Vijay Patil
Castle Rock,CO
Summary
Experienced Sales Engineering leader with proven success in pre-sale engineering and design. Possess deep technical acumen along with excellent communication and negotiation skills to close deals and drive sales achievements. Known for ability to support customers as technical advocate throughout entire sales process. Proven success in building and leading a team of highly productive Sales Engineers that are customer focused. Highly skilled in people management and motivation.
Overview
10
10
years of professional experience
1
1
Certification
Work History
Manager Digital Sales Engineering - North America
Johnson Controls
03.2022 - Current
- Lead/Manage a team of 10 Digital Sales Engineers located in the US and Canada that helped drive over $40 million in new revenue for FY2024
- Provide coaching/mentoring for the North American Digital Sales Engineering team. This includes technical training, weekly 1x1s, creating team and individual KPIs and individual development plans
- Built high-performing teams through effective recruitment, onboarding, and talent development initiatives
- Resolved staff member conflicts, actively listening to concerns and finding appropriate middle ground
- Onboarded new employees with training and new hire documentation
- Partner with local market Directors of Digital Sales to engage with Account Executives and teams to deliver on digital secured volume and margin goals
- Act as the subject matter expertise (SME) on the core Johnson Controls OpenBlue Digital Cloud AI/ML SaaS product suite
- Provide product sales demonstration training to the Digital Sales Engineering team to ensure effective use case/value driving methods are reinforced
- Responsible for internal technical consulting within the assigned region to educate the local teams on the solution fit, positioning strategies, and opportunity identification via collaborative learning sessions in partnership with Directors of Digital Sales
- Worked with Product Management, Learning & Development, and Go-To-Market team to formalized a technical training curriculum that all Global Digital Sales Engineers were required to complete (OpenBlue Solution Badge)
- Act as the liaison to executive level management, reporting directly to the Vice President of North American Digital Growth
- Work closely with other departments for process reviews to ensure streamlining of the complete sales cycle from pre-sales through delivery and post-sales support
- Collaborate with Customer Success leadership to train and ensure Customer Success Managers understand the value of the SaaS offerings and are able to renew and upsell clients
Manager Sales Engineering
Dish Network Corp
02.2020 - 03.2022
- Built, trained/mentored, and led a team of Dish Business Sales Engineers
- Created team and individual KPIs/goals, as well as helped develop individual development plans
- Conducted weekly 1x1 meetings with each team member
- Acted as the liaison between senior leadership and the Sales Engineering team
- Provided strategic guidance across the team and to senior leaders on key initiatives. Key focus on Dish Fiber Multi-Dwelling Unit (MDU) Managed Wi-Fi solution
- Worked with director level management to construct an overall technical product strategy and ensure my Sales Engineering team complies with plan
- Implemented various workflow metrics to ensure team met goals and created precise customer technical solutions
- Provided pre-sale technical consultative support including drafting technical documentation and/or network solutions for contractual inclusion, maintaining awareness of competitive/alternative solutions and positioning our products accordingly, and performing tech-demonstrations to key stakeholders
- Delivered engaging sales presentations to new clients, explaining technical information in simplified language to promote features and increase client base
- Interacted with various Dish Business department leaders on strategic initiatives. This includes Sales, Product, Design, Finance, Deployment, Legal, and Customer Success
- Worked directly with Customer Success on client QBRs to demonstrate platform feature upgrades to help drive renewals and potential upsell opportunities
- Provided technical and networking advice to the Product Development Team during new product design
Mergers and Acquisitions Project Manager/Business Development Representative
Single Digits Inc.
01.2019 - 02.2020
- Tasked with managing network transitions from old GX2 Technology systems, to new Single Digits Inc platform
- Managed a team of 3 Network Engineers to accomplish migration tasks, adhering to a strict timeline
- Act as Account Manager for all former GX2 Technology clients. This includes any sales and support issues
- Assigned a sales territory with a focus on Independent Hotels, with a quarterly sales quota that must be met
Senior Sales Engineer - Global Team Leader
GX2 Technology
08.2014 - 01.2019
- Responsible for all technical sales in North America and Europe, with a focus in the Hospitality and Multi-Family Dwelling verticals
- Worked in partnership with Sales Managers to present company technological and support services to prospective and current clients
- Led a team of 5 global Sales Engineers in both North America and Europe
- Set clear team goals and delegated tasks and set deadlines
- Discovered training needs and provided coaching
- Prepared all hardware and software recommendations to clients
- Developed all pricing quotes for the end user and presents them to clients with the Sales Manager
- Participated in Sales and Marketing events, acting as the technical lead for prospective clients
- Attended trade shows and seminars to promote products and learn about industry developments
Education
Certificate in Network Management - Computer Networking And Telecommunications
Arapahoe Community College
Littleton, CO05.2014
MBA - Business Administration And Management
Florida State University
Tallahassee, FL05-2003
Bachelor of Science - Business Administration And Management
University of North Carolina At Chapel Hill
Chapel Hill, NC08.2000
Skills
Networking Hardware:
Cisco, Brocade/Ruckus, HP/Aruba, Extreme Networks, ZyXEL, ADTRAN, Ubiquiti
Firewall Hardware:
FortiNet, Cisco ASA, WatchGuard, SonicWall, Palo Alto
Wireless Hardware:
Ruckus, Cisco/Meraki, Aruba, Extreme Networks, Cambium, Ubiquiti
Wireless Backhaul:
Cambium, Ubiquiti, Mimosa, Siklu
Wireless Site Survey Tools:
Netscout/Netally AirMagnet Suite (Survey PRO)
Netscout/Netally AirCheck Spectrum Analyzer
Certification
- Cisco Certified Network Associate (CCNA) - Routing and Switching
- Cisco Certified Network Associate (CCNA) - Wireless
- Certified Wireless Network Administrator (CWNA)
- Microsoft Azure Fundamentals (AZ-900)
Timeline
Manager Digital Sales Engineering - North America
Johnson Controls
03.2022 - Current
Manager Sales Engineering
Dish Network Corp
02.2020 - 03.2022
Mergers and Acquisitions Project Manager/Business Development Representative
Single Digits Inc.
01.2019 - 02.2020
Senior Sales Engineer - Global Team Leader
GX2 Technology
08.2014 - 01.2019
- Cisco Certified Network Associate (CCNA) - Routing and Switching
- Cisco Certified Network Associate (CCNA) - Wireless
- Certified Wireless Network Administrator (CWNA)
- Microsoft Azure Fundamentals (AZ-900)
Certificate in Network Management - Computer Networking And Telecommunications
Arapahoe Community College
MBA - Business Administration And Management
Florida State University
Bachelor of Science - Business Administration And Management
University of North Carolina At Chapel Hill
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