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Océ North America, Inc. 1/2005 – 5/2006
Arlington, VA
Systems and Solutions Engineer II
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Provide on-going project management support on large, complex, diverse and challenging solution architecting and implementation.
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Responsible for providing technical advice, counsel and expertise in direct support of securing sales of high-volume digital printing devices and associated software/servers, professional and consulting services.
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Create and maintain a technical account management relationship with prospective and present customers.
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Deliver technical presentations, workflow analysis, define technical specifications, design and document solutions during and after implementation.
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Assist sales employees with the evaluation of prospective customers, account strategy, and possible enterprise printing applications solutions.
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Assist in the installation and integration of products and product applications.
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Generate professional services revenue stream independent of equipment and software sales
Self Employed 6/2001 – 7/2004
Rochester, NY
Small Office/ Personal Computing Consultant
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Provided technical support and purchasing services for Internet connected personal computers in small office environments.
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Created databases and forms, maintained small networks for companies of less than five employees.
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Remained on call for technical services on an as needed basis.
Advanced Hi-Tech 2/1999 – 6/2001
Victor, NY
Product Manager
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Managed a product program and a team of software development engineers using C++ and Java to develop successful Sun Solaris front-end systems for high volume digital printing systems.
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Conducted product team meetings with, and relayed information among, engineering, tech support, marketing/communications, quality assurance, and sales staffs. Maintained schedules for implemented programs, resolved resources, sales strategies, and aligned schedules among product teams.
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Developed product strategies, wrote and implemented functional specifications, and scheduled activities across multiple departments to allocate resources and avoid resource conflicts.
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Managed software releases for core products (FIBRE Gateway and Squadron) and new products for high-volume digital printing systems using product delivery processes with phase-gate approvals.
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Developed business cases and initiated programs for engineering, quality assurance, documentation, and press release and promotional materials.
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Interfaced with channel partners (Xerox, Heildelberg, Océ) and arranged and conducted engineering and bug meetings to update and status AHT departments and channel partners.
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Determined needed manpower and profit potential for products. Reviewed design specifications from engineering and prioritized software bugs to ensure successful progress of product releases from alpha and beta versions through production and release of final products.
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Worked with senior management in Los Angles to ensure alignment with corporate strategy and reported directly to CEO.
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Managed major accounts including Océ and Xerox Corporation (TXC), developed new sales channels, and acquired contracts from major high volume vendors.
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Created pricing and promotional strategies for products and adjusted spending to ensure profit and project deadlines were met. Managed operational and capital expenditures related to product.
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Responsible for core products that generated 20% of corporate revenue and budget.
Advanced Hi-Tech 11/1997 – 2/1999
Victor, NY
Senior Solutions Manager
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Implemented sales and marketing plans that increased annual worldwide sales in the FIBRE (Fully Integrated Business Resource Environment) Gateway from $1M to $4M.
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Provided local, national, and international (Taiwan, Korea, Japan, New Zealand, Singapore, and Germany) training to OEM and other channel field engineers on all technical aspects of PostScript/PCL high volume, front-end solutions for Océ (Squadron) and Xerox printers.
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Provided on-site installation and training for new customers coordinated with sales presentations.
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Implemented co-selling opportunities by traveling with Océ representatives, providing technical sales and training to new and existing, domestic and international accounts.
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Created and delivered sales presentations and proposals to new accounts.
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Pre-sales support of applications and implementation for OEM and other channel customers.
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Developed a sales/marketing program that increased revenue in FIBRE Gateway/Squadron products.
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Managed telephone sales and direct marketing program to engage new leads and acquire new sales.
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Primary contact at tradeshows (CeBit, Drupa, Xplor) for FIBRE Gateway and Squadron. Collected leads, explored new contacts, attended strategy meetings with channel partners, and solved client problems.
Advanced Hi-Tech 8/1995 – 11/1997
Victor, NY
Manager, Customer Support Engineering
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Responsible for technical support for 700+ installations of Sun Solaris-based front-end solutions for high volume printers.
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Recruited, hired, and developed a team of new customer support engineers.
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Installed solutions and trained new end users and other sales channel staff members.
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Identified a need for on-site installation and technical training of end users to reduce technical support requests and costs. Provided technical systems/network configurations (UNIX), ensured operational and technical competence of new customers, and provided problem solving services. Increased revenue per sale by 20%.
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Developed new training curriculum for re-sellers and major accounts field personnel.
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Determined if post-sale field support was needed and dispatched personnel to customer sites.
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Managed licensing services by collecting purchase orders, generating annual licenses, and delivering licenses that developed continuous revenue streams.
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Provided help desk and telephone tech support to customers for FIBRE Gateway products, FIBRE Link, and FIBRE Connect.
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Traveled with partner representatives to assist in technical sales opportunities.
PrimeNet DataSystems 5/1992 – 8/1995
Minneapolis, MN
Forms Creation Analyst
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Created forms/applications for multiple national, direct-mailing operations using a Xerox high volume printer.
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Operated IBM-MVS mainframe for printing applications using Xerox 4635, Storage Tec 5000, and Siemens 6100 printers.
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Implemented a PostScript front end for a proprietary Xerox environment (Solaris/FIBRE Gateway).
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Managed and created forms databases for high volume, mainframe-based applications.
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Assisted sales force in application development for new customers.
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Key operator for Xerox 4635 and other printing equipment. |