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Business Skills

  • Focus on solution selling (pain, solution, benefits)
  • Challenger sales approaches have resulted in both sales achievement but also relationships across various verticals and organizations 
  • Ability to understand and map enterprise business requirements to application solutions with the goal to design and deliver a customer focused value proposition
  • Ability to understand and focus on corporate, departmental and team initiatives to meet and exceed revenue objectives
  • Strong technical skills and aptitude - focus on continuous learning
  • Clear ability to understand and communicate new technologies to both technical and business audiences
  • Excellent written, oral and multimedia presentation skills
  • Objective, self-organized and self-motivated
  • Focus on continuously learning for corporate and personal growth
  • Lead by example and a consistent and dedicated team player
  • Ability to clearly define and communicate requirements and processes
  • Ability to understand, communicate and execute an appropriate sales close plan with account manager(s)


* Getting Things Done - Learning to be effective and available

* StandOut - learning strengths of you/others - focus on strengths to outweigh weaknesses

* Hiking, golfing, travel, humanitarian projects

* Coaching and mentoring

Notable Achievements

SAS Institute Canada
  • 4 consecutive years of sales leadership and attainment
  • Participated in global team to define proof of concept modernization
  • Contributed thought leadership on best practices for executing RFx, executive briefings and proof of concepts
  • Mentored and coached  technical sales team members to high performers with no presales experience
  • Recognized performer including Presales VP Award and selected to attend Sales Club Achievement in 2007
  • Designed and executed a Canada wide sales training program and customer event for SAS Customer Intelligence solutions 
  • Managed account executive role during transition period for retail accounts (9 months)
  • Marketing Automation Specialist for Canada for SAS Customer Intelligence product set 
  • SAS Enterprise Miner support for Toronto sales region
  • Supported multiple verticals including financial services, communications, retail, energy, utilities and hospitality 
  • Contributor to SAS Customer Intelligence focus retail for Americas 
  • Promoted new role (principal consultant) at SAS Canada and achieved first promotion in new role category 
  • Promoted use of *visual* diagram to tell a story - moved presales team away from many technical/dense word PowerPoint decks to single diagram story-based approach
  • Redesigned RFx evaluation and delivery processes for SAS Canada

Siebel Systems Canada

  • Selected to the Analytics SC Specialist group for Siebel Analytics (Business Intelligence) for Canada
  • Successfully achieved promotion from senior to principal sales consultant via the Siebel advancement program
  • Worked with core financial services team to grow the Siebel eFinance product line in Canada
  • Selected to inaugural Siebel Sales Consulting Ambassador program
  • Selected to represent Canada for Siebel Wizard programs. Current wizard roles in terms of corporate focus include Siebel Analytics, Siebel Marketing and Institutional Sales and Research
  • Selected to assist sales consulting group in establishing financial services demonstration image
  • Assisted Siebel Analytics product marketing group in defining competitive product marketing strategy
  • Selected to US Symposium demo team in 2001

Business Objects Canada

  • Assisted sales team in building Canadian Business Objects offices in Canada into a successful entity within the Canadian market
  • Attained sales club invitation for exceeding revenue targets in 1999
  • Responsible for editing and publishing of technical newsletter to Canadian client base. This initiative was self-initiated and managed.
  • Assisted corporate marketing group in understanding and defining the marketing programs within the Canadian marketplace

Canada Trust Financial Group (TD Canada Trust)

  • Selected to Data Warehousing Platform Selection team at Canada Trust. This involved the selection, implementation and deployment of data access technology for a data warehousing project
  • Development and deployment of Executive Information System
  • Recognized for defining, setting and implementing standard procedures and processes at Canada Trust, for the implementation of Business Objects
  • Authored Workgroup Technology Directions Paper at Canada Trust
  • Development of SAS based system for Asset/Liability


Best Practices

  • Design, leadership and promotion of how to manage RFP's, Proof of Concepts and Executive Briefings

SAS Skills 

  • Analytics, Data Management, SAS Visual Analytics, SAS Customer Intelligence suite, SAS Enterprise Miner, SAS Predictive Miner, SAS Business Intelligence, SAS Information Management, WordPress
  • SQL, CSP, COBOL, SAS, Command Center, HTML, JavaScript, XML

Databases & Platform Knowledge:

  • Oracle, DB2, Sybase, SAS, IMS, UNIX, MVS, TSO, CICS

Environments & Applications

  • SAS Visual Analytics/Core Analytics/Business Intelligence, Windows 95/98/NT, 2000, XP, Business Objects, MS Office, IIS, Siebel Systems, nQuire (Siebel Analytics), UNIVAC Mainframes, SAS Marketing Automation, SAS Enterprise Miner, SAS Marketing Optimization, SAS Interaction Management

Work History

Jan 2007Present

Manager  Technical Sales

SAS Canada

Provide mentoring, coaching and management support to SAS verticals (retail, communications, energy, utilities and commercial accounts) including:

  • Building retail and energy technical sales team 
  • Mentored team to high performance team along with sales attainment and recognition 
  • Direct support to key accounts in retail vertical  
  • Managed multiple vertical-focused team
Sep 2003Jan 2007

Principal Sales Consultant

SAS Canada

Manage SAS Customer Intelligence solution for Canada and Carribean region including:

  • Public speaking engagements, subject matter expertise, marketing evangelism, marketing strategy, pipeline and demand generation build
  • Focus on key industries including finance, retail, communications, hospitality
  • Met revenue targets for 3 consecutive years

Responsible for pre-sales activities in Canada within the Finance Services team including:

  • Marketing Automation specialist
  • CRM Financial Services specialist - including marketing automation, marketing optimization, decisioning engine and data mining solutions
  • Assist Cary product marketing with Siebel positioning and sales tactics
  • Delivery of CxO Canadian presentation at SAS9 launch in March 2004 to leading Canadian executive group
  • Leading key business intelligence opportunities across industry and regions
Jan 2000Jul 2003

Principal Sales Engineer

Siebel Systems Canada

Responsible for pre-sales activities in Canada within the Finance Services team including: 

  • Involved in pre and post sales initiatives to ensure customer satisfaction ratings
  • Supported up to 4 account managers in the financial services team at any one time Conducting presentations to educate prospects on the company and product offerings with the goal to communicate the Siebel value proposition within a sales, service, marketing, analytics or partner management requirement
  • Working closely with account managers to define sales strategy, value proposition, account coverage and close plans
  • Clearly define the technical solution in conjunction with account managers
  • Involved with post-sales organizations and system integrators in problem resolutions around technical or customer satisfaction issues.
  • Managing competitive evaluation programs (proof of concepts, pilots)
  • Recognized for my understanding and success in positioning Siebel Marketing and Siebel Analytics within Siebel Canada FINS team
  • Manage full scope of responsibilities around answering RFP/RFQ/RFI proposals
  • Conducting technology seminars and symposiums to large audiences (> 750 people)
  • Managing existing customers base to provide update technical support and initiate new opportunities
  • Training new hire sales consultants during tenure as Sales Consulting Ambassador
  • Responsible for the management of post-sales issues in Canada, including the identification, escalation and resolution of post-sales issues to technical support, TAM or Professional Services organizations. This was in support of Siebel's customer satisfaction program
Jan 1997Jan 2000

Senior Sales Engineer

Business Objects Canada

Responsible for all pre-sales activities in Canada including: 

  • Conducting presentations to educate prospects on the company and product offerings
  • Managing competitive evaluation programs
  • Supporting the Canadian account managers
  • Conducting technology seminars and symposiums
  • Managing existing customers base to provide updated technical support
  • Training new hire sales consultants
  • Responsible for the management of post-sales issues in Canada which includes the identification, escalation and resolution of post-sales issues to technical support
  • Responsible to have a working knowledge of the following technologies areas:
  • Data warehousing & Relational Databases (Oracle, Sybase, DB2 and others)
  • SQL concepts and structures
  • Web technologies (Java, Active-X, HTML)
  • Provided training and mentoring to other SC's
  • Managed Toronto User Group and the development of a western region user group (Calgary). Self initiated and managed.
  • Responsible for editing and publishing of technical newsletter to Canadian client base
Aug 1986Jan 1997

Business Analyst

TD Canada Trust

Decision Support Leader
  • Responsible for setting direction, assisting in workload management and providing input into strategic direction of team and project
  • Responsible for the selection and implementation of data warehousing software
  • Responsible for the definition of application systems requirements for data warehousing users

Workgroup Technology Team Leader

  • Responsible for the development and implementation of a team structure, definition of responsibilities and setting of strategic direction for workgroup team
  • Managed technical support team for PC and mainframe based applications
  • Researched into new technologies to enhance or replace existing mainframe software

EIS Prpoject Analyst

  • Responsible for timely and accurate delivery of EIS application software
  • Responsible for design and implementation of EIS infrastructure (hardware & software)
  • Responsible for developing coding standards for off-site developers

Programmer Analyst

  • Responsible for timely and accurate delivery of applications
  • Supported multiple financial system projects (Asset Liability, Corporate Lending, Personal Trust and Corporate Relocations)
Sep 1984Aug 1986

Programming Analyst

National Trust
Responsible for timely and accurate delivery of application software. Supported multiple projects (Mortgages, Lending System)

NOTE: achieved role after 2 successful co-op terms



Business and Computer Design

Fanshawe College
  • Business principles and concepts, including personal and business finance
  • Accounting principles and concepts
  • Marketing principles and concepts
  • Computer programming and design methodology
  • Held co-op terms with National Trust Financial Group


Siebel systems, integration, configuratoin
Business Intelligence
Business Objects

Challenger Sales
Continual learning, skills improvement, customer engagement
Solution Selling
Providing and developing relationships with customers, understanding of sales process
Campaign Management
SAS, Siebel - understanding marketing processes, configuration and delivery of solutions
SAS - understanding of marketing, retail, banking analytical practices. Also leading solutions, best practices and technologies