Resume
PROFESSIONAL SUMMARY
Dynamic, results-driven technical sales professional with over 15 years experience in enterprise solution design, software development and marketing, as well as technical and operational management. In-depth knowledge across a wide array of technologies, including object oriented programming for Windows, UNIX, Linux and VAX/VMS platforms, Oracle and Microsoft SQL Server databases and Internet applications/sites. Highly skilled in acquisition and management of major, large-scale accounts.
- Maintain a winning, positive attitude no matter what the situation. Never, ever give up.
- Innovatively analyze and resolve issues, applying knowledge of solutions and products to match client’s best interests.
- Exceptional ability to translate and communicate complex technical concepts to diverse audiences. Quickly develop trust with potential clients.
- Polished presence highly effective with C-level management, with extensive technical background that lends credibility during sales process.
- Results-driven high-achiever, consistently producing solutions that contribute to revenue growth, improve business efficiencies and increase service levels. Deliver above and beyond promises.
KEY COMPETENCIES
- Client Relationship Management
- Systems Architecture/Design
- Large-Account Acquisition/Support
- Software Engineering
- Business Value of Technology/ROI
- IT Operations
PROFESSIONAL EXPERIENCE
Open Text – Digital Media Group (Artesia)
Principal Solution Consultant (11/2009 – Present)
Senior Solution Architect (12/2006 – 11/2009)
Los Angeles, CA
Sales of Digital Asset Management (DAM) software in North America for Open Text’s Artesia Digital Media Group. Serve a diverse client set in entertainment, broadcast, publishing and corporate brand management.
Selected Clients: 20th Century Fox, Paramount, Televisa, New Line Cinema, Getty Images, AMD, Macys’, Annenberg Foundation, Premiere Retail Networks, Columbia Sportswear, Sun Microsystems, Northrop Grumman, Walmart, Polo Ralph Lauren, Oakley, Columbia Sportswear
- End to end sales cycle management from comprehensive customer needs analysis to onsite demonstrations to producing a Statement of Work for implementation.
- Design cutting edge Digital Asset Management solutions for myriad use cases spanning a diverse client base.
- Manage ongoing technical relationship for marquee accounts ensuring success and driving additional revenue.
Key Accomplishments:
- Recipient of “Best Sales Teamwork Award”, August, 2009
- Responsible for $9M in sales FY08.
- Key technical account management drove a 500% increase in product adoption, yielding $7M/yr savings for a major film studio.
- Architected several competitive displacements at major international brands.
- Elected as the field representative by product management to help shape next generation products.
Environment: UNIX, Windows, J2EE, Oracle, MS-SQL, various creative applications as well as an extremely diverse set of ecosystem integration points to most major vendors in video, print and marketing management sub-sectors.
Mainsoft
Senior Technical Account Manager
Los Angeles, CA
06/1998 – 12/2006
8 years 6 months
Drove sales and implementation of products/services to Fortune 1000 companies in the US and Canada.
Selected Clients: CA, IBM, HP, Syracuse Research, Business Objects, Mentor Graphics, Altera, Group 1, Fidelity, Avid/Softimage, Lockheed and Boeing.
- Delivered key support for sales through technical presentations and detailed customer needs analyses.
- Conducted formal, project-based proof-of-concept evaluations.
- Technical lead on next-generation product rollouts, supporting media tours, existing account adoption and marketing collateral task force.
Key Accomplishments:
- Exceptional management of technical relationship ensured customer satisfaction and consistent up selling.
- Achieved $3.5M in one year on a two year target of $1M by leading an innovative Strategic Account Plan for repeat business with existing customers.
- Achieved 90% closure rate.
- Partnered with sales team to consistently win top honors and awards.
- Instrumental in closing 75% of company’s multi-million dollar sales.
- Recipient of distinctive “Whatever it Takes” Award.
Environment: UNIX, Windows, Visual Studio.NET, J2EE, C++, C#, VB.NET
RentGrow, Inc.
Manager of IT
Waltham, MA
03/1996 – 06/1998
2 years 4 months
Directed company-wide operations, including secured central cluster system with 24×7x365 availability for processing tenant applications. Oversaw data connectivity of corporate office and remote sites, as well as massive Remote Access System for clients representing 500,000 rental units.
- Designed and led implementation of critical system migration, using OpenVMS, UNIX, Windows NT, Oracle, Oracle RDB and SQL Server. Ensured complete integration with peripheral enterprise applications.
- Partnered with CTO to design hardware/software, including establishing a next-generation, n-tier Internet processing platform and integrating new system with existing enterprise applications.
- Reviewed and upgraded central telecommunications system.
- Created/implemented client billing database with GUI tools front end.
Key Accomplishments:
- Successfully developed key components of innovative Internet platform, pioneering e-business with first Web-based credit report.
- Spearheaded seamless system migration, resulting in a 600% increase in capacity with no downtime, saving $200,000 over outside proposals.
- Upgrade of telecom system substantially increased capacity while saving thousands of dollars monthly.
Environment: OpenVMS, UNIX, Windows, Oracle, Oracle RDB, SQL Server, RAS, C/C++, Java, ASP, Perl, DCL, HTML, Access, VB
Brandeis University Information Services
Waltham, MA 1991 – 1996
5 years
Webmaster and Systems Programmer
09/1994 – 03/1996
- Developed, deployed and maintained University’s central computing systems. Supported University WAN, ensuring connectivity.
- Spearheaded adoption of Internet technology throughout the organization.
- Supplied pivotal backup and support services for IS Director.
Key Accomplishments:
- Conceived, designed and installed central Web infrastructure, including promotional public site and 15 satellite sites.
- Developed University’s first Intranet, providing wide range of e-business capabilities from information extraction/exchange to order fulfillment.
- Instrumental in major central computing cluster upgrade of 6 enterprise-class VMS machines serving 3500 constituents.
System Administrator
08/1991 – 09/1994
- Supplied comprehensive support for 50 UNIX-based systems.
Environment: UNIX, VMS, Macintosh, Windows
TECHNICAL SKILLS
Creative Apps:
Photoshop, InDesign, Illustrator, Quark, Flash
Video Related:
FlipFactory, Rhozet, Cinegy, FPD DIVA, StorNext, Avid, FCP
Languages:
VB.NET, C#, ASP.NET, JSP, XML, C++, Perl, PHP, SQL, Java HTML
DB Related:
MS SQL Server, MySQL, PostgreSQL, ADO.NET, Oracle
Operating Systems:
Windows, Linux, UNIX, Mac OS-X, OpenVMS
IDEs/Tools:
Visual Studio .NET, SunOne Studio, Dreamweaver
Servers:
JBoss, WebSphere, WebLogic, Tomcat, IIS, Apache
Networking:
WAN, LAN, Routers, Switches, TCP/IP, DNS, DHCP
EDUCATION
Brandeis University, Waltham, MA
B.A., Economics and Business Management, 1995 (Cum Laude). Concentration in Computer Science
Recipient of Justice Louis D. Brandeis 4-year Full-Tuition Scholarship
