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Work Background
Duke Energy CorporationMarket Sales Leader, Sustainable Solutions
Feb. 2023Atlanta Metropolitan Area · Remote
Kennesaw State University - Michael J. Coles College of BusinessMBA Candidate
Jan. 2023Atlanta Metropolitan Area · Hybrid
Bloom EnergyDirector, Sales Engineering
Sep. 2021 - Dec. 2022Atlanta Metropolitan Area · RemoteAs Director of Sales Engineering I manage a team of field-based technical professionals providing pre-sales and project development services for the implementation of long cycle, capital intensive distributed generation projects founded upon our core SOFC technology, as well as requiring BOP technologies depending upon project needs. The role requires balancing the development and execution of team-based metrics to achieve high quality, mature technical solutions deployed in the field while ensuring sales objectives and targets are met. Primary responsibilities include:
- Developing a robust process and proposal approach to ensure a match between the customer requirements and product capabilities.
- Managing internal and customer cross-functional technical engagement to ensure the development of an end to end plan for the product and implementation for a customer’s site/portfolio.
- Providing technical oversight and direction in the execution of best practices for the proposal and application of standard product applications.
- Partner with Product Management and Product Engineering to evaluate opportunities to enhance product-market fit and market presence with complex solution designs.
- Provide industry subject matter expertise to all key stakeholders within the customer and that influence the customer.
Bloom EnergySr. Manager, Enterprise Sales Engineering
Jul. 2021 - Sep. 2021Atlanta Metropolitan Area · RemoteSkills: Team Leadership · Project Finance · Energy · Business Strategy · Strategic Planning · Executive Management · Complex Sales · Strategy · Negotiation · Leadership
ABBSales Manager | Datacenter, SE US | Industrial, Eastern US @ ABB Critical Power
Jul. 2020 - Jun. 2021Atlanta Metropolitan AreaResponsible for sales activity, account strategy and channel management for ABB Critical Power products for the Datacenter markets in the Southeastern US, and Industrial markets in the Eastern US. Additionally managing internal accounts, as well as external relationships with channel partners, consultants, contractors, resellers, distributors and end users to achieve maximum market penetration and agreed upon revenue and profit targets.
ABBSales Manager, Industrial | NAM @ ABB Critical Power
Jul. 2018 - Jul. 2020Greater Atlanta AreaResponsible for sales activity, account strategy and channel management for ABB, Cyberex and PCS100 Industrial power protection products, as well as managing relationships with channel partners, consultants, contractors, resellers, distributors and end users to achieve maximum market penetration and agreed upon revenue and profit targets.
ABBSales Manager, Commercial & Industrial | Southern US, MX & Caribbean @ ABB Critical Power
Feb. 2015 - Jul. 2018Huntsville, Alabama AreaResponsible for sales activity, account strategy and channel management for ABB/Cyberex Commercial and Industrial products in the Southeast, Southwest, Mexico and Caribbean, as well as managing relationships with channel partners, consultants, contractors, resellers, distributors and end users to achieve maximum market penetration and agreed upon revenue and profit targets.
Mitsubishi Electric Power Products, Inc.Southeast Regional Sales Manager, Uninterruptible Power Supply (UPS) Division
Jun. 2014 - Jan. 2015Huntsville, Alabama Area · RemoteResponsible for sales activity, account strategy and channel management for the Southeast Region, as well as managing relationships with channel partners, consultants, contractors, resellers, distributors and end users to achieve maximum market penetration and to achieve agreed upon revenue and profit targets.
Ewing | Kessler, Inc.Vice President, Power Solutions Div.
Apr. 2010 - Apr. 2014Greater Memphis Area · HybridEwing|Kessler is a Manufacturer's Representative serving Private and Public sector clients, Consulting Engineers and Contractors in Western Tennessee, Mississippi, and parts of Arkansas, Louisiana and Alabama. The firm specializes in providing engineered mechanical and electrical solutions for sustainable design and energy-efficient building performance. • As Vice President of the Power Solutions Division (PSD), through the efforts of my team, we have taken it from startup to a comprehensive electrical equipment portfolio, with more to come. This has been accomplished by developing a market strategy that has attracted major electrical manufacturers, followed by actively recruiting and acquiring representation of their products. Our efforts have resulted in E/K becoming the factory representative for major electrical manufacturers such as Siemens, APC by Schneider Electric, Emerson, Generac, HiPower, Online Power and MGM Transformers.
• My day-to-day responsibilities include managing the P&L of PSD, and managing our relationship with all manufacturers under representation, to include coordinating our market and sales activities with their business units, distributors and reseller networks.
• My responsibilities also entail the continued growth of our balanced electrical product portfolio serving all aspects of a commercial or industrial project. The intent here being a portfolio well positioned to leverage cyclical business and economic conditions.
• I am an individual direct sales contributor, and leverage our Mechanical, Building, Service and Supply divisions for delivery of a multi-discipline, consultative/solution selling approach.
American Power ConversionTerritory Manager, Field Sales - GA, TN, AL & MS
Jan. 2009 - Mar. 2010Greater Atlanta Area · RemoteResponsible for driving the growth of an assigned Territory by leveraging Executive relationships with Elite managed partners (Independent Man. Reps), Consulting Engineering Firms, Named Design Build Firms, Electrical and Mechanical Contractors and other market influencers. This was accomplished by: • Program Management of the Elite managed partners in the territory.
• Developing Elite managed partners to maximize market penetration and revenue production.
• Functioning as the territory point of escalation with regard to managed partners.
• Functioning as the territory liaison between APC and our peer companies within Schneider Electric.
• Incorporating partners into territory marketing plans.
• Assisting in the selection of appropriate Business Partners.
• Management of territory business partner performance issues.
American Power ConversionDistrict Manager, Field Sales - AL & MS
Jan. 2008 - Dec. 2008Greater Atlanta Area · RemoteResponsible for driving the growth of an assigned District by leveraging relationships with National and Regional managed partners and market influencers. This was accomplished by: • Managing and developing national and regional managed partners.
• Consulting with end-user clients in the District on solutions to address their Power and Cooling Services needs.
• Developing partners' ability to detect, pursue and close incremental business opportunities.
• Attending local events targeting the datacenter community for the purpose of evangelizing relevant products and services.
American Power ConversionSales Engineer, Field Sales - GA, TN, AL & MS
Sep. 2005 - Dec. 2007Greater Atlanta Area · RemoteResponsible for driving the growth of an assigned Territory by leveraging relationships with National and Regional managed partners and market influencers. This was accomplished by: • Working closely and in full cooperation with the assigned Field Sales team, as well as training, services and channel partner teams, to execute upon assigned goals.
• Meeting/exceeding overall revenue sales goals, as part of a territory based Field Sales team.
• Managing the technical sales cycle
• Developing and elevating the technical capabilities of key reseller partners in the territory.
Jones Lang LaSalleData Center Operations Manager
Aug. 2003 - Sep. 2005Greater Atlanta Area · On-siteParticipated in the design/build phase of a Tier III+, fault-tolerant data center, with primary responsibilities focused upon post-construction operations. This included: • Responsibility for inspection, commissioning and turnover of critical systems, knowledge transfer, and recruitment/hire of operational staff. • Operational oversight and management of all facility services, including a 24x7 staff of eight inter-disciplinary maintenance personnel and all contracted service providers.
• Functional interface between resource teams within Jones Lang LaSalle, customer representatives, and contracted service providers.
• Responsibility for development and oversight of OPEX and CAPEX budgets, and interface with Jones Lang LaSalle, customer representatives and outside vendors/contractors to improve efficiency and implementation of new data center strategies.
Lee TechnologiesProject Manager/Supervisor, Field Services, Southeast Region Services
Apr. 2002 - Jul. 2003Greater Atlanta Area · Hybrid• Managed field service & construction projects, contractors, field personnel and service activities for mission critical systems, to include preparation of project plans, workforce and resource allocation, plan management, and preparing and implementing project processes.
• Supervised the field service program for the Southeast region, to include supervision of service personnel, administration of contract records, contract change orders, workforce and material resource flow and allocation, and supervision of the preparation and processing of contract and P&L reporting for internal and external use.
Lee TechnologiesSupervisor, Field Services/Senior Technical Specialist, Southeast Region Services
Apr. 2001 - Apr. 2002Greater Atlanta Area · Hybrid• Responsible for subcontractor management, scheduling and performance of comprehensive construction, maintenance and repair activities in support of maximized uptime for high availability, mission critical systems.
• Performed integration, startup and commissioning of mission critical systems, to include UPS, power generation, precision cooling, critical and essential power distribution systems.
US NavyElectrical Supervisor, Nuclear Propulsion Plant Operations & Maintenance
Apr. 1987 - Sep. 1993On-site• Supervised up to 30 personnel during operation, maintenance, repair & overhaul activities on power plant systems.
• Responsible for scheduling, implementation, supervision, and performance of maintenance and repair activities on complex power and reactor plant systems, ensuring completion within specified time frames and operational standards.
• Served aboard USS Miami (SSN 755; Plankowner) through new construction and commissioning, followed by USS Topeka (SSN754) in the fleet.
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