Passionate and experienced Enterprise Software Pre-Sales Engineer.
Over twenty years of progressive responsibility and experience with Enterprise Business Application Software Solutions. Extensive knowledge of Customer Relationship Management, Enterprise Resource Planning, Manufacturing, Supply Chain Management, Medical, and Financial Information Systems. Have provided both pre and post-sale consulting services, to clients with annual revenues ranging from $20 million to
Passionate and experienced Enterprise Software Pre-Sales Engineer.
Over twenty years of progressive responsibility and experience with Enterprise Business Application Software Solutions. Extensive knowledge of Customer Relationship Management, Enterprise Resource Planning, Manufacturing, Supply Chain Management, Medical, and Financial Information Systems. Have provided both pre and post-sale consulting services, to clients with annual revenues ranging from $20 million to over $1 billion. Clients represent diverse industries including Manufacturing, Distribution, Retail, Financial Services, Utilities, High Tech, Chemical, and Health Care.
Specialties: Pre-Sales, Consulting, Presentations, Demonstrations, ERP, CRM, Supply Chain Management, EMR, Finance, Manufacturing, Business Intelligence, SAAS
Drive all Pre-Sales Functions involved with Complex Software Sales Process:
> Initial Client Qualification
> Detailed Discovery and Business Analysis
> RFI an RFP Preparation
> Design Proof-of Concept Demonstration
> User and Executive Level Presentations
> Coordinate Project Turnover to Implementation Team
> Marketing Activities - Webinars & Trade Shows
Solutions Consultant (Pre-Sales) @ Vision33 is a leading enterprise resource management (ERP) solutions provider, focused on providing SAP SME solutions for growing businesses and subsidiaries of large enterprises. Vision33 is the largest SAP Business One Partner in North America.
The Solutions Consultant plays a key role on the sales team to successfully win new business. In this position, I utilize ERP product knowledge and business experience to analyze client requirements, and demonstrate to potential clients the dynamic ability of SAP Business One. I participate in all phases of the software sales evaluation and selection process, from initial qualification through demonstration/presentation and close. From June 2015 to Present (7 months) Greater Pittsburgh AreaProduct Solution Advisor @ Synergy Resources is the leading Channel Partner for the Infor VISUAL ERP System. VISUAL is a “Best in Class” integrated software solution for all modes of manufacturers. The Business Solutions Advisor works with both Net New and Installed Base Sales Teams through all phases of the software sales cycle to provide customers with superior solutions to their manufacturing and business challenges. Primary Pre-Sales responsibilities include detailed analysis of a client’s business requirements. This analysis is used to provide a focused Proof of Concept demonstration of how VISUAL and the Synergy project methodology can improve bottom line results of our clients. From February 2014 to March 2015 (1 year 2 months) Greater Pittsburgh AreaSenior Business Consultant @ Provided technical and functional support to the Exact North American sales team in complex ERP software sales cycles. Serves as a “Trusted Advisor” to clients who are engaged in the process of implementing new systems for Manufacturing, Distribution, Financial Control and Customer Relationship Management. Analyze and understand client requirements and map to the functional capabilities of the appropriate software solution. Work in a team selling environment to drive the sales engagement from initial qualification through discovery, demonstration/presentation to close. Represent Exact at Trade Shows, User Conferences and Corporate Seminars. Domain expert for the Exact Globe, Macola, and Synergy suite of applications. From January 2011 to February 2014 (3 years 2 months) Greater Pittsburgh AreaTechnology Account Executive @ Responsible for driving sales of the Care360 EHR solution targeting small to mid-size physician offices in assigned territory. Duties and Responsibilities included: Achieving sales quota as set forth by Company. Manage, track and report on individual opportunities and prospects throughout sales cycle. Responsible for developing individual sales plans that include customized strategies and tactical approaches to drive market success. Responsible for overall account relationship post-sales to ensure high levels of customer referencability. Collaborate and leverage alignment with adjacent sales teams to ensure coherent and consistent messaging to customers and prospects. Drive regional participation in corporate marketing initiatives. Take proactive steps to channel market feedback around multiple dimensions including the competitive environment and relevant voice of the customer insights. From June 2003 to January 2011 (7 years 8 months) Greater Pittsburgh AreaSenior Business Consultant @ Integral member of the Saratoga sales team. Specifically responsible for the effective presentation and demonstration of the iAvenue CRM product, from the business solution and technical perspectives. iAvenue is a Web based solution for Sales Force Automation, Customer Service, and Marketing. Work with prospective customers to analyze and detail their requirements. Develop prototype systems for demonstration to prospect. High degree of customer interaction with all levels of business and technology professionals. Specific duties include completion of Requests for Proposal, requirements analysis, development of “proof of concept” prototypes and delivery of high quality sales presentations. Coordinate with implementation team to transition account from prospect to customer. Participate in industry trade shows and seminars. Work with product marketing and development for product enhancements. From March 2000 to March 2003 (3 years 1 month) Greater Pittsburgh AreaBusiness Consultant @ Was hired by Computer Enterprises to help build a new Business Unit. This Business Unit’s charter was to re-sell the PeopleSoft Enterprise Resource Planning Software Application to Mid-Market companies in the Northeast United States. My role was as a Pre-Sales Business Consultant. In February of 2000 PeopleSoft discontinued all In-direct Channel programs and CEI closed this Business Unit. From December 1999 to March 2000 (4 months) Greater Pittsburgh AreaBusiness Analyst @ Responsible for pre-sales consulting activities for the MK Enterprise Resource Planning product line. Strategic functions included business needs analysis, cost/benefit justification, product demonstrations and presentations. Represented Computer Associates at industry trade shows and seminars. Worked closely with sales team to develop winning strategies to close new business opportunities. Areas of product focus included Distribution, Logistics, Front Office, Customer Relationship Management, Finance and Manufacturing. From August 1998 to December 1999 (1 year 5 months) Greater Pittsburgh AreaSenior Application Consultant @ Provided pre-sales support for a nationwide sales team. Responsibilities included business reviews, requirements analysis, proposal preparation, sales presentations, and software demonstrations. Provided expertise for the Baan Enterprise Resource Planning software applications. Area of concentration was the Baan Finance and Hyperion Financial Analysis applications. Additional responsibilities included providing consulting services for Transcomm’s TOLAS integrated supply chain management solution. From March 1997 to August 1998 (1 year 6 months) Greater Pittsburgh AreaProduct Consultant @ Worked in a team-selling environment to close business in the Northeast region.
Provided pre-sales support for PeopleSoft’s Financial and Distribution applications.
Developed expertise in the following products: Inventory, Purchasing, Order Management, Billing, and Asset Management. Specific duties included, business reviews, requirements analysis, sales demonstrations and presentations, and marketing seminars. Worked in a variety of industry sectors including Manufacturing, Health Care, Financial Services and Utilities. From January 1996 to March 1997 (1 year 3 months) Greater Pittsburgh AreaSenior Application Consultant @ • Provided pre-sales support for a nationwide sales team. Responsibilities included business reviews, requirements analysis, proposal preparation, sales presentations, and software demonstrations. Was responsible for the TOLAS ERP Supply Chain Management System. Significant contributions included working closely with all members of the sales organization to develop strategies to close business in a team-selling environment. Played an important role in expanding sales territories and opening regional offices. Developed functional content for product marketing literature. Represented GSI at sales promotion activities, including industry seminars and trade shows. Assisted in developing and maintaining relationships with third party hardware and software partners. Participated in direction of strategic product development using the Total Quality Management process. From June 1986 to January 1996 (9 years 8 months) Greater Pittsburgh Area
BS Business Administration, Marketing, Economics, Information Technology @ Duquesne University From 1975 to 1979 Computer Applications, College graduate accelerated program in Computer Programming @ ICM School of BusinessPostgraduate study in Accounting and Computer Science @ Robert Morris University Dave Riani is skilled in: ERP, SaaS, Business Intelligence, Customer Relations, Manufacturing, Supply Chain Management, Pre-sales, EMR, Healthcare, Account Management, Solution Selling, SQL Server, Business Analysis, Business Process, Requirements Analysis
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