At The Sales Engineering Coaching Group, we empower businesses to unlock their sales potential and drive revenue growth through our specialized Sales Engineering expertise.With our customer-centric approach and deep technical sales knowledge, we bridge the gap between complex technology solutions and effective sales strategies, delivering tangible results and maximizing your business success.

- Develop and nurture strong relationships with assigned enterprise-level customers, serving as their primary point of contact and trusted advisor.- Proactively engage with customers to understand their business objectives, challenges, and success criteria, ensuring alignment with F5 Networks' solutions and services.- Drive customer adoption and satisfaction by providing strategic guidance, best practices, and recommendations to optimize the use of F5 Networks' products and services.- Collaborate with cross-functional teams, including sales, support, and product management, to ensure seamless customer onboarding, implementation, and ongoing support.- Conduct regular business reviews with customers to review performance metrics, identify areas for improvement, and deliver value-driven insights and recommendations.- Serve as an escalation point for customer issues and coordinate with internal teams to resolve them in a timely and satisfactory manner.- Identify opportunities for upselling and expansion within existing accounts, collaborating with the sales team to drive revenue growth.

- Provide leadership, support, and mentorship to Solution Engineers through technical and commercial assistance. - Act as a strategic partner and advisor to Vice President of Sales and Vice President of Customer Value- Manage a team of Solution Engineers, forecast resource requirements, and assign individual Solution Engineers to appropriate deal opportunities- Maintain ongoing training and team development activities including new product training, customer use case studies, demonstration training, etc. - Be the acknowledged owner, in conjunction with individual Solution Engineers assigned to a specific opportunity, of Statement of Work creation and delivery to prospects- Upon deal closure, drive a comprehensive transition to the Implementation teamDefine/Improve appropriate processes related to Solution Design and Statement of Work reviews to ensure the integrity and suitability of a proposed solution- Coordinate with our Product, Engineering, Implementation, Support, and Customer Success teams to effectively prioritize feature requests and other items critical to a sale and/or implementation- Mentor, coach, and support other individuals throughout the organization in their skills development and ongoing career growth - Actively utilize all relevant tools and resources required to track and communicate project and client status, risks, and other administrative tasks

Showcased business acumen to promote corporate technical faculties on Shell ReCharge Turnkey Solution to prospective customers and active clientele. Leveraged skills to provide technical guidance to Product management for feature enhancements. Responsible for the Channel Partner relationship, including strategic planning, revenue growth targets, business modeling and all operations necessary to profitably retain, grow, and service the customer.Key Achievements:• Work with Sales Engineers and Regional Sales Managers to coach, mentor, and improve performance so they are accurately representing Greenlots pre & post-sales activities to new and prospective customers.• Oversee all technical aspects of programs (RFP Award, Utility program, Turnkey VAR Proposals), managing both organizational results and client expectations. • Collaborate with VAR C-level decision-makers for the execution of Sales proposals, Sales pitches, and Business Modeling.

Showcased business and technical acumen to promote Greenlots SW & HW solutions to prospective customers and active clientele. Leveraged skills to provide technical guidance for internal contacts in Product Management and Marketing to enhance product catalog. Identified gaps in the sales processes, worked with Sales Operations to implement the new processes. Collaborate with sales and marketing operations to generate revenue and achieve penetration in targeted demographics. Key Achievements:• Acted as Sales lead to close deals within strategic Utility and Electrify America Program accounts• Onboarded and trained new Solutions Sales Engineers in all regions• Responsible for the 'technical win' by providing functionally compelling and relevant demonstrations.• Very Knowledgeable of e-mobility standards, OCPP, OCPI, ISO11518.

Identified key technical influencers at existing customers and pursues marketing generated sales leads to close new business with prospective customers. Co-Manage a forecast and funnel for product specific opportunities within assigned territory.Demonstrated advance solution selling abilities and effective, pro-active customer communications. Reviewed customer business requirements developed directly or by sales. Interacts with sales/sales engineers and customers on large complex deals for specific products.Proactively identified areas of process and design improvement within specific product area and recommended potential solutions.Designed technical solutions that meet the customers' business objectives by mapping to Concurrent CDN products. Acted as a liaison to internal groups such as Client Services, Offer Management, PLM, Architecture and QA to relay customer requirements and to develop deliverable solutions.Coordinated customer implementations with Client Services organization, provided design clarifications. Attended customer meetings in person and via the phone. Interacted independently with all levels of customer's management team to drive new sales.

Account Responsibilities – Shaw, AT&T, ComcastCollaborated with engineering departments to craft and assemble production solutions designed to meet unique client needs. Provided subject matter expertise in Video Support services to reinforce strong technical relationships in key accounts. Conducted competitive analysis to identify technology trends and foster marketing initiatives. Key Achievement:• Responsible for winning the Cisco CDN professional services opportunity supporting Comcast, Shaw, and AT&T; $2M. • Established credible relationships with customer upper-level technical contacts in order to further communication of product/service capabilities, needs, and wants between the customer and Company.

Solution Design: Collaborate with stakeholders to understand business requirements and translate them into robust technical solutions for ATM operations. Design end-to-end architectures, considering scalability, security, reliability, and integration with existing systems.Technology Evaluation: Conduct research and evaluate new technologies, tools, and frameworks that align with the strategic objectives of the ATM Division. Make recommendations on the adoption of emerging technologies to enhance ATM capabilities.Systems Integration: Define and oversee the integration of ATM systems with core banking platforms, payment processors, security systems, and other relevant components. Ensure seamless interoperability and data flow between systems.Technical Leadership: Provide technical guidance and thought leadership to cross-functional teams, including software developers, network engineers, and project managers. Collaborate closely with business stakeholders to ensure alignment between technology solutions and business goals.

Accounts - Cox, NCTC, Tier II & III-Responsible for actively driving and managing sales and the technology evaluation of products during the sales process, working in conjunction with the sales team as the key technical adviser and product advocate for our products.-Subject Matter Expert on matters important to the cable industry. -Establish credible relationships with MSO upper level technical contacts in order to further communication of product capabilities, needs and wants between the customer and Company.-Provide technical training through activities such as trade show demonstrations, customer product trials, product beta trials, RFx responses and defense, customer presentations, customer seminars.-Proactively monitor the customer base and identify new customer’s needs and issues. Provide feedback to Sales, upper management or Technical Services, as appropriate, for issues or opportunities.-Develop and present positioning papers, technical white papers, presentations and other technical documentation for national/international level conferences.-Maintain current on industry and competitive developments.-Introduce new products and features to the assigned customer base.

Accounts - Comcast, Cox, Tier II & III11 Direct Reports •Provided Solutions Sales Engineering support for the Comcast, Cable Vision, Cox and Mid-tier Sales Account Teams as well as directed duties for eleven Solution Engineers. •Determined customer requirements and provided designs for providing services via the HFC architecture for voice, video, and data services as well as many back office components for the OSS and video on demand / switched digital video services.•Represented ARRIS technical capabilities to prospective customers and existing customer base, and influenced customer expectations according to product capabilities and constraints.•Managed Solutions Engineering team to ensure delivery of cost-effective, timely, accurate and quality ARRIS products and services.•Work closely with sales account managers, engineering, support and product management to ensure the successful deployment to all North American Cable Operators•Manage multiple demands on Solutions Engineering resources in an efficient, effective, professional and reliable manner.•Communicate company and sales organization objectives, strategies, and tactics to all team members.•Embody positive leadership qualities for team members.•Communicate and prioritize new features/enhancement requests to Product Marketing and Engineering•Identified needs for the organization such as training, infrastructure improvements, etc. to make the team as effective, efficient, motivated and productive as possible.•Worked with product management, engineering, QA and documentation teams to review, improve and rollout new product releases.•Create and deliver presentations on ARRIS products and services, including integration proposals and future direction.•Offered technology guidance for internal contacts in Product Management and Marketing, and translated prospective customer requirements into recommendations for new or enhanced products and features.

• Account resposiblities included Time Warner Cable (South Region) and Comcast (Central Region)• Provide on-site assistance for product trials and activities as deemednecessary by the account or SE management • Obtain customer requirements for ARRIS products and report thoserequirements into PLM via established processes • Develop and maintain a mastery of product knowledge to a fairlydetailed engineering level. • Conduct presentations to small-medium size audiences • Introduce new products and features to the assigned customer base • Document and provide feedback of customer engagements to Salesmanagement.o Notable Account Wins C4 CMTS win at TWC - $14M D5 UEQ win at Comcat Central Region - $7M

Worked with corporate and local staff as subject-matter-expert to design and implement scalable core DOCSIS and Digital Video Networks for Cox Systems. Developed budget forecasts for yearly projects for senior management. Coordinated and facilitated engineering meetings for Cox field systems for the implementation of new projects. Created requirement and configuration documentation of new products for Scientific Atlanta and Motorola Systems.Evaluated existing digital video deployments and prepared design recommendations for the introduction of new technologies utilizing the Cox Engineering standards.Developed designs for projects and assisted in planning, testing, and implementation. Performed evaluation of equipment for various projects, including lab configuration and proof-of-concept testing of both core and interactive applications on core networks.Supported Cox field systems on new and existing digital video network components.• Major ProjectsDigital Video Security implementation in all of the Cox Markets DOCSIS Settop Gateway • Subject matter expert for DOCSIS Settop Gateway project• Defined and built lab to support DOCSIS Settop Gateway• Performed equipment evaluation, design, and implementation tasks associated with DSG Project• Responsible for the documentation of technical evaluation, network design, deployment procedures, technical guidelines and support/troubleshooting procedures for DSG trials and deployments. • Worked with Cablelabs on DSG specification• Managed mutiple CMTS vendors during DSG proof of concept testing.• Trialed & Deployed DSG at the Cox New England system

• Ensured that the necessary modeling data was available for Operational System Studies. • Served as liaison and point of escalation between regional commercial support managers and vendors. • Established and implemented project management processes and methodologies to ensure projects are delivered on time, within budget, adhere to high-quality standards, and meet customer expectations.• Contributed to implementation success and technical system stability by using change methodologies that assure the reliability of business and operations information management systems. • Integrated new products into commercial services based on industry standards and Time Warner Cable requirements. • Conducted weekly meetings with Regional Commercial Service Managers to discuss system updates. Meetings included but were not limited to reporting and communicating project status, risk and issues to the project team.• Streamlined and automated the commercial services order request process by creating a web tool to enter request. • Developed a SQL tracking database to manage vendor issues and system information.

Responsibilities:6 Direct Reports Strategically planned, design, integration, quality assurance, technical support and deployment of HFC networks.Interacted with all internal and external resources on a daily basis to include: @ Home Networks Cable Partners, Adelphia, Comcast, Charter & Cox.Identified milestones and deliverables of all parties and inure schedules are adhered to through meetings, creative problem solving, issue identification and proper escalation.Design, Configure and deploy all MSO regional Data Center equipment.Capacity planning of all MSO SONET, ATM & Fiber circuits.

Operation Dessert Storm Veteran Rocket Launch Technician Achieved rank of Specialist E-4. Maintained Multiple Rocket Launch mechanical and electronic systems.HONORABLY DISCHARGED.