Provide technical sales leadership to sales in presenting the value proposition and benefits of the Whatfix solution to enterprise prospects and customers.• Mentor solutions consultants and directly participate in partnering with sales leadership and account executives for discovery calls and custom presentations/demos explaining Whatfix solutions to prospects and customers• Play an instrumental role in growing customer relationships, including multiple exceeding $1M in annual revenue• Establish and maintain a deep understanding of the Whatfix product portfolio and competitive landscape• Create and deliver powerful presentations and demos that clearly communicate the uniqueness of the value proposition• Manage and execute on-site or remote solution demonstrations• Represent the product to customers and at field events such as conferences and seminars• Evangelize Whatfix products to prospects, customers, and partners via presentations and product demos• Respond to functional and technical elements of RFIs/RFPs• Convey feature input and customer requirements to product management teams • Partner with sales executives to plan, prepare and execute on strategic deals in complex sales cycles including discovery calls, value assessment calls and more• Collaborate with sales teams to understand customer requirements and provide sales support• Respond to objections during solution presentations and articulate the value and return on investment delivered• Serve as the conduit between the engineering, product, marketing, and sales teams, providing feedback from the field to internal teams and product and solution information to customers and prospects• Communicate effectively & build confidence with customers across teams (engineering, product,marketing, and sales)

Provided technical sales leadership and expertise as well as oversaw all demonstration systems and assets for ConnectMe, Deloitte's integrated human resources service delivery and collaboration platform designed to enhance employee engagement through digital interactions with workplace services. Working hand-in-hand with Partners, Principals, and Managing Directors, focused on securing relationships with qualified targets and decision makers to uncover opportunities, develop effective sales strategies, and direct cross-functional teams to manage the pursuit process.• Directed and managed the functional and technology evaluation of ConnectMe in the sales process in conjunction with sales and practice personnel, including driving responses to functional and technical items in RFIs/RFPs• Oversaw the ConnectMe demo environments and supervised the work performed on those environments by ConnectMe team members• Articulated technology and product positioning to both business and technical users• Communicated functional and technical product needs and customer requirements to product management• Provided deep functional and technical product knowledge for the pre-sales process for ConnectMe while serving as the key ConnectMe technical advisor and product evangelist• Identified all technical issues of assigned accounts to assure complete customer satisfaction throughout the sales process• Developed and delivered presentations and demonstrations to current and prospective customers utilizing standard and/or custom materials• Engaged current and prospective clients in functional and technical deep dive conversations about ConnectMe• Responded to in-depth customer questions and inquiries• Understood customer needs and recommend optimal solutions• Authored and maintained demo scripts• Represented ConnectMe to the market at field events such as conferences, tradeshows, and seminars• Utilized competitive intelligence in formulating product and demo strategies

Provided solution sales expertise for the Commercial Business Unit (CBU) and Health & Life Sciences (HLS) sales teams in North America.• Contributed regularly to closing new business alongside a team of account executives, both for new and existing customers, including numerous wins of $100K+ annual contract value• Aligned innovative digital marketing strategies to technology solutions within key strategic accounts• Partnered with clients and collaborated with internal team members and C-level client contacts to drive consensus on multi-product technology solutions across the various Salesforce product lines• Delivered on a wide array of assignments including business development, operations and IT strategies, as well as executive level product demonstrations• Assumed the role of trusted advisor for driving innovative solutions forward while also improving business performance• Using research and business assessment capabilities, drove innovative ideas, defined the opportunity set, and recommended actionable next steps for ambiguous and complex business problems• Brought rigor to a client's decision making process by presenting and evaluating solution options• Helped clients develop new decision frameworks and governance processes that continued to deliver value far beyond a particular engagement• Established through software demonstrations, rapid prototyping, future state customer journey strategies, and long term IT roadmaps how connected experiences come to life with The Salesforce Marketing Cloud• Addressed the core marketing challenges and objectives that are uniquely identified for each customerAWARDS:• Winner of the Mobile App Challenge: selected among all team members in the CBU as delivering the best demo of the Salesforce Marketing Cloud mobile application and thereafter asked to present this demo to the entire Salesforce Marketing Cloud Solutions Engineering organization.

Augmented the sales effort by working closely with the South and Southeast sales teams.• Discover and understand customers' and prospects' Business Commerce and Spend Management challenges and needs and communicate Ariba's vision for Better Business Commerce and Spend Management via the Ariba Commerce Cloud• Create and lead powerful, compelling, customized demonstrations and winning proposals that demonstrate how Ariba's applications help clients improve Spend Management performance and reduce cost• Articulate and present Ariba’s value proposition both verbally and in writing to C-level executives• Identify specific customer needs through one to two day site surveys• Navigate and understand prospect’s or customer’s legacy IT environment and architect solutions that integrate with this legacy environment• Lead sales teams that conduct opportunity assessments• Reduce the length of the sales cycles by answering functional questions regarding Ariba’s software and how it integrates with the prospects’ overall solution architecture• Lead development of customer specific proofs-of-concept of software features and functionality• Work closely with Account Executives to develop and execute on account strategies• Build relationships with key buying influences across the executive, management, and end user contacts• Understand the working styles and needs of individuals (e.g. customers and team members) and use knowledge to ensure effective and timely delivery of deliverables (demonstrations, RFPs, etc)• Tailor selling approach to the unique needs/concerns of each customer• Gain deep knowledge of customers' processes (e.g. Procurement, Accounts Payable)• Act as the voice of the customer and sales liaison to Product Management, Product Development, and Product Strategy• Create whitepapers as required in response to competitive situations and needs/concerns of the customer• Identify opportunities for expanding usage and obtain customer advocacy

Provided technical sales expertise for the Web Experience Management sales team in the Southeast.• Collaborated with several account executives to close $200K+ enterprise web content management deals• Designed and built prospect-specific branded demo assets in order to optimally showcase our solutions• Engaged cross-functional and cross-product teams to deliver world-class solutions to customers• Voluntarily served on the Adobe CQ 5.5 Enablement Team and in this capacity created and delivered material to help my peers throughout the world become equipped to effectively sell CQ• Cultivated relationships throughout the Solution Consulting organization as well as the Product Management, Product Marketing, and Engineering organizations

Served as the sole technical sales expert for the North American ColdFusion sales team.• Closed over $6M of software revenue annually enabling account executives to exceed quota consistently• Received numerous awards for contributions to large deals• Served as the ColdFusion resource for all commercial and government account executives in North America• Created and delivered presentations in dozens of Adobe eSeminars and User Group meetings• Evangelized Adobe products to hundreds of customers at numerous conferences and events via presentations, meetings, and conversations• Co-authored Volume 3 in the best-selling ColdFusion book series Adobe ColdFusion 9 Web Application Construction Kit• Established and cultivated relationships with colleagues, customers, and prospects as well as the ColdFusion developer community

Headed technical sales and evangelism for the BlueDragon family of CFML application server products.• Demonstrated product advantages and benefits to prospects, both in person and remotely via web• Worked with the New Atlanta sales team to close new business by interfacing with prospects as well as existing customers to identify and resolve hurdles to new product sales• Created and delivered presentations on product advantages and benefits to numerous User Groups and ColdFusion conferences throughout North America• Authored several articles for technical publications

Worked as a part of a large development organization on a multi-tiered, web-based cash management software product used by large financial institutions to provide mission-critical functionality to their clients.• Developed code to store and retrieve user application state data in a database "virtual stack" in order to allow the user to navigate seamlessly backwards through the application• Identified the existence of, determined the cause of, and coded the resolution of numerous application security vulnerabilities• Worked with cross-functional teams to implement new functionality for numerous client institutions

Managed all application development and maintenance for the corporation.• Oversaw the maintenance and enhancement of several existing Intranet applications with ColdFusion front ends and Microsoft SQL Server back ends as well as a Palm application written using Visual Basic• Undertook development of a document management system with a ColdFusion front-end and a Microsoft SQL Server back-end to be used to facilitate the expansion of company service offerings to include document digitization

With a partner, jointly conceived of, founded, and led this company which organized speed dating events for Christian singles.• Conceptualized, designed, and created the logic layer, the back-end database, and parts of the presentation layer of the web application that allows customers to interact with Foundating online• Created the online system used to facilitate Foundating's dating events using Macromedia ColdFusion server-side and HTML, CSS, and JavaScript client-side• Created and implemented customer service procedures

Managed catalog data for approximately 40,000 items from eight suppliers.• Normalized supplier catalog data for loading into production procurement system and SAP R/3 back-end using Microsoft Access and Microsoft SQL Server• Performed data consistency checks and data derivations on all catalog data• Worked with a team to select and implement a new procurement system and to implement it with SAP R/3 via WebMethods• Developed Microsoft Access application to aggregate catalog data across suppliers and manage data updates

Managed catalog data for tens of thousands of items from several suppliers.• Normalized supplier catalog data for loading into production e-commerce system and production procurement system• Supported e-commerce system by updating and maintaining ASP/HTML front-end pages that used COM objects as integration points into SAP R/3 back-end• Provided desktop, Microsoft NT-based LAN, Lotus Notes/Domino, and NEC PBX/phone support for 40 users• Developed Microsoft Access application that allowed users to track and manage manual changes made to catalog content

Worked on various projects using VisualBasic.

Worked on various projects using SQL and Basic-based languages, July 1993 - September 1994 and June 1995 - August 1995.