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Tom Utley

Senior Pre-Sales Engineer  •  Summerville, SC, US  •  [email protected]

A professional computer engineer with eighteen years of customer facing experience dealing with digital video distribution, network management, customized software, and network analytics. Experienced in gathering requirements, presenting to audiences ranging from field technicians to chief technology officers, formulating customized solutions, troubleshooting customer issues, and developing new product prototypes. Accustomed to working in a fast-paced environment; skilled in: pre-sales, post-sales, solution design, and product management. Excellent at building strong customer relationships and learning new technologies.

Accomplishments

Customer Success

Sold solutions to: tier 1, 2 and 3 cable and telephone companies, equipment manufacturers, content providers, and national broadcast networks, while acting as the technical resource of the sales team.

Meeting Targets

Supported named account managers in closing orders valued at or above $10 million and regularly meeting or exceeding quota.

Getting Things Done

Managed custom software integration with multiple hardware and software partners to create network management appliance server.

Expanding My Horizons

Created two full-stack, secure web applications in my spare time: https://uttles.com and https://foundirl.com
FoundIRL is also a Progressive Web Application (PWA)

Skills


Operating Systems

I am proficient in Windows, MacOS, Ubuntu, RedHat, and other forms of Linux. I have many years of experience administering distributed systems, mostly using Linux distributions in virtual environments, including Docker, OpenStack, VMWare, etc.


Web Development

I work on web applications in my spare time and as such I have a good knowledge of: Javascript, HTML, SQL, JSON, NoSQL, Mongo, Postgres, NodeJS, ExpressJS, Webpack, VueJS, Golang, Workbox, AWS, Nginx, Caddy, Git, Service Workers, Docker, and various other tools and APIs.


Networking

My experience with network monitoring and policy control has given me a broad knowledge of TCP/IP, Ethernet, DOCSIS, 3GPP, Internet Applications, IOT, and everything in-between. My years focused on Video Quality exposed me to the workings of MPEG, encryption, HLS, and DASH.


Applications

I regularly use the following applications:

Powerpoint, Excel, Outlook, Skype, Visio, Salesforce, Git, OpenStack, VMWare, VSCode, Sublime, and the old reliable terminal window.

Experience

Sandvine, December 2017 - Present, Solutions Architect

Collaborated with North American account teams to design turn-key solutions for Tier 1 and Tier 2 Internet Service Providers in the Wireless and Fixed markets, involving technologies ranging from Wifi to LTE to Fiber to DOCSIS, with an eye on 5G and its evolving standards. Created detailed statements of work including risk assessments, effort estimates, requirements gathering, feasibility evaluations, and preliminary solution designs.

Sandvine, July 2013 - December 2017, Senior Sales Engineer

Worked as the technical arm of the sales team to acquire new customers and up-sell new use-cases to existing customers of the Sandvine network policy umbrella of products. Managed customer relationships, trials, support, and solution designs for an array of internet service providers ranging from three thousand to three million subscribers.  Collaborated with the Data Science team of a tier one cable operator to generate, customize, and operationalize multiple data streams.  Developed applications to utilize the Sandvine APIs and third-party APIs to tackle customer opportunities and enhance the value of their Sandvine implementation.

Certified Cyber Solutions, June 2012 - July 2013, VP of Engineering

Developed and managed Cervella product for secure network monitoring and secure access management using a set of technologies from previous products and various vendors.  Developed a business plan and a prototype for a new product leveraging existing intellectual property.

Cheetah Technologies, April 2010 - June 2012, Product Manager

Developed business cases, market analyses, requirements documents, and roadmaps. Managed development cycles by helping the engineering team understand use-cases and MRDs.  Played a key role in complex customer trials using new and even prototype products, eventually winning several large deployments with top-tier MSOs. Designed customer experience monitoring solution for broadcasters and content providers.

IneoQuest Technologies, August 2006 - April 2010, Sales Engineer

Served as the technical liaison during the pre-sales process from initial presentations to installing and tracking complex trial systems. Managed accounts from the technical perspective, including: reporting bugs, providing updates on software, firmware, and technical support issues, and up-selling customers on new products. Identified key features and new products through customer relationships and assisted marketing and engineering in the development process.

Amino Communications, August 2005 - August 2006, Sales Support Engineer

Solved problems with IPTV set top boxes and IP networks in live customer deployments.  Integrated IP STBs on site with TELCOs and MSOs from product demos to full rollouts. Served as technical liaison at TELCO industry trade shows. Responsible for setting up and demonstrating products in trial scenarios on customer premise.

Motorola, May 2001 - August 2005, Systems Integration Engineer

Interacted with international and domestic cable operators to implement DTV distribution systems. Participated in weekly meetings with developers, project managers, and testers dealing with DVB product feature requests and change requests generated by customers and testers. Initiated and developed a test tracking database using Visual Basic and SQL Server utilized by testers and managers leading to improved test coverage, test cycle times, and quality metric reporting.

Education

University of Georgia, 2004

Masters of Business Administration

Focus: Emerging Technologies

Clemson University, 2001

Bachelor of Science

Focus: Computer Engineering

One year of Varsity Football

Six semesters of Cooperative Education Work Experience

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