IAIN ARMSTRONG

• Head of global solutions engineering responsible for bringing CoEnterprise's supply chain analytics and visibility platform, Syncrofy, to market. Grew the solutions engineering team, established an enablement function, built a repeatable and successful POV process, focused on customer success, achieved tight alignment between sales and product management and marketing organizations to ensure effective interlock.
• Established MEDDPICC across CoEnterprise with both SE and account executive teams.
• Responsible for building sales and marketing plays for CoEnterprise's professional services and managed services business lines. This effort focuses around application modernization for container and cloud deployments of B2B integration and managed file transfer solutions utilizing RedHat Openshift and Kubernetes.
• Pivotal in opportunity planning and execution, closely aligned with account executives, company leadership and prospect champions to successfully close opportunities.

• Head of solutions engineering for The Americas, including US and Canadian public sector, responsible for driving sales of Azul's high performance Java platform. Focused on hiring, onboarding, enablement, deal strategy coaching, POV execution and solutions engineering excellence.
• Championed business outcomes driven opportunity planning and MEDDPICC across the business with both the SE and account executive teams. Assisted account executives, sales and leadership in executing account strategies leading to customer success.
• Tightly aligned with the product management and marketing organizations to ensure effective interlock, product innovation, messaging and execution.

• Head of solutions engineering for The Americas driving sales of BigPanda's AI powered ITOps platform. Focused on hiring, onboarding, enablement, deal strategy coaching, POV execution and solutions engineering excellence. Recruited first line regional managers and coached and implemented performance management procedures.
• Championed business outcomes driven opportunity planning and MEDDPICC across the business with both the SE and account executive teams. Assisted account executives, sales and executive leadership in formulating account strategies leading to customer success.
• Tightly aligned with the product management and marketing organizations to ensure effective interlock, product innovation, messaging and execution.
• Qualified for BigPanda's President's Club twice during tenure.

• Sales engineering leader for the Western US and Latin America for the newly acquired Wily Technology business unit. Built a team of sales engineers in the the Wily Application Performance Management solution.
• Held several different sales engineering leadership positions over the years, leading teams in the Western, Central and Southern US, named accounts, emerging accounts and financial services accounts, all focusing on CA's observability and application performance solutions.
• Attended many leadership development programs at CA over the years and had a strong record of success personally and for individuals who were part of the teams.

• Sales engineer for financial services accounts in North America for the newly acquired Macromedia Flex application platform which provided an advanced development environment for rapidly building data driven business applications based on Macromedia Flash technology.
• Qualified for Macromedia's President's Club.

• Sales engineer covering Western US accounts for Novell's newly acquired SilverStream Software business unit. In addition to selling SilverStream's application server and integration technologies also focused on selling Novell's identity management solution.
• Qualified twice for Novell's President's Club during tenure.

Sales engineer covering the Americas for Cape Clear Software's CapeConnect enterprise service bus providing SOAP based integration middleware services for applications. Provided technical support for all customers in the Americas.

Sales engineer covering Western US accounts for SilverStream Software's Java platform which provided a environment for rapidly building business applications for the web. SilverStream had integration and portal services in addition to the development capabilities and deployed on any J2EE application server.

Sales engineer covering Western US accounts for Firefly Network's collaborative filtering engine which added personalization and recommendation services to e-commerce websites.

Sales engineer covering financial services customers in the Northeast US for OneWave's OpenScape internet development platform which allowed customers to migrate client-server and three-tiered applications to the web. Technologies used were MS OCX development, CORBA and IIOP.

Designed and developed sonar simulation system for both the Royal Navy of the United Kingdom and the United States Navy to support their surface fleet training programs. Solutions were developed for the Windows Platform and leveraged C, C++ and assembler. Utilized cutting edge technologies at the time for high definition graphics, video, audio and IP based networking.