Summary
It is my mission to delight customers, deliver sustainable sales growth, and provide innovative servant leadership. I accelerate business by applying rapid growth skill sets, communication skills, and essential relevant technical expertise.
- Extensive customer focus in sales wins, product development, and consulting internationally.
- Highly sought after public speaker and group discussion leader with analysts and customers.
- Held successful CTO, VP, and GM roles in rapid-growth ICT and service provider companies.
Career Highlights
Faction
Dell Technologies
Dell EMC
EMC
VCE
Cuthrell Consulting
Digitel Hosted Network
NeoNova Network Services
iXL Enterprises Inc.
Education
North Carolina State University College of Engineering
- Bachelor of Science - BS
- Materials Science and Engineering
Patents
US9684539B1 - Methods, systems, and computer readable mediums for logically remediating infrastructure resource components
Licenses & Certifications
- INFOSEC Assessment Training and Rating Program (IARTP) National Security Agency (NSA) INFOSEC Assessment Methodology (IAM) - NSA INFOSEC Assessment Training and Rating Program (IARTP)
- Leadership Track (+50 course modules completed) - Dell Technologies
- Facilitation of Executive Briefings (ABPM) - ABPM (Association of Briefing Program Managers)
- Class-5 Soft Switch Packet Interface Card for VoIP - Tekelec
- Class-5 Soft Switch OAM&P - Tekelec
- Canopy Wireless Broadband Technical Training - Motorola Solutions
- Weblogic Server Administration - Oracle
Skills
- Servant Leadership
- Executive Leadership
- Team Leadership
- Design Thinking
- Systems Thinking
- Telecommunications
- Go-to-market Strategy
- Software Development
- Competitive Analysis
- Professional Services
- Strategic Consulting
- Materials Science
Advisory Board Roles
- Racemi Advisory Board ( Exit: DXC )
- Packet Island Advisory Board ( Exit: BroadSoft / Cisco )
- AwayFind Advisory Board
- CommuniGate Customer Advisory Board
Honors & Awards
- Dell Product of the Year Award 2020
- Dell Customer Focus Award 2019
- Dell Excellence Award 2018
- Dell Excellence Award 2017
- VCE Master Engineer Award 2013
- VMware vExpert Award 2013
- VCE Boldness Award 2012
- GLG Top 5% Leaders for Telco Media Entertainment 2010
- GLG Top 5% Leaders for Telco Media Entertainment 2009
- Digitel Founders Club Award 2008
- Digitel Founders Club Award 2007
- Digitel Founders Club Award 2006
- Digitel Excellence Award 2007
- NeoNova Excellence Award 2006
- Digitel Founders Club Award 2005
Pre-Sales and Field CTO Summary
Pre-sales wins that I have been involved in span multiple segments such as service providers (telco, media, entertainment, IaaS, PaaS, SaaS), independent software vendors (ISVs), independent hardware vendors (IHVs), systems integrators, various federal governments, United States SLED, various military, and various enterprise verticals. Types of enterprise wins I have been involved in include utilities, legal, construction, mining, manufacturing, finance, insurance, healthcare, textiles, automotive, retail, and more. An abbreviated sample of publicly referenceable customers may be available online.
My role in the pre-sales process and closing was and is to be a trusted advisor and road warrior aligned to the MEDDIC B2B sales qualification methodology. As a trusted advisor, my role was “soup to nuts” and holistic from qualification to bookings to post-sale “land and expand” account lifecycle management. Specifically, my pre-sales role involved high touch level strategy for credible product positioning, directed competitive analysis, RFx influencing, establishing success criteria for customer acceptance, cross-functional proof of concept test planning, C-level presentation in person in region globally, C-level presentations at executive briefing centers globally, ongoing C-level executive sponsorship 1:1 meetings at conference events, down to specific bill of materials and services contract creation through review and execution during delivery and implementation working with customer advocacy and customer success managers.
Since 2010, my field facing pre-sales roles have meant virtual road warrior duties embracing both remote work techniques and leadership of remote teams. For example, as a virtual road warrior the presentation experience involves use of Zoom, Microsoft Teams, Google Meet, Slack, Cisco WebEx, and other virtual proxemics tools depending on the customer security posture requirements for virtual executive briefings.
Professional Recommendations
“Jay is a wealth of information on an incredible diversity of topics, and the more technical or conceptual a topic gets, the more Jay is in his element. He understands both the underpinnings of how things work and the business dynamics that push some technologies ahead.” — Founder and CEO, VC Backed Startup
“In today’s world of information workers you need bright people who get on with others and encourage everyone to be better by leading by example, giving others the drive to strive to shine in their own unique way: Jay does that to me and others I’ve met.” — Industry Peer
“Jay’s advice and assistance to the CEO and to me, as CFO of the Company, has been invaluable. He has proven himself a valuable and credible sounding board on many issues before the Company, of both a technical and strategic nature.” — Chief Financial Officer, Service Provider
“Jay has the mighty combination of business acumen and deep technical expertise. If a great technical consultant is a hired gun, then Jay is an aresenal.” — Operations Executive, Telelcommunications Company
“I found Jay to possess the unique ability to develop a strategic agenda for helping our organization grow as well as the technical acumen to implement a tactical plan around that strategy.” — Vice President of Strategic Planning, Service Provider
“When you’re looking for the definition of tech-savvy in the dictionary- Jay’s name should come up. Whatever the latest technology trend - Jay’s on it. You can’t stump Jay.” — Founder and CEO, Marketing Company
“Jay has tactical experience to back up his recommendations, just not pie in the sky stuff.” - Vice President of Sales and Business Development, Service Provider
“Over many years Jay has consistently provided sound advice and strategy. His technology briefings and presentations are concise and information-dense but also intelligible and lively. Listen to him.” — Published Author
“I cultivated great respect for Jay’s skills as an unbiased technologist who is grounded in practical business reality. Jay has provided valuable guidance that I have immediately been able to incorporate into our business with great success.” - Founder and CEO, VC Backed Startup
“Jay is a technology professional with deep understanding not just of the technology but also the longer term implications and applications.” - Founder and CEO, Service Provider
“Above all, Jay is honest and trustworthy.” — Founder and CEO, Service Provider
“Jay’s technical knowledge is unparalleled, but what makes Jay truly valuable is his breadth of knowledge across multiple fields and his ability to translate this knowledge into practical solutions.” - Operations Executive, Service Provider
“Results oriented and always five minutes ahead of the curve, Jay seems to always know what is next and how to get there. Jay is on the ball with the news of the day and the trends of the industry.” - Senior Sales Engineer, Service Provider
“Jay is one of the strongest and most resourceful leaders I’ve had the pleasure to work with.” - Senior Vice President of Engineering, B2B Enterprise Software Company
“I worked with Jay on assessing the technical capabilities of potential portfolio companies. He demonstrated a unique ability to not only master the complexity of the technologies but also to assess and describe them in plain English to our shareholders.” - General Partner, VC Fund
Professional References
References available upon request.
Role Specific Versions
For role specific versions of my CV / resume information, please contact me directly.