Leonard Clark Sanford
Software Sales Engineer
12800 West 16th Drive, Golden, CO 80401
Mobile: 720.318.9110
Email:
[email protected]
PROFILE
Teaming with Sales and partners to win the technical sale in extremely competitive situations. Pioneering new software technologies and evangelizing products in emerging markets. Effectively combining technology and business skills creatively and strategically.I am an experienced and successful practitioner of consultative selling practices. I am particularly adept at discovering prospect needs and mapping them to specific features and differentiators to provide a comprehensive, winning solution. I quickly become a trusted advisor to the customer. I combine my deep technology background with strong technical selling skills and a drive to achieve maximum customer satisfaction to create Win-Win scenarios. I lead all phases of the technical sale, from opportunity qualification and customer requirements definition to
successful RFx responses, designing solutions, presenting proposals, highlighting competitive differentiators, and winning competitive evaluations and Proof-Of-Concept projects. I work with Sales professionals to help devise winning sales strategies and also manage the technical aspects of customer
relationships.
Additional areas of expertise include:
Web Architecture – Web Security - IT Infrastructure – Identity Federation
Application Development – Application Security - Modeling Technologies – XML – Web Services
Managing Technical Evaluations – Team Building/Leadership – Requirements Management – Agile Methodologies
PROFESSIONAL EXPERIENCE & ACCOMPLISHMENTS
Principal Consultant - CA, Inc.
Denver, CO Sep 2007 – December 2008
Identity Federation expert for prestigious North American Technical Sales Operations (TSO) team providing leadership and mentoring for field pre-sales resources for Security Business Unit. Duties included partner and field training, customer and large audience presentations, RFx responses for complex/strategic opportunities, liaising with Product Management and Engineering on new product development, and general pre-sales support for strategic sales opportunities requiring expertise in federation technologies and
solutions. Focus on enabling large field pre-sales teams.
* Led numerous successful pre-sales efforts for large, complex, strategic sales involving federation and Web Services security products and solutions
* Collaborated closely with Product Management on new product development, from inception through prototyping to launch, of new standalone Identity Federation product
* Enabled local Field Pre-Sales Force via mentoring, training, and direct support of strategic sales opportunities
* Launched new SOA Security Manager OEM product by closely liaising with partner to learn complex Web Services security gateway/firewall capabilities and train CA field sales force to sell it
Solutions Architect - Ping Identity
Denver, CO Nov 2005 – June 2007
As the only Sales Engineer (SE) at this successful startup, I delivered successful product implementation at Fortune 500 company within one month of starting date. Supported successful sales efforts in Federal, West, Northeast, and Southeast regions. Led all technical aspects of sales opportunities from
qualification through technical account management. Duties included writing RFP proposals, sales meetings, demonstrations, presentations, managing trials and evaluations, answering technical questions, positioning, handling objections, competitive analysis, strategic account planning, and technical account
management. Also delivered post-sales services including implementation projects and training courses. Mentored majority of new SE hires. Collaborated closely with Marketing, Business Development, Product Management, and Engineering.
* Responsible for almost $3 million in new business at startup in less than 20 months
* 2006 Quota Club – only one to qualify in multiple territories (West; Federal; Southeast); also received 2006 Outstanding Achievement Award for Outstanding Sales Effort
* Helped close new business with organizations such as Boeing, Comcast, CheckFree, US Department of Justice, ATG, Quintiles, New Zealand government, and New York State
* Opened Federal market, winning first customer sale in less than 9 months
Field Software Engineer - Borland
Denver, CO Nov 2004 - Oct 2005
Supported West Region Named Accounts Sales Team across all Application Lifecycle Management product families (software and application development tools). Responsible for partnering with Account Execs to assist with technical qualification of opportunities, product presentations, customized complex product demos (including integrations), answering technical questions, handling technical objections, winning the technical sale, and technical account management in enterprise software opportunities with medium to Global Fortune 50 companies.
* Introduced advanced MDA modeling concepts to Together modeling community
Sales Engineer - Compuware
Denver, CO Aug 2003 – Nov 2004
Pre-sales support for OptimalJ advanced model-driven J2EE development tool. Helped grow Colorado-based territory from dormant to busiest in the world for our product line in six months. Personally initiated and led successful effort to engage major university to join University Program, to teach in graduate
Computer Science courses and use in research projects. Led all technical aspects of sales opportunities. Presented “Model Driven Architecture Concepts” at Java User Groups.
* Evangelized advanced Model Driven Architecture (MDA) development environment
* Strategically synthesized marketing of MDA techno...
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