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Click here or scroll down to respond to this candidateCandidate's Name PHONE NUMBER AVAILABLE cell EMAIL AVAILABLE LinkedIn ProfileSenior-Level Sales Engineering LeaderAs a dynamic and strategic Senior Sales Engineering Leader with over two decades of experience, I have consistently served as a pivotal growth catalyst across the sales lifecycle for renowned corporations like BlackBerry. My approach as a trusted advisor and leader has fostered transparency and accountability, creating a knowledge-sharing culture among internal teams and championing proactive customer engagement strategies. My expertise lies in technical sales leadership during the pre-sales cycle, where I excel in delivering impactful product demonstrations and adapting swiftly to evolving customer requirements and industry trends.Achievements in Sales Engineering, Customer Engagement, and Strategic GrowthSales Engineering: Led the creation of 60 technical presentations and demonstrations, enhancing customer engagement scores by 30% and contributing to an 18% uplift in sales.Customer Engagement: Developed relationships with eight crucial channel partners, enhancing communication efficiency by 35% and driving a 15% increase in partner-led sales.Process Improvements: Implemented a comprehensive analytics dashboard to measure opportunities and performance against key KPIs, improving KPI alignment by 22% within 12 months.Product Management: Managed and implemented POV/POC solutions to prove benefits and cost reduction, resulting in a 30% reduction in operational costs for clients and a 40% increase in client acquisition over four years.Stakeholder Relations: Facilitated daily interactions with Sales Management and 19 Account Executives, improving cross-functional communication efficiency by 35% and supporting a 10% increase in deal closures.Sound Decision Making: Directed a qualified team of senior sales engineers executing strategic selling efforts, achieving a 15% increase in sales conversions over 18 months.Cross-functional Alignment: Acted as a primary liaison between technical and business teams to ensure consistent customer engagement.Team Leadership and Motivation: Led Enterprise and Mid-Market Sales Engineering teams, comprising 6 team members, to a 15% increase in sales conversions over 18 months.Strategic Planning: Grew territory revenue by 10% through strategic market expansion and key account acquisition over 12 months. This reflected strategic planning skills in identifying and capitalizing on market opportunities for revenue growth.Resource Optimization: Fostered the development of 3 internal teams through targeted mentorship programs, achieving a 19% improvement in team performance metrics and a 15% increase in professional growth opportunities.Executive Career ProgressionBlackBerry 2014 2023Senior Sales Engineer Manager (2022-2023)Advanced from the previous role at BlackBerry, capitalizing on cybersecurity and endpoint management achievements to provide insight into enabling company growth from July 2022 to November 2023. Directed a qualified team of senior sales engineers, executing strategic selling efforts to drive growth in innovative cyber solutions (AI-based EPP, EDR, SSE, XDR), SaaS, MDR, Unified Endpoint Management (UEM-MDM), SSE (ZTNA), UEBA, and DLP. Served as the primary liaison between technical and business teams, ensuring consistent customer engagement through vital product education on BlackBerry solutions. Identified and recorded technical requirements, business use cases, testing protocols, and success criteria, enabling streamlined project execution for proof of concepts.Designed and created three technical market solutions and offerings, resulting in a 20% increase in market penetration within 14 months.Led Enterprise and Mid-Market Sales Engineering teams, comprising six team members, achieving a 15% increase in sales conversions over 18 months.Implemented a comprehensive analytics dashboard to measure opportunities and performance against key KPIs, improving KPI alignment by 22% within 12 months.Grew territory revenue by 10% through strategic market expansion and key account acquisition over 12 months.Designed and led the creation of 60 technical presentations and demonstrations, enhancing customer engagement scores by 30% and contributing to an 18% uplift in sales.Senior Sales Engineer Manager continuedFacilitated daily interactions with Sales Management and 19 Account Executives, improving cross-functional communication efficiency by 35% and supporting a 10% increase in deal closures.Developed relationships with eight crucial channel partners, enhancing communication efficiency by 35% and driving a 15% increase in partner-led sales.Fostered the development of three internal teams through targeted mentorship programs, achieving a 19% improvement in team performance metrics and a 15% increase in professional growth opportunities.Attended 12 trade shows, conferences, and other events as a Subject Matter Expert (SME), generating 500 leads and establishing six strategic industry partnerships.Senior Sales Engineer, Senior Technical Solutions Manager (2016-2022)Exhibited leadership and technical prowess, leading sales lifecycle initiatives. Showed a deep understanding of product offerings on mobile and desktop platforms.Partnered with key stakeholders, serving as a customer advocate to adapt to changing needs, achieving a 50% increase in customer satisfaction over 2.5 years.Analyzed and improved back-end frameworks and security measures, devising scalable solutions that reduced long-term risks and decreased system vulnerabilities by 10% within 1.5 years.Crafted and presented compelling product demonstrations, enhancing value perception and leading to a 22% rise in conversion rates from presentations to sales in 12 months.Successfully responded to RFPs/RFIs, with a 23% win rate, contributing to a revenue increase of $1.5 million over 1.5 years.Directed POV/POC solutions to demonstrate value and efficiency, achieving a 30% reduction in operational costs for clients and a 40% rise in client acquisition over four years.Provided technical support during and after POV/POC phases, reducing support ticket resolution times by 60% and improving customer retention by 24% over 20 months.Provided technical support with POC/POV Cylance SIEM integrations.Developed tailored training for customers, leading to a 35% improvement in product utilization within two years.Earned the Top Sales Engineer Award in the U.S. in 2020, signifying a 30% annual growth in sales driven by strategic initiatives and enhanced customer engagement.Good Technology (purchased by BlackBerry) 2014 2016Senior Solution ArchitectIdentified and addressed customer needs for enterprise mobility security and management solutions, aiding customers, partners, and potential clients. Enabled product demonstrations, assessments of customer use cases, pilot implementations, and the development of comprehensive enterprise infrastructures.Developed and sustained strategic relationships with stakeholders and C-level executives, ensuring enterprise-wide visibility.Symantec (formally Odyssey Software) 2011 2014Principal-Mobile ArchitectEngaged with current and prospective customers, showcasing extensive expertise in mobile product offerings. Excelled within the competitive landscape by adapting to the dynamic mobile environment to ensure secure access to corporate data.Utilized critical thinking to devise mobile security and management solutions tailored to the customer base's needs.Enterprise Mobile 2007 2011Director, Presales Operations, Senior Mobility ArchitectDesigned mobility solutions to enhance the customer base through ongoing communication and engagement.Addressed customer concerns by merging technical expertise and business insight, leading to effective mobility implementations.Getronics Consulting, Director, Consulting and Transformation Services (GCTS) 1997 - 2007EducationTexas Tech University Bachelor of Business Administration in Accounting |
