Bob Manning Email & Phone Number

Near Boston, Ma

Delivering the next generation of AI-powered language translation technology to government customers

Massachusetts

• Successfully introduced Low-Code/Business Process Management (BPM) application platform to new government customers such as FAA, CDC and State of Maryland. • Accelerated sales opportunities by leading the technical relationship, identifying key business needs and clearly communicating the value of the Bizagi platform. • Developed and delivered compelling custom process demonstrations showcasing the benefits of automation and optimization of the customer’s existing processes. • Authored clear and accurate technical responses for RFI/RFP requirements supporting proposal development for federal, state and local opportunities. • Implemented our first on-site POC in a highly-secure Federal environment (FAA), leading to the initial product sale and additional opportunities within this important customer.

Ma

• Led Pre-Sales efforts for SDL startup subsidiary providing translation process and technology solutions to the US government, including DOJ, DoD and Intelligence customers. • Proposed and delivered a successful proof-of-concept and initial implementation of translation process technology within a U.S. intelligence agency. • Delivered successful roll out of translation workflow platform (Trados and WorldServer) to over 300 users in the Middle East, including on-site work for implementation, training and support. The initial success of this project led to ongoing contract awards and renewals.

Waltham, Ma

• Directed Machine Translation Sales team selling to key customers such as Apple, Texas Instruments and Dell. • Exceeded previous year Sales revenue by more than 50% in FY 2014. • Contributed technical guidance to the definition and launch of the new Translation-as-a-Service platform as an initial member of the product team.

Waltham, Massachusetts, United States

• Led reorganization of Business Consultants in NA, EMEA and DACH regions into a single international team supporting a standardized product platform. • Demonstrated technical excellence, teamwork and commitment, receiving “Worldwide Sales MVP” award for FY 2012.• Provided training and mentoring to the worldwide Business Consulting and Sales teams while continuing to directly support key sales opportunities.

• Managed team of Business Consultants responsible for pre-sales engagements for all Sales opportunities in North America. • Improved success of customer evaluations by developing a formal process to document, manage and close hands-on product evaluations. • Developed Return on Investment (ROI) models to justify technology investment. • Managed integration of Idiom and SDL Pre-Sales teams following acquisition of Idiom Technologies by SDL International in 2008. • Contributed directly to Sales opportunities as the primary technical resource for named accounts.

• Pre-Sales engineer responsible for requirements gathering, technical presentations, ROI, pilot project support and RFI/RFP responses. • Focused on automation and optimization of enterprise translation processes. • Supported Marketing activities through webinars, seminars and industry events.

• Supported sales opportunities in startup environment for AccuRev Software Configuration Management products through product demonstrations, evaluations, consulting and training. • Improved industry awareness of AccuRev through Marketing activities, including support of evaluations leading to the receipt of the prestigious Jolt Product Excellence Award. • Provided technical support to Accurev customers.

• Led product direction for AccuRev/CM on eleven Windows and UNIX platforms. • Stabilized product release plans by developing strategic 3-Year Product Roadmap prioritizing development of new product features and enhancements. • Designed detailed product rating system, ranking AccuRev/CM and major competitors and projecting competitive position based on 3-Year Roadmap. • Enhanced web presence and visibility by maintaining and updating the corporate web site.

• Responsible for ClearCase, the market leading software configuration management system, on nine UNIX platforms and porting ClearCase to two new platforms. • Defined and prioritized UNIX-specific product requirements and collaborated on definition and prioritization of cross-platform product requirements.

• Enabled worldwide Sales teams by developing standard product demonstrations and providing training to ensure consistent delivery. • Developed and delivered periodic product training to global field personnel. • Defined key selling points and developed materials used in worldwide seminar and sales presentations.

• Supported sales activities for ClearCase products on Unix and Windows platforms through product demonstrations, installation, consulting and training. • Delivered consulting services included design and documentation of processes, development of development strategies and application performance analysis. • Exceeded team quota and qualified for President’s Club each year.