Sep 1972 - May 1976
Before I get started presenting the details of my sales career, I'd like to talk a bit about my personal sales philosophy. I've been doing this for a few years, and I'd like to believe that I've learned a thing or two about what it takes to be successful in this challenging marketplace.
I'm a devout believer in the "Old School" philosophy of sales. Central to that core belief is the premise that if you take care of your customer, the business will take care of itself. I have proven this to myself time and time again. In my opinion, empowering the sales representative to promptly address customer issues is the number one way to build successful business relationships.
Business and personal relationships go hand in hand. People buy from people - people they trust and respect.
I built my sales career on my substantial technical expertise, and have strived to keep those technical skills current. I believe that customers respect me because I truly understand the technology, and can relate the benefits of that technology to real world problems they need to solve. I believe that customers trust me, because they know they can count on me to treat them fairly, to offer them good value for their money, and to take care of them long after the sale.
In summary, I believe that success in high technology sales comes from a solid technical foundation, and a deep rooted desire to serve your customer above and beyond the call of duty. "New School" Web 2.0 tools, such as CRMs, Social Networking, SEO, etc. are all helpful productivity enablers, but can never replace solid fundamental core beliefs.
I began my IT career as an undergraduate CS student interning as an Operations Research programmer for Falconbridge Nickel Mines in Sudbury Ontario Canada. After graduation, I accepted employment with General Automation, in Sunnyvale, CA. I spent several years as a pre-sales systems engineer supporting large financial institutions including the Bank of Montreal and the Bank of America. In the mid 80's I joined MASSCOMP (CONCURRENT COMPUTER), a computer startup specializing in UNIX based real-time data acquisition systems. I travelled extensively, teaching UNIX internals to military contractors and NASA labs. Accepting a promotion to Junior Sales Rep, success came quickly. Partnering with Lockheed Austin, I closed several US Navy and USAF tactical meteorological projects . In the mid 90's, I became a Sales Rep for innovative HPC startup Kendall Square Research. Following KSR's untimely demise, I was hired by Digital Equipment Corp as a Sales Exec supporting TX Higher Ed and State agency accounts. DEC merged with Compaq and later merged with HP, and I maintained a senior sales position through the mergers. My greatest accomplishment was closing the $47M Texas Medicaid project, partnering with Accenture LLP - one of the largest S&L business deals in HP's history. In late 2007 I was privileged to be offered a key sales position with HPC startup SiCortex. SiCortex was the first totally new HPC systems architecture in 15 years, and by far the world's most energy efficient. I was appointed as South Central District Sales Manager, and assumed responsibility for all Higher Ed accounts in TX, LA, MS, AR, KS, MO, TN, GA, AL, FL, SC and NC. I successfully sold SiCortex systems to several major institutions and developed a considerable pending business backlog. On May 27th 2009, SiCortex sadly and unexpectedly halted business operations following a sudden loss of investor funding. It is unclear if the company will resume under new financial backing.
* High Performance Technical Computing
* Advanced Computer Architectures and Fabric Interconnect Topologies
* High Performance Storage Subsystems
* Parallel File Systems
* MPI, Open MP, Hybrid, ParalleX, SHMEM, UPC and COARRAY FORTRAN
* Profiling and Performance Optimization Tools
* Job Scheduling and Monitoring tools
* Wide variety of Computational Science applications in Biosciences, Astrophysics,Earth Sciences, etc.
Nov 2007 - Present
South Central US Sales Manager
Developed new business opportunities from scratch with Higher Ed institutions in Texas, Louisiana, Arkansas, Oklahoma, Kansas, Missouri, Alabama, Georgia, Florida, Tennessee, South Carolina & North Carolina.
Sold a number of SiCortex advanced High Processor Count systems and attached parallel storage peripherals, and developed an outstanding near-term sales pipeline.
Traveled extensively across the South Central/East USA, and established many high level relationships within the HPC community.
Jan 1997 - Jan 2006
Sales Manager, Texas State & Local LOB
Responsible for selling the full portfolio of HP products and services (Intel/AMD, PA RISC, ALPHA, TANDEM Non-Stop) Servers, desktops, portables, switches, NAS and SAN storage & backup, OpenView software, break-fix services, consulting services, managed services, financing) to Agencies of the State of Texas, City and county government, and Texas Higher Education institutions.
Jan 1985 - Sep 1993
Concurrent Computer Corporation
Sold literally hundreds of real-time data acquisition / command and control / weapons control computer systems directly to the US Navy and US Army, Higher Education institutions, and major Defense Contractors such as General Dynamics and Lockheed Missiles & Space. Concurrent's top sales producer worldwide for several years.
Direct Technical Sales
She has a mint condition 1966 Kiekhaefer Mercury Merc 500 outboard. Less than 100 total hours on the motor. More than enough power to pull up a skier.
This is another one of my favorites - a Japanese Satsuma Earthenware piece, circa 1880. It is from a Kyoto artist and depicts the famous samurai Yohitsune's battle of Dan no Ura.
As you can see, I'm a collector. I also enjoy collecting entertainment memorabilia. Here is the original RIAA Platinum Record Award for The Doors album LA WOMAN, that was presented to Electra Records.
Another favorite. This is the original RIAA Platinum Record Award for Led Zeppelin III, that was presented to Atlantic Records. A bit of rock history here.
I'm a avid collector of Asian Art. This is one of my favorites - a Chinese carved lacquer box, circa 1780. This intricately carved piece probably took several years to make.
Lots of chrome and fins - mid century retro at its finest. She turns plenty of heads on Lake Travis.
Here is one of my oldest pieces, a Chinese Geyao vase from the Song Dynasty, circa 1100 AD. This crackle glaze monochrome piece is stoneware, and very rare.
One of my other passions is my 1959 Fiberglass speedboat, which I totally restored over 8 years. I named her "Runaround Sue", and she is the only surviving example in Texas.