WATSON JONES
GAITHERSBURG,USA
Summary
Dynamic leader with a proven track record at Ivanti, driving a 100% YoY revenue increase. Expert in strategic planning and customer relations, I excel in talent development and cross-functional collaboration. Proficient in RDBMS and adept at mentoring teams to achieve exceptional results in high-pressure environments.
Overview
43
43
years of professional experience
Work History
Leadership and Skills Coach
Empower-Coaching/Mentoring
09.2020 - Current
- Mentored and coached minority youth in the community, educating them on career opportunities in the IT industry and guiding them through educational choices necessary to achieve success in the field.
- Provided career one-on-one and group development support, helping individuals make informed educational and professional choices to secure meaningful career growth.
Senior SE Director Public Sector
Ivanti
01.2019 - 04.2020
- Led the integration and management of a specialized Public Sector-focused Sales Engineering (SE) team, crafting and executing a robust technical support model for the national sales team.
- Functioned as a pivotal customer liaison, adeptly handling critical customer and support issues.
- Played a key role within the Public Sector management team, contributing to strategic direction, revenue evaluation, and resource allocation.
- Orchestrated a successful collaboration with Sales, resulting in an impressive 100% YoY revenue increase, soaring from $10M to $20M.
- Spearheaded the expansion of Ivanti's market reach, composing a compelling contract justification for CDM, bolstering security software adoption for Federal systems.
- Nurtured the sales pipeline by vigilantly monitoring, managing, and resolving critical customer support incidents and relationship issues.
- Elevated the pipeline further by partnering with the Marketing team and Sales leadership to conceive Federal-specific technical marketing events.
- Implemented a national Pre-Sales support model, ensuring efficient market and product coverage to bolster overall effectiveness.
SE Director Public Sector
Splunk Inc.
Tysons, Virginia
08.2013 - 09.2018
- Orchestrated Pre-sales operations for Splunk Public Sector (Civilian/DOD/Intel/SLED), steering the team through a period of remarkable growth.
- Spearheaded organizational expansion by an impressive 600% from 2013 to 2018.
- Attained and surpassed quota, securing Achiever's Club recognition in 2017 with revenues exceeding $200M.
- Consistently exceeded revenue goals in 2014, 2015, 2016, and 2017.
- Pioneered a successful national support model tailored for multiple vertical markets.
- Formulated and executed an effective Public Sector partner and channel support model.
- Revamped the onboarding process, introducing additional self-paced training for enhanced efficiency.
- Collaborated with HR to streamline the hiring process.
- Developed training materials to elevate SE training standards.
- Innovated a new candidate recruiting model, instituting an internship program to enrich the talent pipeline.
- Elevated Partner enablement by providing mentors and assistance in obtaining necessary certifications.
Senior SE Manager Federal Civilian/Intel
VMware Inc.
Reston, VA
06.2008 - 08.2013
- Led both daily and strategic operations at VMware Public Sector Pre-Sales, serving as a strategic partner to Sales leadership and Marketing, consistently surpassing annual quotas.
- Played a pivotal role in staffing decisions for other SE and Sales management teams, contributing valuable insights.
- Effectively managed and supported customer escalations, ensuring swift resolution and satisfaction.
- Served as a coach and mentor across the organization, fostering professional growth and development.
- Successfully supported a robust $150M business across Intel and Civilian Agencies.
- Guided the team through a substantial growth phase, tripling the size of the group while maintaining operational excellence.
Public Sector SE Director
Mercury Interactive/HP Software
Tysons, VA
06.2006 - 06.2008
- Directed the daily operations of the Public Sector SE team, providing crucial support to customers, sales, marketing, and partners, with direct engagement with sales management to ensure surpassing business targets.
- A key contributor to the strategic operations of the business.
- Orchestrated the growth of the SE team, consistently achieving over-achievement on business results.
- Recognized as a Quota Club Achiever for multiple years, showcasing sustained excellence.
- Successfully managed the SE team through the intricate merger of Mercury and HP Software.
- Engineered and implemented a comprehensive multiple-product support model during the merger, seamlessly integrating product coverage from both predecessor organizations.
- Formulated and executed employee development plans, emphasizing cross-training for enhanced team versatility.
SE Director
Appfluent Technology
Rockville, MD
07.2005 - 05.2006
- As the SE Director for a niche SQL database performance tuning company, I spearheaded crucial responsibilities.
- Orchestrated the recruitment and hiring processes for both the SE and support teams, ensuring a skilled and cohesive workforce.
- Innovated onboarding procedures and crafted comprehensive new hire training, fostering a seamless integration into the company's operations.
- Developed comprehensive and competitive product documentation, enhancing the understanding and appeal of our offerings.
- Provided hands-on support for customer installations, ensuring a smooth and successful implementation experience.
- Delivered insightful architectural presentations and engaging demos, showcasing the technical prowess of our solutions.
SE Director (Higher Ed and Healthcare)
Oracle
Reston, VA
07.1988 - 07.2005
- Led and managed ICs and managers, crafting a comprehensive coverage model for multiple organizations across North America.
- Innovated SE onboarding procedures and initiated the Oracle summer intern program.
- Supported core technology and Enterprise Resource Planning (ERP) solutions in both managerial and Individual Contributor (IC) roles.
- Provided strategic ERP customer support and served as a mentor and coach in Oracle's new hire and summer intern programs.
- Diversified experience as an Oracle Network Product tester and instructor for Oracle SQLNet training.
- Developed an Oracle ERP interface to Federal Government Financials, utilizing C/Shell and SQL/PSQL to build a seamless interface.
- Achieved Principal Level SE status as an Individual Contributor, specializing in Oracle Networking (TCP/IP, SPX/IPX, SNA), DB performance tuning, and Applications Technology.
- Delivered pre and post-sale support for Oracle Technology, demonstrating a well-rounded expertise.
- Developed scripting scripts and programs to support RFX and benchmarks, showcasing technical proficiency and innovative problem-solving.
Senior Marketing Analysis/Field Engineer
Prime Computers
Rockville, MD
12.1982 - 07.1988
- As a solutions architect for Prime Computer hardware and software solutions in the Federal market, I undertook a multifaceted role.
- Designed and architected tailored Prime Computer hardware and software solutions to meet the unique needs of the Federal market.
- Demonstrated Prime Computers and supported 3rd party hardware and software solutions.
- Conducted repairs and maintenance on Prime computers and peripheral devices, ensuring optimal functionality.
- Led the integration of hardware and software, overseeing the installation and thorough testing of comprehensive solutions.
- Responsively addressed RFXs, contributing to a dynamic and competitive response process.
- Exhibited adept project management skills by overseeing project/bid/demo teams for developed solutions, managing teams ranging from 2 to 5 staff members.
Education
Bachelor of Administration - Business Management
Marshall University
MBA - Technology Management
University of Phoenix
Management and Leadership Development Program -
University of Virginia, Darden Business School
Skills
- Strategic Planning
- Leadership
- Coach & Mentor
- Talent Development
- Customer Relations
- Communication
- Pre-Sales Process
- Partnership Management
- Cross-Functional Collaboration
- Talent Recruitment
- Excellent Communication Skills
- Channel Support
- RDBMS (Oracle)
- Unix
- Networking (TCP/IP)
- C/C Shell
- PL/SQL
- VMWare
- Requirements Analysis
Additional Qualifications
Bachelor of Administration, Business Management, Marshall University, MBA, Technology Management, University of Phoenix, Management and Leadership Development Program, University of Virginia, Darden Business School, Member Delta Mu Delta National Academic Honor Society, Former Member Board of Directors, Court Appointed Special Advocates (CASA) of Montgomery County, Former Advisory Board Member - George Washington University of Northern Virginia
Timeline
Leadership and Skills Coach
Empower-Coaching/Mentoring
09.2020 - Current
Senior SE Director Public Sector
Ivanti
01.2019 - 04.2020
SE Director Public Sector
Splunk Inc.
08.2013 - 09.2018
Senior SE Manager Federal Civilian/Intel
VMware Inc.
06.2008 - 08.2013
Public Sector SE Director
Mercury Interactive/HP Software
06.2006 - 06.2008
SE Director
Appfluent Technology
07.2005 - 05.2006
SE Director (Higher Ed and Healthcare)
Oracle
07.1988 - 07.2005
Senior Marketing Analysis/Field Engineer
Prime Computers
12.1982 - 07.1988
Bachelor of Administration - Business Management
Marshall University
MBA - Technology Management
University of Phoenix
Management and Leadership Development Program -
University of Virginia, Darden Business School
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