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KENNETH B. (CHIP) VAN ALSTYNE III

kva.fyi/linkedin

chip@vanalstyne.org

Passionate Technical Sales Engineer

Work with Domestic and International Customers to Develop and Deliver Proven Business Solutions


Adept at managing executive stakeholders, ensuring concise communication, and managing complex projects from conception to completion. Proven ability to mentor others and improve team efficiency through coaching, education, and teamwork. Strong history of evangelizing technology with business and executive teams across lines of business leading to buy-in and acceptance. Skilled at developing trusted advisor status with client stakeholders at all levels of the business.


Sales • Strategy • Architecture • Sales Performance Management • Cognitive Data Science • SaaS / Cloud

Leadership • Business Intelligence & Analytics • Data Integration • Solution Selling • Location intelligence

Professional Experience

SALESFORCE.COM, Atlanta, GA 2019 - Present

LEAD SOLUTION ENGINEER & TEAM LEAD, Salesforce Sales Performance Management

As a member of the Salesforce Ohana, I provide expertise to our customers trying to optimize their field sales and service tech activity using an intuitive, map-based, format that allows for easy lead generation and sales execution both in the office and on a mobile device. Showcasing how Sales Operations can develop equitable territory plans and track key performance indicators through all phases of the customer journey. As the Team Lead, I assist in leading the Enterprise SE team to define and complete projects and deliverables to accomplish the goals of leadership.

  • Awarded Salesforce Top 100 Volunteer for FY21

  • Promoted to Team Lead, Oct, 2021

  • Responsible for over $1.5M in closed deals, FY 22

IBM, Atlanta, GA 2010 - 2019

ANALYTIC CLIENT ARCHITECT 2017 - 2019

Define solutions using IBM's full Analytics portfolio, including Business Intelligence, Enterprise Content Management, Database Systems and Watson portfolio for both cloud and on-premise. Develop architectures across domains. Drive acceptance of collaborative solutions. Clients include: Caterpillar, United Technologies, Chevron, Panasonic, and GM.

  • Achieved Hundred Percent Club 2017 for achieving over 200% of quota.

  • Received Certification as an Expert Architect, recognized by The Open Group as a Master Certified Architect.

  • Determined business drivers and impact of client issues and collaboratively defined solutions using new and existing capabilities during interactive client sessions.

WATSON SOLUTION ARCHITECT 2016 - 2017

Selected to form new team focused on IBM's Watson Solutions. Developed solutions focused on Artificial Intelligence, Machine Learning, and Cloud strategies that showcased IBM's thought leadership in Cognitive Solutions, including Watson Virtual Agent (pre-configured chatbot), and Watson Cognitive Maintenance (predictive maintenance with guided solutions). Supported clients included: Caterpillar, John Deere, Siemens, Fiat-Chrysler, Boeing, and Dow.

  • Mentored 2 co-workers to achieve IT Specialist Certifications during 2016.

  • Worked with internal, cross-functional, team to design a new solution for integrating engineering, maintenance, and warranty claims. Allowing manufacturers to streamline the product design process and incorporate feedback from the field.

ANALYTIC CLIENT ARCHITECT 2015 - 2016

Designed and deployed cross-brand solutions running in Cloud environments that met corporate information standards such as HIPAA, PCI, and SOX. Led workshops to develop customer use cases and value assessments on technologies such as IOT, Predictive Maintenance, Customer Intelligence and Intelligent Offer Management. Supported clients included: Eaton, Johnson Controls, Michelin, PPG, Shaw, and Cummins.

  • Developed methodologies to integrate multiple IBM portfolios into a successful, cohesive, go-to-market strategy that helped IBM Analytics achieve strong YOY growth.

BUSINESS ANALYTICS SOLUTION SPECIALIST 2010 - 2015

Worked with Account Executives to develop go to market strategies to ensure client acceptance. Presented demonstrations and proposals to prospects. Represented IBM at trade shows and events, including IBM Information on Demand, TDWI, HIMMS, Oracle Open World, numerous regional User Groups and events. Clients included T-Sys, Delta, Travelport, States of Georgia, Tennessee, and Alabama, BMI, Genuine Parts, Equifax, Acosta, and University of Florida.

  • Recognized with Sales Excellence Award for Q4 2014 with over $7M in sales also received Hundred Percent Club Award and Sales Eminence Award (top 10% of IBM Sellers) for 2014.

  • Achieved Expert IT Specialist certification in 2012 (renewed in 2015, 2018).

  • Developed award-winning, world-wide demonstration for new analytics client tool.

  • Cross-trained in IBM SPSS and IBM Social Media Analytics.

  • Mentored 3 employees on IBM culture, pre-sales methodology, and product capabilities.

INFORMATION BUILDERS, Atlanta, GA 2006 - 2010

SYSTEMS ENGINEER

Team lead for southeast region. Developed custom demonstrations of Business Intelligence and Performance Management solutions for customers across industries. Mentored new Systems Engineers and Account Managers. Led training classes for Systems Engineers and customers in new versions and capabilities. Represented Information Builders at conventions and trade shows, including TDWI and IBI Summit.

  • Awarded Sales Engineer of the Month, Sept 2008 for efforts in closing deal with Global Payments.

  • Developed sales strategy and implementation plan for the largest US deal in the company for 2008, exceeding achievement numbers.

Additional Experience

CYCO SOFTWARE, Atlanta, GA

  • APPLICATION ENGINEER

OPTIO SOFTWARE, Alpharetta, GA

  • SOLUTION ENGINEER

  • SENIOR APPLICATION ENGINEER

  • SENIOR APPLICATION INSTRUCTOR

  • ERP PROJECT MANAGER

  • IMPLEMENTATION CONSULTANT

Education

  • Bachelor of Science, Computer Science and Statistics, University of Southern Mississippi, Hattiesburg, MS

  • Association for Computing Machinery, Resident Assistant

Interests

  • Assistant Scoutmaster, Merit Badge Counselor, and Patrol Coach, Troop 143, Johns Creek, GA

  • Assistant Scoutmaster, Merit Badge Counselor, and Events Coordinator, Troop 5109 (Girls), Suwanee, GA

  • Past President, and Media Committee Chair, Sons of the American Revolution, Robert Forsyth Chapter, Cumming, GA

  • Vestry Member, St Columba's Episcopal Church, Suwanee, GA

  • Knights of Columba Men's Group, St Columba's Episcopal Church, Suwanee, GA

  • Member of The Holland Society of New York, New York, NY

  • Member of Elias Moon Camp, Sons of Union Veterans of the Civil War

  • Member of Lafayette Lodge #44, F&AM, Grand Lodge of Georgia