Who I Am
I am a detail-oriented, customer-focused senior solutions engineer with over 15 years of sales experience, including 10 years selling cloud.
I enjoyed working in IT infrastructure and then got into sales engineering after discovering Solution Selling. I add value to the sales process from my customer-side experiences, and have not looked back since. I love meeting with clients from the C-Level to the operational teams, and exploring how products like cloud, managed or unmanaged, can help clients succeed in business. This involves working with internal product offering groups and custom engineering teams to insure my client’s needs are being met. I delight in helping those around me by sharing knowledge, experiences and workloads. All of this affords me the opportunity to help clients transform and modernize their businesses with global solutions and professional services expertise to closer align their IT processes with the business’ goals. Charles' LinkedIn page.
Akamai Technologies
A provider of cloud services for delivering, optimizing and securing online content and business applications.
Technical Solutions Engineer and trusted technical adivsor contributing to revenue growth and product adoption through evangelization and education to customers on topics including edge security, the technical facets of cloud transformation journey, and improvement of web performance in the retail and manufacturing verticals.
- Responsible for driving customer platform adoption and demonstrating Akamai's value.
- Establishes technical and management level relationships, and leads technical business reviews with C-level executives.
- Leads proofs of concept, technical demos, product updates and beta programs with customer ecommerce & security teams.
- Client advocate who drives collaberation with product management to influence feature releases.
- Manage technical aspects of the RFI/RFP process Work with clients to determine how the following topics impact their business and how Akamai's products can help:
- Help clients move towards DevOps with Akamai as Code
- Application Delivery performance
- Application Security in the Cloud
- Bot detection and mitigation
- Credential Abuse
- Layer 3/4 security
- SASE & Zero Trust architecture
- DNS & Global Traffic Management, Managed Delivery & Security Services
IBM Global Teachnology Services
Senior Cloud Solution Engineer
- Completed rigorous 6-month Global Sales School program, enhancing C-Level facing sales skills focused on preparing sellers with skills needed to deliver differentiated client experiences and win in the marketplace.
- Retained 3 managed services clients, billing over $1.2M MRR, for an additional 12-24 months after acquisition.
- Worked as the sole Sales Engineer to participate in the process development and data migration to new quoting and system of record tools. <\ul>
Verizon / MCI / Digex
Senior Solution Consultant
Collaborated with clients and Business Solutions Consultants to develop strategies and transformational IT deals to solve complex business problems from the Fortune 1000 to mid-market companies. Assisted peer engineers with process and product specific training to support sales across accounts in- or out-side of region / vertical. Supported a number of regions including the Midwest, the East Coast, and one year all US clients south and west of Pennsylvania to California headquartered outside of the US, and accounts ranging in revenue from $3.2 to $20M.- Assisted in closing business regardless of sales alignment to exceed quota (2006, 2007, 2008, 2010, 2012, 2016 and 2017).
- Sold new and grew existing business while acting in both sales and engineering capacities for 6 months in the Midwest, exceeding customer needs to maintain organizational credibility.
- Published internal sales document for cloud, security and content delivery sales teams, detailing unique and overlapping components of internal services versus the competition.
- Worked with product management to improve market share, customer satisfaction, and met customer requirements with products and services that added value to their businesses.
- Served as a Subject Matter Expert for existing products and procedures.
- Saved Fortune 150 client from leaving during a DDoS attack by interfacing with operations, operations management & sales.
