Sales Engineering - Sales Demonstrators Resume Search
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Sales Engineering Resume

Desired Industry: Sales/Demonstrators SpiderID: 80739
Desired Job Location: Scottsdale, Arizona Date Posted: 3/8/2018
Type of Position: Full-Time Permanent Availability Date:
Desired Wage:
U.S. Work Authorization: Yes
Job Level: Management (Manager, Director) Willing to Travel: Yes, 25-50%
Highest Degree Attained: Bachelors Willing to Relocate: Yes

Confidential, Sunnyvale, CA, USA
Channel Enablement Solution Architect | Manager, Arizona/Colorado/Nevada Jul 2014–Present
Assume full responsibility in handling pre-sales and channel enablement for regional strategic channel partners
Facilitate sales and technical workshops and trainings for credential certifications to channel partners
Display competency in developing and presenting the following:
Quarterly new product introductions (NPI) for strategic distributors and regional partners;
New software release architectures and competitive presentation materials to partners;
Develop training material modules for the Channel Teams;
Initiate Fast Start New Hire training for newly-hired sales and engineers for distributors and territory partners
Closely collaborate with territory managers in supporting distribution and regional partners
Steer efforts in conceptualizing plans through solutions and managed services (MSP) solutions, as well as in assisting partners with Aruba’s Central cloud offerings and GTM strategies
Coordinate updates to partners regarding marketing promotions and programs
Apply analytical thinking in creating and helping with QBR plans for Aruba’s top 200 partners
Support partner sales managers in dealing with customer opportunities and training sessions on pricing, solutions, and sales workbook
Design and support trainings for Aruba’s new AOS 8.x architecture and facilitate business reviews with strategic partners on a quarterly basis

Key Highlights:
Played a significant role in developing and delivering multi-city technical shift training for various partners as mobile first solution, resulting in additional funnel activity
Made major contribution in boosting sales within the region with an average of 143% year-over-year
Received back-to-back awards from the quarterly Bingo Club for attaining over 120% quota

Avaya, Basking Ridge, NJ, USA
Data Sales Solutions Consultant, Western Region Mar 2011–Jul 2014
Rendered technical and sales support on accounts within assigned territory including demonstrations, evaluations, and solutions training; as well as pre- and post-sales assistance to channel partners, carriers, national service providers (NSPs), and customers
Led channel partner workshop trainings and quarterly reviews of new products (PoR)/solutions by employing thorough knowledge of main differentiators such as switch clustering and SPB-802.1aq networking architectures
Provided technical presentations and assisted with network design support, requests for proposal (RFP), proof-of-concept (POC) laboratory testing, and solutions validation
Partnered with the Program Line Management (PLM) Team and engineering personnel, counseling them regarding customer requirements and product and competitive improvements
Conceptualized and executed numerous solution demos for Avaya’s annual Technology Forum (ATF) in Orlando, Florida
Functioned as instructor within multiple regions for a three-day certification workshop, for Avaya SEs and channel partners/value-added resellers (VARs); Responsible for teaching Avaya Professional Sales Specialist (APSS) programs, Avaya Professional Design Specialist (APDS) certification courses, and SPB and split multi-link trunking (SMLT) technology solutions
Contributed to the development of major strategies and responses for RFP’s for Tier 1 carriers and enterprise customers
Maintained involvement in the e-rate RFPs within the region, technical response, competitive pricing, and recommendations
Identified bugs and employed timely solutions in collaboration with customers, service providers, and other engineers
Supported local account teams within numerous regions in establishing go-to market strategies, network designs and bill of materials

Key Highlight:
Drove efforts in closing the following initiatives:
Applied a strategic approach to qualify and close a $1.8M security opportunity for the University of Hawaii
Landed a $1M major Las Vegas casino SPB and WiFi opportunity
Closed a $1.2M opportunity for a mobility infrastructure for Govnet Inc., Arizona

ADTRAN, Huntsville, AL, USA
Senior Sales/System Engineer, Enterprise Division–North Carolina, South Carolina, and Georgia Nov 2009–Mar 2011
Effectively rendered pre- and post-sales support to channel partners, NSPs, and small- and medium-sized businesses (SMB) including retail, education, and healthcare
Acted as lead sales engineer in the southeast region of the United States

Key Highlights:
Recruited new partners in the region which improved sales and ADTRAN presence
Achieved increase of Unified Communications (UC) sales in the southeast region with an average of 160%; and focused on NetVanta product sales by 45%
Obtained closing of a 16-suite UC/IPT VoIP solution by working with major NSP
Successfully accomplished all certifications on all product lines including IPT, IN, UC, and UTM

Nortel, Ottawa, ON, Canada
Senior Sales/System Engineer, Converged Data Networks (CDN), Southeast Region Aug 2004–Aug 2009
Efficiently handled secure router and Ethernet Routing Switch (ERS) platforms for the southeast region as primary engineer expert
Delivered effective network demos, trials, designs, and recommendations
Maintained information on competitive positioning and market tactics within the territory or markets
Addressed RFP, request for information (RFI), and quotations while carrying out support tasks
Sent feedback regarding channel and customer requirements to product management and program line managers for product and feature enhancements
Supported the design and integration of secure router(SR) line and ERS products with Nortel’s VoIP CS1K and CS2K product lines
Served as Secure Router (SR) data lead for the southeast region, while assisting the team in charge of the SR enhancement requests and carrier certification process for MPLS services
Executed PoR trials and certification for secure router product for major carrier VoIP QOS Internet Dedicated Access (IDA) network offerings
Offered technical training and workshops; and prepared quarterly plan of record (POR) updates to channel partners

Key Highlights:
Increased sales in the southeast region by 87% within two quarters
Delivered sales presentation to major health care provider which led to First Office Application transition of select customers to beta test status

Earlier Career

Copper Mountain Networks (CMTN), San Jose, CA, USA
Sales Engineer, Southeast Region

Bachelor of Science in Telecommunications Management | Graduated cum laude
Golden Gate University, San Francisco, CA

Technical Acumen

Avaya Products
Ethernet Routing Switch (ERS) | Virtual Services Platform (VSP)
L2/L3 Switches Chassis and Stackable | WIFI 9100 WiFi
Unified Communications Management (UCM)
Identity Engines Secure Network Access Platform
NetVanta Enterprise Products: VPN, FW, Routers, L2/L3 Switches, IP Telephony, Wireless, Unified Communications, and Unified Threat Management
Other Products:
ERS Products (2500,4500, 5000, 8300, 8600) | SR Routers (1K, 2K, 3K, 4K)
Nortel’s Management Suite of Products (VPFM, UCM, ESM, JDM, IPFM, COM)
Microsoft Office | Hypervisors: VMware | KVA | Sniffer | SNMP Scripting
Network Architecture | Wired and Wireless | UC | IoT Solutions
Data Communications | Internetworking WAN/LAN Technologies: 1-100 GigE, Routers, L2/3 Switches, TCP/IP, SD-WAN, WiFi Mobility, NGFW, VPN | Switch Clustering IRF/VSF Solutions

Territory Management ~ New Product and Business Improvement ~ Training and Development
Multichannel Communication ~ Rapid Conflict Resolution ~ Operational Leadership

Additional Information:

Avaya Professional Design Specialist (APDS)
Avaya Certified Implementation Specialist (ACIS)
Avaya Professional Sales Specialist (APSS)
Internetworking Support/Sales Professional
IP Telephony (IPT) Support/Sales Professional
Unified Communication (UC) Support/Sales Professional
Hewlett Packard Enterprise (HPE)/Aruba
HPE/Aruba Certified Mobility Professional (ACMP)
HPE/Aruba Certified Sales Solutions (ACSS)
HPE/Aruba Certified ClearPass Associate (ACCA)
HPE/Aruba Certified Switching Associate (ACSA)
HPE/Aruba Selling Aruba Products and Solutions

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