WELCOME
I am thrilled that you are taking the opportunity to learn more about me, my love for the art of demonstrating technology, and dedication to the strategy of the sale.
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Only corporate logos have been reused from outside content. All other content, images, and video presented here are my creations.
MY PASSIONS
A mentor - good friend recently asked me, "What are your passions?"
To which I replied, "Life is always changing and so do my passions. So what are mine now?"
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My family. My music. My photography. My Rocky Mountains. My passion for data.
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Giving back to Boy Scouts; Once an Eagle always an Eagle.
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These have always been a driving force.
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After reflecting for another moment...
I realized I was going through a metamorphosis from developer/practitioner, to technical sales,
which drove the emergence of new passions:
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The thrill of the strategy of the sale with a chess-like mindset
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The love of being on stage and demonstrating value to prospects
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Using logic to drive thought, using stories to evoke emotion --- both keys to driving the urgency for purchase
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Selling value to help prospects across the bridge spanning a river of features and functions
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Driving my success with the success I deliver to my customers
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Using technology as a growth enabler for my career, my customers, myself, and my family
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This is what drives me. This is what innovates and inspires my desire to be part of a top sales team. This is what lights the passion that drives my success in every challenge, every deal, and every facet of my life.
MY EXPERIENCE
Senior Pre-Sales Solution Engineer
August 2014-Present
Solution-based, value positioned technical point of contact for prospects seeking the TIBCO business intelligence platform, data science, data virtualization, and data management software; showing the value of owning a fully-integrated solution that handles augmented analytics from integration to data quality to data mastering to data presentation.
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Articulate and demonstrate features and benefits of TIBCO solutions; build and demonstrate standard and custom demonstrations. This includes not only TIBCO's BI products, WebFOCUS, Spotfire, and Jaspersoft but also other tools in the space, including Tableau and Power BI.
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Work within a wide range of industries, including state and local governments, public sector, IoT, cloud, multi-level marketing, high-tech manufacturing, semi-conductor, healthcare, and others.
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Innovate leave-behind standard practices shift from paper/bound/printed information to custom, value-proposition video content.
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Collaborate with a variety of technical and non-technical company resources, including post-sales engineers, technical support, account executives, and others.
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Train and mentor new systems engineers.
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Champion corporate standard demo initiatives for multiple specialization areas, including leading the Geo-spatial Analytic Center of Practice, “smart cities”, K-12, multi-level marketing, IoT, human resources, optimizing profit margins, forecasting revenue, campaigns to cash, and gaming and hospitality.
Highlighted achievements:
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New-name revenue – Directly contributed to ~$19.2M new name revenue over nine years.
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Existing customer growth – Directly contributed to ~$22.7M existing customer growth over eight years.
Lead WebFOCUS Analyst/Software Developer/Data Analyst
April 2001 - August 2014
Developed executive dashboards, presentations and data analysis for the third largest telecommunications company. Experienced in troubleshooting, prioritizing multiple tasks, leading complex projects, and perfecting the customer experience.
Demonstrated high levels of success:
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Analyzing complex problems to develop and implement solutions which help clients utilize data to overcome business challenges and road blocks
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Designing reports and dashboards based on complex business logic, intricate database design, and data and reporting automation
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Supporting and mentoring team members to improve overall team performance and software proficiency
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Proven record of initiative and success in C-level reporting and public earnings announcements, requirements gathering, reporting and application development
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Mastering the WebFOCUS suite of tools, including report development, application development, visual elements, advanced coding methods, dynamic scripting using Dialogue Manager, and server, client, and application administration
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Highlighted achievements:
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Executive Dashboard – Aggregated and consolidated ordering, provisioning, inventory, revenue and operating margin data from 19 data sources (Oracle, SQL, DB2, Sybase, MS Cubes, MS Access), including 24,000+ lines of code in 54 procedures, managing 225,233,855 records into concise reporting views. The application contained:
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Wholesale Operations internal merger reporting – Developed and designed all executive reports to throughout the merger and integration process
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Award-winner – Won the prestigious Spirit of Service award, selected by the CEO, for work developing an Executive Vice President Dashboard a revenue forecasting application for the wholesale organization
Account Manager
March 2000 - January 2001
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Provided general customer service for IRA clients.
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Purchased stock daily for a client base of 11,000 customers.
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Posted account dividends for over 700 accounts.
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Trained and assisted other employees with job functions.
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Completed corporate-sponsored business writing course.
Inside Sales Specialist
June 1998 - February 2000
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Sold communication services to Sprint small business customers.
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Consistently achieved 100% of required monthly sales quota.
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Trained and assisted other employees with job functions.
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Collaborated with customer service department to resolve customer issues.
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Provided general customer service for accounts sold.
MY SKILLS
MY APPROACH TO THE DEAL
Developing a team strategy with goals, roles, practice, and outcome planning for all prospect meetings, communications, interactions, and presentations is a critical to success. Some of my keys to success in the sales cycle include:​
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Shorten the sales cycle and minimize tech steps to reduce the cost per sale and accelerate the revenue stream; a deal with no technical proof step should be the goal of every SE and SA.
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A solution engineer not only designs elegant solutions, but is also able to paint a vision of a solution. A vision that helps lead a prospect across the bridge of understanding the value a solution provides. In the end leaving the prospect with a vision of a solution that solves their specific challenges and realizing their specific goals.
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Approach discovery meetings as critical, ensuring the inclusion of C-Level, business and IT sponsors. The discovery is more important than the demonstration.
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Sales team collaboration, strategic planning, and tactical execution are key to winning deals, shortening sales cycles, & maintaining a high win rate.
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Value based selling should lead every sales activity. Sell value not features!
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Conduct a tech dry run and a full dry run with all roles in character and all content prepared for each prospect demonstration or presentation.
- Provide prospect-specific branding in all presentations and demonstrations.
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Include a leave-behind after presenting any custom content; whether the leave behind includes screen caps of demos, videos, or some other method, leave behinds are a key factor of the presentation being memorable for overall platform selection​.
MY TECHNICAL SKILLS
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AWS Solution Architect Certified (3/14/2022)
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Expert WebFOCUS development
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Advanced Spotfire development
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Advanced ESRI / ARCGIS development and administration
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Expert TIBCO Data Virtualization
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Advanced data cloud storage concepts
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Knowledge centers on data virtualization and cloud storage optimization demonstrations integrating cloud data management solutions such as Redshift and Snowflake
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Advanced Data Quality & MDM concepts & sales positioning
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Expert Adobe CCS (Illustrator, Photoshop, In Design, Lightroom, Animator, Acrobat, and Bridge)
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Expert Camtasia Screen Recording Software
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Expert complex, dynamic reporting, charting, dashboard & visualization design / development concepts
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Executive reporting development and support
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Basic jQuery coding skills
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Basic HTML coding skills
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Basic SQL coding skills
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Advanced CSS styling
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Advanced UX/UI Theory and Concepts
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Advanced VMWare and Windows Server Administration
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Expert MS Excel and PowerPoint
- Advanced Revenue and volume forecasting
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Basic Power BI development
- Basic Tableau development
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Basic IoT Architectural Concepts and Sensor Data Collection
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Basic Predictive Analytics and AI/ML Concepts and Implementations
