Shawn O'Neill
Fredericton,NB
Summary
An experienced high energy sales professional with a consistent history of exceeding sales goals & objectives, year over year. A proven industry performer with the skill set, character, & work ethic to build a region or sales territory into a top revenue producer, evidenced by involvement in multiple acquisitions from early stage start ups to Fortune 100.
Overview
15
15
years of professional experience
Work History
Senior Account Executive
SCADAfence (Acquired by Honeywell)
07.2022 - Current
- Responsible for building a new territory in Canada.
- Formulated plans to expand business operations and grow overall territory and client base.
- Prepared customer presentations for prospects and clients regarding new products and services.
- Managed existing clients, 100% retention rate.
- Successful acquisition from small start up to Honeywell (Fortune 150).
- 110% to target in 2024, amid acquisition.
Otorio
10.2021 - 07.2022
- Responsible to help build sales at a very early stage start up dealing with OT Risk Management.
- Created strategy for prospecting and building pipeline
- Worked with partners to help drive business and create pipeline.
Account Executive
Ermetic
12.2020 - 10.2021
- Sales executive for an early stage Cloud Security Start-up providing a SaaS platform that deals with permissions and entitlements risks in the public cloud
- Responsible for creating a sales strategy across Canada, Midwest and Southeast USA
- Worked closely with Co-Founders and leadership to create strategy, define target accounts, generate pipeline and drive revenue.
Regional Sales Manager
CyberX (Acquired by Microsoft)
01.2019 - 12.2020
- Enterprise Sales for a pre-IPO Cybersecurity company providing a SaaS platform that delivers visibility, vulnerability management and threat intelligence for IoT and OT networks
- Responsible for executing a strategic sales strategy, driving revenue at scale across Canada, and developing new channel relationships
Business Development Executive - Cybersecurity
IBM
04.2015 - 01.2019
- Business development & sales within the cybersecurity division
- Responsible for account development, cold calling, assessing client needs, and identifying solutions
- Lead planning, strategy, proposal process, and bid preparation
- Also responsible for training & mentoring new sales reps.
Sr. Sales Executive
Canadian Imperial Bank of Commerce
05.2009 - 04.2015
- Sales Executive for one of Canada’s “Big Five” Banks
- Responsible for increasing revenue of net new customers as well as through expanding existing customers' portfolios
- Identified client needs for banking products and referred to appropriate CIBC partners
- Mentored and was a coach for new hire teams joining the sales division.
Education
Skills
● Strong background in Cybersecurity, Operational Technology, IoT (Internet of Things), ICS (Industrial Control Systems)
● Start-up & pre-IPO company experience
● President’s Clubs, Quarterly & Annual Top Producer Awards
● National, & Enterprise Account sales experience
● Regional Commercial & Mid-Market account coverage across Canada and Eastern US
● New territory creation, sales, & business development
● MEDDIC Sales Proficient & Execution
● Detailed knowledge of competitive landscape with strong understanding of the IT & OT eco-system
● Skilled at leveraging ROI tools & value-based selling
● Deep network of industry contacts, partner relationships, & vendor alliances/eco-System
● History of working with the multi lines of business, SecOps, InfoSec, OT in collaboration with IT
● Negotiation Execution of Enterprise License Agreements & other large sales transactions
● Effective professional social media marketing to drive sales revenue
Timeline
Senior Account Executive
SCADAfence (Acquired by Honeywell)
07.2022 - Current
Otorio
10.2021 - 07.2022
Account Executive
Ermetic
12.2020 - 10.2021
Regional Sales Manager
CyberX (Acquired by Microsoft)
01.2019 - 12.2020
Business Development Executive - Cybersecurity
IBM
04.2015 - 01.2019
Sr. Sales Executive
Canadian Imperial Bank of Commerce
05.2009 - 04.2015
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