Mike DeLeonibus
Summary
Customer-focused Sales Engineer with practiced expertise selling technical solutions in business-to-business environments. Researches and understands complex and system-wide customer needs and proposes and explains optimum solutions. Builds lasting and mutually beneficial relationships with key customers.
Overview
30
30
years of professional experience
1
1
Certification
Work History
Advisory Sale Engineer
Dell Technologies (EMC VCE)
04.2015 - Current
- Lead SE for NTT Data for SPS group leading sales and engineering for Core storage, HCI and CI sales into NTTData and Amdocs and Sungard
- VxRail, VxFlex, VxBlock as well as primary storage such as Unity, PowerMax XTremIO.
Advisory Sales Engineer
EMC Corporation
05.2007 - 03.2015
- Lead SE for EMC CSC Alliance team on all New Business Federal and Commercial deals
- Lead SE in support of CSC NPS(Federal) 2008 – 2012 Lead SE for the CSC NPS RFP team pursuing multi-billion dollar CSC Program Pursuits from the BD phase through post win – FDIC, Air Force, Navy NGEN, TSA, FDA, USDA, FAA etc working with Lead engineer for CSC STaaS (Storage as a Service) responsible for product management and order fulfillment.
SAN Engineer
MDCSI Inc.
05.2003 - 05.2007
- Self employed contractor for US Department of Agriculture Conduct Requirements Analysis, Site Survey and SAN design for the USDA HQ in Washington, DC
- Conduct interviews, analyze data center to review server configurations, backup procedures, data requirements
- Conduct RFP process for USDA to choose SAN vendor/product among EMC, HDS, HP, and IBM
- Make recommendations and implement/install SAN device and related equipment.
Sales Engineer
Spectralogic
03.2006 - 04.2007
- Lead Pre-Sales engineer for Spectralogic Federal Respond to RFP’s , present technology to customers, support Account Executives exceed sales goals Assist with Post Sales installs and maintenance when needed
Strategic Sales
Cable and Wireless Service
08.2000 - 05.2003
- Senior Sales Engineer Assists customers in the integration and design of their Internet web sites and related networking, web, application, and DB infrastructure
- Conduct tours for customers and prospects of the data centers providing Won Solutions Consultant of the quarter – East, Sept 2002 Responsible for the training of the sales staff on Exodus products, services, methodologies Work with the Regional Strategic Accounts group on accounts that require customized professional services solutions. (Nextel, Marriott, Bank of America, First Union, Bank One, SallieMae, Amtrak, FannieMae, Michelin, Dupont, Owens and Minor etc.)
Network Sales Engineer III
Bell Atlantic – Data Solutions Group (DSG)
08.1999 - 08.2000
- Work directly with Internet Account Managers to sell(outside sales) customers Internet related products including, Managed Web Hosting(IIS, Netscape), Managed Firewall services(CheckPoint – WatchGuard), Internet access, Managed VPN Service(TimeStep, Nortel Contivity), Managed RAS, e-mail, Usenet, full line of Cisco Routers, switches and access routers
- Give PowerPoint product presentations to customers as well as BA Core CAM’s and other NSE’s.
Network Sales Engineer III
Bell Atlantic – Data Solutions Group (DSG)
08.1999 - 08.2000
- Work directly with Internet Account Managers to sell(outside sales) customers Internet related products including, Managed Web Hosting(IIS, Netscape), Managed Firewall services(CheckPoint – WatchGuard), Internet access, Managed VPN Service(TimeStep, Nortel Contivity), Managed RAS, e-mail, Usenet, full line of Cisco Routers, switches and access routers
- Give PowerPoint product presentations to customers as well as BA Core CAM’s and other NSE’s.
Sales Engineer III
Digex-Intermedia
Beltsville, MD
10.1998 - 08.1999
- Communicate clearly and confidently with customers and Sales Representatives in the sales process
- From initial qualification of a prospect; determine current LAN/WAN; assess needs in respect to network/security configuration; propose cost effective solution to customers needs
- Set customers expectations properly concerning what Digex can do in respect to its Managed Services
- Understand customer's technical requirements and pull information out of the customer to more fully understand their current set-up and what they want to achieve
- Troubleshoot Digex/BIS LAN problems including NT/98/95/Mac desktops and laptops
Sales Engineer III
Digex-Intermedia
Beltsville, MD
10.1998 - 08.1999
- Communicate clearly and confidently with customers and Sales Representatives in the sales process
- From initial qualification of a prospect; determine current LAN/WAN; assess needs in respect to network/security configuration; propose cost effective solution to customers needs
- Set customers expectations properly concerning what Digex can do in respect to its Managed Services
- Understand customer's technical requirements and pull information out of the customer to more fully understand their current set-up and what they want to achieve
- Troubleshoot Digex/BIS LAN problems including NT/98/95/Mac desktops and laptops
Senior Network Engineer
BDM International.
McLean, VA
10.1994 - 10.1998
- Team Leader to modernize Overseas Private Investment Corporation (OPIC) internal LAN
- All aspects of networking had to be addressed- e-mail, routing, new desktop/laptop rollout, update Novell/NT server SW/HW
- Upgrade path from Exchange 5.0 to 5.5
- Reorganization of entire file system- group visibility, security, drive mappings, compression
- Replace entire tape backup system with DLT
- Roll out of MS Office applications
- Team Co-Lead for rolling out Windows 95 to 1500 workstations Configured 200 HP printers across BDM WAN for SAP printing via Unix.
Network Administrator
CEXEC Inc.
Rockville, MD
02.1994 - 10.1994
- Part of a team responsible for installing a 1500 user, Token ring network for the Nuclear Regulatory Commission
- Duties included migrating 1500 users from satellite buildings in Bethesda MD to a central location in Rockville MD.
Help Desk technician
I-NET Inc.
Bethesda, MD
08.1993 - 02.1994
- One of a 6-person help desk for 3000 users for the Nuclear Regulatory Commission.
Network Administrator
BDM Federal
Germantown, MD
- Network administrator for 250 users and 3 Novell 4.1 servers running Win3x/95, Mac 7.x
- Installed and configured Novell 4.10/3.12 and WinNT 3.51 servers and connected WFW 3.11 users
- Implemented Arcserve 5.x & 6.x tape backup for 5 servers, Install and maintain network-monitoring
Education
Information Technology
Salisbury University
Salisbury, MD06.1993
Skills
- VMWare VTSP Certified
- Amazon Cloud Practitioner Certified
- Relationship Building
- Organization Skills
- Presentation Skills
- Microsoft Visio
- Strong Technical Acumen
- Needs Analysis
- Consultative Sales Techniques
- Technical Documentation
- Proposal Development
- Team Collaboration
- Technical Troubleshooting
- Customer Advocacy
- Microsoft Office Suite
- Technical Consulting
- Communication Skills
- Sales Process Engineering
- Bid Preparation
- Cold Calling
- Trustworthy
- Price Structuring
- Solution Selling
- Project Specifications
Certification
- VMWare VTSP
- Amazon VVSP6 HCI
- VCE Certified
Accomplishments
- Responsible for $30M+ in HCI sales and developed pipeline by providing pre-sale and post-sale engineering support to customers. Sold 900+ VxRail nodes to dizens of customers.
- Awarded with the Sales Engineer of the quarter for Sales attainment.
- Consistently maintained high customer satisfaction ratings.
- Developed personal relationships with customers and new clients.
Timeline
Advisory Sale Engineer
Dell Technologies (EMC VCE)
04.2015 - Current
Advisory Sales Engineer
EMC Corporation
05.2007 - 03.2015
Sales Engineer
Spectralogic
03.2006 - 04.2007
SAN Engineer
MDCSI Inc.
05.2003 - 05.2007
Strategic Sales
Cable and Wireless Service
08.2000 - 05.2003
Network Sales Engineer III
Bell Atlantic – Data Solutions Group (DSG)
08.1999 - 08.2000
Network Sales Engineer III
Bell Atlantic – Data Solutions Group (DSG)
08.1999 - 08.2000
Sales Engineer III
Digex-Intermedia
10.1998 - 08.1999
Sales Engineer III
Digex-Intermedia
10.1998 - 08.1999
Senior Network Engineer
BDM International.
10.1994 - 10.1998
Network Administrator
CEXEC Inc.
02.1994 - 10.1994
Help Desk technician
I-NET Inc.
08.1993 - 02.1994
Network Administrator
BDM Federal
Information Technology
Salisbury University
- VMWare VTSP
- Amazon VVSP6 HCI
- VCE Certified
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