Christopher Shannon
Bayonne,NJ
Summary
Enterprise Account Executive with 10+ years of experience driving infrastructure modernization, hybrid cloud, and digital transformation initiatives across Fortune 1000 organizations. Proven track record of building executive relationships, leading complex sales cycles, and exceeding revenue targets. Currently manage six strategic enterprise accounts and lead three VMware modernization initiatives generating $7M+ in net-new software and services revenue. Expertise in virtualization, cloud, automation, and enterprise infrastructure solutions.
Overview
11
11
years of professional experience
Work History
Senior Enterprise Account Executive
Red Hat
01.2024 - Current
- Developed and nurtured relationships with C-level executives and key decision-makers across three enterprise accounts
- Led negotiations for multi-year contracts valued between $1-3 million, customizing complex solutions to address client needs and drive operational efficiency.
- Partnered with product, marketing, and customer success teams to enhance client satisfaction and deliver seamless service.
- Quarterback for technical resources to understand, plan, and deliver business value through Red Hat solutions, resulting in significant sales growth.
- Drove prospecting efforts using tools such as LinkedIn and Outreach, generating new meetings and building an $8 million net new pipeline.
- Leveraged Salesforce to track performance, optimize engagement strategies, and increase pipeline efficiency.
- Lead three strategic VMware displacement and modernization programs, helping customers migrate to OpenShift Virtualization and generating over $7M in net-new software and services revenue.
- Hit ACV number within the first 3 quarters at 6.2 million in 2024
Enterprise Hybrid Cloud Account Executive
Red Hat
02.2021 - 12.2023
- Responsible for 60 high-value enterprise accounts across Boston and New York, collaborating closely with Account Executives to identify opportunities in customer installations and strategically position emerging technologies.
- Developed targeted educational content on Red Hat’s OpenShift and Middleware solutions, enhancing customer knowledge and engagement with the product portfolio.
- Demonstrated in-depth product knowledge by showcasing features, addressing technical objections, and providing consultative insights to secure buy-in from stakeholders.
- Secured a $7 million, 3-year Managed Service contract
- Honored as SSP NE Rookie of the Year and SSP NE Rep of the Year Finalist, achieving 200% SYB
Mid Market Account Executive
Red Hat
03.2019 - 02.2021
- Developed and executed a Go-to-Market (GTM) strategy in collaboration with MDR and SSPs to drive awareness and generate interest in Red Hat’s product offerings across Northern California.
- Successfully identified and cultivated new customer relationships, achieving and surpassing sales goals and service targets within the region.
- Grew Zoom Communications from a zero-spend account to a $2M annual revenue stream by identifying key opportunities and strategically positioning Red Hat solutions.
- Consistently exceeded SYB targets, achieving 120% SYB in Year 1 and 170% SYB in Year 2, reflecting strong business development and account management skills.
- Recognized as Rep of the Year and awarded Deal of the Year for 2020, due to exceptional sales performance and successful deal closures.
Market Development Representative
Red Hat
02.2017 - 03.2019
- Started as MDR supporting the Northeast region for enterprise accounts, contributing to Red Hat’s growth by identifying and targeting high-potential prospects.
- Identified new business groups within existing accounts, expanding Red Hat’s presence and driving increased spend in strategic enterprise accounts.
- Conducted discovery calls with prospects, uncovering pain points and positioning Red Hat’s emerging technologies as tailored solutions to meet customer needs.
- Collaborated closely with SSP/AE teams to push opportunities to the finish line, ensuring successful deal closures and revenue growth.
- Recognized as the go-to person within the organization for assisting team members in developing effective "outbound" strategies for lead generation and opportunity creation.
- Consistently ranked as a top performer in a team of 30+ members, achieving quota attainment year after year, reflecting consistent sales excellence and contributions to team success.
Inside Sales
RingCentral
04.2016 - 02.2017
- One of two original ISRs tasked with expanding RingCentral’s Enterprise presence, driving strategic initiatives, and contributing to significant market growth.
- Developed a strategic plan with Senior Account Executives to penetrate new territories, identifying high-potential opportunities and aligning resources to close large deals.
- Led prospecting efforts through cold calling, email outreach, and targeted campaigns, generating strong interest and demand for RingCentral’s product offerings.
- Identified the largest deal in company history, securing a 5,000-user contract that significantly impacted revenue and market share.
- Played a key role in interviewing and developing new hires, ensuring the team had the right talent to continue driving sales success and operational growth.
Business Development Representative
ON24
07.2015 - 04.2016
- Collaborated directly with Account Executives on their top 100 accounts, identifying new business opportunities and expanding customer relationships.
- Developed and implemented a strategic business plan to effectively penetrate net new customers, driving growth in targeted markets.
- Prospected new business through cold calls, referrals, and sales tools, generating interest and converting leads into opportunities.
- Built and nurtured strong business relationships with both new and existing clients, ensuring customer satisfaction and long-term partnerships.
- Generated over $2 million in pipeline within the first year, showcasing strong business development and sales execution.
Education
Bachelors - Communication
East Carolina University
Greenville, NCSkills
- Enterprise Infrastructure
- Virtualization
- VMware Modernization
- Hybrid Cloud
- Kubernetes
- OpenShift OpenShift Virtualization
- Strategic Account Management
- Executive Selling
- Business Development
- Complex Negotiations
- Forecasting Salesforce
- AWS Cloud Practitioner
Timeline
Senior Enterprise Account Executive
Red Hat
01.2024 - Current
Enterprise Hybrid Cloud Account Executive
Red Hat
02.2021 - 12.2023
Mid Market Account Executive
Red Hat
03.2019 - 02.2021
Market Development Representative
Red Hat
02.2017 - 03.2019
Inside Sales
RingCentral
04.2016 - 02.2017
Business Development Representative
ON24
07.2015 - 04.2016
Bachelors - Communication
East Carolina University