University Of Johannesburg

Digital Transformation Strategist at Zuora

San Diego, California

Responsibilities include:- leading a specialist group of expert presales consultants- collaborating with sales management, solution consulting and partners to deliver compelling, repeatable value propositions to prospects- designing and maintaining presales programs and processes to enable best-practices in the field- engaging with prospects and customers to deliver a vision, solution or plan that will drive the success of their (subscription) business- innovating with our Subscription Strategy (value consulting) group around market trends, product direction, prospect expectations and goals - mentoring and supporting field consultants in complex technical sales cycles

Zuora

Director, Presales Strategy & Innovation

Principal Sales Engineer focused on Strategic accounts in North America within the Technology, Media and Manufacturing industries.Individual Contributor with 244% and 293% of quota in 2017 and 2018Zuora's first Principal SE and record holder for most ACV closed within a fiscal year and throughout the history of the company.Responsibilities include:- providing exemplary presales expertise account strategy throughout sales cycles, - proactively providing though-leadership across specific industries both internally and externally,- advising partners and product management on new feature designs, competition, impact and enablement- effectively managing internal resources and partners as part of the sales engagement- shaping prospects and customers RFx's and guiding them towards operating a successful subscription business,- delivering value-based solutions and demonstrations to solve business issues and problems, - resolving difficult situations by partnering with services and support teams,- leading new initiatives and the Presales Center of Excellence

Principal Sales Engineer

Sr. Sales Engineer focused on Mid-Market & Enterprise accounts in North AmericaIndividual Contributor with 129%, 118% and 375% of quota in 2014, 2015 and 2016Technical advisor for companies transitioning to the Subscription Economy. Provided subject matter expertise on the entire Quote to Cash cycle for enterprise businesses across various Industries.Responsibilities included: consulting and leading companies through their transformation; designing solutions tailored to meet their business requirements, leading the technical strategy to differentiate against the competition, delivering compelling value propositions and demonstrations to an executive audience, providing competitive analysis and product recommendations to guide the roadmap, collaborating with partners and services teams on the overall solution design and architecture, supported sales and marketing events as the subject matter expert on subscriptions

Senior Sales Engineer

Provide Account Executives technical assistance in pre-sales engagements. Identify and technically qualify new business opportunities. Participate in the development of the business and technical strategy, including RFx responses, sizing and architecture outlines, and coordinating with Professional Services and global Alliance partners to win new customers and proliferate usage within the existing customer base. Deliver technical architecture presentations and technical solutions according to customer requirements and product specifications. Perform hands on design work to prove TIBCO software capabilities to customers during the evaluation (Proof of Concept) process. Install, configure, demonstrate and troubleshoot all products with the TIBCO product suite. Effectively communicate competitive solution/product differentiators to customers and within the sales team. Ensure customers are successful in implementing our products after the sale is made.A large focus on Cloud, Mobility and Big Data within several vertical industries: Telecommunications; Healthcare; Retail; Media.Jointly worked on building the vision for our Cloud Computing initiatives, which involved research and analysis on multiple Cloud Clients (browsers, mobile applications) and with varying Applications- (CRM, Virtual Environments), Platforms- (Web Servers, Execution Runtimes, Development Tools), and Infrastructure-as-a-Service (Virtual Machines, Storage, Networks).Also helped drive our vision forward around Big Data integration and working with multiple vendors on a Platform housing technology for Management & Monitoring, Workflow, Scheduling, Scripting, Querying, Distributed Processing and Storage, and Data Integration.Travel to client sites within the region (both domestic and international travel) was a major part of this role and travel was required internationally to participate in team projects and initiatives and to deliver technical sales enablement sessions to highly skilled GSIs.

TIBCO Software Inc.

Senior Global Solutions Consultant

Responsible for providing technical guidance to prospective customers during the sales cycle. I worked with both Direct Sales teams and within the Channels division with our global partners focusing on OEM and VARs.This included delivering customized presentations and demonstrations to customers, responding to RFx, building out POCs, working with multiple teams (Sales, Services, Engineering, Marketing, and Product Management) to close deals.Lead Generation / Prospect Development: Respond to technical sections of RFI/RFP/RFQ Develop and where necessary present business and technical proposition to prospects/customers Map business requirements to technology capabilities, identifying gaps and omissions and designing end-to-end solutions Development, installation and presentation of demos Support of Marketing events Explain competitive positioning to prospects and customers Look for new business within existing customersLead Assessment / Prospect Qualification: Together with Sales Management assess RFx/POC opportunities Provide sales support in defining the strategy for a given account Perform a technical assessment of a given account Knowledge Management: Share knowledge gained during campaigns through TIBCO intranet Work with product management to feedback information from the fieldProof of Concept: Successfully manage the delivery of POCs leveraging, where necessary, organizational resources. Execute short POCs, architecture or TIBCO Solutions workshops employing knowledge of key TIBCO productsDeal Closure: Assist the Sales Organization in developing an appropriate pricing model for the customer Provide input for the win/loss report Complete ROI study with prospect Support Sales and Legal with required products for the commercial offerAccount Management: Work with Sales to assess sales activities within prospects Communicate product roadmap, planned enhancements or new products to existing customers and partners

Pre-Sales Solutions Consultant

Continued working in the post-sales division supporting and managing our existing client relationships.I held complete knowledge of the products, their supporting technologies, and their direction. I constantly strived to expand my scope of knowledge to additional products and technologies. This included staying abreast of new product features and supporting technologies and industry standards.I worked on many different projects within various verticals during the year and possessed a strong skill set in finding problems and solving challenging, complex business problems. In this role, I had to effectively communicate mutually agreed upon expectations with the clients and project teams whilst at the same time managing the project time lines and goals.I was in charge of prioritizing important tasks and assessing the potential projects risks proactively and appropriately. I also had to identify problems with recommendations for appropriate potential solutions in a wide variety of circumstances as it related to other business units at the client sites.This role involved identifying project requirements, defining project scope and solution architecture, building the project timelines, scheduling and completing the deliverables with the team, cross-training internal team members and client operations and maintenance teams. It also included full development of the projects, and managing the cycle till the solution was functional and deployed. Worked on multiple software and hardware platforms across a range of technologies and coding languages.A big portion of this role involved building up Center of Excellence (CoE) at the various client sites, which included the development of several assets and tools that could be leveraged by the on-site support and operations teams.During this time I also invested a fair amount of time in the Education department as a Global Training Education Instructor delivering multiple courses to customers in Europe and Africa.

Professional Services Consultant

Joined the company as an Associate Consultant after successfully completing the TIBCO Winter Academy 2007 held in London for 3 months.Began working in a strategic position in the post-sales cycle, developing my potential talent for the future to progress into a Professional Services Consultant role. Had to understand all of the company’s core technologies, meet and develop relationships with strategic thinkers within the company, and become involved in career enhancing projects.Had a customer focus and worked with senior resources to solve challenging problems in complex situations. Centered on enterprise application integration and business process management projects within different industries and worked hand-in-hand with architects to develop the solution. This included:	System Architecture Definition	Hardware and Software Specification and Design	Solution Design	Project Implementation	System Integration	Solution Deployment and Maintenance	Testing and Performance Tuning	Client TrainingSpecialties: 	Strong development background in Java, C++ and .NET	Middleware Technologies (RV, COM, JMS, CORBA, EJB)	Relational Databases (Oracle, Sybase, ODBC, SQL Server)	Network and Internet Protocols (LDAP, HTTP, FTP, SOAP)	Application Integration Standards (XML, XSLT, XPATH) 	Web Services (SOAP, WSDL, UDDI, WS-Security)	Application Servers, EJBs, JSP and Servlets	Middleware and Integration (RPC’s, MOM, Distributed Objects) 	Operating Systems (IBM-AIX, HP-UX, Red Hat, SuSE, Solaris, Microsoft Windows)

Randy Paddy