GUY WHITE
Woodinville
Summary
Dynamic Consulting Sales Engineer with a proven track record at Gigamon, excelling in consultative selling and client relationship management. Spearheaded the largest global deployment, driving innovative solutions and generating significant revenue. A strategic thinker and strong team player, adept at delivering technical solutions that exceed client expectations.
Overview
31
31
years of professional experience
Work History
Consulting Sales Engineer
Gigamon
San Jose
08.2017 - Current
- Worldwide lead for everything Cloud in Service Providers.
- Manage and drive single largest deployment within worldwide deployments.
- Promoted OneGigamon solution to stakeholders, highlighting its strategic advantages and relevance.
- Work with PLM, Engineering, Support, Training, Professional Services, Documentation and Solutions to provide market leading solution.
- Acted as the primary contact to bridge field operations with headquarters for effective collaboration.
- Led Openstack deliverables and managed timelines to ensure successful project execution.
- Provided critical feedback to help drive and shape business model for company.
Senior Sales Consultant
Tekelec/Oracle
Bellevue
11.2012 - 10.2016
- Played a critical role in achieving annual revenue goals through strategic initiatives.
- Managed sales process, delivering business case justification, quotes, BOMs, and SOW.
- Owned and managed the entire RFX response process.
- Acted as key liaison between PLM/Engineering and customers for PCRF, DSR, and SDM (HLR/HSS), facilitating alignment on project requirements.
- Strategically planned and managed trials, demos and POCs with customers and vendors.
- Positioned and Demonstrated NFV and Orchestration as focus changed to Cloud deployments (Private, Public and Hybrid).
- Provided flexible SE support for AT&T and T-Mobile, collaborating with Cisco and Ericsson.
Sr. Sales Engineer
Stoke
Bellevue
09.2011 - 11.2012
- Delivered innovative security gateway, small cell gateway, and mobile data offload solutions for Tier 1 carriers, enhancing network efficiency.
- Facilitated effective communication for AT&T and T-Mobile SE operations to enhance service delivery.
- Led technical presentations to demonstrate product capabilities and advantages.
- Engaged with clients to assess needs and provide tailored solutions.
- Collaborated with cross-functional teams to develop sales strategies and proposals.
Sr. Sales Engineer
Bytemobile, Inc
Bellevue
08.2006 - 06.2011
- Achieved highest sales quota as a Sales Engineer in the company.
- Led the only team in North America to achieve the Golden Circle Award in 08/09 for quota achievement plus.
- Secured contracts with Tier I, Tier II, and Tier III wireless providers and cable companies, boosting market presence.
- Developed project plans, architecture, and proposals for deployments ranging from 1,000 to over 40,000,000 users, ensuring scalability and client satisfaction.
- Oversaw sales engineering operations in North America for start-up company, driving strategic initiatives and growth.
Solutions Architect
Nortel
Bellevue
06.2005 - 08.2006
- Served as technical lead between MS and Nortel for Converged Office, Carrier offerings, and Wireless mobility and security.
- Coordinated cross-functional teams to launch innovative solutions, leveraging skills and products of both companies.
- Facilitated collaboration between Nortel and Microsoft to enhance strategic alliances.
Sr. Systems Engineer
Nortel
Bellevue
05.2000 - 06.2005
- Turned a failing deployment into the most profitable group in the company.
- Troubleshot and tuned AT&T Wireless' data core (both Nortel and other vendors).
- Delivered in-depth pre-sales support tailored to wireless accounts across North America.
- Established industry standards with engineering team to improve quality.
- Highlighted strategic benefits to customers beyond infrastructure solutions.
- Developed innovative designs and concepts that addressed customer needs in an emerging market.
Sr. Systems Engineer
Fore Systems, Inc./Marconi Communications
Bellevue
01.1995 - 01.2000
- Designed, installed, and implemented ATM networks of over 14,000 nodes, enhancing network connectivity and reliability.
- Managed network systems across diverse platforms, optimizing performance and ensuring seamless operations.
- Delivered pre-sales support in network design and implementation, contributing to successful project sales and client satisfaction.
Education
PRINCIPIA COLLEGE
Elsah, ILSHORELINE COMMUNITY COLLEGE
SEATTLE, WASkills
- Consultative selling
- Client relationship management
- Top-rated sales performance
- Results driven
- Project management
- Technical solutions
- Tech adaptability
- Strategic and focused
- Strong team player
- Excellent communication skills
- Client relationship management
Phone
mobile, 2063214515
Technical Acumen
- Cloud – IaaS, SaaS, PaaS, NFV, MANO, Orchestration, SDN, IoT, VMware, Openstack, AWS, Azure, Nutanix
- TCP/IP – Routing (OSPF, BGP, OSPF), Switching (Spanning Tree, OFDM), Optimization, Security, SIP, RTP
- Transport – Ethernet, ATM, Token Ring, FDDI, WiFi, GPRS, WiMax, LTE
- Application – CRM, UC, VoIP, VoLTE, EMS, PowerPoint, Word, Excel, Exchange, WebRTC
- OS – BSD, Linux (Redhat derivatives), Unix, HP UX, Microsoft Windows, Mac OS, RedHat Openstack
Timeline
Consulting Sales Engineer
Gigamon
08.2017 - Current
Senior Sales Consultant
Tekelec/Oracle
11.2012 - 10.2016
Sr. Sales Engineer
Stoke
09.2011 - 11.2012
Sr. Sales Engineer
Bytemobile, Inc
08.2006 - 06.2011
Solutions Architect
Nortel
06.2005 - 08.2006
Sr. Systems Engineer
Nortel
05.2000 - 06.2005
Sr. Systems Engineer
Fore Systems, Inc./Marconi Communications
01.1995 - 01.2000
PRINCIPIA COLLEGE
SHORELINE COMMUNITY COLLEGE