Shawn Burns
Flourtown,PA
Summary
I have been in SaaS/Cybersecurity for 13+ years and have spent the last 5+ years managing up to 12 account executives. Very experienced in both direct and channel pipeline strategies while leveraging AI to scale business development. Consistent track record of overachieving annual sales quotas. The key to my success is the trust I build with my team.
Overview
14
14
years of professional experience
1
1
Certification
Work History
Manager, Channel Sales
Jamf
Philadelphia, PA
01.2025 - Current
- Hire, mentor and develop a team of 5 Account Managers
- Incorporate Anthropic/Claude AI into our GTM strategy to train, enable and co-sell with Channel Partners
- Provide weekly 1 on 1s with direct reports
- Provide weekly forecasts and pipeline reviews utilizing Salesforce reports and dashboards. Qualified pipeline utilizing MEDDPICC sales methodology
- Develop executive relationships to align on strategies to increase profitability
- Team Results (2025)
- 102% Quota attainment
- $67M Total ARR & $4.6M Growth ARR
- $6.6M Deal Registration pipeline created
Manager, Inside Sales
Jamf
Philadelphia, PA
07.2022 - 12.2024
- Hired, coached and developed a team of 12 Account Executives
- Developed the go-to-market strategy to drive cross-sell pipeline and revenue growth
- Held weekly 1 on 1s with direct reports and provided performance management feedback
- Provided weekly forecasting and pipeline review to the VP of sales
- Held regular cadence with internal teams; marketing, SDRs, and account managers
- Assist Account Executives in complex deals, including discovery, customer demos and contract negotiations
- Team Results (2024)
- 106% quota attainment
- $10.6M Growth ARR
Team Lead, Security Sales
Jamf
Philadelphia, PA
07.2021 - 07.2022
- Player/Coach focused on developing new Account Executives
- Developed the GTM strategy to increase net new customer acquisition
- Drove pipeline generation through strategic prospecting and collaboration with marketing, SDRs and internal sales teams
- Held weekly 1 on 1s with account executives to provide coaching and feedback
- Full sale cycle management from prospecting to close
Manager, Channel Development
Wandera (Acquired by Jamf)
Philadelphia, PA
01.2019 - 07.2021
- Increased Partner growth ARR by $1M in first year, achieving 104% quota attainment
- Trained, enabled and developed the co-sell strategy with channel partners in the Northeast territory
- Developed channel programs, incentives and marketing resources to drive net new logo pipeline
- Developed executive relationships and alignment on measurable KPIs
Territory Account Manager
IBM
Philadelphia, PA
08.2013 - 12.2018
- Developed territory account plans to generate net new log business and pipeline
- Generated $4M+ pipeline through cold-calling, outbound email campaigns and channel relationships
- Provided customer facing discovery calls, demos & proof of concepts
- Multi-threaded accounts to secure multi-stakeholder support
- Full sale cycle management from prospecting to close
Sales Development Representative
Fiberlink (Acquired by IBM)
Philadelphia, PA
01.2012 - 12.2013
- Scheduled new customer meetings through cold calling and outbound email campaigns
- Made 100+ Cold calls per day to generate new logo opportunities
- Developed strategic account plan to generate new logo opportunities in enterprise accounts, leveraging the partner ecosystem
- Complete business development in assigned territory
Education
Bachelor of Science - Political Science
University of Scranton
Scranton, PA05-2011
Skills
- Hiring, coaching and seller development
- AI (Claude) pipeline analysis
- Performance Management
- Salesforce reporting & dashboards
- Forecasting and Pipeline management
- MEDDPICC sales methodology
- Territory development and strategy
- Contract structure and negotiations
Certification
- Certificate in Professional Digital Selling (IBM)
- Certified Endpoint Security (Jamf)
Timeline
Manager, Channel Sales
Jamf
01.2025 - Current
Manager, Inside Sales
Jamf
07.2022 - 12.2024
Team Lead, Security Sales
Jamf
07.2021 - 07.2022
Manager, Channel Development
Wandera (Acquired by Jamf)
01.2019 - 07.2021
Territory Account Manager
IBM
08.2013 - 12.2018
Sales Development Representative
Fiberlink (Acquired by IBM)
01.2012 - 12.2013
Bachelor of Science - Political Science
University of Scranton