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Work Background
COFENSESenior Federal Sales Engineer
Nov. 2021 - Oct. 2023I helped Federal and Commercial entities decrease their risk of breach by phishing. Phish are getting through and are still the main vector for breaches. Get your people trained to recognize and report phishing. Get your SOC team the tools they need to deal with the phish that gets past the SEGs and into users inboxes.
Micro FocusSales Engineer
Nov. 2020 - Aug. 2021
Delta RiskSolution Architect
May. 2019 - Nov. 2020Sterling, VAI had a great time at Delta Risk enabling customers with Active Eye and made sure their cybersecurity needs were covered with the Delta Risk Soc As a Service and other security services offerings. One of the great things about Delta Risk was that I was not stuck with one technology. Given the nature of Active Eye, I worked with what the market demanded which included: O365, Azure, Azure AD, AWS, GCP, Gsuite, Carbon Black, Defender ATP, Umbrella, Alien Vault and just too many things to list. When I was not working with prospects and customers, I was enabling our sales folks, caring for and feeding our demo system and writing blogs (whew)! Keeping a demo system stuffed with data, events and activities that make it pop was be a challenge but RPA (Automation Anywhere) made it a ton easier.
Digital GuardianSr Sales Engineer
Mar. 2017 - Oct. 2018It’s an interesting time to be in the alphabet soup that is today’s security solution space. Trying to figure where your DLP ends and your UEBA, EDR and CASB begins can be pretty confusing. One solution bleeds into the next and it’s daunting for those looking to protect their systems and data. I spent my days with Federal and Commercial customers helping them make sense of the security alphabet soup and finding the right security solutions for today and tomorrow.
Maryland Cyber TechIT, Consulting & Sales
Mar. 2014 - Mar. 2017Provided technical services to businesses and software companies. Contracted as a pre-sales engineer to sell load balancers. Developed custom databases and software. Maintained and managed networks, windows desktops and servers. Provided business analysis services and training on accounting software. Made recommendations and developed plans for move of on premise to cloud based systems. Moved businesses from on premise to O365.
AvePoint Public SectorSales Solutions Professional / Solution Architect
Jan. 2012 - Mar. 2014Collaboratively partnered with Sales Executives to sell SharePoint and compliance solutions to public sector enterprise accounts. Directly influenced more than $3.6M of revenue with: US Navy, FAA, VA, HHS, Coast Guard, Treasury, State Department, World Bank and USPTO. Gained insider status on key accounts. Built and leveraged relationships with key integrators to advance deals.
AxwaySolution Architect
Jan. 2010 - Jan. 2012Operated in hybrid sales role as partner with Enterprise Sales Executive and closed over $7M in sales to the DOD. Developed messaging and materials to capture take-away opportunities from weakened competitor. Developed and exploited relationships with systems integrators to close deals. Developed insider status with the DOD entity driving the purchasing for PKI software. Customers included: DISA, NAVY, USMC, ARMY, DIA and DHS.
InfonicSolution Architect
Jan. 2008 - Jan. 2010Filled hybrid sales role to sell file and SharePoint replication products. Worked with DOD and maritime customers to find solutions to their distributed SharePoint needs. Primary customers included the ARMY, NAVY and USMC. Solution Architect and Program Manager for $5.6M enterprise license deal with the USMC. Solution Architect for $500k in other revenue.
BlackRock AISOwner and Principal Consultant
Jan. 2003 - Jan. 2010Pursued, scoped, budgeted, sold, implemented and managed IT projects and solutions for businesses. Wrote IT policies and plans. Performed business modeling, cost analysis and made recommendations for IT purchases. Performed HIPAA and PCI compliance evaluations. Performed and subcontracted services for: security, networking, mobile devices, database development, SharePoint, desktops, servers, custom applications, project management and business analyses.
Computer Associates, IncManager
Jan. 1999 - Jan. 2002Managed services projects and relationships with federal customers including: USGS, USPTO and USDA. Developed and maintained client relationships. Prepared SOWs, cost benefit analyses, bids, and RFI/RFP responses. Evaluated contracts and negotiated pricing. Developed, priced, bid and negotiated multi-year $2.5M services deal with the USGS
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