mail: •••••
Qualifications Summary
Product Manager in the Commercial Software industry specializing in integration products and the introduction of leading-edge technologies to new prospects and customers. Focus on results whether working individually or on a team. Visualizes the business issues while at the same time understanding the technical challenges and recommending the appropriate solutions. Contributes to and innovates new technologies.
Background
- A leader in productizing the service-oriented architecture, enterprise application integration and web services in an easy-to-use fashion. Customers realized the benefits of innovation without the usual associated overheads and pains.
- Provided design input for some of the early extensions to message-oriented middleware in both synchronous and asynchronous models as well as RPC extensions. The Software AG EntireX middleware toolset was enhanced.
- Envisioned the marriage of XML and other technologies, such as the service-oriented architecture which eventually became the ‘Enterprise Service Bus’.
- Early contributor to web services thought models resulting in the world’s first commercial XML document manager from Software AG.
- Hands-on experience with various messaging technologies such as IBM’s APPC and CPI-C and Software AG’s EntireX products.
- Developed technical requirements based on inputs from prospects, customers, markets and industry analysts. Lobbied for product improvements insuring the original business needs were met in the final product iteration.
- Dedicated to corporate, product and customer success in the sales process, focusing especially on the technical aspects of the sale. Exhibit a win-win mentality throughout the process.
- Managed many ongoing trials of the StorageCentral software as clients evaluated the product over a period of ••••• days typically. Provided rapid response to all questions posed, product was typically technically accepted, moving the sales process along without inhibition.
- Often performed technical analyses requiring learning customer systems or new technologies in days, becoming an ‘instant expert’. Resulting onsite work, again budgeted to a few days’ time, had to resolve sometimes complex product issues inhibiting pro•••••ect completion. Customer issues were addressed and pro•••••ects were completed.
- Provided Software AG and SAGA Software Field System Engineers with documentation and training to any inquiries. Assisted with inquiries that dealt with more detailed product architecture or specific implementation detailed questions.
- Participated in the development strategy and tactics SAGA Software was acquired by Software AG in ••••• This represented a complete re-factoring of the EntireX and Sagavista product lines. The result was a blended technology that continues to be sold worldwide.
- Designed demonstrations and prototypes for tradeshows and specific customer presentations using various Software AG technologies in combination.
- Provided technical insight into many emerging technologies, including XML, web services, DCOM, •••••2EE and various security models to sales and system engineers. Field organization had a ready resource to which they could turn for information on a wide variety of IT topics.
- Designed, developed and led the team that delivered detailed internal training on the Sagavista product to System Engineers and Integration Consultants. Field organization was better equipped to sell and implement this new application integration broker product.
- Analyzed cost-benefit of usage of various partner technologies, including SonicMQ, as components of the Sagavista product. Optimized product pricing to customers by balancing 3rd party product quality with their value.
- Authored technical white papers for Software AG middleware product line and for the SAGA Software Sagavista product.
- Developed presentations and lectures delivered internationally in company user conferences, internal training seminars, analyst conferences and industry conferences. Lectured at the university level on the sub•••••ects of XML, History of Distributed Computing, and Security.
- Developed and delivered internal technical training on the Software AG EntireX middleware product line, one of the first commercial service-oriented broker products in the market. The role of middleware was subsequently better understood by existing customers and prospects.
- Supported and mentored the Software AG Field System Engineers in an advisory capacity in technical matters relating to the EntireX middleware product line. Many detailed technical questions were resolved resulting in software sales.
- Supported customers worldwide – acted as backline support in the Americas for Software AG products Adabas, Natural and EntireX. Trusted by product developers to analyze system dumps and logs, correctly interpret them, and recommend corrective actions. Product maintenance time was significantly reduced, and new features were implemented. Trusted advisor on both technical and client management issues.
- Called upon many customers worldwide with partner vendors representing the combined corporate and technology strategies. Many clients commented upon passion and pride for products and company, often leading to product sales.
- Analyzed and derived market and functional requirements for the Sagavista enterprise application integration broker. Deep technical expertise in •••••ava ensured requirements were correctly translated to specifications and to product. Product features and functions were delivered as expected in the roadmap.
- Supported trials for prospects and upgrading customers of the Veritas StorageCentral as a pre-sales Product Specialist working in an internal sales team. Questions were answered in a timely manner; educational questions specifically were unburdened from Product Support. Many prospects praised the high-level of pre-sales technical support they received during trials.
- Redesigned web demo for Veritas Software StorageCentral product to produce a more effective flow, illustrate real-world scenarios and tell a compelling story. Over •••••% of the demo attendees subsequently purchased the product.
- Redesigned and executed the ma•••••ority of Executive Briefing Center demonstrations of the Sagavista product as part of the routine sales process. This demo was highly effective in proving the viability of the software and in several instances a sale was made on the spot.
Professional Experience
VERITAS Software
••••• – •••••
StorageCentral Inside Sales Product Specialist
Software AG, Inc.
••••• – •••••
Product Marketing Manager, EntireX
SAGA Software
••••• – •••••
Technical Product Manager, Sagavista
Software AG North America
••••• – •••••
Advisory Technical Specialist
Education
Bachelor’s of Telecommunications from San Diego State University Over ••••• years experience in the commercial software industry.
Awards and Affiliations
Honored by Software AG for establishing new Asia/Pacific sales offices in •••••
Member, Association for Computing Machinery (ACM)
Former Member, IEEE Computer Society
