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
Pipeline Maintenance
Account Management
Negotiation
Channel Development
CRM proficiency
Partner recruitment
Territory Management
Territory Growth
Sales Presentations
Customer Acquisition
Strategic Planning
Sales Training
Strategic Partnerships
Partnership Development
Lead Generation
Pipeline Development
Business Forecasting
Performance Metrics
Teamwork and Collaboration
Customer Service
Problem-Solving
Multitasking
Sales strategy
Decision-Making
Excellent Communication
Client Relationship Management
Self Motivation
Sales process
Customer Relationship Management
Sales processes
Adaptability
Solution selling
Business Development
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