The role focuses on identifying and pursuing new business opportunities to drive company growth. This position involves researching and analyzing market trends, identifying potential clients, and developing strategic plans to reach and engage these prospects. The role requires building and maintaining strong relationships with potential customers, understanding their needs, and presenting tailored solutions to meet those needs. It also involves collaborating with internal teams to align sales strategies with overall business objectives, negotiating contracts, and closing deals. Success in this role is measured by the ability to generate new leads, increase sales revenue, and expand the company’s market presence.

• Act as a trusted advisor by connecting and aligning to the customer’s mission. Considered a strategic partner by having a seat at the table and the ability to influence and be part of the customer’s mission.• Oversee and participate in initial discovery meetings with customers, providing platform demos and highly technical Proof of Value engagements for both existing customers and new sales opportunities• Function as a technical expert throughout Sales engagements, ensuring that tactical motions in the pre-sales and POV process line up with strategic account goals• Consistently address our customers’ needs through astute verbal, written, & presentation skills• Build, manage and maintain relationships with the customer, in addition to relationships with peers and partners• Participate and speak at regional marketing events and conferences• Customer-facing Sales and Channel enablement, including training• Operate as a keystone in the sales model, working with the Sales, Marketing, Product, and TAM organizations to improve effectiveness and efficiency throughout the customer life-cycle

Building the Kovarus Public Sector practice in the Southwest market.• Leveraged existing network and relationships to introduce Kovarus to the Southern California market• Managed and directed all presales activities with prospective customers• Coordinated and delivered technical workshops to address customer challenges.• In conjunction with sales management, technical team members and services delivery, developed GTM strategies. to direct resourcwes toward building and landing net new customer logos• Promoted and managed OEM relationships with AWS, Azure, GCP, Cisco, Dell EMC, VMware, HashiCorp, ServiceNow and Okta.

Managed and directed all presales activities of the core engineering teams in 2 net new districts, covering the entire state of CA and NV. • In conjunction with sales management, channel partners and services delivery developed GTM strategies to direct resources toward transformational opportunities for customers. • As a business partner with sales management, insured that sales and technical organizations are properly aligned with product and margin revenue goals. • Oversaw strategic planning for all accounts and customers in conjunction with the sales management and channel partners.• Leveraged knowledge of competitive solutions to help the sales teams propose the most optimal solution for the customer to effectively address customer-desired outcomes. • Presented and marketed the design and value of proposed solution and business case to customers, prospects and management. • Divided time 50/50 between leading teams and meeting with customers and partners.• Hired, engaged, and retained top talent to achieve business results through coaching, collaboration, and training.

Built and led an elite specialty presales team with a passion for helping customers achieve transformational business outcomes through the use of disruptive technologies and solutions for a new area consisting four (4) districts of major California and Nevada enterprise customers. • Responsible for delivering double digit growth in the four districts.• Led the largest transformational deals in the those districts which increased revenues for the west region for Dell EMC• Worked with sales leadership to develop account strategies and sales plans. • Promoted relationships with channel partners and customers. • Engaged and leveraged corporate resources and executive sponsorships to assist in driving sales campaigns.

Part of the first XtremIO team for major California and Hawaii enterprise customers with a brand new territory and customers. Evangelized flash solutions as the disruptive technology for IT transformation - modernize the digital infrastructure, automate IT service delivery and transform IT processes and operating models to increase agility and align IT to business outcomes. • Delivered double digit growth in revenue every successive year. Gained net new enterprise customers while protecting the install base against the competition.• Acted as the elite business unit to close the largest transformational (green zone/red zone) deals in the territory • Built account plans, proposals and other deliverables in collaboration with channel partners and account teams. • Delivered workshops, POCs and demonstrations to customers. • Participated in EBC’s and Dell Tech World events and activities as a speaker and demonstrator.

The primary responsibility of this position was to develop and lead a new EMC practice, grow the brand and EMC partnership while promoting the value of the practice to current and potential customers. • Delivered double digit growth every successive year while gaining net new enterprise customers• During this time, FusionStorm became the go-to EMC channel partner in SoCal• Acted as the technical account manager to assist in developing net new sales pipeline. • Acted as the technical lead on sales calls and facilitated interactions and collaboration with other systems engineers and account executives on the team. • Responsible for the scope and design of solutions and provided guidance on best practices for implementation and deployments.

• Architected and deployed a secure (PCI - compliant) private cloud with converged platforms - Esurance became the first major insurer to be 100% virtualized.• Aligned key performance and capacity issues by re-architecting existing infrastructure for large data warehouse/datamart and policy document solutions to Esurance customer expectations.• Defined, monitored and managed a heterogeneous capacity and performance for virtualized and non-virtualized environments. • Influenced senior leadership to transform existing platforms to next generation systems to compete with other major insurers.• Managed relationships with key vendors to understand their technology and product roadmaps. • Worked with diverse business units to ensure projects are in line with the overall platform architecture. Responsible for ongoing maintenance and health of the infrastructure. • Served as a mentor and resource to other team members.

• Identified strategic and operational gaps in order to recommend practices in efficiency based in frameworks of industry standards. • Provided operational management, technical maintenance, troubleshooting, and tuning of messaging, storage and virtualization architecture and technologies. • Planned and deployed messaging, storage and virtualization migrations, encompassing technology roadmaps and best practices. • Provided 24/7 support and coordinated with third-party vendors to ensure successful implementation. • Participated in customer facing meetings to determine business and technical requirements that will be used in developing business solutions. • Assisted account managers in defining, positioning, designing and presenting a range of business solutions. • Developed proposals that define client expectations and services requirements necessary to achieve customer objectives. • Performed requirements definitions, system analysis and design, interface and data architectures, lifecycle cost analysis and estimation; and governance. • Assisted account managers to manage through the pipeline and closing the opportunities. • Served as project manager to ensure the services are implemented and delivered as scoped.

• Managed complex projects requiring specialized knowledge of network, security, storage, OS, application platforms (EMR), management and operations. • Analyzed business processes and worked with customers to determine and document business requirements and translated them into clear and concise technical specifications. • Coordinated across multiple business units to implement cost-effective technology solutions to solve complex business problems while ensuring alignment with, and promoting SOA concepts and industry best practices. • Provided integrated systems planning, often coordinating multiple projects toward a common enterprise goal. • Acted as a resource for direction, training, and guidance. • Accountable for the development of conceptual solutions architecture and responsible for working with the implementation engineers to develop detailed architecture designs for solutions to integrate with the existing infrastructure. • Managed and coordinated multiple vendors relationships.

• Delivered value to clients’ investments by bringing past, present, and future IT services and initiatives in line with their business goals. • Created project plans that mapped applications, infrastructure, and operations into a consistent set of services that support business goals. • Operated from a consistent, predictable, and executable IT service architecture and delivery plan. • Offered a consistent, cohesive approach to continually optimize Microsoft technologies. • Recommended and delivered services as an integral part of clients’ business strategy. • Assisted the sales team with proposals, presentations and on-site meetings with potential and existing clients.

• Delivered customized technical expertise including proactive planning and support, training and best practices to meet complex business requirements of Microsoft Alliance/Premier customers and Microsoft Certified Partners. • Provided rapid problem resolution to minimize business disruption and maximize productive use of Microsoft investment. • Offered expert guidance and documentation to customers’ business requirements and existing projects. • Assisted in the development of customers’ IS/IT department skills and resources through knowledge transfer of industry best practices, exclusive technical reference materials and Microsoft expertise.

• Provided leadership to a team of designers, developers and engineers to deliver EMR solutions to enable physicians and clinical staff to document patient encounters, streamline clinical workflow, and securely exchange clinical data with other providers, patients, and information systems. • Coordinated and managed all aspects of EMR deployment from pre-implementation to post-implementation for NYU Medical Center affiliated private multi-specialty practices. • Demonstrated workflow enhancements and improved resource management during site appraisal. • Configured and tested system integration/interfaces for practice sites when required. • Managed implementation timelines and project progress. Met with key physicians and staff members to review implementation stages of the EMR system. • Performed onsite “go-live” support for practice sites. Provided training sessions for physicians and clinical staff.

• Responsible for the infrastructure which connected 14 health centers, seven pharmacies, one hospice and one research center across three states to the central administration office in Los Angeles. • Supervised four person staff to fulfill work orders and conduct technical support to the end users. • Responsible for updating network, support procedures, operations, disaster recovery and security documentation. • Performed in-depth analysis on potential deficiencies in the infrastructure in accordance to HIPAA security guidelines. Reported to senior management and executive team regarding the direction, maintenance and costs related to HIPAA-related projects. Recommended technologies to secure the network infrastructure. • Responsible for development, implementation and quality of new security policies and procedures. • Developed customized training curriculum for proper end user workstation usage. Supervised training to physicians and clinical staffs.

Researched, analyzed and presented several network and web management solutions to clients. Planned, designed and deployed enterprise load-balancing web server farms. Planned, designed and deployed intrusion and security solutions. Planned, designed and deployed comprehensive network and systems monitoring systems. Planned, implemented and documented disaster recovery solutions. Planned, designed and deployed server and messaging migration projects. Supervised training for clients. Supported sales staff with client acquisitions and managing existing clients.

Responsible for implementing startup company’s network, support procedures, operations and disaster recovery documentation. Implemented and administered electronic document delivery system, which handled over 15,000 faxes per month. Implemented and supported SQL-based managed care information system server farm, which expedited business operations for healthcare coverage for over 1.5 million lives. Developed and maintained large production SQL databases. Prepared analytical reports for project and business development. Planned projects to consolidate and expand business operations. Installed and configured redundant network backbone with multiple T1 lines. Recruited and filled technical positions to complement the IS department. Resolved server/workstation issues in the LAN/WAN environment. Interfaced with third-party vendors for software/hardware procurement within a set budget.

Developed and maintained large production research databases for application to Federal and State grants. Prepared analytical reports for program development, which led to the approval of Federal and State grants to the County of Orange. Prepared monthly workload reports for the department