Scott Englund
Director Of Sales Engineering - Strategic And Enterprise Accounts
Cape Coral,FL
Summary
Multifaceted technical leader who utilizes a unique mix of strategic vision and tactical execution to build innovative solutions that support major enterprise security objectives. Dynamic team builder who recruits, trains, coaches, and mentors technology teams—across both traditional and cloud platforms. Technology professional who “bridges the gap” between multiple teams, business users, and technical platforms. Expert problem solver who rapidly diagnoses and resolves critical enterprise issues.
Overview
17
17
years of professional experience
5
5
Certificates
Work History
Director of Sales Engineering
Delinea
Cape Coral, FL
01.2023 - 12.2023
- Managed and motivated sales engineering teams to reduce technical sales cycle by conducting strong discovery calls, performing focused demos and reducing Proof of Concept calls to under 30 days, or eliminating need for Proof of Concept all together.
- Established ambitious sales engineering targets, managed deployment strategies, and developed go-to-market plans to capitalize on every revenue opportunity.
- Consistently serviced accounts to maintain active contacts and continuously promote profitable offerings by providing high level product health checks, demonstrating new capabilities and conducting continuous discovery to uncover cross-sell opportunities.
- Establish cadence for Sales Engineers to Meet with Product teams for training on new capabilities and provide feedback to Product teams as feature requests or bug fixes.
- Forecasted technical sales and established processes to achieve "Tech Win"
Sales Engineering Manager
Delinea (formally Thycotic Centrify)
Cape Coral, FL
01.2022 - 01.2023
- Responsible for overseeing entire Eastern United states pre-sales engineering team in Mid-Market/ Commercial arena. Coordinating with multiple sales teams making sure that correct resources are available to demonstrate and prove product capabilities.
- Responsible for building sold product demonstration methods to target customer's business critical issues. These focused demonstrations reduce needs for trails and POCs, shortening sales cycles to less than 30 days and increasing revenue.
- Working with marketing and sales teams building sales plays on delivering new capabilities and strategies to overcome competitive products in today's marketplace.
Product Line Sales Engineer
ThycoticCentrify Formally Centrify
Cape Coral, FL
01.2020 - 01.2022
- Deliver solution focused demos based on prospects Critical Business Issues.
- Conducting POC/POV where necessary. Establishing specific success criteria, including time frames, to ensure that POC/POV can be completed and achieve "Tech Win" in timely and concise manner.
- Help develop business use cases from previous experiences and encourage teams to adopt similar stories to improve product positioning, demoing, and proof of concept trials.
- Working directly with sales teams, educating on traditional Centrify products, and incorporating them into current suites of solutions presented to prospects.
- Provided initial training and continued support to new and existing sales engineers, expanding their product knowledge to deliver "full-stack" PAM solutions to prospects and existing customers.
- Consult with Product development teams regarding new features and relay issues found back to product teams.
Lead Director of Identity and Access Management
Fidelity Investments
Cape Coral, FL
08.2017 - 12.2019
- Reduced Multiple Authentication platforms to provide unified solution satisfying both audit requirements and user experience.
- Partnered with cross-functional teams to conduct thorough discovery and due diligence on existing processes.
- Responsible for overall strategic direction and governance of IAM cloud program. Ensuring over 500 AWS accounts and 200 azure subscriptions adhere to corporate security standards.
- Responsible for all IAM policy and controls; exceeding or meeting regulatory and compliance requirements and reduced manual provisioning of IAM by 70% through automation
- Responsible for managing multi-site, DevOps teams, using Agile practices and meeting or exceeding delivery expectations. Leading by example and mentoring employees so they can excel in their career and expand in their disciplines
Director of Cybersecurity Product Management
Fidelity Investments
Raleigh, NC
08.2015 - 08.2017
- Responsible for product lifecycle and development
- Responsible for vendor relationships and vendor product support
- Coordinated deployments, upgrades and integrations of security products
- Offered data-driven recommendations aligned with overall company strategies and prioritized process improvements.
- Evaluated total cost of ownership for security products providing invaluable data for future budgets and planning
Director of Active Directory, Messaging and E-Pres
Fidelity Investments
Raleigh, NC
09.2013 - 08.2015
- Managed multi-disciplined engineering team specializing in Centrify Direct Control, Microsoft Active Directory, Microsoft Exchange and Symantec Enterprise Vault
- Negotiate and broker expectations and timelines amongst multiple business units to ensure that all parties agree with delivery of services.
- Experienced in managing both US and India team members to keep engineering projects running in “follow the sun” model.
- Managed and prioritized work intake from internal customers, project managers and operation teams
Systems Engineer
Fidelity Investments
Raleigh, NC
09.2006 - 09.2013
- Accomplished problem-solver whose unique mix of technical, engineering, and business expertise allows for new technologies to become mainstream.
- Deployed and Managed Centrify Direct Control to over 8000 Unix servers
- Worked with Access Management teams to build automation for account provisioning to provide faster time to market.
- Worked with Audit teams to provide solutions to ensure that access models for UNIX environment always met or exceeded company and regulatory standards
Skills
Leadership
Pre-Sales Demo and POC/POV Delivery
Privilege Elevation and Access Services
Governance and Compliance
Security as a Service (SaaS)
Cloud based IAM
UNIX systems engineer
Microsoft Active Directory
Public Speaking
Certification
Completed High Honors: Cryptographic Voice and Data Communications United States ARMY
Timeline
Director of Sales Engineering
Delinea
01.2023 - 12.2023
Sales Engineering Manager
Delinea (formally Thycotic Centrify)
01.2022 - 01.2023
Product Line Sales Engineer
ThycoticCentrify Formally Centrify
01.2020 - 01.2022
Completed High Honors: Cryptographic Voice and Data Communications United States ARMY
02-2019
Agile: Product Owner
02-2018
Microsoft Azure Basics
02-2018
Lead Director of Identity and Access Management
Fidelity Investments
08.2017 - 12.2019
Agile: Scrum Master
04-2017
Fidelity Leadership Training
08-2016
Director of Cybersecurity Product Management
Fidelity Investments
08.2015 - 08.2017
Director of Active Directory, Messaging and E-Pres
Fidelity Investments
09.2013 - 08.2015
Systems Engineer
Fidelity Investments
09.2006 - 09.2013