a strong emphasis on enterprise software architectures, collaboration, application development, and SaaS solutions.

  • Repeatedly guided client organizations and engagement teams in defining appropriate strategies for long-term business success
  • Applied technical expertise across a wide spectrum of fields and industries
  • Focused heavily on the obtain sales cycle via
    • Lead generation
    • Needs analysis
    • Pipeline development
    • Pre-sales support
    • Demonstration presentations
    • Proposal generation
    • Partner/channel engagement
    • On-going delivery and account management
  • Managed funnel and forecasting based upon realistic opportunity assessments
  • Interfaced with network of C-level and VP/technical director contacts
  • Penetrated and closed many major targeted, strategic, F1000 accounts