Ray Naidoo
Solutions Engineer / Sales Engineer
Markham,ON
Summary
Driven and motivated Sales Engineer with exceptional consultative sales skills to help customers solve technical problems. Works in tandem with the sales team to exceed customer expectations for functionality, cost-effectiveness, and successful system rollout. Offering a strong work ethic and track record of building loyal customer relationships. Experienced Sales Engineer with 35 years of success in the IT industry with a focus on pre-sale engineering and design. Possess deep technical acumen along with excellent communication and negotiation skills to close deals and drive sales achievements. Known to support customers as a technical advocate throughout the entire sales process. Motivated Sales Engineer with a proven track record of building and growing sales territories in competitive environments. Dedicated to building rapport and maintaining loyal customer relationships through understanding needs and creating individual solutions. Offering deep technical acumen with strong communication skills to help customers understand product offerings.
Overview
25
25
years of professional experience
Work History
Lead Solutions / Sales Engineer
Equinix Inc.
2015.03 - 2023.04
- Delivered technical sales presentations to prospects and presented benefits and value of products.
- Provided technical troubleshooting and problem-solving for clients with installed equipment or system issues.
- Designed and delivered product training for clients.
- Prepared cost estimates and bid documents by studying customer RFPs and consulting with project managers.
- Gained customer acceptance by demonstrating cost reductions and operations improvements.
- Managed over 75 customer calls per week
- Captured opportunities for additional sales during project implementation and rollout with existing accounts.
- Provided sales forecasts for product sales opportunities within assigned accounts.
- Recommended changes, improvements, or enhancements in products to development team based on customer feedback.
- Increased sales by 25%.,
- Submitted booking forecasts, monthly highlights and CRM entries.
- Suggested ideas for product evolution and new product variants.
- Oversaw detailed program rollout from initiation to production and sustainment.
- Used effective data analysis and sales strategies to increase win prospect buy-in and demonstrate system benefits.
- Identified and supported resale opportunities to achieve sales plans.
- Supported market research, metrics and requirements development and risk management.
- Contributes to sales engineering effectiveness by identifying short-term and long-range issues and recommending courses of action.
- Developed and implemented pursuit plans for opportunities within assigned key accounts.
- Provided input for overall bookings forecasts for assigned accounts.
- Liaised with assigned accounts to foster relationship development.
- Recommended and developed CMC teams to support individual pursuits.
- Attended trade shows and seminars to promote products and network with industry contacts.
- Analyzed market trends, competitor performance, and product strengths.,
Senior Solutions Engineer / Technology Consultant
Rogers Data Centers
2013.01 - 2015.02
- Managed over 10 calls per day.
- Increased sales by 15%
- Worked with software development and testing team members to design and develop robust solutions to meet client requirements for functionality, scalability, and performance.
- Prepared detailed reports on updates to project specifications, progress, identify conflicts, and team activities.
- Revised, modularized, and updated old code bases to modern development standards, reducing operating costs and improving functionality.
- Gathered and defined customer requirements to develop clear specifications for project plans.
- Coordinated with other engineers to evaluate and improve software and hardware interfaces
- Reviewed project specifications and designed technology solutions that met or exceeded performance expectations.
- Worked with software development and testing team members to design and develop robust solutions to meet client requirements for functionality, scalability, and performance
Senior Solutions Engineer / Technology Consultant
TELUS Managed Services
2004.01 - 2013.01
- Worked with software development and testing team members to design and develop robust solutions to meet client requirements for functionality, scalability and performance.
- Prepared detailed reports on updates to project specifications, progress, identified conflicts and team activities.
- Revised, modularized and updated old code bases to modern development standards, reducing operating costs and improving functionality.
- Gathered and defined customer requirements to develop clear specifications for project plans.
- Installed and configured software applications and tested solutions for functionality.
- Introduced agile methodologies and development best practices to division to enhance product development.
Senior Implementation Manager
VeriSign Inc.
1998.03 - 2003.12
- Oversaw large portfolio of projects to support teams, report progress and influence positive outcomes for key stakeholders.
- Outlined work plans, determined resources, wrote timelines and generated initial budgets as part of project scope determination.
- Developed project plans identifying key issues, approaches and performance metrics.
- Monitored contracts and service level agreements to identify potential risks and implement mitigation actions to protect development process from unforeseen delays and costs.
- Monitored contracts and service level agreements to identify potential risks and implement mitigation actions to protect development process from unforeseen delays and costs,,
Education
No Degree - Electronic Engineering And Computer Science
Centennial College of Applied Arts And Technology
Scarborough, ON1986
No Degree - Advanced Programing And Systems Concepts
Herzing Institute
Toronto, ON04.1983
Skills
- Bid Preparation
- Formal Presentation Skills
- Cold Calling
- Sales Process Engineering
- Microsoft Office Suite
- Consultative Sales Techniques
- Sales leadership
- Sales lead pipeline management
- Researched sales leads
- Sales lead pipeline
- Sales process engineering
- Solutions-focused sales
- Sales engineering background
Timeline
Lead Solutions / Sales Engineer
Equinix Inc.
2015.03 - 2023.04
Senior Solutions Engineer / Technology Consultant
Rogers Data Centers
2013.01 - 2015.02
Senior Solutions Engineer / Technology Consultant
TELUS Managed Services
2004.01 - 2013.01
Senior Implementation Manager
VeriSign Inc.
1998.03 - 2003.12
No Degree - Electronic Engineering And Computer Science
Centennial College of Applied Arts And Technology
No Degree - Advanced Programing And Systems Concepts
Herzing Institute