Okay, so my current job, I'm a solutions expert at Ultimate Software. So I'm on the presale side. So basically, I work with my counterparts on the sales organization side to sell HR software to prospects, and it's all net new business. Some mainly we go in there, we demonstrate software, make sure we understand their requirements, they're pain points and their issues and then ultimately show how my company's software could help solve some of those. I started as an implementation specialist for a different software company where I installed the product with customers, made sure it's tailor-made to their requirements and that ultimately they were successful when they went live. Throughout that process, I started doing demonstrations of other parts of software that they hadn't buy yet so maybe they bought core HR and payroll but they were looking at performance management and now, normally there'd be a sales component involved in there but since I was already installing and implementing software, I would go ahead and show a quick demo of that anyway, I found out they really liked it. So I started doing that more and more and another company recruited me to do presales for them. So I went over, took that jo,b worked there for several years did pre-sales, went through a whole bunch of training about how to give presentations, how to have conversations with executives, how to make sure that we can showcase our software in the best life possible. And then my original company recruited me back to do a competitive intelligence role where I would analyze our product versus other products in the market to figure out where our strengths are and where our weaknesses are, and then ultimately guide sales teams on how to overcome those landmines and sell the business but I started again sales and presales and then the current company found out right now is considered the top technology company on the Fortune 100. It's number two best places to work on all the Fortune 500 so I knew I wanted to work there so I applied and thankfully, I had enough experience and I was able to get the job so that's where I am now.

I'm 100% virtual and less time on-site with a prospect. I travel probably once or twice a week, on average, just for a day. My reach is primarily California so there are days where I fly in the morning, do my work in California, then fly back to Utah that night so it makes a long day, but normally I fly in the night before, have a meeting that morning, have a meeting that day and come back. So if I'm not doing a software presentation on-site, I'll do a virtually from my home office here. For weekly hours, I mean, I'd probably say standard 40. I'm usually working by eight or nine in the morning and I am in mountain time but my prospects, my sales reps are West coast so I primarily start around nine o'clock mountain time and finish at 5 30 or six. Now, of course, you have long nights once in a while, sometimes work on the weekend but that's pretty rare. I think I have a pretty good work-life balance.

So it's interesting. My degree was information systems originally, so I learned a whole about applications, languages, network security very IT but when I first got my job, I pretty much was trained upon the software that company sells proprietary software, so there was no previous experience with it and that's much more learning how to drag and drop in the GUI and then more of that role in understanding is how to talk to clients, how do you understand their needs, their pain points, how they want it configured. It's not coding and it's not super heavy technology. It's much more how personable you are with discussing those kinds of things. Then now that I'm on the sales side, I'm even more on that side of the barometer. So, I mean, obviously, I show my own company's software, which is UltiPro that's the main tool I use. Other than that a couple of different apps to make presentations easier, we use the Reflector to screen share tablets or phones, WebEx and GoToMeeting for virtual conferences, Quip for documentation and then we use G suite for all sorts of business applications but at least in my line of work, we're really not using heavy technology tools anymore and much more the social side.