Software sales engineer
Greater Boston Area
- Past
-
- Application Engineer at IBS America
- Senior Technical Account Manager at Mainsoft
- Principal Sales Engineer at Adero
- System Architect at Comverse Network Systems
- Consulting Sales Engineer at Boston Technology
- Founder at Constellation Software
- Senior Technical Consultant at Prime Computer
- Member of Technical Staff at Bolt, Beranek & Newman
- Education
-
- University of Rochester
- The Australian National University
- Connections
-
101
connections
- Industry
- Computer Software
Graeme Williams’s Summary
Sales engineering: A record of success in products and services, through direct and indirect channels.
Graeme Williams’s Specialties:
Exceptional presentation skills, with immediate impact on customers and prospects. Able to simplify and communicate the benefits of complex systems to all levels of decision makers.
Graeme Williams’s Experience
-
Application Engineer
IBS America
(Computer Software industry)
2004 — 2008 (4 years )
Sales engineer responsible for two product lines from Germany
• Create and present customized product demos to prospects
• Built prototype reports for presentations
• Prepare configuration and scheduling for price quotes
• Responsible for the specification and pricing of services
• Help reps respond to RFIs and RFPs
• Develop training materials for the US market
• Install, train, and support all customers for one product line
• Support post-sales with development of custom reports and SQL -
Senior Technical Account Manager
Mainsoft
(Public Company; 51-200 employees; Computer Software industry)
2001 — 2002 (1 year )
Responsible for presenting solutions to software developers, supporting product evaluations for potential customers, and technical account management of existing customers
• Developed portable (Windows, Linux, Solaris) demos in Visual Studio / C++.
• Re-wrote technical description in plain English to reduce confusion for new customers.
• Ensured successful resolution of support issues for major customers -
Principal Sales Engineer
Adero
(Privately Held; 51-200 employees; Computer Software industry)
1999 — 2001 (2 years )
Senior Product Manager (2000-2001)
Responsible for product and release management of the Globalwise web caching service.
· Balanced development resources and business requirements
· Wrote specification for releases of the DNS-based load-balancing solution.
· Analyzed technical requirements and developed a storage and database architecture.
Principal Sales Engineer (1999-2000)
Responsible for pre-sales support of caching and streaming services for worldwide sales.
· Acted as internal and external technical resource for Internet protocols such as HTTP and DNS.
· Developed relationship with performance analysis partners
· Prototyped Perl tools and evaluated products for crawling and qualifying prospect web sites.
· Developed SQL query designs against the corporate distributed Oracle database. -
System Architect
Comverse Network Systems
(Public Company; 1001-5000 employees; Telecommunications industry)
1998 — 1999 (1 year )
Product Marketing, Intelligent Networking Division
Responsible for product management for the prepaid cellular system.
· Developed sales strategies, materials and training for worldwide sales.
· Negotiated phasing and wrote detailed specifications, balancing customer requirements and development constraints, for deploying distributed prepaid service in the Thai cellular network. -
Consulting Sales Engineer
Boston Technology
(Public Company; 501-1000 employees; Telecommunications industry)
1992 — 1998 (6 years )
Developed and presented product information and collateral to direct and reseller channels.
Entered the Chinese market, at a 50% price premium over the competition.
Prepared RFP responses and communicated customer requirements to R&D.
Acted as the technical resource for the sales force providing expertise in system performance and configuration, load measurement and prediction, and application and database capacity.
Took the technical lead in competitive analysis, including gathering information from trade shows, writing and presenting “knock-offs” to sales and marketing staff, folding competitive differentiators into our brochures and presentation materials, and a conference presentation.
Supported product rollouts for the voice mail system, an application development system and an RDBMS and COM-based distributed software architecture.
Provided regular in-house seminars on current industry, product and technical issues. -
Founder
Constellation Software
(Privately Held; 1-10 employees; Computer Software industry)
1990 — 1992 (2 years )
Constellation was founded to use object-oriented technology in distributed database applications.
I Implemented a system and network independent protocol layer on the Prime, Windows, MIPS and HP platforms, and applications combining protocol, database, and image-scanning libraries. -
Senior Technical Consultant
Prime Computer
(Public Company; Computer Software industry)
1984 — 1990 (6 years )
-
Member of Technical Staff
Bolt, Beranek & Newman
(Public Company; 1001-5000 employees; Computer Networking industry)
1979 — 1984 (5 years )
Implemented tools for the simulation, performance analysis, design and optimization of ARPANET (Internet) networks, including design of a worldwide network for the DoD.
Wrote formal specifications of ANSI and ISO standards.
Graeme Williams’s Education
-
University of Rochester
Ph. D. , Computer Science , 1975 — 1979
Summer internship at Xerox PARC working on Ethernet
-
The Australian National University
B.A. (Hons) , Computer Science and Math , 1971 — 1974
Additional Information
Graeme Williams’s Interests:
In addition to my professional experience, I have written several book reviews for Slashdot, http://books.slashdot.org.
Graeme Williams’s Groups:
-
BBN Alumni -
Prime Computer Alumni Group - Worldwide -
Boston Technology Hub -
Non Profit Technology Network
Graeme Williams’s Contact Settings
Interested In:
- career opportunities
- consulting offers
- expertise requests
- reference requests
- getting back in touch
