SEAN M. MCCARTY
San Francisco,California
Summary
Motivated and results-driven software sales professional with exceptional communication skills, both written and verbal. Adept at translating value into outcomes. Going beyond product sets to uncover business problems and aligning with management as a team member to significantly help with strategic challenges. Consistently exceeded quota (231% Career Average) even in economic downturns and new territories.
Overview
28
28
years of professional experience
Work History
Sr. Account Executive – NorCal
PORTWORX (Pure Storage)
Mountain View, CA
01.2021 - Current
- Major Account Sales into Apple, Cisco, Broadcom, Meta, Tesla, Visa, etc
- Brought in 2.7 Million in first 9 Months while ramping
- 157% of plan for year
- Grew Roblox to a major revenue generating account
- Negotiated and navigated complex sales cycles with Broadcom and Visa
- Able to succeed despite 2 org changes and requisite friction of being absorbed into larger company
Director of Sales
JOYENT, A Samsung Company
San Francisco, CA
01.2018 - 01.2021
- For the Western Region
- Chartered with managing a small sales team as well as major account sales
- Managed inside sales team that made 178% of it’s quota and MBOs in 2019
- Brought in 122% of 2.5 million dollar quota in first year
- Brought in high profile clients like Splunk, IQVIA, McDonalds, Rakbank, as part of multi year engagements
- Also managed these customers to ensure customer success
- Created and ran new “pull” prospecting campaigns into notoriously difficult to penetrate open source communities/developers that were low cost and wildly successful
- One campaign netted over 3X normal engagements.
Major Account Manager
PIVOTAL
San Francisco, CA
01.2016 - 01.2018
- The Gap, Intel, McAfee, Levi Strauss, Williams Sonoma
- Account/Relationship owner of one of Pivotal’s top 10 accounts (The Gap) and charted with developing four greenfield accounts
- Started during complete bay area sales and sales management reorganization
- Turned The Gap account around from a customer on their way out to an early renewal of $12 million
- Closed $2 million deal in which we partnered with Saffron/Intel to refactor and deploy their core application
- Closing largest greenfield account, Intel which is a $3-5 million total deal
- Negotiating currently for mid year
- Ongoing executive meetings (EBCs) and POC level penetration with Levis, Williams Sonoma, and McAfee
Major Account Manager
RIVERBED TECHNOLOGY
San Francisco, CA
01.2015 - 01.2016
- California Accounts
- Responsible for Riverbed’s largest accounts: Intel, McKesson, NetApp, Symantec/Veritas, PG&E, HDS, Google and VISA
- Attained 139% of full quota of 1 Million in the first quarter with the company (4th Q ’15)
- Successfully turned problem accounts around to the point of creating positive, trusting relationships
- Creating an atmosphere where they felt comfortable doing business with us again
- Attained 129% of increased quota (1.25 Mill) in Q1
- Annual quota increased to 5 Mill
- On track to do 160% of 5 Million dollar planned quota this year.
Director of Sales
GERMAIN SOFTWARE
San Francisco, CA
01.2013 - 01.2015
- Responsible for hunting as an individual contributor and manager selling APM solutions directly into large, international companies including eBay, Nestle Waters, Nestle USA, Siemens, TataSky, Tata Motors, PepsiCo, Volvo, Hershey’s, Dell, etc
- Closed first deal for $320,000 with TataSky within the first three months of employment followed closely by Siemens (245k), Nestle (178k) Tata Motors (625K) and finished the year with closing eBay for a 1.6 million/4 year deal
- Created 7 million dollars’ worth of qualified pipeline including GE Capital and Tata Motors in first nine months of employment
- Established, negotiated and signed global partnerships with Spinnaker Management, Ushiro (South America) and Quality Kiosk (India)
- Surpassed expectations by exceeding my pro-rated 2013 ramp-quota of 200k by attaining 160% and nearly 3X’d my 2014 number of 1.2 million.
Founder
SALES ACUMEN
San Francisco, CA
01.2010 - 01.2013
- For the Silicon Valley based consultancy agency that has changed the paradigm for the way small companies do sales
- Clients included: Trade2Save, AtTask & Men & Mice
- At Trade2Save- Developed an additional 457% of revenue (YOY) through the direct sales and expansion of focus and strategic partnerships
- Brought on Globalware Solutions as fulfillment partner enabling Trade2Save’s market to extend internationally
- Created multiple lines of revenue by signing deals with major retailers including Fry’s and PlayNTrade representing over $1.5M in yearly revenue
- At Men & Mice- Set up US sales operations for Icelandic based DNS management software company
- Brought on board VMWare as a client to get first California operations as well
- Created opportunities and closed deals in excess of $250k in 3 months while hiring/training new account executives, creating value proposition and building go to market materials and market strategy.
Account Sales Representative
ORACLE CORPORATION
Redwood Shores, CA
01.2007 - 01.2010
- CRM and Call Center On Demand
- Responsible for selling Oracle’s CRM On Demand into Commercial ($0-500 Million) and later Strategic accounts ($2 Billion)
- Awarded Sales Person of the Quarter/Year
- Top sales representative for all On Demand sales for Q3 of 2009 (largest economic recession since the Great Depression)
- Averaged 137% for entire tenure at Oracle
- Found ways to succeed during worst economic climate in recent history
- Conceived and implemented coordinated prospecting and webinar campaigns that resulted in $5.5 M in pipeline in 2009
- Promoted to NASA (North American Strategic Accounts) after first 18 months
- Accounts included 3M, Emerson, ITW, Kodak, General Electric, Berkshire Hathaway, and Caterpillar
- Closed 1.7 Million dollar deal with General Electric
Account Sales Representative
WILDPACKETS, INC
Walnut Creek, CA
01.2003 - 01.2007
- Joined Wildpackets as Territory Account Manager responsible for selling Network Analysis appliances/software and within four months was promoted to Account Sales Representative
- Six months after initial promotion, was promoted again and given the Federal Vertical territory
- The most rapidly promoted person in history of 130-person company (Established in 1990)
- Vastly exceeded first year quota of 800k by over 200% (brought in $1.7 M)
- Developed Federal Accounts as a vertical from $600k/year to $2.1 M in 2004
- Exceeded 2005 quota ($2.1 M) by $500k or 124%
- Established relationships and drove significant, quarter affecting, revenue with key agencies/companies such as Web MD, The Pentagon, US Senate and DISA.
Director of Sales-Northwest
PERSISTENCE SOFTWARE
San Mateo, CA
01.2001 - 01.2003
- Responsible for selling Application Server Software as well as Dynamic Caching Software into accounts such as AT&T Wireless, Boeing, Costco and Nordstrom
- Closed two $750k-1 M deals in an untouched account base while training in the first eight months of employment
- Averaged 190% of quota in an economic downturn
- This was the best of 15 national managers.
District Sales Manager-Northwestern Territory
RELEASENOW.COM
San Carlos, CA
01.1998 - 01.2001
- Brought on to manage seven-state northwestern territory for a manufacturer of BtoB and BtoC e-commerce solutions
- Created and managed relationships into large software corporations such as Microsoft, Webtrends, Click2learn and Attachmate
- Achieved 210% of quota ($1.2 Million) in the first 10 months of employment while developing new territory
- Won President’s Club award/trip based on immediate contribution and performance.
Stand Up Comedian
Various Venues In Southern California
Santa Barbara, CA
02.1994 - 11.1997
Education
Xerox Solution Sales and Sales Proficiency Training Challenger Sales Training Oracle Sales Process Training -
Santa Barbara City College and San Francisco City College
Skills
- RELATIONSHIP BUILDING
- EXCELLENT WRITER AND PRESENTER
- HIGH EQ/IQ
- OUTCOME/SOLUTION SELLING
- CHALLENGER SELLING
- STRONG TECHNICAL UNDERSTANDING
- QUICK RAMP
- CXO CLIENT MANAGEMENT
- MANAGEMENT/MENTORING
Timeline
Sr. Account Executive – NorCal
PORTWORX (Pure Storage)
01.2021 - Current
Director of Sales
JOYENT, A Samsung Company
01.2018 - 01.2021
Major Account Manager
PIVOTAL
01.2016 - 01.2018
Major Account Manager
RIVERBED TECHNOLOGY
01.2015 - 01.2016
Director of Sales
GERMAIN SOFTWARE
01.2013 - 01.2015
Founder
SALES ACUMEN
01.2010 - 01.2013
Account Sales Representative
ORACLE CORPORATION
01.2007 - 01.2010
Account Sales Representative
WILDPACKETS, INC
01.2003 - 01.2007
Director of Sales-Northwest
PERSISTENCE SOFTWARE
01.2001 - 01.2003
District Sales Manager-Northwestern Territory
RELEASENOW.COM
01.1998 - 01.2001
Stand Up Comedian
Various Venues In Southern California
02.1994 - 11.1997
Xerox Solution Sales and Sales Proficiency Training Challenger Sales Training Oracle Sales Process Training -
Santa Barbara City College and San Francisco City College