RESPONSIBILITIES: • Oversaw presales initiatives as a Solution Consultant, facilitating technical Proof of Concepts (POCs) and delivering exemplary customer support. • Collaborated seamlessly with customers, sales teams, R&D, and product management to ensure effective communication and solution alignment. • Delivered compelling product demos and provided expertise in remote access solutions to enhance customer engagement.Key Highlights: • Strategically analyzed the competitive landscape and optimized positioning for Exceed onDemand (EOD) and Exceed TurboX (ETX) software • Took ownership of pre-sales activities for EOD and ETX, enabling remote access to X Window applications and desktops from Windows, Apple, and Linux desktops, Apple iPad devices, Solaris, and AIX workstations • Played a leadership role to drive EOD and ETX product enhancements to capabilities for collaboration and for transferring, suspending, and resuming desktop sessions from anywhere, resulting in user productivity improvements • Managed and supported countless customer engagements for POCs in client environments, from installation through to successful solution evaluation • Achieved Key Performance Indicators (KPIs) for shortened lead times to completing customer discoveries, preparing and presenting solution demonstrations, and managing customer POCs to positive conclusions • Led a team of four solution consultants and acted as the leading Solution Consulting contributor to North American sales initiatives, resulting in consistent over achievement of sales targets • Played a key role in closing significant deals with major customers by collaborating closely with R&D on customized requirements to tip the scale over competitors through incremental value to customers • Provided tailored recommendations to clients for best practices pertaining to integrating Connectivity Software into their secure environments.

RESPONSIBILITIES: • Supervised pre-sales system engineers and oversaw their activities to ensure seamless support for customer deployment. • Orchestrated customer visits and coordinated the deployment of systems engineers. • Provided essential solutions and pre-sales support to ensure smooth sales processes and augment the network connectivity sales team. • Navigated the sales process and effectively resolved technical hurdles to drive sales forward.Key Highlights: • Provided all aspects of pre-sales support for X-Windows (Exceed), NFS, SSH, Terminal Emulation, VT, TN3270, TN5250 • Created and maintained detailed technical pre-sales documentation, including demo specifications, test plans, and customer environment questionnaires • Collaborated closely with account sales representatives to deliver technical presentations, demonstrations, and product solutions during customer visits • Served as a pivotal technical liaison between Hummingbird Ltd. and its clientele and promptly escalated urgent technical matters to Account Representatives and Research & Development • Bolstered brand presence at diverse trade shows, creating networking opportunities locally and internationally • Facilitated seamless communications between R&D, product marketing, sales, and technical support to optimize solutions and enhance customer service • Set up and delivered custom demonstrations for specialized use cases • Played an active role in all beta testing phases, via setup of onsite customer environments, and provided feedback to product management and R&D • Created and maintained detailed technical pre-sales documentation, including demo specifications, test plans, and customer environment questionnaires