88 Hunter Ave. 781.820.0059
Hudson, MA 01749 rob@robmello.com
Employment History
Lumigent Acton, MA
Director, Systems Engineering (Pre-Sales) May 2008 – Present
(Oracle 10g, SQL Server 2005, Deltek Costpoint, PeopleSoft Financials, Red Hat Linux, SQL, VMware)
q
Cross-trained multi-disciplined pre-sales team supporting $6
million in annual revenue
(ERP, infrastructure, database security, governance, risk & compliance)
q Managed pre-sales partner relationship yielding $500k revenue / $3 million pipeline
q Instrumental in landing first customers for new GRC solution (American Systems, Neo Systems)
q New customers include: ATK, IBM Global Services, ITT, AECom, Colsa
q Reorganized underperforming pre-sales team
q Support of customer engagement lifecycle including product demonstrations, qualifications and managing pre-sales engagements
q Design, development and documentation of virtual-platform product demonstration environments
q Securing customer references
Product Marketing
Product marketing responsibilities for AppGRC product line:
(Application Governance, Risk and Compliance)
q Instrumental in bringing AppGRC solution for Deltek Costpoint to market
q Developed marketing message and corporate presentation for AppGRC
q Authored technical marketing materials
q Supported over 40 analyst briefings (Gartner, Forrester, IDC, others)
q Speaking engagements at conferences and user group meetings
q Hosting highly attended public webinars
q Thorough competitive analysis of database activity monitoring market
q Lead corporate content-management initiative streamlining knowledge sharing and communications
Symantec Waltham, MA
Sr. Principal Product Manager July 2006 – May 2008
(Oracle 10g, SQL Server 2005, Red Hat Linux, SQL, XML, Veritas Cluster Server)
Technical product management for Veritas Configuration Manager and Server Foundation product lines. Responsibilities included:
q Providing technical expertise as an input to product marketing requirements
q Review of and collaboration on product functional specifications
q Competitive analysis
q Field enablement through entire customer engagement lifecycle including product demonstrations, qualifications, responding to RFI’s/RFP’s, implementing and managing proofs of concept, training and advanced product documentation
q Authoring technical whitepaper: Enhancing Availability with Configuration Management
q Design, development and documentation of virtual-platform product demo environment used by a large, international sales organization to win business.
q Performing post-sales consulting and technical assistance to ensure superior level of customer satisfaction for customers such as Fidelity, Merck-Serono, and Virgin Mobile
q Managing post-sales product implementations and customer relationships
q Securing customer references
Palladium Group Boston, MA
Project Manager / Business Analyst July 2005 – July 2006
Pre-Sales/Project Manager, Balanced Scorecard Collaborative, (Lincoln, MA) February 2006 – July 2006.
q Authored and presented technology demonstrations on hosted Balanced Scorecard development/reporting application to customers and partners
q Technology Council program manager
q Managed off-shore development team
Project lead, Toyota Motor Corp, Lexus division (Torrance, CA) October 2005 – February 2006
q Led five-member project team (business analyst, data architect, ETL developers and report analyst) responsible for design and implementation of a relational customer survey data mart
q Established customer-facing project controls and communication plan for future projects
q Responsible for on-boarding a larger team for a second project at Toyota by providing templates and examples of all project controls and processes.
Technical Analyst, GE, Energy Financial Services (Stanford, CT) July 2005 – September 2005
q Supported production roll-out of Hyperion Planning application
q Assisted Essbase administrators with hierarchy maintenance and business rules validation
Nestor Traffic Systems East Providence, RI
Software / Systems Engineer August 2004 – July 2005
Designer and lead developer on web-based back-office
Microsoft .NET and Perl applications
(ASP.NET, IIS, C#, Visual Studio, Microsoft SQL Server, T-SQL, Perl, Apache,
Visual Source Safe, SNMP)
q
Architected, designed, authored and implemented multi-tiered transaction-based
batch payment processing system that reduced monthly reconciliation time from
one day to ten minutes.
(.NET / C# / IIS / MS SQL Server)
q Designed, authored and implemented flexible alerting system for field engineers monitoring nationally deployed production systems (Apache / Perl)
q SQL Server database design and stored-procedure development
q Maintained legacy Perl-based system responsible for monitoring network of nationally-deployed production servers
MaxSea Marine Software Marstons Mills, MA
Director, Technical Services April 2003 – August 2004
Management position supporting pre and post-sales technical teams.
q
Led technical and organizational projects instrumental in
doubling sales in twelve months and a
$5 million acquisition by marine electronics giant Furuno USA
q Reorganized under-performing technical services team, improving response time
q Designed and developed new technical documentation and US web site
q Forged profitable relationships with technical partners and dealers
Relicore (now Symantec) Burlington, MA
Senior Sales Engineer April 2002 – April 2003
Technical pre/post sales position working with Solaris-based
systems management solution.
(Solaris, Windows 2000, Oracle 8i, Java, XML)
q Senior services resource on strategic early-adopter engagements with Cisco, Sun Microsystems, Intel, Vanguard and Thomson Financial
q Customized & presented opportunity-specific J2EE applications for pre-sales demonstrations
q Project lead for developing Clarity product demo application
q Technical resource for meetings with financial investors and technology partners
q Developed and documented Clarity “Fast Start” program
q Developed technical training materials and CGI-based training applications for Relicore Clarity
Alphablox (now IBM) Boston, MA
Senior Systems Engineer (Pre-Sales) July 2001 – April 2002
Technical pre-sales position working with web-based Java (J2EE) analytic platform. (Solaris, Windows 2000, Oracle, Java, JSP, JavaScript, Tomcat, Essbase, Microsoft Analysis Services)
q Instrumental in landing State Street Bank as first Alphablox customer in Boston
q Regularly met with & presented to senior management and executives of Fortune-1000 companies
q Developed & presented opportunity-specific analytic applications for pre-sales demonstrations
q Performed post-sales consulting and technical assistance to ensure superior level of customer satisfaction for customers such as Royal Bank of Canada and CVS
q Provided award-winning assistance to education team in developing technical training materials
eBT International (formerly eBusiness Technologies) Providence, RI
Professional Services Consultant November 2000 – June 2001
Technical position with broad pre-sales responsibilities working with J2EE/XML/Oracle8i enterprise content management solution. (JSP, XML, XSL, Oracle 8i, Tomcat, Solaris, LDAP)
q Designed, developed & documented Entrepid product demo application
q Presented product demonstrations for customers and financial and industry analysts
q Provided technical assistance to tech-doc and education teams
PentaSafe Security Technologies (now NetIQ) Norwell, MA
Sr. Manager, Field Engineering, Technical Support January 1996 – November 2000
Pre-sales consulting, implementing database and internet security solutions for Fortune-1000 customers. (Oracle, Sybase, SQL Server, Solaris, AIX, Linux, HP-UX, Windows NT, PeopleSoft, InstallShield)
q Managed team of four providing technical backbone for sales teams
q Managed technical support
Benton Computer Services Norfolk, MA
Software Engineer November 1990 - January 1996
Designed, developed and implemented database solutions for small business. Vertical markets included manufacturing, law, insurance, accounting and non-profit. (MS FoxPro, Windows 3.x, Novell Netware)
Education & Training
University of Massachusetts Lowell Lowell, MA
Full Sail University Winter Park, FL
Professional training in Java development, Hyperion Essbase, Balanced Scorecard and Solution Selling