Khalil Abdo
Murfreesboro,TN
Summary
Summary:
Experienced Sales Engineer with a proven track record of driving revenue growth in the cybersecurity and data management solutions industry. Demonstrated expertise in aligning technical solutions with client needs, leading to successful sales conversions and high customer satisfaction. Proficient in effectively conveying the value of products and services, customizing solutions to meet client-specific demands, and delivering exceptional pre-sales support. Highly skilled at collaborating with cross-functional teams and simplifying complex technical ideas for non-technical audiences. A results-driven professional with a deep understanding of industry products and a steadfast commitment to surpassing sales targets.
Overview
20
20
years of professional experience
1
1
Certification
Work History
Presales Engineer
Varonis Systems
08.2021 - Current
- 2023 Presidents Club
- Prepare and give technical presentations to explain to customers how products and services work
- Perform Proof of Concepts based on customer requirements
- Communicate with sales team to understand consumer demands and offer pre-sales support where necessary
- Establish customer rapport and acceptance
- Conduct executive-level quarterly business reviews highlighting platform value against business objectives
- Support sales productivity and deal flow by securing a'technical win' with the software platform
- Plan for enhancement requests to platform to meet consumer demands
- Work with clients to highlight business value as a trusted advisor
- Recommend new and improved products to current customers and explain how platform will be more cost-effective.
Cloud and Automation Solutions Architect
Micro Focus (formerly HPE Software)
04.2016 - 07.2021
- Presales Solutions Architect focused on assisting Micro Focus Sales organization in selling ITOM solutions to enterprise & commercial accounts in the Eastern region
- Understand global 1,000 customer's strategic direction and business goals to apply both product and technical expertise to make recommendations and provide solutions that improve customer's position in areas of ITOM, Cloud Computing solutions (Private: on-premise and Public: AWS, Azure, and GCP) and Business Service & Process Automation
- Conduct and lead product overviews, presentations, demonstrations, Proof of Concept activities, training/enablement workshops, business development & solution proposals
- Ensure prompt response to all customer inquiries & communications
- Emphasis on developing & maintaining executive level relationships, act as trusted advisor & solution selling in assigned accounts
- Adhere to a consultative approach in sales situations to understand customer problems and accurately apply product, technical & marketing knowledge in presenting the optimal technology solution for complex business requirements
- Provide assistance to customers in defining IT strategies through delivery of needs assessment, technical workshops & business case analysis
- Assessment of customer needs & requirements, ROI analysis, architecting solutions to meet those needs, creating & delivering compelling customer presentations of those solutions to create technical confidence & alignment with solution buyers
- Review of on-going customer needs & identify gaps between current & future products.
Senior technology Consultant
PureIntegration
02.2015 - 03.2016
- Implementation and Configuration: Leading the implementation and configuration of HP Operations Orchestration in a High Availability (HA) and Clustered environment, ensuring robust system performance.
- Horizontal Scalability: Ensuring the implementation of HP Operations Orchestration for horizontal scalability, enabling the system to efficiently handle increased workloads.
- Workflow Content Migration: Managing the migration of workflow content from version 9.x to version 10.x, ensuring seamless transition and compatibility.
- Knowledge Transfer: Facilitating training, knowledge transfer, and product mentoring for the customer's automation team in the areas of orchestration functions, operations, and advanced authoring techniques.
- Onsite Expertise: Providing on-site expertise and support for the HP Operations Orchestration solution, optimizing its functionality and addressing technical challenges as they arise.
- Training Aids: Developing and delivering training aids for runbook users, making it easier for them to utilize the system effectively and efficiently.
Senior technology Consultant
Evergreen Systems
11.2006 - 02.2015
- PLATFORMS: HP Cloud Service Automation (CSA) and Database & Middleware Automation (DMA / Stratavia); HP Server Automation (SA) and Operations Orchestration (OO); HP Server Automation Reporter; HP Client Automation Enterprise(CAE/ Radia); HP Discovery and Dependency Mapping Inventory (DDMI); VMware
- SERVICES: Architecture & Solution Design workshops for implementation, audit and assessment services, product training and knowledge transfer, formal documentation detailing design and best practice recommendations and Project Management / Architect Oversight for all automation consulting engagements
- Presales support to Evergreen, HP, and HP partner organizations including product demonstrations, Proof of Concept engagements, and product overviews for numerous customers
- Competitive Analysis of similar product technologies, Post implementation operations assistance for seamless transition, Led engineering team located in theUS and off-shore for 24-7 coverage and support for enterprise solutions, Advanced authoring techniques using complex operations for in-house and externally developed applications.
Pre-sales Solutions Architect / Technology Consultant
Hewlett Packard Corporation
01.2004 - 01.2006
- Focus on Implementing HP OpenView Configuration management solutions to potential customers
- Assisted HP product development with Quality Assurance testing on new releases of HP Configuration Server, HP Patch Manager, HP managed clients across multiple Operating systems
- Set up onsite demonstration labs to be used for customer demonstrations, proof of concepts, product testing via automated provisioning processes
- Successfully executed 70+ proof of concepts for potential customers.
Education
Network Administration, Network Security -
Chubb Institute
New Jersey, NJ01.1997
Computer Science, Business Administration -
Kingsborough CC
New York, NY01.1996
Skills
- Data Access Governance
- Data Loss Prevention
- Privacy Compliance
- Data protection
- Data Security Posture Management
- SaaS Security Posture Management
- Purview
- Strong communication skills
- SDLC
- Varonis Data Security
- Business Process Improvement and Development
- System content development
- Business integration and testing
- Conceptual design and detailed technical design
- Languages/Software - ServiceNow, HP OpenView Configuration Management software , HP Server Automation, Operations Orchestration and Network Automation , Windows 9-10X client side, Windows Server 20xx, Solaris (Sparc & x86), Linux (RedHat, SuSE & CentOS), HP-UX, Novell Netware, VMware ESX, Apple OS X, Oracle 8x and higher, Microsoft SQL 2000 and higher
- Cloud – Amazon Web Services, Google Cloud Computing, Microsoft Azure
- Hardware/OS - Windows, UNIX, Linux, VMware ESX, OS X
Certification
- Certified Amazon Web Services Practitioner
- MEDDPICC Certified
- Certified Micro Focus Pre-Sales Engineer - ITOM- Hybrid Cloud Management X
- Certified Micro Focus Pre-Sales Engineer - ITOM - Robotic Process Automation
- Certified Micro Focus Pre-Sales Engineer - ITOM - Data Center Automation
- Micro Focus | Robotic Process Automation
- Micro Focus | Data Center Automation Suite
- Micro Focus | Hybrid Cloud Management Suite
- Micro Focus | Operations Orchestration
- Micro Focus | HPE Software Network Automation
- HP Certified Professional – Accredited Integration Specialist
- HP Cloud Service Automation
- HP Database & Middleware Automation
Timeline
Presales Engineer
Varonis Systems
08.2021 - Current
Cloud and Automation Solutions Architect
Micro Focus (formerly HPE Software)
04.2016 - 07.2021
Senior technology Consultant
PureIntegration
02.2015 - 03.2016
Senior technology Consultant
Evergreen Systems
11.2006 - 02.2015
Pre-sales Solutions Architect / Technology Consultant
Hewlett Packard Corporation
01.2004 - 01.2006
Network Administration, Network Security -
Chubb Institute
Computer Science, Business Administration -
Kingsborough CC
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