Descubes Presales Engineer

Dublin, ireland

Personal information
First name, Last name                        Jean-Philippe, Descubes

Address                                               118 FairyHill Bray, Co Wicklow

Mobile                                                  085 730 32 67

E-mail                                                [email protected]

Nationality                                           French

Full Driving License

LinkedIn Profile                                


Presales with 6 years of experience in DELL (Dublin and Paris) and with UNITY (Dublin).

·       I support sales productivity and deal flow by securing the “technical close” in complex solutions.

·       I have a solid technical background and strong communication skills which help me to build relationships quickly and effectively and establish sound judgement and good business decision.

·       I have developed very good organizational skills and the ability to work on a team or independently


OS: Windows 2003, 2008, 2012
Messaging:  Exchange, Office 365
Backup: Backup exec, VEEAM, DPM
Architecture: cluster, DAS, NAS, SAN, Active Directory
Virtualisation: VMware ESX, Hyper-V
Hardware: HP server, Dell Server and Storage
Security: Sophos Safeguard and Anti-virus, Bitlocker
Office: Microsoft Office and Visio
·       I have been running training / presentation session to upskills colleagues and customers

·       I ran recruitment sessions and 121 interviews to identify the right profile to deliver a project


Presales : scoping, SOW, PNL, RFP, RFT, RFQ
Initiated pre-sales activities, consulting of services and products
Architecture and design complex solutions using the latest technology (Azure, O365, SSO, MFA …)
Create Proposals, Statements of work (SOW) and Pricing Models (PNL)
Attend industry trade shows, exhibitions, seminars and training sessions to promote products and services

VMware Certified Professional (VCP 5)
MCSA Windows 2012
Backup Exec 12 Certified Specialist
VEEAM Presales

Microsoft Hyper-V
Compellent and EMC Fundamentals
Exchange 2013
VSphere 6
Sep 1998-Jun 2002            Ecole Supérieur d’Informatique (ESI SUPINFO)                      Paris, France

(A third-level computer science college)


Language Skills
·       French (native speaker)
·       Fluent in English
Work Experiences
Sept 2015 – Now:  Pre-sales engineer                                                                        UNITY, Ireland


Working with sales and technical teams to create Statements of work and Pricing Models
Delivering sales & technical presentations to a wide variety of customers
Performing needs analysis on the relevant client sites in several technology areas included but not limited to backup consolidation (on premise or to the cloud), Virtualisation consolidation (Hyper-V or VMware), disaster recovery site design (on premise or to the cloud) ….
Architecting solutions and matching the best technical solutions to meet customer’s requirements
Developing long-term relationships with clients, through managing and interpreting their requirements;
Persuading clients that a product or service best satisfies their needs in terms of quality, price and delivery;
providing pre-sales technical assistance and product education;
supporting marketing activities by attending trade shows, conferences and other marketing events;
liaising with other members of the sales team and other technical experts;
Apr 2010 – Sept 2015: Pre-sales Solution Architect                                     Dell Inc, Ireland – France


Delivers professional services in several technology areas to a wide variety of customers and ensure solution accuracy right from the start.
Gets involved in the pre-sales process to ensure that a solution is scoped correctly from a technology, cost and delivery capability standpoint.
Have a good understanding of customer’s needs and implications of various technologies, so as to ensure solution accuracy and excellent customer experience upon delivery
Engage account team and customer to gather information required for scoping.
Determine the need for a technical SME or a partner to be engaged in the scoping effort.
Determine technology feasibility and develop the best solution for the given customer needs.
Ensure compliance to Service Level Agreements (SLA’s).
Create Proposals, Statements of work (SOW) and Pricing Models.
Manage solution governance and get approvals required as necessary.
Maintain & Track information required for metrics reporting purposes.
Stay very current with trends that relate to assigned market segment.
Ensure excellent communication between all parties involved.
Drive prompt resolution to escalated situations.
Create and maintain strong relationships with teams that get involved with the pre-sales process.

Jan 2006 – Apr 2010: Software support advisor                                           Dell Inc, Ireland – Ireland


Delivering 2nd tier phone based resolution for advanced software customer escalations through troubleshooting, research, environment replication & identification of workarounds.
Actively supporting the customer in all aspects through to problem resolution while keeping the customer informed throughout life of the incident (s).
Interlocking with Technical Account Managers (TAMs) and Regional Sales Account Managers (SAMs) to address customer issues and queries.
Attending required technical training sessions and making effective use of assigned lab time while securing relevant industry certifications.
Coordinating resources to resolve technical issues and turn around strained relationships at large high profile accounts in both pre and post-sale stages.
Act as a trusted advisor to the management team on the technical front.
Participating at job interviews for new team members


Oct 2004-Jan 2006                                                                              Hewlett-Packard, Ireland


Software support Senior Analyst



Troubleshoot HP Servers hardware problems, network, RAID, blue screen and blade issues
System analyse


Installing and Configuring SBS/windows 2003
Migrating from Small Business Server 2003 to Exchange 2003 and windows 2003 std
Troubleshoot AD replication, DNS, IIS, DFS, Terminal server
Restore DC server with backup exec
Exchange server features implementation and support


configure SSL connections to Outlook Web Access
Repair a damaged OWA 2003 installation
Deploying an Exchange 2003 SP2 on a Windows Server 2003 Failover Cluster
Using Outlook 2003 to connect to Exchange 2003 using RPC over HTTPS
Configure e-mail and message security in Outlook 2003 and OWA
Troubleshoot exchange database (ESEutil, Isinteg)
Configure a front-end/back end exchange server cluster
Installing and Configuring exchange 2007
Security troubleshooting and implementation


Configure files and user permissions, windows Firewall, GPO, control access and security logs.
Implement and troubleshoot windows VPN access
Deploy and support a centralized anti-virus-firewall-spyware solution (Symantec)
Troubleshoot ISA server rule issues to (block-allow) (users-pirates) to access enterprise resources

Travelling, reading, tennis