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J. Paul
Sheridan |
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(614) 226-4683 |
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jpaulsheridan@gmail.com |
Solution Architect
/ Sales Engineer /
Pre-Sales Consultant
A technology professional with the perfect blend of technical
capability and solution-selling skills.
Demonstrated ability to articulate the business value of complex technical solutions. Excellent communication skills, with a distinctly interactive style. Exceptional presentation skills, both onsite and remote. Creative with technology to enhance effectiveness of virtual presentations. Able to establish strong relationships with technical and executive decision-makers across an organization.
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Areas of Expertise |
Industry Experience |
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Professional Experience
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SumTotal Systems, Inc. |
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2005 – January 2009 |
Senior Solution Architect
Designed, built and delivered customized solution presentations for this provider of talent, learning & performance management systems. Performed detailed discovery analysis and mapping of solution capabilities to customer’s specific needs. Identified and documented potential customizations and other revenue opportunities. Drove the technical close on every sale.
· Closed first deal with new product within 4 months. (SumTotal acquired Pathlore in 2005.)
· Consistently achieved President’s Club award by meeting multi-million dollar quota.
· Performed functionality gap analysis and developed upgrade strategy for legacy clients.
· Clients included organizations in the energy, pharmaceuticals, entertainment and healthcare sectors, as well as various federal, state and local government agencies.
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Pathlore Software Corporation |
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2002 - 2005 |
Director of TECHNICAL SALES SUPPORT
Promoted to leadership role after one year. Turned a group of “product experts” into a
team of technical solution-selling professionals. Formalized orientation
program; adopted solution selling practices; implemented dynamic account assignment; supported SA's on key
accounts.
· Outsold competition $2 to $1. Implemented continuous improvement initiative.
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Established company as leader in the healthcare vertical,
in both the
· Implemented separate and distinct pre-sales processes for “hunting” and “farming.”
· Developed formal statement of work and proposal development processes.
· Clients included organizations in the financial, retail, telecommunications and insurance sectors.
SYSTEMS
ENGINEER
Was up-to-speed and independently engaged with clients within 60 days. Set company record by closing first deal within 4 months. Closed $2M+ in first 12 months.
· Designated as Strategic Account SA.
· Led technical close on company’s first two deals over a million dollars.
· Client list includes airlines, financial institutions, healthcare systems, and correctional facilities.
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FourthChannel, Inc. |
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2000 - 2001 |
DIRECTOR,
CUSTOMER SERVICES
Led all technical support activities at this online
interactive selling solution software company, including Sales Support,
Customer Operations and Delivery Services.
Directed all customer-facing activities.
· Responsible for all pre-sale technical support services. Grew support team from three local Systems Engineers, to nine engineers deployed across the country.
· Developed formal Systems Engineering process, mirroring existing Sales process, and tightly integrating with Implementation Services. Developed formal and-off procedures.
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Franklin International, Inc. |
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1990 - 2000 |
TECHNICAL SYSTEMS MANAGER
Managed company’s complete IT voice and data infrastructure. Maintained systems at 99.9% up time. Managed a technical team towards the achievement of strategic and operational objectives. Guided company successfully though Y2K, which included replacement of most legacy systems. Designed and implemented a sales force automation solution including deployment of laptops to entire sales force, custom-developed training program and utilization tracking.
ERP IMPLEMENTATION PROJECT MANAGER
Responsible for selection, acquisition and
implementation of a new enterprise resource planning (ERP) system. Participated in proposal analysis, prototype
review, and vendor selection. Managed a
cross-divisional and cross-functional team towards implementation of the new
software including resource management, communications and change
management. Directed all business
process re-engineering efforts. Completed project on time and within budget.
CUSTOMER & SALES SERVICE MANAGER
Managed
Customer and Sales Service Operations, as well as the
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Kimberly-Clark Corporation |
TN, WI & CT |
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OPERATIONAL
& STRATEGIC LOGISTICS PLANNER
Developed thorough understanding of logistics, and supply chain management at this consumer goods manufacturer. Initially hired as a production planner. Promoted several times through mill planning and logistics functions, as well as roles performing strategic planning activities at corporate headquarters. Developed master production schedules. Balanced and maintained customer service and inventory investment objectives. Reduced inventory investment by 18% through integrated just-in-time inventory management program. Coordinated changes with Union Management.
Education: B.S.B.A from The
Major: Production & Operations Management Minor: Computer Science