Sr. Sales Engineer, Sr. Solutions Consultant

Location:

Ashburn, VA, 20148

Posted:

January 31, 2021

Resume:

Summary/Accomplishments

● Technical Sales Leader with 20 years of federal and commercial sales experience in Artificial Intelligence (AI), Machine Learning (ML), Predictive Analytics, Enterprise Information Management, Business Intelligence, executive dashboards, and healthcare systems.

● Full spectrum deployment experience specializing in software development, installation, support, and project management.

● Delivered key technical messages and results as part of the sales team.

● Developed and managed all short-term proof-of-concept projects for prospects.

● Created and implemented customer training curriculum.

● Created and managed marketing collateral such as product information sheets, white papers, RFPs, and sales enablement.

● Lead Analyst for PACS and Radiology Information System implementation.

● Project lead for Laboratory Information System implementations. Experience

May 2020 - present : Solutions Consultant for Interos - Supply Chain Risk Management.

● Focused on delivering Supply Chain Risk Management (SCRM, TPRM) solutions via AI Machine Learning to Federal, DOD, and Commercial accounts

● Lead pre-sales proof-of-concept (POCs) from requirements gathering to demonstration.

● Authored and managed RFP responses for commercial and government accounts.

● Established proof-of-concept procedures, RFP response procedures, and RFP library. October 2011 - May 2020: Senior Solutions Consultant for OpenText - AI & Analytics.

● Focused on delivering AI & Analytics business solutions to Federal, DOD, State & Local, and commercial customers including Legal & General America($120k), DynCorp($100k), March of Dimes($500k), Bank of America, DHS($200k+), DLA($125k), EEOC($240k), FAA Flight Control($186k), Humana Military Health($120k), WHS($210k), Army IPPS($2.6M) and the DOE National Labs.

● Lead all pre-sales technical efforts for the US southeastern region commercial and US Public Sector sales teams.

● Developed AI & Analytics sales enablement, process plays, and sales plays.

● Extensive demonstrations focused on predictive analytics (forecasting, segmentation, profiling), text mining, Natural Language Processing (NLP), Big Data management, IoT analysis, and Business Intelligence (BI).

● Processed and completed all AI & Analytics RFPs for Federal, DOD, State & Local agencies.

● Presenter and trainer for webinars, trade shows, and road shows.

● Achieved 2014 sales year team quota and President's Club.

● Technologies: Natural Language Processing (NLP), Artificial Intelligence (AI), Predictive Analytics, Big Data, Cloud

(Docker, Kubernetes, Azure), ETL, Business Intelligence August 2010 – August 2011: Senior Sales Engineer for ApeSoft, Inc. - US subsidiary launch

● Focused on Excel Report Automation and Performance Dashboards.

● Lead all pre-sales technical efforts for North American sales team SMB corporations and government agencies.

● Lead Professional Services implementations of DataCycle Reporting at client sites.

● Developed ApeSoft’s customer training curriculum, webinar training, and video tutorials.

● Beta tested English-based product releases.

March 2006 – July 2010: Sales Engineer for Corda Technologies.

● Focused on Data Visualization, Business Intelligence, Performance Dashboards, and Structured Analytics

● Lead all technical efforts for an international sales team targeting large and mid-size corporations, Federal Government agencies, and the Department of Defense.

● Provided quick-turn and long-term Professional Services expertise at various client sites.

● Developed Corda’s international partners into top level talent.

● Drove the technical portion of the sales process for CenterView.

● Technical lead at trade shows, seminars, and workshops. Inova Health System (October 2002 – March 2006): Systems Analyst

● Lead project implementation for enterprise-wide PACS imaging, clinical radiology, scheduling, business intelligence, and case management systems for a four hospital corporation. Resume of

Glenn D. Hess

703-***-****

adjt53@r.postjobfree.com

linkedin.com/in/glennhess

● PACS implementation included modality interface definition and implementation, vendor coordination, end user training, and general support.

● Project leadership of an enterprise-wide scheduling application to multiple departments. Duties include workflow analysis, designing and building automated processes, and user training.

● Lead project to merge four radiology information systems into a single enterprise-wide platform. Duties included managing project plan, analysis of current configurations, facilitating enterprise standardization decisions, managing team communications, designing forms and reports, device installation and configuration, issues management, vendor liaison, user training, and SQL programming.

● Vendors: IDX/Stentor (PACS), Siemens v26 (RIS), Guardian USA (scheduling), Softmed/ECIN (charting/case management) Prior to June 2002: Senior Sales Engineer for start-up software companies selling applications and solutions focused on:

● Speech-enabled Interactive Voice Response (IVR) applications in a hosted Application Service Provider (ASP) environment. Includes applications for call center automation, e-commerce, third party verifications, CRM system front-ends, and out-bound campaigns.

● Web content management and translation solutions via a Globalization Management System (GMS).

● E-commerce solutions across a variety of vertical markets in a hosted Application Service Provider (ASP) environment.

● Solutions targeted toward business-to-consumer (B2C), business-to-business (B2B), virtual stores, e-franchising, virtual marketplaces, community, and online customer relationship management.

● Provided a suite of software products focused on the business intelligence and knowledge management markets including Web Portals, Enterprise Query and Reporting, Multi-Dimensional Analysis, and Data Warehouse tools. Andersen Consulting (Accenture) : Consultant

● Business and Technical Analyst assessing legacy systems for Year 2000 compliance. Included mainframes, minis, and client/server platforms.

● Project Lead responsible for the design and implementation of Electronic Performance Support Systems (e-learning) and Document Management Systems at chemical research, development, and production facilities. Siemens Medical Systems Technical Sales Consultant and Sr. Developer

● Member of sales and marketing team selling multiple clinical systems to hospitals and clinical support institutions.

● Demo support project manager. Includes building and maintaining demonstration platforms, integration of multiple company products.

● Development project lead. Includes resource allocation, project tracking, design and programming reviews, and programmer training.

● Software management project leader. Created and implemented software management methodology for a new client/server product. Includes version control, model build control, defect tracking, software packaging, customer site validation testing, and live conversion.

● Design, development, and implementation of clinical solution applications at customer sites on a hosted mini-computer system. Includes system customization, defect correction, FDA GMP compliance, and direct customer support. Education/Professional Activities

● The Ohio State University : BS, Computer Information Sciences

● Villanova University : Accounting, Statistics

● The Pennsylvania State University Certificates: C/C++ Programming, Managerial Accounting, Corporate Finance

● Other courses, workshops and training: Microsoft Sales Specialist Certification, Unix Administration, R, Python, Cloud, Docker, Kubernetes, MS SQLServer Administration, Java Programming, Project Management, Presentation Skills, Communication Skills, Technical Writing, HTML Programming, Sandler Sales Methodology, Value Selling. Technical Summary

● Programming Environments: C, C++, Java, Jscript, XML, VoiceXML, XSL, HTML, Mumps, PL/1, Cobol, Fortran

● Operating Systems : Solaris, AIX, Linux,Windows NT, Windows, OS/2

● Databases : Sybase, Oracle, Microsoft SQL Server, Postgres, Microsoft Access, Hadoop

● Tools: Natural Language Processing (NLP), Machine Learning (ML), Semantic Metadata, Big Data, Cloud (Docker, Kubernetes, Azure), OpenText Magellan, Crystal Reports, Microsoft Office, Microsoft Project, VoiceType Dictation Resume of

Glenn D. Hess

703-***-****

adjt53@r.postjobfree.com

linkedin.com/in/glennhess

● Applications : Text Mining, Data Mining, B2C e-Commerce, Telephony, Text-to-Speech, Automated Speech Recognition, Translation Memory, Globalization Management Systems, Business Intelligence, Knowledge Management, Document Management, e-Learning, Multi-Dimensional Analysis (OLAP), BI Designers, Clinical Laboratory, Radiology. References

Ben Poole

Director of Magellan Team

OpenText Analytics & AI

770-***-****

adjt53@r.postjobfree.com

Michele Ballou

Senior Manager, Worldwide Solutions Consultants

OpenText Analytics & AI

509-***-**** (work)

509-***-**** (cell)

adjt53@r.postjobfree.com

David Rosenbacher