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Work Background
CDWSenior Inside Solutions Architect
Sep. 2023Remote
VaronisChannel Sales Engineer
Jun. 2022 - Oct. 2022New York, New York, United States · Remote Served as a technical advisor to all assigned partners to drive channel sales of the Varonis platform with a partner sales target of $160M.
Established new strategic partners by cultivating key relationships with leadership and technical teams at Partner organizations.
Improved partner retention, satisfaction, and success by designing and facilitating technical and non-technical product training on the best practices for promoting and selling the Varonis platform.
Drove sales growth and increased revenue by developing and conducting Sales & Marketing presentations and pitches for Varonis data security products.
Strengthened the effectiveness of channel-specific sales and marketing strategies by fostering key relationships with internal teams: Sales, Marketing, Product Development, and Engineering.
IvantiHyperscaler, Channel Alliance Business Partner
Jan. 2022 - Jun. 2022South Jordan, Utah, United States · Remote Defined and developed the strategic GTM strategy and fostered relationships with Hyperscaler and MSP channel organizations Amazon, Microsoft, and Google, leading to $1.8M in deals per year.
Achieved sales growth by introducing six Ivanti products to the Microsoft and Amazon Marketplace.
Increased sales by creating technical architectural diagrams and sales and marketing presentations for Ivanti security products.
Delivered QBR for the Hyperscaler and MSP business to Ivanti leadership and strategic MSP customers.
Served as the technical and non-technical go-to person for the MSP business, enabling channel sales to develop a healthy net new pipeline.
JACS SolutionsSenior Solutions Architect Manager
Jan. 2019 - Dec. 2021Linthicum Heights, Maryland, United States · On-site Provide highly customized IoT and mobility solutions as the subject matter expert for all solutions within JACS’ portfolio: Wi-Fi only, PoE, and Cellular Devices. Grew the organization from $11M to over $60M in sales in 2 years by establishing key strategic relationships with customers and serving as the customers’ technical trusted advisor.
Hired, led, developed, and mentored a team of Solution Architects, System Administrators, and Test Engineers to drive product development based on customer requirements.
Positioned JACS as a key solutions provider by cultivating relationships with and presenting to internal and partner influencers, decision-makers, and executive-level leaders.
Spearheaded the buildout of the JACS Innovation Lab to drive a culture of collaboration and accelerate the design of forward-thinking solutions aligned with technological trends and emerging technologies.
Consortium Health PlansCorporate Systems Manager
Sep. 2017 - Dec. 2018Columbia, Maryland · On-site Devised and led innovative technology solutions and processes for end users while facilitating cross-functional meetings on strategic planning, determining technology needs, and identifying solutions to address those needs.
Reduced costs and improved overall efficiency by planning and executing a work-from-anywhere policy.
Strategically planned and coordinated IT logistics for major conferences and events.
Cultivated relationships with teams and key stakeholders to develop and manage multiple projects, including systems migrations and technology configuration for a site relocation.
Strengthen data security compliance with regulations by developing and introducing policies and controls to achieve HiTrust certificate.
TriceratSales Engineer
Apr. 2016 - Sep. 2017Baltimore, MD · On-site Developed solutions for customers based on specialized requests per each client’s business needs, including conducting live product demonstrations and product training focused on evangelizing the technological benefits.
Maximized profitability by creating an ROI calculator for the Product team to improve the rollout of new products.
Contributed to closing deals with key clients valued at more than $500K each by designing a travel demo environment for Sales Engineering to increase customer reach.
Improved customer satisfaction and retention by serving as a liaison between customers and internal teams on installation and technical support issues.
Peregrin ServicesDirector of Information Systems
Sep. 2015 - Jan. 2016Owings Mills, MD · On-site Led strategic planning, operations, and product rollouts for the IT team and established the long-term vision for the department in alignment with overarching business objectives.
Collaborated with internal teams and external stakeholders on compliance efforts, including introducing process improvements to address remediation needs from audits. Reduced operating expenses by $11K+ monthly by bringing IT services in-house.
Spearheaded an infrastructure upgrade for the entire organization, including assessing operating costs, productivity levels, upgrade requirements, and other metrics and needs.
Continental Realty Corporation in BaltimoreSenior Network Administrator/Project Manager (Network Manager)
Jun. 2005 - Sep. 2015Baltimore, Maryland Area · On-site Drove strategic planning and operational goals for the IT team to manage various IT projects, implement business continuity solutions, and improve system security and compliance.
Co-chaired Technology Committee to determine the technology needs for each business unit, source solutions, and present recommendations to Board.
Led the migration to a virtual environment by championing the rollout of Cloud solutions and highlighting cost efficiencies to gain buy-in from senior leadership.
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