Overview
Work History
Timeline
Work Availability
Skills
Summary
Education
Generic
Shawn O'Brien

Shawn O'Brien

Pilesgrove,NJ

Overview

24
24
years of professional experience
1
1
year of post-secondary education

Work History

Channel Manager- East

OffSec
03.2023 - 05.2024
  • Responsible for developing a partner recruitment strategy to recruit new partners on the East Coast and Canada effectively
  • Train and work with sellers within a partner to help them understand the OffSec offering
  • Guide partners through the sales cycle to close deals
  • QBRs with partners to discuss performance
  • Work with partner leadership to develop programs and initiatives that will drive growth
  • Work with the Channel Marketing team to create customized deliverables that meet partners' specific needs in the market
  • Establish strong relationships with partners’ executive leadership teams
  • Work with Field Team to identify target accounts to account map with partners
  • Assist in negotiating and structuring of deals with key partners
  • Develop a partner recruitment strategy to effectively recruit and enable new strategic channel partners in assigned region
  • Proactively assess, clarify and validate partner needs on an ongoing basis.

Channel Manager-National Partners, Northeast, and Distribution

HP
08.2017 - 11.2022
  • Responsible for managing the HP relationship with CDW, Insight, Connection, and Zones nationally for HP’s RPOS group
  • Responsible for managing the relationship with SHI, Staples, and Tier 2 partners in the Northeast for HP’s retail portfolio
  • Responsible for managing HP’s distribution partner, Bluestar
  • Setting goals for distribution and managing MDF
  • Training the sellers at distribution on HP’s Retail POS portfolio
  • Hosting QBRs with distribution and partners within assigned territory
  • Develop sales resources, define messaging, and provide product training that drives sales through partner organizations to end users
  • Train sellers on the value and the “why” to sell HP Retail and the portfolio
  • Work with partners' leadership to develop programs and initiatives that will drive growth
  • Develop a partner recruitment strategy to effectively recruit and enable new strategic channel partners in the assigned region
  • Proactively assess, clarify, and validate partner needs on an ongoing basis
  • Provide seamless communication between manufacturer and reseller by working through the channel
  • Guide partners through the sales cycle to close deals
  • Build strong relationships with sellers to have them view me as a trusted advisor within my territory
  • Establish strong relationships with partners’ executive leadership teams
  • Performance Results: - 146% quota attainment-2018
  • - 100+% quota attainment 16/18 quarters.
  • Streamlined communication between internal teams and channel partners, improving overall efficiency in the sales process.
  • Drove and delivered sales leads to convert into new business.
  • Developed and executed strategic plans for channel sales growth and expansion into new markets.

Sales Director

Arizonaeast
02.2016 - 04.2017
  • Responsible for creating a growth strategy for the company’s sales department
  • Coach and develop account managers' sales skills necessary to grow their sales territory
  • Manage all aspects of the relationship with Key accounts to grow and maintain business through value-added selling
  • Develop sales strategies geared around growth in Key accounts and independents
  • Provide feedback to Marketing to align sales strategies with Marketing
  • Meet with the CEO regularly to discuss strategies and direction of the company
  • Built Market Awareness by attending trade shows and events to build brand recognition and network with potential customers
  • Contract negotiations and program agreements
  • Deliver in-depth presentations to new and existing customers, showing our portfolio of products
  • Performance Results: - 119% growth 2016-2017
  • - Added three new sales regions-southeast, central, and south-central
  • - 183% quota attainment.
  • Hired, trained and built high-performing team of sales representatives.
  • Optimized sales operations by streamlining processes, implementing CRM systems, and developing comprehensive training programs for new hires.
  • Boosted sales revenue by developing and implementing strategic sales plans and initiatives tailored to the organization''s goals.

Partner Business Manager- CDW SMB East

HP
01.2013 - 02.2016
  • Responsible for growing a $30 million sales quota printing and personal systems in CDW’s East region
  • Work with internal contacts and departments to design best solutions for customer needs
  • Host customer events within the territory to show customers the value of HP products and the CDW/HP relationship
  • Train CDW sellers so they can position the HP product line to customers
  • Develop programs and initiatives to assist in driving revenue and profit within CDW
  • Provide seamless communication between manufacturer and reseller by working through the channel
  • Performance Results: - 111% quota attainment 2013
  • - 123% quota attainment 2014
  • - 108% quota attainment 2015.

Sales Supervisor

CDW
01.2007 - 01.2013
  • Responsible for operational duties, including working with internal departments to resolve order issues (e.g., dropship emergencies, backorder management, bid escalation, etc.)
  • Coaching account managers to develop sales skills necessary to be successful in growing their territory
  • Strategize with Sales Managers to build partner and customer relationships to generate business opportunities
  • Collaborate with partners and Account Managers to drive growth and profitability in those categories
  • Performance Results: - N/A.

Small Business Account Representative and Team Leader

CDW
01.2000 - 01.2007
  • Responsible for the day-to-day activities of an account representative, along with being an extension of the management team to help co-workers learn to be more productive
  • Train co-workers on bid processes, closing deals, increasing revenue and profit numbers
  • Responsible for acquiring new business accounts by following leads of prospective corporate accounts, combining salesmanship with thorough product knowledge and customer service
  • Determined which products would best fit the needs of a company to save both time and money and make the business more functional and profitable
  • Provide thorough follow-up after sales were closed to ensure customer satisfaction and to promote a positive corporate image
  • Performance Results: - N/A.

Timeline

Channel Manager- East

OffSec
03.2023 - 05.2024

Channel Manager-National Partners, Northeast, and Distribution

HP
08.2017 - 11.2022

Sales Director

Arizonaeast
02.2016 - 04.2017

Partner Business Manager- CDW SMB East

HP
01.2013 - 02.2016

Associate of Arts - Business Management

Camden County College
2011.08 - 2012.12

Sales Supervisor

CDW
01.2007 - 01.2013

Small Business Account Representative and Team Leader

CDW
01.2000 - 01.2007

Work Availability

monday
tuesday
wednesday
thursday
friday
saturday
sunday
morning
afternoon
evening
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Skills

Relationship Building

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Summary

Organized Channel Sales Manager with record of success in surpassing sales targets. Talented in connecting partners and building new sales channels with robust profits. Performance-oriented professional with progressive background and consistent accomplishments.

Education

Associate of Arts - Business Management

Camden County College
Blackwood, NJ
2011.08 - 2012.12

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Shawn O'Brien