Zachary R.

Experience

• 

  Xiangfan University

  Aug 2009 - Jul 2010

  Architecture & Art Professor

  • Taught varied topics and learning new cultural styles of working and communication• Explained complex technical concepts to ESL students• Toured factories and government agencies in China to learn Chinese business practices• Delivered special topic presentations, participated in high profile events and collaborated with other neighboring educational institutions

• 

  MicroStrategy

  Jan 2011 - Mar 2013

  Premium Support Engineer

  • Performing as the dedicated point of contact for four critical, high-profile clients• Troubleshooting all technical issues across the full MicroStrategy product line• Maintaining a strong working knowledge of the specifications and life cycle of the entire MicroStrategy implementation• Collaborating with Product Development and Quality Assurance teams to advocate for enhanced functionality and solutions to code level defects• Providing onsite assistance with installations, upgrades, and resolutions of critical issues• Consistently exceeded 90% attainment of performance targets, including those for response time, issue resolution time, and customer satisfaction Show less

• 

  Clarabridge (acquired by Qualtrics)

  Mar 2013 - Mar 2014

  Technical Consulting Engineer (Natural Language AI Solutions)

  • Designed and implemented data flow and architecture for the largest implementation to date.• Strategically aligned engagements to client goals; partnered with clients to create and implement a systematic approach to driving continuous insights for addressing their business challenges with NLP AI models giving a 360 voice of the customer. • Developed data integration systems and processes for the purpose of text analytics.• Use of extract-transform-load (ETL) tools to integrate source data systems for business intelligence and data warehousing purposes.• Data modeling, application modeling and customization via consulting engagements.• Provided ongoing Production consulting implementation support as well as deployment support. Show less

• 

  MicroStrategy

  Mar 2014 - Feb 2023

  In addition to Sales Engineering Manager duties, took on more responsibility in driving the overall strategy of the region and organization holistically across all departments. Lead other regional departments in the absence of leadership: Professional Services, Partner Management, and Customer Success.• Regional Technology Director, responsible for thought leadership across customers, advisory boards, partners on all aspects of the technology, with a key focus on cloud; and provided direct iterative input back to the technology direction with MicroStrategy executive leadership.• Sales Director, Partner Manager, Professional Services, Tech Support Director duties; aligned with the Regional VP of Sales to lead duties across various functions including Account Management, Customer Success, and Partner + Consulting delivery. Utilized flexibility, organization, innovation and focus to run operations with no existing leadership to create new strategies with start-up style leadership.• Strengthened the region’s alignment with overall strategy resulting in an increase in sales in 2021 to be 2.5 x from 2020 and 1.5x from 2019; teamed with the Regional VP on corporate strategy tailored to local markets; initiated operational efficiencies to improve decision making and territory planning. • Produced a regional partner strategy resulting in an increase in partner sales in 2021 to be 7 x from 2020 and 3x from 2019, including relationship-building, enablement content, and process training to improve partner effectiveness. Developed Strategic Partnership program to drive wider sales reach across varying geographies with joint value IP solutions which was later adopted at a global level. • Strategic technology guidance; collaborated with HQ on the strategy to move from on-prem to PAAS and SAAS based offerings, including product development, go-to-market, and employee enablement• Attended President's Club 2022 due to impact on the regional success Show less Directed presales for the ITMEA region (GCC, India, Turkey, Africa) with 7-8 direct reports and implemented new strategies across the SE region which were promoted to use for the worldwide Sales Engineering teams. • Rebuilt and transformed the regional SE team; took over a region with troubled accounts and no partners, strategy, or process. Hired top SE performers and set expectations for high standards related to product knowledge, process excellence, and speed, resulting in the region’s strongest-ever team.• Coached and mentored the SE team to differentiate MicroStrategy by cultivating a mindset of customer advocacy and proactive collaboration with sales teams. Helped SEs think strategically about customers and value. Groomed four SEs to promotion, one to “SE of the Year” award, and four SEs to President’s Club. • Introduced best practices, including POC checklists, RFP templates, customer solution library, account plans, and industry solution presentations; all initiatives were adopted by the worldwide organization. • Led the team to secure strategic wins, including the company’s largest deal in 2019: a $3M contract with a major airline. Achieved 130% revenue growth in 2018 and 230% revenue growth in H1 2019. • Named to the first worldwide Sales Advisory Board for H2 2019; guided a company-wide shift to a solutions value focus to boost business performance. Show less • Worked closely with sales teams to manage existing clients and to cultivate prospective clients. • Regularly completed standard and custom software demonstrations and presentations of the MicroStrategy platform.• Implemented MicroStrategy software in rapid deployment and proof of concept scenarios where customers or prospects evaluate in a live or development environment. • Continuously expanded MicroStrategy and complimentary software solutions expertise and is updated on the latest features through professional and self-training.• Delivery of BI-related courses to current and prospective customers, as well as internal employees.• Helped customers solve technical complex situations and define the best approach for their requirements.• Propagated the BI best-practices and methodology using an Enterprise BI tool. Show less

  • Director Solution Engineering, MEA

    Nov 2020 - Feb 2023

  • Sales Engineering Manager - MEA Region

    Mar 2017 - Nov 2020

  • Sales Engineer - USA West Region

    Mar 2014 - Mar 2017
• 

  Vita Virtues

  Mar 2023 - now

  Product & Technology Advisor

  Key consultation for a start-up, focusing on streamlining processes and providing additional value for the Health Insurance industry.• Leading and fostering strong collaboration between disparate technology contractor teams across regions during a critical platform redevelopment phase for release of the V2 platform on a new code base (MongoDB, React, Node.js on AWS).• Collaborating with the executive, business, and development teams to define and execute the technology roadmap, supporting the company's vision, growth objectives, and defining the new product feature set.• Building the technical organization structure including defining the required roles and hiring for a short and long term objective, and implementing formal processes around QA / Testing.• Implementing processes, artifacts, and agile methodologies for the technical roadmap and implementation based on deep investigation of current processes with a focus on Scrumban as a development methodology solution. Show less