Customer-focused Senior Solutions Engineer Accelerating B2B SaaS Sales through Strategic Partnerships & Technical Leadership

At a Glance

  • Sales Excellence: Proven track record of exceeding sales quotas, accelerating sales cycles, and consistently achieving revenue targets in the B2B SaaS space.

  • Technical Expertise: Deep understanding of cloud technologies, automation, application development, and data integration, enabling the design and delivery of tailored solutions that solve complex business challenges.

  • Value-Driven Sales: Skilled at identifying customer needs, aligning solutions with business objectives, and crafting compelling narratives that clearly demonstrate the value and ROI of technology investments.

  • Business Acumen: Strong understanding of business drivers and market trends, enabling the development of strategies that drive revenue growth and maximize customer satisfaction.

  • Customer-Centric Approach: Committed to building trust with customers through clear communication, active listening, humility, and a focus on delivering exceptional experiences.

About Me

Results-driven, customer-focused, Senior Solutions Engineer with a proven track record of accelerating sales cycles and driving revenue growth in the B2B SaaS landscape. Expertise in designing and delivering tailored solutions that address complex business challenges, specializing in cloud technologies, automation, embedded systems, and data integration. Skilled at building trust with customers through clear communication, technical expertise, and a focus on value creation. Collaborative leader committed to empowering sales teams, exceeding customer expectations, and consistently achieving ambitious revenue targets.

Skills, Values, & Expertise

  • Business Management & Strategy:

    • Business Development

    • Business Management

    • Business Operations

    • Business Strategy

    • Digital Transformation

    • Go-To-Market (GTM) Strategy, Planning & Execution

    • Process Improvement

    • Project Management

    Customer & Partner Management:

    • Account Management

    • Customer Success

    • Customer Support

    • Partner Enablement

    Leadership & Team Building:

    • Employee Management

    • Leadership

    • Team Building

    Product & Marketing:

    • Product Management

    • Product Marketing

    • Content Creation

    Communication & Writing:

    • Evangelism

    • Public Speaking

    • Technical & Creative Writing

    • Adaptability

    • Compassion

    • Courage

    • Empathy

    • Humility

    • Integrity

    • Resilience

    • Cloud Computing

    • Defense & Aerospace

    • Financial Services

    • Healthcare

    • Industrial Manufacturing

    • Insurance

    • Material Handling

    • Public Sector

      • Local

      • State

      • Federal

  • Sales:

    • B2B SaaS

    • Pre-Sales

    • Post-Sales

    • Sales Enablement

    • Prospecting

    Sales Methodologies:

    • Consultative Selling

    • MEDDIC / MEDDPICC

    • Solution Selling

    • Value Selling

    CRM:

    • SalesForce

    • HubSpot

    Solutions:

    • Solution Engineering

    • Solution Design

  • Cloud Platforms:

    • Amazon Web Services (AWS)

    • Microsoft Azure

    • Google Cloud Platform (GCP)

    Cybersecurity:

    • IAM

    • SIEM

    • SOAR

    General:

    • Artificial Intelligence (AI)

    • Automation

    • Embedded Systems

    • Large Language Models (LLM)

    • Machine Learning

    • Mobile Application Development

    • Saas Implementation

    • Software Testing

    • System Integration

    Infrastructure as Code (IaC):

    • CloudFormation (CFN)

    • Terraform

    Operating Systems:

    • Android

    • Linux

    • iOS

    • MacOS

    • Windows

    Software Development:

    • Java

    • JavaScript

    • Low Code

    • NoSQL

    • Python

    • REST APIs

    • SQL

    User Focus:

    • User Experience (UX)

    • Usability

    • User Research

    • User Testing

Professional Experience

Senior Solutions Engineer | CoreStack | Bellevue, WA

April 2022 to Present

  • Led the US-based technical sales team, reporting to the field CTO.

  • Established and refined end-to-end technical sales processes, enhancing efficiency, clearly communicating value, and ensuring seamless customer engagement from initial contact to deal closure and beyond.

  • Managed technical pre-sales and post-sales activities with partners and enterprise customers for CoreStack’s multi-cloud governance platform (AWS, Azure, GCP).

  • Collaborated with the marketing team to define product positioning, develop impactful marketing content, and execute successful GTM strategies, accelerating market penetration.

  • Designed solution offerings for cloud managed service providers (MSPs) to address key customer challenges and generate revenue.

  • Delivered engaging, value-based product demonstrations, training sessions, and enablement workshops.

  • Evangelized long-term organizational and product vision.

  • Designed and implemented multi-cloud onboarding applications leveraging Retool, cloud-native services, REST APIs, and JavaScript.

  • Generated leads through outbound prospecting.

Senior Sales Engineer | Unqork | New York, NY

March 2020 to April 2022

  • Increased prospect engagement, buy-in, and deal closure by mapping product value propositions to key platform capabilities and showcasing compelling platform demonstrations.

  • Implemented custom proof-of-concept (POC) applications to showcase product value, technical feasibility, and business outcomes.

  • Accelerated sales cycles and drove revenue growth by performing comprehensive pre-sales engineering functions for Unqork's no-code application development platform within the enterprise B2B SaaS sales process.

  • Enabled customers to maximize the return on their investment by guiding them in redesigning business processes to fully leverage new business system functionality.

  • Streamlined the sales proposal process by crafting high-quality responses to RFIs, RFQs, and RFPs, ensuring accurate and persuasive communication of the platform's value.

  • Generated leads through outbound prospecting.

Sales Engineer | Piano | New York, NY

November 2019 to March 2020

  • Delivered engaging product demonstrations to highlight platform capabilities, clearly showcase key business outcomes, and communicate product value.

  • Provided technical leadership in the pre-sales process, ensuring seamless alignment between customer requirements and proposed solutions.

  • Generated leads through outbound prospecting.

Sales & Implementation Engineer | Atlatl Software | Charleston, SC

October 2017 to August 2019

  • Bridged the gap between technical solutions and customer needs, using in-depth product knowledge and communication skills to drive sales and ensure customer satisfaction.

  • Drove customer success and maximized ROI by facilitating business process redesign workshops, empowering clients to fully leverage new system capabilities and achieve strategic goals.

  • Designed and implemented proof-of-concept (POC) applications to showcase the art of the possible and close deals where custom development or product enhancements were required.

  • Implemented business solutions and system integrations using a proprietary rules engine, JavaScript, and REST APIs.

  • Generated leads through outbound prospecting.

Quality Engineering Manager | Atlatl Software | Charleston, SC

December 2014 to October 2017

  • Led organizational transition from a manual to automated testing methodology for web and mobile applications.

  • Identified and implemented process improvements throughout the software development lifecycle (SDLC) to maximize the efficiency of development, integration, test, and deployment activities.

  • Spearheaded sales enablement efforts by managing and maintaining high-quality demo environments, ensuring accurate and up-to-date data to empower sales teams with effective demonstrations.

  • Led diverse business initiatives, including customer development, test projects, and the development of QuoteBooks, a core CRM and CPQ web application, ensuring high-quality product delivery and customer satisfaction.

Software Engineering Technician | Northrop Grumman Corporation | Apopka, FL

July 2007 to December 2014

  • Executed field maintenance, repair, and upgrade operations for precision targeting systems.

  • Provided user training and technical field support to our U.S. Army customer.

  • Planned and executed environmental stress, qualification, and acceptance testing for precision targeting systems.

  • Performed software test activities for embedded software systems.

  • Created data analysis tools in Visual Basic for Applications (VBA) and Python.

  • Designed and implemented android and embedded system test applications using Java and C#.

Radar Repairer, Sergeant (E-5) | U.S. Army | Fort Carson, CO

January 2002 to November 2006

  • Oversaw maintenance and repair operations for Fire Finder and Sentinel radar systems.

  • Deployed in support of Operation Iraqi Freedom 3, January 2005 – January 2006.

  • Led forward deployed Air Defense and Air Management (ADAM) Cell during combat operations.

Education & Training

Google Cybersecurity Certificate

Google | May 2024

Bachelor of Science | Computer Information Systems (Cum Laude)

Florida Institute of Technology | Melbourne, FL | October 2015

Radar Repairer Course (Distinguished Honor Graduate)

U.S. Army Ordnance Missile and Munitions Center and School | Fort Sill, OK | June 2003

Basic & Advanced Electronics Course

U.S. Army Ordnance Missile and Munitions Center and School | Redstone Arsenal, AL | August 2002

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