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Promoted 6 times in 6 years in Sales Engineering as an individual contributor, leader, and leader of leaders, in a fast-paced PE SaaS environment, focused on Consultative Selling, with a burning passion for technical enablement (Sales & PreSales).
Achievements:
$3.06MM won in less than 4 years as Individual Contributor, with 80+ deals ranging from $3.5K to $440K
Hired, trained, managed, and coached over a dozen Sales Engineers and Managers
DEMOFEST 2023 'Top 10 Attended' Speaker: https://goconsensus.com/demofest-video/sales-or-engineer-play-to-your-strengths/
Memberships and Certifications:
I am a member of the PreSales Collective, a certified Consensus Admin, and a certified Sales Engineering Leadership Institute (SELI) Blackbelt.
Tools/Softwares I'm familiar with:
Salesforce - I create and maintain reports and dashboards on ARR, Win %, New Logo vs Existing, Technical Win, Pre-Sales/Seller Relations, Opportunity Bandwidth, Security Questionnaires and RFPs open and worked
Consensus - Certified Admin, am responsible for all US adoption, training, and usage, implementation and roll-out to over 70 users across 4 lines of business, maintaining demolytics and content quality standards across 20 content creators, focused on value demonstration for audiences of users from analysts to CXO
Camtasia - Video editing of digital content made by Sales Engineers, Product Marketing, Product, Enablement, Sales, determining and coaching best practices, and expectations for quality production
Gong - Conversation analytics for coaching on talk tracks, values, deal progression, demonstration vs training, sales support on calls
RFPIO/Responsive – Import, manage, separate and consolidate Q&A pairs and proposals for global organizations and coordinating
JIRA – Managing cross-functional communication, with IT, Internal Applications, Product, and Information Security; tracking tickets, projects, epics, and stories
Tableau - Over 10 CRMs for visibility into pipeline build, commit accuracy, average deal size, days to close, all to understand Sales Engineer impact across the organization
Teams/Zoom/WebEx - Fluent in video conference bridge functionalities, best practices, limitations, and impact to presenting multiple media sources for audiences ranging from
Seismic/Confluence/Litmos - Content tracking, sharing, documentation, and education materials used internally and externally
Microsoft - Highly proficient in Sharepoint, Powerpoint, Excel, Word, OneNote, Outlook
Sales/Demo Methodologies: SPIN, Challenger Sale, Demo2WIN!, 9Box, Blue Sheets, looking to learn more!