As a Solutions Engineer III, I support the Solutions Architecture and Sales teams in removing any technical roadblocks in the customer buying process, involving cross-product integrations, partner integrations, custom AI model implementations, preparing demo environment integrations etc.• Working closely with the sales and solutions architect teams to understand client needs and develop tailored technical solutions that leverage MRI's integration, reporting, and AI capabilities• Architecting end-to-end solutions that may include system integrations, API integrations, data analytics, and AI/machine learning components, and present these solutions to both technical and non-technical stakeholders• Providing technical leadership and expertise during sales engagements, effectively communicating product features, capabilities, and potential customizations• Developing and delivering compelling demonstrations of MRI Software products and solutions, highlighting the advantages of our platform, reporting, and AI technology stack• Staying current on product roadmaps, IT trends, and industry best practices to ensure recommendations are current and valuable• Collaborating with product and engineering teams to provide feedback from the field and help shape future product development• Creating and maintaining a repository of sales collateral including case studies, technical white papers, and competitive intelligence to support the presales solutions architecture process

As a member of our Field Sales team, I served in the Solutions Engineer capacity as the key technical advisor and product specialist for our customers and prospects. Working closely with my field sales counterparts, I helped accelerate the qualification, development and closing of strategic deals.My responsibilities include:• Working with customers and prospects to understand business and technical requirements• Driving and managing the qualification, demonstration, Proof of Concept (PoC) and evaluation stages of the sales cycle, developing a strong and lasting relationship with customers• Educating customers on current IT trends and where Parasoft can address challenges• Solving technical issues through creative solutions.  Resolving pain points through implementation of best practices and by being a trusted advisor.  Securing the technical win• Maximizing Parasoft customer value realization• Collaborating with product, engineering, and the Parasoft community to evolve our solutions & messagingTechnologies related:• Software testing tools including Parasoft SOAtest, Parasoft Virtualize, CTP, DTP, Jtest, dotTEST, Unit Test Assistant and Load and Performance Testing• Messaging technologies (SOA, microservices architectures, transport protocols, message formats, message brokers, synchronous/asynchronous): REST, Swagger/OpenAPI, GraphQL, SOAP, WSDL, HTTP/HTTPS, gRPC, RabbitMQ/AMQP, Kafka, IBM MQ, JMS• JSON and XML (including XSD, XSLT, XPath), databases (SQL, JDBC), scripting languages (e.g., Python, Java, JavaScript, Groovy, Windows Batch, Unix)• DevSecOps & Static analysis on Java and C# code, specifically to explain violations reported by analysis tools• Unit testing in Java (JUnit and Mockito)• Docker, Docker Compose, Kubernetes• AWS (EC2, ECS, ECR, EKS) and Azure • Apache Tomcat, MySQL/PostgreSQL/Oracle, MongoDB, NGINX• DevOps tools: Jenkins, Azure DevOps, GitHub, GitLab, Team City, Bamboo•Competitors: Broadcom, ReadyAPI, MicroFocus, Tricentis

First sales engineer hire, brought on to the GTM team to lead with solutions architecting, revenue generation, sales enablement and general leadership towards growing the sales team and ultimately building out the sales engineering org to scale. Helped the Enterprise, SMB and Channel sales teams triple our QoQ net-new ACV and close our first enterprise accounts.

• Implemented best practices in full-stack web development in areas of project architecture, backend, frontend, and how to effectively self-teach new technologies• Generated technical requirements and determined the most effective solutions, created wireframes, designed schema, and researched outside resources• Built and tested Ruby on Rails backend, incorporating external APIs• Created frontend pages and routing with Vue and Javascript, wrote web requests to retrieve data, formatted and styled results, incorporated libraries and themes• Campfyre (Capstone Project) - Personally designed & built a web app which allows users to create, play and share custom playlists from Bandcamp, and purchase music directly from artists on Bandcamp. Built on a Ruby-on-Rails backend running Postgres, using Bootstrap and a Vue.js frontend with custom Javascript and a homegrown API.

• Founding Solutions Consulting - Employee #10 in ground-floor startup with $0 ARR upon start date May 26, 2020• Discovered and developed $576,000 in ARR pipeline across 93 opportunities in 5 months at an average sale price of $6,193 through technical demonstrations• Designed custom POCs of membership engagement platform tailored for industry associations; performed demos & presentations to C-levels and boards at industry associations• Acquired 3 new reference customers in first 8 weeks, yielding a 5-minute video testimonial, over 10 website testimonials and multiple referral customers• Established leadership role and performed demos for teammates• Built a referral business in 3 months, leading to 20% passive pipeline growth

• 𝗔𝗽𝘀𝘁𝗿𝗮 𝘄𝗮𝘀 𝗮𝗰𝗾𝘂𝗶𝗿𝗲𝗱 𝗯𝘆 𝗝𝘂𝗻𝗶𝗽𝗲𝗿 𝗡𝗲𝘁𝘄𝗼𝗿𝗸𝘀 𝗶𝗻 𝗗𝗲𝗰𝗲𝗺𝗯𝗲𝗿 𝟮𝟬𝟮𝟬• Quarterbacked a remote field sales and sales engineering team for Apstra, a Bay Area startup privately funded by David Cheriton• Collaborated across the teams on the strategic direction, prospecting, forecasting and sales execution of a highly complex datacenter spine-leaf network automation solution• Grew pipeline to $1million ARR in 6 months through cold calls and solution presentations

• Field consulting for an endpoint solution for network uptime, automation & remote management solution with 12 to 18 month sales cycles• Provided strategic direction for a team of C-level executives, partners, cross-functional teams, influencers & end-users to reach business objectives• Achieved top level performance in customer acquisition cycles and renewal growth; contact to close fastest in company history• Grew pipeline over $2million in pipeline in 9 months• Key Accounts: Orange Business Services, Lockheed Martin, Defense Logistics Agency, Franklin Templeton, MemorialCare Health System, Schlumberger, Baker Hughes, Rignet, Inmarsat, Ingram Barge, Keller Foundations, Florida State University

• Helped Oracle Key Accounts and Key Financial Accounts leverage MySQL on-premise and in Oracle Cloud to improve performance, business agility and competitiveness in their markets while reducing costs.• Grew and managed Oracle Key Accounts for the MySQL commercial product line• Performed 112% to plan in 1st year at Oracle (FY17)• Named to Achievement Club for outstanding sales performance• Maintained consistent performance to sales quota, including covering gap in field quota• Achieved top level performance in net new customer acquisition and renewal rates• Key Accounts - Alphabet / Google, Aramark, Chevron, Deutsche Telekom AG, Ebay, Ford Motor Company, General Motors Corporation, Kynetic, Macy's, Marriott International, PayPal, Safeway, Sodexo, Starbucks, The Gap, The Walt Disney Company, T-Mobile, Wal-Mart• Key Financial Accounts - Bank of America, Capital One, Citi Group, Fidelity Investments, First Data Corporation, JP Morgan Chase, Key Bank, Marriott International, Marsh & McLennan, PNC Financial Services, Regions Financial, State Street Bank and Trust, SunTrust Banks, Bank of New York Mellon Corporation, US Bancorp

• Consulted with my customers on the best way to leverage the best mix of MySQL Cloud Service and Enterprise licensing models across their enterprises in order to better satisfy their organizational business objectives.• Key Accounts: Apple, Toyota, eBay, PayPal, Wells Fargo, Motorola, American Express, Intel, Blizzard Entertainment, Boeing, Intuit, Qualcomm, Activision, Xerox, 24 Hour Fitness, Farmers Insurance, Mattel, Guitar Center, Belkin, Citrix, Viasat, Ticketmaster

• 𝗘𝗺𝗯𝗮𝗿𝗰𝗮𝗱𝗲𝗿𝗼 𝗧𝗲𝗰𝗵𝗻𝗼𝗹𝗼𝗴𝗶𝗲𝘀 𝘄𝗮𝘀 𝗮𝗰𝗾𝘂𝗶𝗿𝗲𝗱 𝗯𝘆 𝗜𝗱𝗲𝗿𝗮 𝗶𝗻 𝗢𝗰𝘁𝗼𝗯𝗲𝗿 𝟮𝟬𝟭𝟱• Provided solution consulting for database modeling and DBA tools• Achieved full productivity within 3 months on a 9-month ramp plan• Received the Top Sales Rep award for 2 consecutive months• Trained and delivered a proven pipeline building process for the LDR and BDR reps, increasing team results by 45%• Key Accounts: Google, Sony, Intel, Walt Disney, Warner Brothers, Electronic Arts, Cisco, University of California, Williams Sonoma, Chevron, Paypal, Avaya, Kaiser Permanente, Janus Capital, Stanford University, DirecTV, AAA American Automobile Association, Cricket Communications, Stubhub, Starz Encore Group, L-3 Communications, Southern California Edison, Genentech, Amgen, Franklin Templeton InvestmentsAwards: • Salesperson of the Month, March 2015• Salesperson of the Month, April 2015

• Promoted to spearheaded VMware's mid-market business segmentation at the start of 2014 as the Select Accounts rep for territories on the East Coast• Exceeded $4 million annual quota on consistent quarterly performance• Placed among top 5 annual attainment out of 75 sales reps• Closed the first $1million deal for the Mid-Market division – Zenimax / Bethesda Games• Key Accounts: Zenimax, Goodwill, World Wildlife Fund, Thomson Reuters, McKenna Long, Arent Fox, Buckley Sandler, Wiley Rein, Carnegie Endowment

• Exceeded annual quota on average of $1 million quarterly quotas• Responsible for first $1million deal in Mid-Market division history• Additionally tasked to serve on multiple product and operations specialists teams• Key Accounts: Zenimax (DOOM, QUAKE, Elder Scrolls, Fallout), AFL-CIO, American Bankers Association, American Insurance Association, American Psychiatric Association, McKenna Long, Arent Fox, BuckleySandler, Wiley Rein, Carnegie Endowment, Goodwill, World Wildlife Fund, Humane Society, Thomson Reuters

• Defined strategies to aggressively grow business revenue across multiple lines of business• Consulted on development of brand identity, styles and concepts to determine long-term marketing direction for print and web• Provided creative direction and copywriting for email marketing campaigns• Networked to key decision-makers to foster relationships for future client acquisition• Devised account penetration strategies for key target and competitive accounts• Scheduled and delivered online sales presentations• Supervised a small team for recruitment, scripting and scheduling of market research interviews with industry leaders• Restructured the CRM implementation towards more effective and time-efficient processes• Networked and performed market research at SHRM, the major HR industry annual conference, leading to various key strategic insights and relationships• Conducted email and phone campaigns to test various messages and develop a primed sales pipeline prior to product launch