Shawn Hoekstra
Summary
Experienced results driven Sales Engineer with more than twenty years of successful pre-sales engineering and design focused in the telecommunications industry. Proven history of working in tandem with sales teams to increase sales revenues and attain quotas. Excellent communication and negotiation skills coupled with deep technical acumen to drive sales and win business, both remotely and in the field. Excellent customer relations aptitude and relationship building skills to build rapport, facilitate and maintain support with key members within an organization. Proficient in learning product offerings and applications to recognize and solve problems in evaluating alternative solutions for the customers environment, challenges and opportunities. Strong work ethic and long track record as an analytical problem solver to support customers as a technical advocate thought the entire sales process.
Overview
28
28
years of professional experience
1
1
Certification
Work History
Sales Engineer
Lumen Technologies
03.2020 - Current
- Identified sales opportunities by assessing environment and devising and implementing winning strategy.
- Prepared pricing and solution documents by studying customer RFPs and consulting with project managers.
- Recommended and developed CMC teams to support individual pursuits.
- Used effective data analysis and sales strategies to increase win prospect buy-in and demonstrate system benefits.
- Developed and implemented pursuit plans for opportunities within assigned key accounts.
- Delivered technical sales presentations to clients and presented benefits and value of products and services.
Sales Engineer
8x8
01.2018 - 08.2019
- Contributed to sales engineering effectiveness by identifying short-term and long-range issues and recommending courses of action.
- Reviewed customer inquires to understand project scope while managing internal delivery mechanisms.
- Recommended changes, improvements, or enhancements in products to product development team based on customer feedback.
- Suggested ideas for product evolution and new product variants.
Sales Engineer
AdvanTel Networks
01.2015 - 12.2016
- Provided sales forecasts for product sales opportunities within assigned accounts.
- Identified and supported resales opportunities to achieve sales plans.
- Gained customer acceptance by demonstrating cost reductions and operations improvements.
- Provided technical troubleshooting and problem solving for clients with installed equipment or system issues.
Sales Engineer
Reaction Communications
01.2012 - 12.2015
- Liaised with assigned accounts to foster relationship development.
- Oversaw detailed program rollout from initiation to production and sustainment.
- Attended trade shows and seminars to promote products and network with industry contacts.
- Delivered technical sales presentations to prospects and presented benefits and value of products.
Business Development Manager
PAETEC
01.2009 - 12.2011
- Identified and pursued valuable business opportunities to generate new company revenue and improve bottom line profit.
- Held one-on-one meetings with sales team members to identify selling hurdles and offered insight into best remedy.
- Built relationships with customers and community to establish long-term business growth.
- Represented company and promoted products at conferences and industry events.
- Organized promotional events and interacted with community to increase sales volume.
- Liaised with sales, marketing, and management teams to develop solutions and accomplish shared objectives.
- Engaged in product training, demonstrations, consumer awareness, branding, and acquisition initiatives to raise awareness and revenues.
Account Executive /Sales Manager
Stars & Stripes Telecom
12.1994 - 12.2009
- Enhanced profitability by developing pipelines utilizing marketing and sales strategies.
- Implemented systems and procedures to increase sales.
- Drove sales by developing multi-million dollar contract sales.
- Demonstrated products to show potential customers benefits and advantages and encourage purchases.
- Managed accounts to retain existing relationships and grow share of business.
- Managed revenue models, process flows, operations support and customer engagement strategies.
Education
General Education
West Valley College
Saratoga, CAUnited States Marine Corps
High School Diploma -
Valley Christian
San Jose, CASkills
- UCaaS
- CCaaS
- SaaS
- PaaS
- IaaS
- SDWAN
- IoT
- Edge Compute
- Internet Security
- Managed Services
- Cellular Services
- Carrier Services
- Layer 2, 3 and 4 Network Design
Certification
- Avaya APSS
- Avaya APDS
- Brocade BCNE
- Brocade BCNP
- CradlePoint CPCNA
- Palo Alto Networks ASE
- Broadview OSE
- Mitel MSP
- Mitel MiCCSE
- TalkDesk AC
Timeline
Sales Engineer
Lumen Technologies
03.2020 - Current
Sales Engineer
8x8
01.2018 - 08.2019
Sales Engineer
AdvanTel Networks
01.2015 - 12.2016
Sales Engineer
Reaction Communications
01.2012 - 12.2015
Business Development Manager
PAETEC
01.2009 - 12.2011
Account Executive /Sales Manager
Stars & Stripes Telecom
12.1994 - 12.2009
General Education
West Valley College
United States Marine Corps
High School Diploma -
Valley Christian
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