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Work experience

Nov 2006May 2008

Director of North American Education Services

MicroStrategy

Led $10M North America services function in providing technical and end user education services to Fortune 1000 companies in the business intelligence industry. Developed and managed sales process involving 15 indirect reports within the company’s services division.

Business Leadership & Operations Management highlights include:

  • Managed all aspects of prospect development, proposal and sales closure.
  • Developed and managed forecasts to ensure both sales and delivery of education services to customers met corporate expectations.
  • Developed new education assessment process designed to provide a solutions oriented approach to customer service needs. This process identified more than $2 million in prospective sales within the first 3 months of its implementation.
  • More than doubled the education services sales pipeline during tenure through the implementation of a solutions selling approach.
  • Developed customer retention system designed to foster increased customer renewal rates for education licensing program.
  • Identified untapped education market within existing customer base designed to increase both education and future software sales. This market provided an initial pipeline of nearly $600,000 in education opportunities.
  • Developed quarterly education newsletter to foster customer community and to keep customers informed of new offerings.
  • Developed new marketing literature for new and existing services including brochures and direct mail campaigns.
Jan 2002Nov 2006

Georgia Institute of Technology

Education Sabbatical

Mindful of a 4-year non-compete agreement when interest in The DSW Group was sold in 2002, elected to take a sabbatical and return to Georgia Tech to further formal education (awarded Masters Degree in 2007).

Feb 1987Jan 2002

Partner/Co-Founder

The DSW Group, Ltd.

Primary driving force behind start-up and growth of this boutique professional services and training firm. Firm provided professional software development and training services targeted at mid to large sized firms as well as federal, state and local governments. Developed multi-million dollar organization from a start-up.

Worked to streamline and automate processes in numerous client engagements including areas such as manufacturing, insurance, real estate, healthcare, finance and federal contracting. Additional duties included roles in project management, product marketing, developer training and human resources. 

Business Leadership & Operations Management highlights include:

  • Managed custom database application development organization that included numerous Fortune 1000 companies, government agencies and the military.
  • Featured speaking at numerous conferences in both the United States and Europe.
  • Led and delivered product launch seminars across the US and Europe for Borland International’s database application development and reporting tools (JBuilder, Delphi, dBase for Windows, Crystal Reports, ReportSmith and C++Builder).
  • Developed and delivered training classes on numerous application development and reporting tools including Delphi, JBuilder, Clipper, Access, Crystal Reports, ReportSmith, Foxpro and dBase. Additionally, developed and delivered software development project management training classes to clients across the U.S.
  • Led requirements gathering and design efforts for numerous database application development efforts across a variety of industries.
  • Co-Authored two database application development books (see Publications).
  • Grew organization consistently with an average of 30% increase in sales each year.

Skills

Project Management
More than 10 years of experience in managing software development projects across a wide variety of technologies and application areas. This includes authoring and delivering courses to technology professionals on software development lifecycles and software project management techniques.
Technical Writing
Wide range of writing experience including 2 software development books, multiple technology courseware manuals and numerous articles in software development trade publications.
Technology Training
More than 15 years of experience teaching software development and reporting technologies to more than 5,000 individuals throughout my career.
Object Oriented Design
More than 10 years of experience using various object oriented languages (see Software Development). This includes use of Object Oriented design tools such as Rational Rose).
Business Intelligence (Reporting)
More than 15 years experience using various reporting and business intelligence tools including MicroStrategy, Crystal Reports, Access, Delphi and ReportSmith.
Software Development
More than 20 years of software development experience across multiple language platforms including Delphi, xBase (dBase, Foxpro, Clipper), C++Builder, Access, Visual Basic and Java.
Database Design
More than 15 years of database design experience using various database platforms including SQL Server, Oracle, Interbase, MySQL, Access, Paradox and xBase.

Education

Marketing and Sales Literature

Summary

I am looking for a director, program management or presales engineering position that will allow me to bring my considerable knowledge of project management, database application development, presentation skills and business acumen to a dynamic organization in need of a senior technology professional.

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Qualifications summary
  • Twenty years of experience in database software technology industry.
  • Significant experience scoping, managing and delivering database application, reporting and training solutions.
  • Significant project management experience in the software development sphere including experience in a variety of software development lifecycle models.
  • Database application development experience in multiple software development languages and platforms including Java, Visual Basic, Access, Delphi, C++Builder and a variety of xBase languages.
  • Experience using business intelligence and reporting tools including Crystal Reports, MicroStrategy, Access, Delphi and ReportSmith. This includes both simple reporting and data analytics.
  • Database application development against a variety of database formats including Oracle, SQLServer, Interbase, MySQL, Access, Paradox and xBase.
  • Strong background in statistical analysis.
  • Delivered technology training classes, product demonstrations and seminars to more than 10,000 people.
  • Significant experience in requirements analysis, database design and development.
  • Co-Authored two books on database application development (see Publications).
  • Authored courseware on project management, numerous software development tools, reporting technology products.

Publications

Co-Author, JBuilder Unleashed, Sams Publishing, 1999, ISBN-13: 978-0672315480

Lead Author, Developing with Delphi: Object-Oriented Techniques, Prentiss Hall, 1995, ISBN-13: 978-0133781182

Co-Author of several official courseware manuals for Borland International and Nantucket Corporation.

Authored software development conference papers and numerous articles in trade publications