Clarence Kam
New York, NY
ckemail0-website@yahoo.com
Profile
A self-starter adept at learning new technologies with a record of business wins at various technology start-ups. Key skills:
- Business Process Optimization
- Value Selling Methodology
- Internet & Web Site Technologies
- Research & Quantitative Skills
- Customer needs assessment
- Network Protocols: DNS & HTTP/TCP/IP
Experience
PANTHER EXPRESS CORP., New York, NY
A world-class content delivery network (CDN) provider delivering the best service at the lowest cost
2006-present
Director of Client Services
Managed sales engineering and product management responsibilities to increase sales and guide product development
Sales and Customer Support
- Created a quicker sales cycle by creating an implementation process which eliminated set up errors
- Acted as liaison betweeen sales and engineering to communicate critical new feature releases, capacity needs, and status of customer issues
- Increased revenue by attending sales meetings and creating critical marketing collateral
- Equipped sales team to sell effectively by building out the sales intranet to help educate new and existing staff
Product Management and Business Process
- Guided product development by gathering and prioritizing critical features for the Engineering team
- Managed the beta releases of new features with clients
- Created critical management reports on sales as well as feature requests
- Spearheaded the creation of two major projects to improve customer support and automate parts of the implementation process
WEBSIDESTORY, INC. (acquired Atomz Corp.), San Bruno, CA
An on-demand provider of Web site solutions including search and content management
2005-2006
Senior Sales Engineer
Improved effectiveness and scalability of the Sales team while increasing revenue by closing deals
- Identified the need and proactively created a sales intranet, training guides, and product documents to help scale the team
- Supported the entire Western and Central US sales staff as the only Sales Engineer in the Search and Content Solutions Division for the territory
- Member of the product roll out team to build materials and train sales team on new product releases
NETLI, INC., Palo Alto, CA
An application delivery network service provider aiding companies with web application performance
2002-2005
Senior Sales Engineer (2003-2005)
Promoted after closing major accounts and taking on additional responsibilities
- Managed the Performance Analyst Team and built a process to increase productivity without additional headcount
- Improved customer satisfaction by managing a project for a new feature by gathering customer requirements, and then working with a 3rd party vendor and Netli Engineering to deliver a solution
- Helped guide product future by leading a cross-functional meeting to discuss potential new services
Sales Engineer (2002-2003)
Hired as first Sales Engineer to transition service from beta to production by closing major customer deals
- Increased revenue by driving customers such as Boeing, Kimberly Clark, and Hewlett-Packard from initial contact through implementation
OPLAYO, INC., Bethesda, MD
A Finnish 2nd-generation streaming software development company. (US operations shut down 3/02)
2001-2002
Sales Engineer
Aided in starting the US headquarters by helping hire a team, conducting software demos and trainings to close flagship customer GM, performing a competitive analysis, and writing white papers
AKAMAI TECHNOLOGIES, Cambridge, MA
A leading content delivery service provider that aids companies in optimizing web site performance
1999-2001
Product Manager (2000-2001)
Managed requirements definition for enhancements to the EdgeSuite service bundle
- Headed beta program for ESI (Edge Side Includes): identified prospects, rolled out beta service, tracked performance, and gathered customer feedback and requirements to improve product
- Interfaced with systems engineering, service delivery and sales to understand a customer provisioning tool; communicated technical and business requirements to engineering to improve the tool
Sales Engineer (1999-2000)
Closed highly competitive customer deals by presenting technology and business benefits. Coordinated resources including integration and engineering to satisfy customer requirements and questions
- Closed deals with major companies such as Fidelity, Barnes & Noble, Lands' End, Amway, and WebMD, significantly contributing to the exponential revenue growth from $4M to $90M
- Created and implemented procedures and templates to help sales engineers learn new services offerings and create customer collateral
FLETCHER SPAGHT, INC., Boston, MA
A leading content delivery service provider that aids companies in optimizing web site performance
1999
Research Associate
Performed market research and assessed the competitive environment via phone interviews and secondary sources for clients in the digital imaging, Internet, and scientific instrumentation fields
Independent Consulting
ARBOR NETWORKS, INC., Lexington, MA
A provider of network integrity systems to prevent companies from security threats such as DDoS attacks
2002
Consultant
Completed project to provide a market and competitive overview of the Intrusion Detection System space
Education
CORNELL UNIVERSITY, Ithaca, NY
Master of Engineering, Operations Research & Industrial Engineering
Bachelor of Science, cum laude, Operations Research & Industrial Engineering
1999
1998
PRAGMATIC MARKETING, Practical Product Management Seminar
2001
