Mike Weaver Email & Phone Number

Scottsdale, Az

National Channel Sales Engineers are responsible for enabling and supporting the sales efforts of named Direct Market Resellers. This role is required to spend significant time on-site at DMR locations developing and fostering relationships with key technical resources. National Channel SEs work with National Channel Managers to develop and implement enablement plans which will ensure the DMR over achieves its business targets. *Execution of the Sophos NA Channel Program strategies to ensure over-achievement of the their business objectives*Work with Channel Account Executives and Channel Account Managers to define and execute the territory channel recruitment and enablement strategy*Drive coordination of technical resources both internally and externally as needed to close prospective opportunities*Assist in increasing Channel and end-user adoption of Sophos products through events and training, seminars, webinars, technical trainings, and other activities as appropriate.*Create development plans for all partner-based technical resources within territory to enable partner autonomy*Actively participate in Channel QBR and Partner Plan reviews with Territory team*Develop and maintain strong contacts and relationships with corporate resources that can assist in driving partner autonomy*Develop synergies between the partner organization and corporate resources that can support the over-achievement of partner business objectives and initiatives*Analyze partner’s business objectives by asking probing questions that are relevant to partner and prospects markets and industries.*Attend partner meetings to assess partner capabilities and their customer’s satisfaction. *Track and document partner technical capabilities for inclusion in planning and management*Rollout out programs/deliverables and explain how to sell and position these programs/deliverables*Demonstrate ability to relate partner business challenges to Sophos solutions

Responsible for all technical aspects and account development for multiple National Accounts. Provide training to Technical, Sales and Internal Employees. Responded to Customer inquiries by assessing network environment for security soundness then communicated product features and benefits of security products over competitive products.  Provided technical expertise during the sales cycle through demos, proof of concepts, and knowledge of product offerings. Developed account relationships with primary technical resources and sales reps at all offices within the National Accounts and provided training on product strengths and benefits. Made recommendations of product features based on customer needs and assisted in testing new products and features. Managed Sales Cases world-wide for internal and Customer licensing and satisfaction issues based on Finance policies. Developed new hire on-boarding training materials and trained Internal Sales staff.

Senior Sales Engineer 2002-PresentProvided presentations to CXO and other various decision makers as to the technical abilities and company technology message. Assisted Sales as pre-sales engineer during the sales cycle to help close business. Provides training to Sales, Internal Employees and Corporate Customers. Responded to RFPs. Assessed priorities of system enhancements for product development.  Played key role in closing sales cycle through demos, proof of concepts and knowledge of applications. Provided pre and post sales technical assistance, trained Corporate Customers on applications. Drove development of product features in Enterprise Software Applications through customer use cases. Served as the Product Expert for platform.

3Com Advanced Technology Pre-Sales System Engineer 1992-1996Provided network configuration assistance to resellers in order to assist in the closing of major business transactions. Developed and delivered numerous seminars and training classes for resellers, sales representatives, and technical engineers focused on new products and technologies. Supported and assisted pre-sales department on Tech Data’s entire product offering. Served an instrumental role in growing 3Com product line from generating $3M to $12M per month with the targeting of high-end networking systems. Handled an average of 300 calls per month, generating over $1.5M in service and product sales. Received employee of the month award out of more than 2,500 employees.