Dennis Reigh Email & Phone Number

San Jose, California, Us

Armonk, New York, Ny, Us

As a Senior Technical Sales Specialist for IBM sales teams and/or Business Partners, it was my responsibility to learn the client's business requirements, technical requirements and/or competitive landscape and apply my extensive technical knowledge and sales experience to sell new, innovative, and cutting-edge solutions to my clients. Technical sales support responsibilities included:• Working closely with client leadership teams, key decision makers, and executives to identify solution requirements and stakeholder needs• Collaboration with IBM sales teams to define, design, and detail the technical aspects, and feasibility of proposed solutions. This included authoring the Technical Solution Design (TSD)• Providing customized, detailed technical presentations and live product demonstrations• Delivering pre-defined hands-on sessions called Proofs of Technology (PoTs)• Developing and delivering customized client and industry focused Proof of Concepts (PoCs)• Participate in support-related responsibilities to assist in critical situations; design solutions; and answer technical questions. Key accomplishments included:• Exceeded sales quota by 115% annually for 3 consecutive years while growing customer base• Top-producing technical sales specialist for Rational Brand in Hybrid Cloud U.S. West for last three (3) years with sales consistently over $2-3M+ year-to-year.• Led client assessments and business case (value proposition) development for new opportunities• Leveraged collaborative problem solving skills, technical expertise, agile process improvement knowledge, and project management strengths to turnaround numerous troubled projects, grow account revenue, and prevent reversals.

Us

As a Senior Rational Solution Architect, it was my responsibility to learn the client's business requirements, technical requirements and apply my technical knowledge and experience to bring new, innovative, Rational Application Lifecycle Management and Quality Testing solutions to my clients. Rational Solution Architect responsibilities included:• Providing leadership and guidance to Sellers and SMEs to ensure the correct solution is being offered and delivered.• Driving pre & post-sales opportunities to help meet Quarterly Revenue Targets.• Contributing to exceeding in-Quarter Signings• Working closely with client leadership teams, key decision makers, and executives to identify solution requirements and stakeholder needs• Leading the identification, justification and design of the client's solution and proving its value through Return on Investment (ROI) analysis.• Using my deep product knowledge and capability expertise in presenting the IBM Rational systems solution offerings to specific client business objectives/contexts.• Identifying business value and providing measurable results at all levels of an organization.• Leveraging my extensive understanding of industry and technology trends, as well as IBM strategy, to articulate a strategic vision to influence and guide clients. • Collaborating internally within IBM, across organizations, to influence IBM’s product development.• Leading assessments and business case (value proposition) development for new opportunities - own to obtain the necessary value proposition.• Providing leadership in targeting, measuring, capturing and reporting solution delivery results

Prior to joining the Rational Software Group at IBM, I received extensive hands-on experience as a Senior Rational Solution Architect for IBM's Global Business Services AD Northeast Practice and led multiple large complex multimillion dollar custom AD engagements in various technical lead roles; including Business Analyst, Application Development Manager, Software Configuration Manager, Change and Release Manager, Build Manager, Deployment Manager, and Quality/Test Manager. During this tenure I developed extensive knowledge of various AD Lifecycle Methodologies such as Agile, Scrum, RUP, and Waterfall. I have excellent analytical skills and specialize in a rapid understanding of a Client’s current processes, recommending the right Rational Products for implementation, while providing faster ROI, lean Agile processes, and enhanced productivity.

Applied Business Programming, Computer Technology/Computer Systems Technology

Associate'S Degree Coursework, Management Information Systems