Qualifications

• Increasing leadership, team building and nurturing, and personnel management responsibilities
• Award-winning, quota-exceeding IBM and Attachmate Sales Engineer for international, Fortune 1000, and U.S. Federal/State/Local government customers
• Twenty-five year Information Technology career emphasizing strategic business and technology planning and execution, technical pre-sales and installation, market intelligence and visioning, and communications
• Superlative presentation and interpersonal talent demonstrated at press tours, tradeshows, conferences, panel discussions, and customer engagements
  

Core Competencies

Professional Experience

2002-             INDEPENDENT CONSULTING, EXECUTIVE LEADERSHIP (NC, FL)

• Chief Operating Officer at Syntiant, Inc.  (a startup incorporated in May 2009) 
  
• Improved product marketing, website design, and advertising strategy for launch of SpaceWorks Engineering, Inc.'s new software division
  
• Developed Web 2.0 migration strategy for the Space Frontier Foundation
• Led sales and marketing strategy development Regillus Technology 
• eBusiness Strategy Expert at Demand Econometric
• Executive Advisor at BostonCIO
• Highly rated instructor for “The Web and eTechnology” class at Barry University

1992-2001             ATTACHMATE  (FL, TX)

2000-2001             Strategic Communications Manager (Technical Evangelist)

• Transformed company image at press tours and conferences across North America, Europe, Australia, and Asia.
• Created a comprehensive technology education series for sales and consulting divisions
• Increased pace of new corporate strategy rollout by advising executive management and sales/consulting teams on legacy-web integration markets, competitive products, and emerging technologies
• Spearheaded worldwide customer and partner acceptance of company makeover by developing new presentations and marketing literature
• Ensured product strategy alignment with customer requirements and global markets by establishing communication between "C"-level customers and Attachmate senior management
• Saved legacy business at multiple international accounts with corporate strategy briefings to key customers

 1999                      Senior Sales Engineer

• Promoted to Strategic Communications Manager
• Achieved "North American Sales Engineer of the Year" award
• Exceeded quota and achieved highest sales performance award, the “Diamond Circle”
• Unseated Eicon and PowerTerm at Healthplan Services and City of Tampa
• Created a product-solutions matrix used throughout the company to increase sales
• Sold and installed legacy-web integration and security solutions
• Mentored new Sales Engineers
• Consulted by product management on technology and sales issues

1998                      Senior Sales Engineer

• Recognized as one of top three Sales Engineers in North America
• Resolved critical issueswith software upgrade and saved a $121,000 maintenance renewal at Florida Power & Light
• Won $104,000 in new business at American Express by unseating NetManager
• Increased consulting revenue by identifying opportunities at CareMedic Systems, Lockheed-Martin, and others
• Managed sales leads and pilot evaluations
• Exceeded quota and achieved highest sales performance award, the “Diamond Circle”

1997                      Senior Sales Engineer

• Won $350,000 in new business at AT&T Financial and AT&T Wireless by defeating WRQ
• Exceeded quota and achieved highest sales performance award, the “Diamond Circle”
• Requested by management and peers to lead new revenue initiatives

1992-1996             Sales Engineer, Sales Engineer II, Senior Sales Engineer

• Unseated Wall Data at Merrill Lynch
• Obtained new business at Sprint, GTE, and Orange Co. 9th Circuit Court
• Provided outstanding support of region and Account Executive sales efforts
• Chosen as one of three Sales Engineers to conduct billable product training
• Achieved sales award for exceeding 100% of quota in 1996
• Achieved “Sales Engineer of the 1^st Quarter for North America” award in 1994

1981-1992             IBM CORP.  (TX)

                                    Sales Engineer Trainee, Sales Engineer I, Sales Engineer II

• Achieved eleven leadership awards for sales and technical accomplishments
• Sold multi-million dollar mainframes and enterprise-class software to CEO's/CIO's at Fortune 500, Higher Education, Healthcare, and Federal accounts
• Co-directed business process workshop and led resulting $3.5 million mainframe, enterprise software, and network deployment at NASA/Johnson Space Center
• Key to competitive win and successful installation of $1.3 million multi-campus networked mainframes, AS/400, PC's, and servers at Houston Community College
• Obtained mainframe, storage, and software upgrades at St. Luke's Episcopal Hospital, Harris County Hospital District, and Northrop Grumman by performing capacity and performance analysis studies
• Instrumental in creating a 100% win rate for RFP responses
• Sold and installed first IBM PC's and TCP/IP networks at Rice University
• Increased revenue by replacing competitive products
• Conceived and executed mission-critical solutions for customers, resulting in growth of install base and new business
• Coordinated IBM-partner and integrator solution sales

Endorsements

Independent Consulting

• Dr. John Olds, CEO, SpaceWorks Engineering, Inc.:  "Our company engaged Jeff to help us develop a launch strategy for SEI's new Software division.  His expertise in government and commercial software sales and specific knowledge of the space industry were both very valuable as we refined some of our initial advertising strategies, website materials, product-specific customer approaches, and overall division growth strategies.  Jeff's input and suggestions have been a critical piece of our early planning activities."
  

Attachmate Career

• Wayne Gilson, Vice President of Sales Engineers (PDF)
• Ron Nunan, Director of Applied Technology (PDF)
• Jim Daly, Account Manager (PDF)
• Lee Ramby, Sales Engineering Manager:  "Working with Jeff is a pleasure. His is a creative self motivated person that needs very little management or supervision. Throughout the entire company, I receive more Industry information, technical perspective on emerging technologies and interesting reports/documents from Jeff than anyone else. When Jeff is not in front of our customers I’m confident he’s doing research on our industry. Recently, he was requested to attend an extremely important company meeting where only a select few employees were invited. After the meeting, Jeff was in direct contact with Senior Executives at Attachmate because of his insight on our customers and industry. I constantly receive compliments from the Account Managers and the Regional Manager on Jeff’s performance in front of our customers. He is the best Sales Engineer I know of at blending his Technical skill with his Sales skills to achieve a positive outcome for Attachmate and most importantly, the customer. He is looked upon by our customers as a trusted, knowledgeable and helpful SE. Thank you for all you do."
• J.B. McKoy, Account Manager:  "His is some of the best writing I have seen at Attachmate when it comes to conveying technical information! Well-written articles, such as Jeff’s, that provide the AM’s with the necessary backdrop are needed to get us ready for talking about EAI".

IBM Career

• Joan Lanni, a customer (PDF)
• Art West, a customer (PDF)
• Ron Grannan, a customer (PDF)