Dos Pueblos High School

UC Santa Barbara

Director, Modern Work Technical Sales at Microsoft

Santa Barbara, California Area

Microsoft

Director, Modern Workplace Technical Sales

Driving relevant strategic conversations focused on Microsoft's bold ambitions to re-invent business processes and productivity, harnessing our intelligent cloud and creating scenarios of more personal computing experiences.  As MSFT transforms, I am now responsible for leading our amazing, talented team of Account Technology Strategists in the So Cal area.

Director, Technical Strategy Southern California

As an Account Technology Strategist (ATS), my goal is to listen to our enterprise customer's business challenges, fully understand their top business initiatives and help align our technology to address those needs.

Technology Strategist

Recruited as one of the first employees during the start-up of this infrastructure software leader. Led sales training, enablement and grew sales revenue YOY in the West region. Played a key role in building the company from start-up to a publiclly traded $310MM industry leader by developing and managing NetIQ’s commercial pre-sales in the West. As the company grew via acquisition and organic growth, moved into various leadership roles contributing to the $1.2B company that exists today:•	Designed & implemented processes that have been adopted as NetIQ North America (NA) best practices in the following areas:  Hiring and Training ramp up plans; Health Check Program; License Audit & Compliance; Field Feedback Mechanism into Product Management, Field Engagement Partnerships and Competitive Intelligence Programs.•	Hired, developed, promoted and retained most seasoned NetIQ commercial sales engineering team.•	Responsible for managing SE teams in various sales support models (1:1, Teamed, Pool and Hybrid) to support the regional fiscal goals and directly impact the top line of the business.•	Successfully selling NetIQ solutions into highly competitive and relatively commoditized markets.•	Drove customer satisfaction program within the West Region (Pacific, Midwest and Southwest areas) targeting the largest enterprise accounts (ChevronTexaco, Bank of America, Wells Fargo, Abbott Labs, SAIC, Disney WW Services, First American Title and more) focusing the activity as a means to drive revenue growth.•	Created sales engineering activity reporting structure currently in use across North America.

NetIQ Corporation (now Attachmate)

Director, Sales Engineering Western North America

- Responsible for managing NetIQ’s West and Central pre-sales engineers covering PerformanceMonitoring, Security Management, and Web Analytics solutions• Developed and implemented toolset for sales engineering staff for stronger account management skills and pre-sales activities• Created SE focused Health Check Program, resulting in regional revenues of $5MM+ in first year of inception• Spearheaded regional Value Based Selling (VBS) approach to better leverage sales engineeringthroughout entire sales life cycle• Drove regional sales and Product Management handling customer enhancement requests, escalations and corporate resource usage• Responsible for creating and co-leading quarterly regional sales meetings, customer user groups and joint partner seminars

Director, Sales Engineering West and Central Regions

- Set strategy for sales engineering to align with sales efforts in the Pacific Area• Created competitive analysis initiative for North America sales engineering• Directed program to better integrate sales engineering with internal IT, Technical Support andProfessional services

Manager, Sales Engineering, Pacific Area

- In 1:1 model, achieved 150% revenue target each year in SE role• Conducted solution presentations, demonstrations, Proof-of-Concept evaluations, seminars and training throughout the northern and southern California territory• Created and delivered the first official NetIQ solution technical and sales training for business partners, resellers, customers and employees

Sales Engineer, California Territory

Recruited into the software industry based on strong interpersonal, leadership and database management skills. During initial “boot camp”, was enlisted internally to a more customer facing team focused on training and consulting of Metadata management and RDBMS solutions:•	Conducted product and solution architecture discussions, hands on implementation and training for enterprise customers, partners employees on a World Wide basis•	Within 6 months expanded role beyond post sales to include pre-sales duties and initiatives, including becoming the primary technical expert for major accounts, trade shows and events•	Created training and implementation procedures and guides that became best practice documents used by future consultants and architects within Platinum’s professional services organization

Platinum Technology Inc.

Senior Consultant - Training and Implementation Services

Hired as one of the first employees to assist in designing and building the early prototypes of the zNose product while gaining valuable experience working with vendors, commercial customers and government contractors:•	Within 3 months, became one of two lead engineers with focus on gas chromatography design, testing and support•	As company grew, tasked with leading process improvement within manufacturing by leveraging strong organizational and reliability skills

Ben Frank