The University of Texas at Austin

MEDDIC Academy

Industry Consultant  -  Enterprise Account Executive  -  Business Modernization

Austin, Texas, United States

To be digital, companies today must have organizational velocity approaching light speed while serving up individualized offerings that result in fanatical levels of customer satisfaction—all with laser-focused cost control.

And from applications to infrastructure, processes to operational models and interfaces to experiences, there are digital forces driving change in every part of your organization.

At Cognizant, our consultants orchestrate the capabilities to truly change the game—across strategy, design, technology and industry/functional knowledge—to deliver insight at speed and solutions at scale.
            

    
    

    
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Cognizant

Director, Energy and Utility Consulting

Grundfos is one of the world’s leading water technology companies committed to pioneering solutions to the world’s water and climate challenges. We promote global sustainability by pioneering technologies that improve the quality of life for people and care for the planet. Our core activity aligns closely with the sustainability aspects of how we use water and manage water quality.

Founded in 1945, Grundfos employs over 19,000 employees and is represented by more than 100 companies working in over 60 countries all around the world.
            

    
    

    
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GRUNDFOS

Digital Solutions Utility Analytics

Nobel Systems provides innovative analytics and solutions in the cloud across the front and back offices of an organization to automate the mission-critical activities of an intelligent water system by focusing on the people, processes, and other technology in place at the utility.  Leveraging cloud-based technology saves significant time, money, and company resources.

Nobel Systems takes a modernized business-focused approach for water utilities to bring together vital business systems thru a cloud-based platform that enables real-time collaboration and automated workflows to extend the life of legacy systems and bring organizations together with an intuitive, out of the box solution that includes Geographic Information System (GIS), Work Order Management, Computerized Maintenance Management System (CMMS), Enterprise Asset Management (EAM), Artificial Intelligence (AI), the Internet of Things (IoT), Field Mobility, and Real-Time Network Monitoring.
            

    
    

    
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Nobel Systems, Inc.

Industry Solutions and Business Development Executive

The key to an intelligent water system is having one go-to repository for all data. Intelligent water management begins with GIS. ArcGIS software goes beyond locating pipes and facilities. Use it to manage an asset registry, analyze system performance, optimize work, and easily collaborate.

Business Solutions:

-  Collaboration and Engagement
-  Field Inventory & Operations
-  Imagery
-  Indoor/Space Management
-  Real-Time
-  Utility Network
-  Water Analytics
-  Water Outage

You face many challenges, and Esri is here to help you modernize your water utility with solutions configured to meet the needs of your key business units and their workflows.

THE SCIENCE OF WHERE ®


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Esri

Senior Account Executive - Global Water Practice

Avineon is a global technology company specializing in information technology, geospatial, and engineering services for government and private industry.

An SEI-CMMI Maturity Level 3 and ISO 9001:2008 registered firm founded in 1992, Avineon, Inc. specializes in delivering information technology, geospatial, and engineering support services. We have over 25 years of successful experience on federal, state/local, and commercial programs.

Within IT, Avineon specializes in enterprise information technology/information management solutions; information management, analysis, and planning; business support services; information and network security; and enterprise data management. From defining user requirements and evaluating commercial-off-the-shelf products to tracking IT budgets and analyzing return on investment, Avineon helps organizations establish a firm foundation for their IT programs and initiatives.

Avineon’s GIS solutions include planning, specification development, software development, project management, scanning, photogrammetric services, photo interpretation, data capture, data conflation, environmental mapping, and data maintenance.

Avineon provides high quality support services to engineering professionals in the petrochemical, refinery, offshore, and power plant industries. This support includes detailed engineering, plant design automation, computer-aided design, and staff augmentation.

We also offer Avineonics®, a state of the art information system to prepare, organize, manage, execute, and document emergency preparedness and incident management functions using business process management technology.
            

    
    

    
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Avineon, Inc.

Executive Director Business Development

Nighthawk is a mobility leader in machine to machine connected devices and Cloud-based control solutions. For over two decades, we have pioneered intelligent devices and systems that allow for the centralized on-demand management of assets and processes. Nighthawk manages machine to machine communications on over 20 networks worldwide.

Nighthawk products are used throughout North America, Caribbean and Asia in a variety of mission critical applications, including hardened and secure utility control. We are building the future of mobility solutions for machine to machine control with our WebConnect device strategy.

Nighthawk is a subsidiary of McWane Inc, a leading manufacturer of ductile iron pipe, valves, hydrants, and fittings. McWane products make up the backbone of vital water distribution and wastewater treatment systems throughout North America, dependably providing the U.S. with clean drinking water. The company operates 25 manufacturing plants including 13 iron foundries across the United States, Canada, Australia, and China.

- Assure that the organization has a long-range strategy which achieves its mission, and toward which it makes consistent and timely progress.
- Provide leadership in developing program, organizational and financial plans with the Board of Directors and staff, and carry out plans and policies authorized by the board.
- Promote active and broad participation by account managers in all areas of the organization's work.
- Maintain a working knowledge of significant developments and trends in the field.
- Ensure the board is informed on the condition of the organization and all important factors influencing it.
- Publicize the activities of the organization, its programs and goals.
- Establish sound working relationships and cooperative arrangements with associated industry groups and organizations.
- Represent the programs and point of view of the organization to agencies, organizations, and the general public.
            

    
    

    
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Nighthawk

Executive Director of Utility Solutions

Advanced Control Systems, an EFACEC company, is a leading provider of smart grid solutions to the global electric power industry. Our software suite provides integrated distribution and outage management, simulation, optimization, and enterprise business intelligence. Our automated product lines include a wide range of flexible and cost–effective substation, distribution and feeder automation solutions, as well as the most sophisticated RTUs in the industry; our PRISM system is as innovative as it is complete; and we have created the most advanced distribution automation suite in the world, including comprehensive analysis, outage management and automatic fault restoration. ACS is powering the utility of the future—today.

Specialties:SCADA, Distribution Automation , Energy Management, Enterprise Solutions, Outage Management, RTU/NTU, Feeder Automation.


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Advanced Control Systems

Sales Director Automation

- Collaborated with EVP of Business Development to establish and execute realistic sales plan to ensure efficient and stable revenue results.
-  Performed solution sales activities with major accounts and negotiate sales price and contract terms in consultation with the Director of Sales and Professional Services.
-  Accurately forecast annual, quarterly and monthly revenue streams.
-  Established personal contact and rapport with executive level decision-makers.
-  Teamed with Director of R&D to develop strategies to improve market share along all product lines.
-  Interpreted short- and long-term effects on sales strategies in operating profit.
-  Established network of channel partners and developed new account sales, introduced emerging products and multi-product sales, improved presentation training and led competitive strategies.
-  Worked in partnership with Marketing Director to build and control budgets for sales promotion and trade show expenses.
            

    
    

    
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Harris Utilities SmartWorks

Senior Sales Director

- Analyze industry and market trends, competitive threats, expansion opportunities, and internal performance support of business unit strategic initiatives.
- Optimized use of TE systems, processes, communication channels, and reporting requirements to maximize business potential and brand preference.
- Guided corporate and business unit strategic planning activities. Worked with a wide range of internal stakeholders to drive strategic planning initiatives and make recommendations on multiple strategic activities.
- Work closely with the Product Management, Engineering, and Sales Teams in order to maximize product exposure.
- Made presentations that followed a logically-reasoned, data-supported approach that allows decision makers to understand the detail and see the big picture.
- Conducted product validation and customer preference evaluation activities with Research and Development team.
- Evaluated new products and market opportunities and assisted in screening, prototype evaluation, and market trials of new products.
- Responsible for maintaining clear communication of value propositions and product specific technical capabilities through internal and external channels.
            

    
    

    
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Tyco Electronics

National Business Development Manager, Energy Division, Smart Grid Technologies - EMS

- Created annual sales budgets and ensured that quarterly, semi-annual and annual goals are met.
- Managed technical and financial risks associated with sales and business development.
- Developed and monitored the sales expense budget.
- Managed project Terms & Conditions with customers, partners, and subcontractors.
- Defined and communicated sales related policies, procedures, processes related to sales activity, account strategy, pipeline development, performance expectations, and sales management throughout organization.
- Worked with the Marketing department to ensure proper materials and information are available to promote products and services.
- Coordinated customer calls and presentation, product demonstrations, customer follow-up, proposal development and closing efforts with company business units.
- Teamed closely with manufacturing and engineering to develop and supply products to meet customer’s needs. (HAN, AMI integration, Distribution/Substation Automation, Asset Management, Renewables, Smart Grid, OS Software)
- Organized regional technical sales and training seminars with Regional Account Managers.
- Traveled extensively throughout North America (95%)
            

    
    

    
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BPL Global

Director of Sales; North America

- Hired and managed national network of manufacturer’s representatives and direct sales managers.
- Provided direct sales support for strategic IOU, Municipal, and Cooperative accounts.
- Organized and participated in industry trade shows for AMI, Smart Metering, Home Automation, Energy Efficiency, and Smart Grid.
- Developed material for national marketing campaign.
- Performed market analysis and formulated a sales strategy for national product launch.
- Technical writing for web content and marketing literature.
- Product field training and testing of networks (GPRS, WiMAX, Broadband, RF Mesh, PLC, ZigBee) with agents and end-users.
- Negotiated long-term multi-million dollar product and service contracts.
- Launched nation-wide sales initiative for Pilot Kit Program.
- Wrote executive responses for RFP’s and RFI’s.
            

    
    

    
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PowerOneData

National Director of Sales & Marketing

- Sourced domestic and international manufacturers and developed products for the US market.
- Gained approval of technical products with engineering, standards, and purchasing.
- Provided technical support to sales staff and end users.
- Managed special projects (alliance proposals, VMI’s, standards/acceptance issues).
- Formed a manufacturer’s representative agency within the Supply Division to represent International manufacturers for direct sales and OEM partnerships.
- Sales Growth for 2005 - $55 Million
- Managed Supply Division, inside/outside sales staff, and customer service covering state of Texas with $30 Million in revenue and $12 Million inventory located at 8 warehouse locations.
- Negotiated and maintained alliance agreements between manufacturers and end-users.
- Prepared prospective customer presentations, proposals, and sales contracts.
- Increase in sales of: $1.6 Million – 2001, $8.6 Million – 2002, $21 Million – 2003, $30 Million – 2004, $55 Million - 2005
            

    
    

    
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Dan Brennan

Dan Brennan