PreSales Leader

Question 1

What are some traits that a Solutions Sales Engineer would have?

Answer 1

1. Technical Background (but Business Outcomes First)
2. Team Collaboration with Sales and Product
3. Playbook [Customer Engagement, and Team Training]
4. Listen to the Customer
5. Communication Skills (Technical → Business Translation)
6. Agility & Adapt-ability to Changing Environments
7. Retrospective - Continuous Improvement

Question 2

What is OSRA?

Answer 2

Ocean Shipping Reform Act (OSRA)—especially the most recent version passed in 2022—was largely the result of widespread complaints from U.S. exporters, importers, and other stakeholders in the supply chain.

Question 3

What is FMC?

Answer 3

The FMC stands for the Federal Maritime Commission. It’s an independent U.S. government agency responsible for regulating the international ocean transportation system for the benefit of U.S. exporters, importers, and consumers.

Question 4

What do you know about BlueCargo.io

Answer 4

Started in 2018 By Alexandra Griffon and Laura Theveniau

BlueCargo specializes in container workflows from Port to Warehouse [first mile]. In addition Forecasting and freight auditing to reduce demurrage and detention fees.

It solves a major pain point in Port Logistics.

Question 5

Tell me about yourself?

Answer 5

Yes. I’ve worked the last 15 years in Contract Logistics and Global Supply Chain.

Currently at D&H as a Client Solutions Architect implementing their largest CL customer todate.

Most recently at CEVA’s Shipwire. A fulfillment SaaS business, owned by CMA-CGM the 3rd largest maritime logistics provider.

When I was Dir. Of Program Mgmt at Shipwire I was asked to design their B2B program. W/focus on bringing in more revenue around B2B retail and reducing Retail chargebacks for our customers.

Question 6

What did you do as Dir of Program Management at Shipwire?

Answer 6

I’ve preformed demos
From 1 to 100+ people
Onsite visits with sales
Requirements Gathering
Business Process Flows
Respond and consult on RFInfo, RFQuote, RFProposal
Legal MSA/SOW reviews
Ensured Designed Outcome
Designed Team Playbook that was comprehensive and auditable.

Question 7

What is a weakness you have?

Answer 7

In the past, I’ve focused on solving the technical problem before fully understanding the broader business context.

Question 8

What do you do currently ?

Answer 8

I’m a Client Solutions Architect supporting D&H’s contract logistics business. Currently managing their largest customer onboarding.

Question 9

Tell me about a time that you failed.

Answer 9

Early in my career, I was managing an EDI onboarding for a new retail client. I underestimated how long it would take to complete testing, and I didn’t build enough buffer into the timeline. As a result, the go-live was delayed by a week, which impacted their first shipment and caused frustration on both sides.”

“I took full responsibility, immediately met with the client to reset expectations, and we added daily syncs to ensure alignment. Internally, I created a new playbook that factored in more realistic testing windows based on client size and tech stack. Since then, my timelines have been far more accurate, and I’ve used that experience to help others avoid similar missteps.”