Stephen D.

Archer, MCSE
(415) 272-5706
sa691ae2@westpost.net
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>>> Sales Engineer <<<

Gifted technology communicator offering a demonstrated track record of success e

xplaining complex technology products and services in terminology that the custo
mer understands. Passionate about the application of technology in the real wor
ld. Skilled communicating with professionals of widely variant levels of techni
cal expertise. Turned-to to cultivate deep institutional knowledge of how and w
hy a piece of software works that way that it does; even serving to influence in
ternal customers and the product road map.
Experienced working side-by-side with sales executives in the field. Extensive
rolodex of contacts within the security ecosystem and a proven track record enab
ling salespeople to close deals and deliver on revenue targets. Able to effecti
vely sell while managing client expectations; evidenced by 80% customer renewal
rates at GuardianEdge Technologies. Highly adept at communicating the value of
intangible, behind-the-scenes technology products.
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Technical Summary

Network and System Administration

Active Directory Administration (MCSE in 2005)
Windows, Macintosh, Linux (Red Hat and Ubuntu), and Unix (Solaris)
Database Administration
SQL Server 2005 and 2008, and Oracle 8i
Data Security
Data Encryption, Data Leakage Prevention, and Multi-factor Authentication Soluti
ons
Programming
C/C++, Perl, Java, JavaScript, FORTRAN, Pascal, and Matlab
Web Service and Internet Technologies
HTTP, XML, and SSL
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Professional Experience

GuardianEdge Technologies
Senior Sales Engineer
March 2002 to June 2010
Critical team member behind the eight-year, $70 Million evolution of this innova
tive end-point data security company. Hired to bring a breadth of talents to ra
w startup technology and services efforts, and then evolved with the company as
they grew to serve some of the largest institutions in the United States and int
ernationally. Grew and focused a technical support-focused job description into
 a role as the "keeper of institutional knowledge" and an advisor to national an
d international corporations such as Lockheed Martin, SAIC, Morgan Stanley, Deut
sche Bank, Humana, and WellPoint Anthem Blue Cross, and with Federal and State a
gencies such as the US Dept of Energy, IRS, California Highway Patrol, Californi
a Dept of Health Services, and the Arizona Dept of Transportation. Created and
delivered product sales presentations and software demonstrations on-line and on
-site. Supported 20 - 30 different salespeople, including established channel p
artners.
Involved directly in the interviewing, hiring and training processes. Provided
product training to new and existing customers, regional sales managers and tech
nical support representatives. Attended trade shows to answer technical questio
ns. Assisted quality assurance for software releases. Sample client engagement
s:
- WellPoint Anthem Blue Cross; $975,000; Sale resulted immediately.
- Providence Healthcare; $951,000; Sold this solution while product was still un
der-development. Maintained energy in the relationship with the client over a y
ear-long developing project.
- Hertz; $320,000; Overcame significant challenges related to technical difficul
ties encountered during evaluation. Personal led the service relationship and e
nsured that the client felt secure in their commitment to fixing the problem. O
ffered and accurate assessment of when the problem would be fixed.
- Lockheed Martin; $1 Million in aggregate sales; SAIC; $500,000 in aggregate sa
les; Established long-term trust; successfully selling a small solution, and the
n selling additional solutions over time.

Macromedia
Technical Support Engineer
January 2000 - April 2001
Hired to support Macromedia's enterprise products subdivision during a period of
rapid growth and expansion. Provided 2nd tier technical support to clients thr
oughout the world. Developed procedures to optimize support organization. Wrot
e and maintained on-line support documentation. Organized and taught classes to
customers and to 1st tier support technicians. Assisted quality assurance for
software releases.
- Worked directly with Netflix and Bell South on the revolutionary LikeMinds pro
duct; tracking user web behavior and traffic in a way that had never before been
possible.
- Supported American Greetings in the development of solutions that could scale
to serve and analyze huge peaks in web traffic.
- Rapidly evolved into the subject matter expert across several pieces of softwa
re. Supported products like market leading Aria communications tools, that were
interfaced with through a command line using the Perl programming language.

Autonomy, Inc.
Technical Support Team Leader
September 1998 to December 1999
Recruited to support expansion within the US marketplace. Rapidly promoted to p
osition as team lead with three direct reports. Worked with cutting edge scient
ific and consumer products innovators such as the Los Alamos National Laboratori
es and Toshiba. Organized and taught classes to customers and to other employee
s. Attended trade shows to answer technical questions. Provided technical supp
ort to clients throughout the world. Assisted and then managed quality assuranc
e for software releases. Wrote and edited product documentation.
University of Washington, School of Oceanography
Research Assistant
June 1994 to September 1998
Wrote FORTRAN, C/C++, and Matlab software to analyze scientific database. Manag
ed team of analysts working on project. Responsible for quality control in soft
ware and data processing. Distributed and provided support for resulting softwa
re to the scientific community. Administered network of UNIX, PC, and Macintosh
workstations. Formulated and resolved scientific questions regarding the ocean
crust. Identified more marine micro earthquakes than have ever been discovered
previously.

Pomona College, Department of Physics

Independent Researcher / Programmer
May 1993 to June 1994
Programmed FORTRAN software for an independent project and senior thesis. Modif
ied existing C and FORTRAN software to address self-derived questions. Wrote a
FORTRAN model of fluid dynamics based on theoretical calculations.
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Presentations, Publications and Recognition

- Authored posters at 4 international conferences, including one invited present

ation.
- Selected to lecture at the 1998 National Science Foundation's International Wi
nter School.
- Wrote three articles in international professional journals.
- Awarded Honorable Mention for Outstanding Student Paper by the U.S. Department
of the Interior in 1996.
- Taught undergraduate students scientific principles and methods
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Education

Master in Sciences in Oceanography

University of Washington
Bachelor of Arts in Physics
Pomona College
Microsoft Certified Systems Engineer (MCSE), 2005
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