Thomas Johnson

4301 Culbreath Road * Valrico, Florida 33596 * Telephone: 813.661.8797 * Mobile:

813.431.6421
Email: tj10f1b2c@westpost.net
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Pre-Sales Engineer
Specialty Areas Include
Formal Presentation Skills * Relationship & Solution Selling * Conducting Client
Needs Assessments
Revenue Generation * New Product Rollouts * Competitive Product Positioning * Bu
ilding Brand Awareness
Pre-Sales Engineer, with more than 10 years of highly successful client relation
ship management experience in identifying strategic avenues that have strengthen
ed new and existing business initiatives for technology-based organizations.
Most recently, as Pre-Sales Engineer for Persystent Software, I was charged with
conducting 48-50 group demonstrations and attending 30-50 trade shows/symposium
s on an annual basis, serving clients in the private, public and governmental se
ctors.
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Career Highlights
* Consistently recognized by Persystent Software's senior management for adding
20-25 new clients a quarter, which proved instrumental in closing more than $3 m
illion of new business in FY 2009, the best year in the company's history while
managing POCs with an average 80% closing ratio.
* Established 'Trusted Advisor' status as a public speaker with an innate abilit
y to grab and hold the attention of diverse audiences by highlighting practical
every day experiences designed to clearly illustrate the value and competitive a
dvantage that technical software can provide to a business. Presented alongside
notable companies such as Microsoft, Intel, and Cisco.
* Entrusted by senior management to conduct weekly group webinars presented to a
wide-array of potential clients. Responsible for managing technical aspects of
Proof of Concepts, as well as implementation and training in post sales support
engagements.
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Benefit Statement
Demonstrated track record of 10+ years of accomplishments in identifying market
opportunities, managing technology symposium, revenue generation, and conducting
software demonstrations that consistently nurtured client relationships while i
ncreasing bottom-line profits and service-level metrics.
________________________________________
Key Areas of Expertise
Presenting Ideas in a Logical/Systematic Manner * Breakdown Complex Topics for
Diverse Groups * Creating High-Value Online Demonstrations * Solid Blend of Tec
hnical and People Skills * Maximizing Technology Investments * Conducting Traini
ng Assessments * Content Relevance & Delivery Blends * Technology Evaluation & S
election * Skill Based Training
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Professional Experience & Accomplishments
Persystent Software, Tampa, Florida 2008 to 2010
(A developer of software designed for high-speed recovery for PCs, providing dis
aster recovery, imaging, and compliance)
System Engineer - Responsibilities include presentation of company software to a
wide-array of live audiences at trade shows, technical seminars, or via the web
utilizing WebEx, Go-To-Meeting, and live conferencing. Pre-sales and post-sales
role building long-term relationships with clients. Spend time with prospects t
o determine how Persystent Software can help eliminate specific issues.

Thomas Johnson Page Two

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* Managed POCs with an average of 80% closing rate.
* Brought on board in conjunction with company's deployment of new product demon
stration approach. Assumed responsibility of weekly group demonstrations via We
bEx. Attended 3-4 trade shows a month within the U.S. delivering a 30 to 60 minu
te software presentations. Recorded presentation in a new online demo, available
at:
* http://www.persystent.com/Portals/0/swf/onlinedemo.htm.Assumed lead role in co
mpany relocation to a smaller facility, including relocation of a key equipment
room. Preparation of move took 6-8 weeks, 3 days for the actual move with minima
l issues. Efforts resulted in receiving award from CEO for outstanding job.
Virtual Care Provider Inc., Milwaukee, Wisconsin 2002 to 2008
(VCPI is the leading ASP turnkey technology Total Solution Provider (TSP) for th
e long-term care and assisted living industry, supporting client facilities acro
ss the U.S.)
Field Engineer- Scope of duties consisted of supporting clients in the State of
Florida resolving their most complex LAN/WAN, and application issues remotely an
d onsite.
* Selected by senior management to conduct special onsite visits based on my dem
onstrated track record of listening and quickly identifying client needs and hel
ping to resolve issues. Consequently, significantly reduced the time required to
troubleshoot end-users issues, thereby reducing unnecessary upgrades and expens
es.
* Conducted in-office preparation work and managed many aspects of technical upg
rades and rollouts for as little as 2-building/locations, or up to a project con
sisting of 48 buildings that encompassed onsite visits from 1-3 days, depending
on the scope of the project.
* Established "trusted advisor status" over the last 5 years with 512 individual
s at corporations throughout several states by resolving all aspects of technica
l issues.
* Received numerous letters of accomplishment from external customers, highlight
ing my professionalism and outstanding level of expertise, thereby adding value
and credibility to our support team.
* Skillfully acted as a key liaison between field personnel, vendors, and client
companies that greatly improved mutual understanding and quicker responses on n
umerous long-term challenging projects. These efforts obtained a yearly 4.97 ave
rage out of a 5.0 rating on customer satisfaction surveys.
Minolta Business Machine, Tampa, Florida 2001 to 2002
(A leader in office equipment, advanced imaging and networking technologies for
desktop and print shop capabilities)
Technical Support - Primary duties focused on supporting a designated territory
by troubleshooting and diagnosing problems for repair and service. Additionally,
tasked with managing both low-end/high-end equipment support while taking preve
ntative measures to keep equipment running properly.
* Assigned to manage preferred accounts with key responsibility of providing sup
erior on-going customer service, which proved instrumental in increasing overall
customer satisfaction while simultaneously decreasing the number of customer co
mplaints.
Concord Communications, Marlboro, Massachusetts 2000 to 2001
(Concord Communications offers network, systems, and application management soft
ware for organizations designed to identify technical issues in real-time)
Applications Engineer (Florida) - Initially hired in the professional services d
epartment at the AT&T location. Additional duties included updating clients on n
ew products releases, as well as providing information on new patch release/inst
allation and technical upgrades.
* Promoted in 9 months to Application Engineering and entrusted with working alo
ng side sales personnel at client meetings with the primary purpose of answering
technical questions, and scheduling and conducting software demonstrations whil
e continuing availability for PS engagements and handling support issues.

* Exceeded corporate goal of completing 3-5 face-to-face potential client meetin

gs per week with actual product installations occurring 2-3 times monthly, while
continuing to achieve quarterly goals. Subsequently, handled all additional inq
uiries during the demonstration period, which could last from 2 weeks to 1 month
of trial usage.
*
Thomas Johnson Page Three
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Ameriserve, Charlotte, North Carolina 1999 to 2000
(AmeriServe warehouses and distributes food, including dry, refrigerated and fro
zen goods, to various restaurants, such as Burger King, Dairy Queen, and Pizza H
ut)
Technical Support Specialist - Served as a technical support specialist in a 24/
7 distribution center. Division president relied on my technical skills in hand
ling all tasks regarding office equipment, phone service, and computer equipment
in the office and on the workroom floor, which included managing the camera sur
veillance tapes, and security software allowing employees access to certain area
s of the building.
Action Performance Companies, Charlotte, North Carolina 1998 to 1999
(Action Performance sells racing collectibles from retail store location, traile
rs during races, and on-line ordering)
Network Support Specialist - Responsible for handling all computer, phone, softw
are, and video conferencing issues for 170 users. Chosen by senior management to
provide tours during an open house of the new center to racing legends and key
organizational personnel that played a vital role in the racing industry.
Charlotte Copy Data, Charlotte, North Carolina 1990 to 1998
(Charlotte Copy Data is a vendor for sales and service of office equipment)
Technical Support Supervisor - Received 3 promotions within a 3-year period, wit
h last promotion to technical support supervisor with responsibility for handlin
g maintenance and daily service calls. Recognized within company structure as a
technician with the least amount of discrepancies regarding lost, damaged, or mi
ssing inventory.
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Education/Professional Development & Certifications
Bachelor of Science, Business/Management, University of Phoenix, Tampa, Florida,
2007
Business/Electronics, Lansing Community College, Lansing, Michigan
Certifications:
Network +, Microsoft Certified Professional (MCP), and A+ Certification
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Endorsements
"Tom is a sales engineering professional with strong technical skills and a comm
on sense business approach that enables him to be a trusted advisor; in the eyes
of clients. He was always well prepared for meetings and comfortable during tec
hnical presentations to small or large groups of either technical staff or corpo
rate management. Tom is a customer-focused professional who is able to link the
technical aspects of the solution to an organization's key business drivers, con
vey the associated value, and motivate the prospect to action. His confidence, c
an-do attitude, and overall work ethic make him a positive force on any team. I
look forward to an opportunity to work with him again in the future." June 14, 2
010
John Clipp, Director of Federal Sales, Persystent Software
Worked directly with Tom at Persystent Software
"Tom, Is a dedicated and very customer oriented systems engineer. He possesses e
xcellent technical and communication skills that he uses well in supporting the
sales initiatives while providing the best in customer service. While working wi
th Tom I appreciated his great attitude and contributor as a team member. I woul
d highly recommend Tom to any organization that requires excellent technical and
people skills.
Bob Marotta, Sr Systems Engineer
General Dynamics