Experienced Sales & Solution Engineer. Amateur project manager. Notion fanboy. Former front end dev & accountant.
See how I got here
I graduated from Loyola University Chicago with a BBA In Accounting and International Business. I study web development through Free Code Camp, lynda.com, and from quite a few programming books. Here is a list of my favorites. I can’t emphasize my appreciation enough for the open source community. Without organiztions like __ I would not be have made this page and you would not be here.
My sales careers started at Best Buy. I learned the 10 foot/10 second rule; how to ask qualifying questions; and how to ask for customers’ needs and listen to what they said. I didn’t know it at the time, but I would use those skills for the rest of my life.
On photo shoots I would discuss the photography project with the client to learn their goals for the images. This would result with less reshoots,increased client satisfaction and additional sales. The client would get what they expected all because I would ask and listen.
At LCP360 I lead a group of 40 photographers and salespeople to sell virtual tours across the US. I lead the staff to become Google Certified Photographers; taught them how to make cold call sales; and grew the sales by an average of 18% for 2 quarters.
I got into the virtual tour market when I joined LCP360, a startup company that sold virtual tours and photography. I started as a Media Manager where I would manage the photography for the company. Since this was a lean startup everyone worked on everything. When the need arose, I would photograph, edit, upload and moderate tours. Once I got a handle on the process, I wrote guidelines for photograph and managed quality control. This improved the end product and sped up development.
When I bought a canon 20d in 2001 I didn’t know that I would professionally photograph: weddings, exotic automobiles, luxury hotels, drone videos, commercial product photography, headshots and virtual tours.
After much internal debate and asking “what am I good at? what does the world need more of?” I eventually landed on Sales Engineering, the SE career is the a perfect fit because it the perfect blend of sales and tech. I get all the best parts of sales- presenting & demoing to prospects, but I don’t need to spend time prospecting. I get to take that time to focus on product and engineering.
In this career I’ve sharpened skills in:
- Discovery – deals are won and lost in discovery. Albeit the discovery phases never ends, you should always be learning more about the prospect’s current state, industry, challenges, etc.
- Solution design –
- Value based selling– Gap Sales by Keenan and Becc Holland have had a large influence in my sales strategy and mindset. Find the gap between where the prospect is today and the desired future state.
- Story telling with data and SaaS
- Effective demo – D2W framework, Tell Show Tell
- Product feedback – be the conduit between our prospects and the engineering & product teams.
In 2009 I started a career in accounting. I worked as a tax auditor and analyst for public and private companies. My days consisted of manipulated Excel workbooks, writing reports, automating tasks with VBA all before October 15 (corporate tax due date + extension).
They say “experience is the best teacher,” tax accounting work was an tough teacher. The most important lesson that I learned is life is too short to not do what you love. With that in mind I transitioned careers, my personal and professional life have never been better. Instead of pushing paper, I now push pixels.
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