MICHAEL O’SULLIVAN
WalkMe
South Salem,NY
22
years of professional experience
Top producing sales executive with 10+ years of enterprise SaaS experience. Trained in Challenger and SPIN selling sales model as well as MEDDIC. Recognized as being able to effectively build, and nurture C-level relationships, leading to consistent quota achievement.
Work History
Enterprise Account Executive
5 Years 11 Months- Developed strategies to enhance existing client relationships existing WalkMe's relationship within key accounts across multiple departments
- Executed new business sales targeting Fortune 500 companies into fortune 500 through Fortune Global 2000 development sales to major corporate clients represented by Forbes Global 2000.New customer acquisition.
- Collaborated with GSI partners to secure new clients with GSI Partners such as Deloitte and Accenture to win new logos and expand existing relationships
- Collaborated with inside sales team to generate new pipeline, contributing to overall sales growth.
- WalkMe, an SAP Company, pioneered the Digital Adoption Platform (DAP) to empower business leaders to realize the promise of technology in today's overwhelming digital world.
Senior Sales Executive
1 Year- Managed enterprise sales process with C-level executives, resulting in enhanced engagement and streamlined decision-making.
- Built relationships with key stakeholders, facilitating collaboration and expediting the sales process.
- Established multimillion-dollar pipeline of opportunities through targeted account prospecting.
- Built relationships with key stakeholders helping to drive the sales process
- Established multimillion-dollar pipeline of opportunities through targeted account prospecting, positioning for sustained revenue growth.
- Accurately forecasted quarterly and annual quota through Salesforce.
- Bizzabo is one of the fastest growing event technology companies. Bizzabo's holistic events cloud empowers marketers to manage, grow and maximize their professional events.
Enterprise Sales Executive
1 Year 3 Months- Presented Collective[i] AI software to, CRO's, CTO's and Global Head of Sales Operations and other C-level executives at fortune 100 and 500 companies.
- Led consultative sales process, closing deals with AIG, Informa, Penton Media, and others.
- Established multimillion-dollar pipeline of opportunities through targeted account prospecting with companies such as MasterCard, Marsh & McLennan, First Data, SAP, and more.
- Cultivated relationships with key decision-makers through regular communication and collaboration.
- Developed multimillion-dollar pipeline through targeted account prospecting at companies like MasterCard, Marsh & McLennan, First Data, and SAP.
- Collective[i] Uses artificial intelligence and predictive analytics merging client CRM and other relevant sources of data into our network converting raw inputs into intelligence used by the world's leading sales organizations to generate revenue, streamlining/automate non-revenue producing activities, and enable enterprises to be customer centric and data driven
Enterprise Sales Executive
3 Years 4 Months- First Enterprise Sales Executive hired to sell FinTech solution to your top Banks and Private Equity Groups.
- Presented Axial to CxO through tailored in-person meetings and engaging web conferences.
- Managed complex multi-department enterprise sales process, fostering relationships with key stakeholders while negotiating intricate contracts.
- Brought on key accounts such as Lincoln International, JP Morgan, and more
- Exceeded yearly quota by achieving 160% to goal (1.2M on 800k quota) in year one.
- In year two and three brought in 1.1M on 1M quota
- Developed pipeline of qualified leads through cold calling and strategic networking.
- Axial is a SaaS based platform that helps companies and their M&A advisors intelligently connect and transact with potential investors, lenders or acquirers.
Enterprise Account Executive
1 Year 8 Months- Sold SaaS multi-channel ad campaign management to CMO's and VP's of e-Commerce at Fortune 100-500 companies.
- Conducted in-person and web-based sales presentations to C-level executives, driving engagement and aligning solutions with business needs.
- Led complex multi-department enterprise sales processes, coordinating efforts to secure stakeholder buy-in and close deals.
- Developed sales strategy that increased average deal size for the sales team while negotiating complex yearly and multi-year contracts.
- Managed and accurately forecasted multimillion-dollar pipeline through Salesforce CRM.
- Managed and forecasted multimillion-dollar pipeline through Salesforce CRM, ensuring accurate sales projections and strategic planning.
- Clickable is SaaS platform that makes online advertising Simple and Profitable.
Senior Account Executive
2 Years 11 Months- Penetrated SMB and mid-market companies, providing solutions that enhanced online advertising measurement and effectiveness.
- Penetrated SMB and Mid-Market companies selling them a solution, which allowed them to more accurately, measure and improve their on-line advertising efforts.
- Built and managed multi-million dollar pipeline through direct cold calling and personal network.
- Achieved presidents club ranking each year at the company.
- Built and managed multi-million dollar pipeline through direct cold calling and leveraging personal network to generate leads.
- Provided one of the largest local online advertising solutions to businesses.
Enterprise Sales Executive
11 Months- Presented Hitwise analytics and insights platform to your top eCommerce companies through in-person sales meetings and web conferences closing six figure deals with Circuit City, Abt Electronics, and more.
- Managed enterprise sales process with C-level executives, building multi-million dollar pipeline in CRM.
- Exceeded first year ramp quota of $850,000, achieving 125% of target.
- Analyzed online marketing strategies for VP of e-Commerce, delivering actionable insights.
- Experian Hitwise delivers daily insights from the world's largest sample of online consumer behavior to help your top 500 e-Commerce companies increase the effectiveness of their marketing campaigns.
National Account Executive
2 Years 11 Months- Sold innovative SaaS solution to CxO and C-suite of fortune 100-500 companies allowing them to easily manage employee-training material.
- Credited for building enterprise customer base of 75 major accounts including BEA Systems, Sonus Networks, Savvis Communications, Acme Packet and Curam Software.
- Managed multimillion-dollar pipeline using Salesforce CRM.
- Developed pipeline of leads through cold calling and prospecting into enterprise organizations, resulting in increased engagement and sales opportunities.
- Built pipeline of leads through cold calling and prospecting into enterprise organizations.
- Provided cloud-based solutions for document management and distribution.
Skills
Sales process
New Account Acquisition
Contract Negotiation
Negotiation skills
Presentation effectiveness
Data-Driven Insights
Needs Analysis
Territory planning
Revenue forecasting
CRM
Written and verbal communication
Proficient in Microsoft & Google A
Highly Analytical
Salesforce CRM
Written communication
CRM expertise
Timeline
Enterprise Account Executive
WalkMe
10.2020 - CurrentRead More
Senior Sales Executive
Bizzabo
12.2018 - 12.2019Read More
Enterprise Sales Executive
COLLECTIVE[i]
09.2017 - 12.2018Read More
Enterprise Sales Executive
Axial Networks, Inc
09.2013 - 01.2017Read More
Enterprise Account Executive
Clickable (Acquired by Syncapse June of 2012)
01.2012 - 09.2013Read More
Senior Account Executive
Yodle Inc
01.2009 - 12.2011Read More
Enterprise Sales Executive
Experian Hitwise
02.2008 - 01.2009Read More
National Account Executive
Mimeo.com
02.2005 - 01.2008Read More