Square 9 Softworks
- Director of Solutions Development (Sales Engineering) May 2022 – Present
- Professional Services Manager Aug 2012 – Apr 2022
- Sales Engineer May 2012 – Aug 2012
Lead sales engineering, demos, scoping and AI solutions for Square 9’s content and workflow products.
Sales engineering and demos
- Lead and coach 3 solutions engineers (teams of up to 5), and train 2 account managers and 8 account executives on the products and solutions.
- Lead the charge on knowledge sharing in Confluence and other systems: created a standard SOP that speeds up onboarding, and a knowledge portal that helps resellers build their own demo expertise faster.
- Run about 30 proofs of concept a quarter and win 1 in 4 of the opportunities the team supports.
- Standardized how Square 9 demos and cut demo setup from hours to about 5 minutes by automating demo creation and writing the playbook the team follows.
- Enabled resellers across the US and Canada, including national copier dealerships, with a standardized program, resources and immersive, interactive demonstrations to run their own demos.
- Own pipeline visibility and pre-sales workload, and act as technical advisor on strategic deals, assessing feasibility, scalability and risk.
- Founded the Solution Scoping team to bridge sales and services with discovery, effort estimates, SOWs and pre-sales support for API integration, data exchange and embedded imaging.
AI, products and market strategy
- Launched AI data extraction as a product: designed, developed and coded it on Anthropic Claude and Amazon Textract, and defined the use cases that put it to work for customers.
- Built AI extraction into the AP Automation base package, making it standard in every AP deployment.
- Created and refined packages for AP Automation, HR and Onboarding, AR Order Processing and Contract Management, enabling targeted lead generation and cutting average deployment time 38%.
- Partner with sales leadership on a new sales process and organization, and created a feedback loop that turns field use cases into product direction and new markets.
- Lead the data migration team that displaces legacy and competitor platforms, using large-scale SQL transformations and custom C# conversion tools built on imaging SDKs.
Professional services, 2012 to 2022
- Supervised 1,000+ projects, directly and through project teams, over ten years.
- Scaled professional services revenue from $1.2M to $3.5M+ by standardizing service offerings, systematizing deployments and streamlining delivery.
- Founded the Technical Oversight team to raise delivery quality through architecture support, deployment best practices, mentoring, product enablement and a formal onboarding track for technical hires.
- Moved project delivery from rigid, deadline-driven scheduling to a flexible model, improving resource utilization and delivery speed.
- Delivered full-lifecycle implementations, from requirements and proof of concept through configuration, QA, training and UAT, and extended the platform with custom capture and workflow nodes.