1. James Roland Cote
13 Post Rd
Hooksett, NH 03106
(603)-340-0278
mailto:jrcote1230@comcast.net
S U M M A R Y O F Q U A L I F I C A T I O N S
Over 20 years of technical and business leadership experience in Sales, Process Engineering, and Consulting
Sales Expertise
 Fusion Middleware – FMW solution sales for the northeast public sector accounts for Oracle. Instrumental in
proposing solutions to meet complex customer requirements. Highlighting NYC HHS Portal initiative, NYC.gov
re-architecture, NYCHA portal and infrastructure combined revenue in excess of $8Million, Team lead resulting in
large deals with Mass HIX ULA $6Million, VT ULA $5.5Million, NYC ULA $10 Million.
 Value Selling – Worked with customers to identify and define the business problem and develop the vision of
solving the problem and adding value with the product being sold. Provide solutions for C-Level buyers across
broad markets from financial services to manufacturing.
 Account management - Experienced professional with demonstrated sales success having a thorough
understanding of the strategic/solution/value selling process, with a strong ability to listen to and comprehend
customer expectations or concepts, and the aptitude to provide analytical proposals that deliver business solutions.
 Engagement manager - Recommended implementation strategies and value assessments that included business
process analysis and IT infrastructure including, Modernization, Big Data, Service and Application integration,
High availability, back-up and recovery and storage strategies for major accounts.
 Territory management - Incorporated a successful territory sales and marketing campaign filling an empty
pipeline with accounts progressing through the various selling stages
Architecture Expertise
 Solution Architect -Expert in Architecting solutions that cross product segments following Oracle’s Enterprise
Architecture methodolgy aligning business principals with Applications and technology focused on lowering overall
IT costs.
 Process Architecture – Proficient in Architecting Solutions that optimize operational efficiency through Business
Process Automation and Management and continuous improvement.
 Process Integration and Optimization - Evangelizing technology Sales opportunities in focusing on data and
process integration with Cloud and On-Premise requirements.
 Business Intelligence- Evaluate enterprise business metric requirements recommending strategy and technology to
best leverage BI solutions and how to plan for emerging technology like Big Data.
 Portal and Document Management/ Life–cycle management – Strong understand of the business processes
around managing unstructured and structured content and personalized presentation, application aggregation and
process integration. Sold Fortune 500 companies through demonstrations and business analysis on the value of
document management relative to Compliance (Records Management), Collaboration, and Business Process
Management to gain execution profieciency.

2. P R O F E S S I O N A L E X P E R I E N C E
Principal Technical Sales Consultant – Northeast Public Sector 10/2007 – present
Oracle Corporation, Burlington, MA
Key objective is to work with and understand Public Sector Agency challenges, budget constraints,
regulations, goals and mission. Develop strategies and solutions with Oracle’s software (Applications,
and Technology) On-Premise and Cloud solutions applied to customer’s environment to show
immediate and long-term business value.
 Focused solution sales for the northeast public sector accounts for Oracle’s Fusion Middleware
product segment. Instramental in proposing solutions to meet complex customer requirements.
Highlighting NYC HHS Portal initiative, NYC.gov rearchitecture, NYCHA portal and
infrastructure combined revenue in excess of $5Million
 Gather deep understanding of business requirements and communicating the Oracle products that
meet customer challenges and the value of the Oracle solution.
 Translate business challenges and vision into product demonstrations or proof of value
engagement..
 Work with account team to build account strategy and build a logical approach to introducing
Oracle technology by expanding relationships and aligning with the customer’s operating
principles.
Principal Technical Sales Consultant – Northeast 5/2002 – 10/2007
Open Text Corporation, Waterloo, ON
Objective was to work with customers to solve business issues associated with Content and Business
Process Management with the goal of hlping customers become compliant relative to regulatory
contrants, and maximize operational efficiency with Process Management and Knowledge
Management.
 Supported $5..5 million in revenue for fiscal year ending June 2005, Achievers Club top 25%, $5.2
million in revenue for fiscal year ending June 2006, Achievers Club top 25%.
 Focused solution sales and Business/Sales strategy for Case management, Contract Management,
Microsoft Sharepoint Integration, Business Intelligence and Imaging.
 Aid the regional sales manager with prospecting activity including cold calling and research.
 Utilizing the OpenText Core Components, prepare and demonstrate customized solutions from the
discovery process of the sales cycle.
 Worked with solution segment managers to build value propositions, and Sales Consultant training
for the Email Management and Collaboration segments.
District Sales Manager-ME, NH, VT, and parts of MA
Integrated Development Enterprise, Concord, MA 5/2001 – 4/2002
Pre-IPO company recognized as the leader in the emerging Development Chain Management (DCM) space which is
focused on integrating process with portfolio, project and resource management. Requiring consultative solution
selling, and a large amount of “product evangelism”, targeting Fortune 1000 accounts.
 New business win Shippley –Total revenue $750K
 Incorporated a successful territory sales and marketing campaign filling an empty pipeline with
accounts progressing through the various selling stages.
 Called on Executives and sold software solutions (products and services) that addressed strategic
and financial issues of their organization—reduced Time-To-Market, increased productivity and
increased resource utilization.
 Created value based proposals focused on implementation success resulting in solution expansion.

3. Engagement Manager-ADP
CoVia Technologies, Mountain View, CA 4/2000 – 5/2001
Pre-IPO Company with a unique product offering focused on extended relationship management-XRM. Managed the
overall engagement for multiple ADP employee portal projects including ADP TotalSource, ADP Netherlands, and
ADP Major Accounts. Responsible for all pre-sales activity for the eastern US states.
 Participate in all aspects of the account sales activities including identifying new opportunities,
developing relationships, preparing and delivering presentations, closing sales for Covia’s multi-
tiered CRM B2B infrastructure solutions.
 Developed an account plan with target solutions showing strategy, resources, and methods to
attaining goal. Attained 165% of revenue target (Total 1.65Million)
 Accountable for the successful delivery of all projects and change management at ADP.
 Demonstrate/present the Covia solution, address technical and business objections throughout the
sales process.
 Defined product pricing, validation and value proposals that include ROI, and implementation
success strategies.
 Recommended implementation strategy and value assessments that included business process
analysis and IT infrastructure [SW/HW and protocol – T1-T3, Web Farm (load balancing),
redundancy and storage strategy (SAN architecture design), evaluation of wireless integration
(WAP), routers, Security strategy (PKI, SSL, LDAP integration)].
Director Technical Services (Pre-sales) 9/1998 – 3/2000
 Responsible for National technical sales of Enterprise Portal Framework a broad market space.
(Sample Accounts include Lucent Technologies, WebCT, Wellington Management Corporation,
Gillette, Sanmina, Raytheon, CAP Ventures). Completion of Requests for Proposals (RFP),
Requests for Information (RFI) and Requests for Quotations (RFQ).
 Closed first two accounts outside the eight-startup accounts, Lucent Technologies and WebCT.
 Responsible for technical field sales resources, hiring and developing technical field sales team
currently comprised of 4 regions.
 Created an assessment tool designed to help the sales force gather the necessary for successful pre-
sales presentation/demonstration and also streamline account qualification.
 Leveraged diverse technical and sales abilities to create customized technology, and
implementation presentations to move sales process and provide validation.
EDUCATION
University of New Hampshire
Durham, NH
Bachelor of Science Electronic Engineering Technology
Souther New Hampshire University
Manchester, NH
Master of Business Administration

4. Technical Summary
Programming Languages/Development Tools:
.
 C/C++ (Microsoft Visual C++, Microsoft Foundation Class, OLE; IBM C Set++; Sun C++)
 HTML
 IBM WebSphere Studio Application Developer,IBM WebSphere Application Server, Weblogic, Tomcat
 Java, J2EE/JDK (Sun), JavaScript, Jdeveloper, MVC architecture, AJAX, Spring framework
 Kofax Document Capture, Oracle Document Capture
 Microsoft .NET, Microsoft SQL Server v6.5, 7.0, 2000, 2008 RDBMS, Microsoft Sharepoint 2007, Microsoft
Project Manager 2000, 2003, 2007
 Oracle v7.x, 8i, 9i, 10g, 11g, 12c RDBMS, Oracle AIA, Oracle Agile PLM, Oracle Autovue, Oracle Business
Intelliegence Enterprise Edition, Oracle Business Process Management 11g, Oracle Document Capture, Oracle
Information rights Management, Oracle ECM Suite11g, Oracle Secure Enterprise Search, Oracle SOA Suite 11g,
Oracle WebCenter Suite 11g, Oracle Weblogic Suite 11g
 Oracle Cloud Paas, Oracle Java Cloud Service, Oracle Document Cloud Service, Oracle Iaas. Oracle Cloud
Management, Oracle Enterprise Management for Middleware and Database
 Open Text ECM Suite 9.7
 Oracle Fusion Middleware (SOA,BPM, Wecenter, DIS, IDM etc), Oracle Big Data, Oracle Data Integration, Oracle
MAA.
 Oracle Secure Enterprise Search, Oracle Endecca, Verity search engine, Verity eForms, Verity TeleForms
 Various tools: Lotus WordPro, Word, Word Perfect, Freelance, Excel, Lotus 1-2-3, MS Project etc.
Operating Systems:
 Windows 3.1, 3.11, 95, 98, NT v4.0 and 2000 (Professional and Advanced Server), XP, Vista, Windows 7,
Professional, Server 2003, Server 2008
 IBM DOS/VSE/ESA, MVS/ESA, VM/CMS, OS/390
 IBM OS/2 1.3, 2.0, 2.1, 2.11, 3.0; OS/2 LAN Server 2.0
 IBM AIX
 Linux SuSE
 Linux Redhat
 Oracle Enterprise Linux, Oracle VM
 TCP/IP, IPX/SPX protocols
 UNIX (Sun, IBM AIX, NCR, HPUX)
Information Technology Skills:
 Application architect, designer, developer, manager
 Business Intelligence architecture
 Business rationalization and justification
 Data, process modeling, conceptual, logical and physical, relational and object
 System scope, analysis and design, requirements and functional specifications
 Portals, Enterprise Information Portals, Enterprise Application Portal framework
Methodologies
 Stage Gate, PACE-Production and Cycle-time Excellence
 Oracle Enterprise Architecture
 Customer Centric Selling
 Value Based Selling