About

An extremely skilled sales engineer with a talent for improving processes and making demonstration of product more realistic to customer environments. References on request.

Experiences

Principal Sales Engineer

2018 - Present
Forcepoint - Austin, TX

A company focused on transforming cybersecurity by taking a human-centric approach to securing critical data and assets within organizations.

  • Deliver presentations to various levels of customer users on the various solutions Forcepoint brings to the table
  • First line demonstrations of the value that the portfolio Forcepoint offers to prospects and customers to drive revenue.
  • Responsible for driving customized technical demonstrations for customer use cases to avoid POC where possible.
  • Delivering a full proof of concept inside customers live environments where required.

Senior Sales Engineer

2014 - 2018
Druva - Sunnyvale, CA

A company focused on protecting customers from data loss across endpoints, servers, and cloud applications.

  • First engineer in Eastern Region responsible for building out demo practice and scripts for all Eastern sales engineering team
  • Troubleshooting of client/server installs and communications, including pcaps, traces, proxy configs, and interfacing with network team on firewall modifications
  • Consistent top performer above 100% of quota with responsibility for 5.28M in sales against a quota of 3.32M over past 2 years
  • 100% technical win rate for Proof of Concept engagements against competing products with technical fit
  • Druva Circle of Excellence Award for past 2 years
  • Druva Presidents Club recipient for past 2 years

Senior Sales Engineer

2012 - 2014
WatchDox - Palo Alto, CA

A company focused on providing controlled access to important documents.

  • First engineer in the eastern region, built core demo practice and workflows
  • Responsible for supporting 4 directors for demo, POC, technical discussions, and driving technical evaluation process
  • Assisted in closure of over $3.2M in revenue in short window of just a year
  • SE for the teams delivering 5 of the top 10 new logos to the organization since it’s existence, and a multitude of Fortune 500 logos
  • 100% Quota attainment before FY close
  • Instituted a POC process and associated planning documentation for successful achievement of technical wins with customers
  • Deliver product presentation to a mixed audience from the most technical to C-level executive management across enterprise organizations
  • Identify network traffic flows to outline optimal architecture of solution to allow connectivity without bottlenecks for users both inside/outside the organization

Senior Sales Engineer

2011 - 2012
Symantec - New York, NY

A company focused on enterprise security.

  • Instrumental in closing multiple enterprise deals all over $500k, including 260% of quota for a single fiscal year
  • Responsible for planning, coordinating, and executing Risk Assessment engagements with customers resulting in greater than 80% win rate
  • Specialized in Encryption, DLP, and User Authentication solutions
  • Interactive traffic monitoring with customers, involving multiple teams to understand traffic streams, and break down captures to validate proper traffic analysis
  • Consulting and review of network based DLP implementations – including recommendations of best practice for optimal traffic visibility and intercepting with BlueCoat proxies for traffic blocking
  • ‘Awareness across broad product offerings to provide true customer solutions, not just product suggestions, across: backup and recovery, endpoint protection, mobile solutions, business continuity, GRC, and policies/procedures’

Technology Consultant

2010 - 2011
RSA - New York, NY

A company focused on enterprise security.

  • Core product sales engineer for New York Enterprise and Commercial presales team
  • Identify path bottlenecks involving firewalls/filtering systems intercepting traffic flows for DLP systems
  • Integration of 2FA for RADIUS servers to control remote access for employees
  • Subject matter expertise in RSA enVision Log Management solution, including integration and development of custom configurations to support other devices
  • Responsible for building technical relationships with customers to help back the sales process and build a trusted advisor status within an account
  • Helped close an $8 million dollar deal which involved selling a solution suite, instead of a single point product
  • Architected the largest SIEM solution for an international healthcare firm requiring a very complex setup across a large geographic scale

IT Security Admin

2006 - 2010
United Rentals Inc - Shelton, CT

Construction rental equipment company.

  • Regular administrative tasks of all IT Security systems including Cisco IronPort Mail Filtering, Websense Web Filtering, RSA Envision SIEM, Cymtec IDS, PGP Encryption, QualysGuard VAM, Blackberry BES
  • Responsible for Forensic Evidence recovery, retention, and investigation
  • PCI DSS compliance scanning, assessment, and mitigation planning
  • Security review of new and existing system implementations
  • Creating Security Policies and Standards in conjunction with audit committee
  • Deployment of IDS and Managed Security Monitoring Service, reviewing events regularly and creating a weekly security report for CTO and IT Security Manager
  • Deployment of both Symantec (Vontu) DLP and McAfee DLP products including policy creation and alerting rules
  • Deployment of RSA EnVision Log Management solution including full training on management, administration, and rule building
  • Implementation of new Blackberry BES architecture and Security Policies with seamless migration of all 1200 users
  • Assist in design and architecture of vSphere 4.0 implementation to support secure VLAN trafficking and DMZ connectivity to all VMWare Hosts

Awards

Circle of Excellence (2016) - Druva - Awarded for performance meeting or exceeding annual quotas in a single Fiscal year.
President's Club (2016) - Druva - Awarded for top sales performance in a single Fiscal year. Awarded for 108% attainment of quota.
Circle of Excellence (2015) - Druva - Awarded for performance meeting or exceeding annual quotas in a single Fiscal year.
President's Club (2015) - Druva - Awarded for top sales performance in a single Fiscal year. Awarded for 172% attainment of quota.
Achiever's Club (2012) - Symantec - Awarded for top sales performance in a single Fiscal year. Awarded for 218% attainment of quota.

Certifications

  • (CISSP) Certified Information Systems Security Professional
  • ISC2
    2011 - Present
  • (CCSK) Certificate of Cloud Security Knowledge
  • Cloud Security Alliance
    Issued 2012
  • (AWS-SAA) Amazon Web Services Solutions Architect Associate
  • AWS
    2021 - Present
  • (VCP) VMware Certified Professional
  • VMware
    2010 - 2015

    Skills & Proficiency

    Networking

    Data Protection

    Windows/Server

    Linux/Mac

    Virtualization

    Cloud Infrastructure

    Demo & POC