Steve Sullivan
Technology Sales
Kingston,MA
Summary
Results-oriented sales worker engages with customers to help establish rapport. Proven track record of building customer relationships and successfully closing sales. Committed to delivering exceptional customer service and exceeding sales goals.
Overview
15
15
years of professional experience
Work History
Sr. Channel Account Manager
Delinea
11.2023 - Current
- Hit 239% in Q4 FY 23 & 111% in Q1 FY24
- Provided ongoing support to channel partners, resolving issues promptly and maintaining high satisfaction levels
- Collaborated with marketing teams to create targeted campaigns for partner engagement and growth
- Identified new potential channel partners through market research and networking events, expanding the company''s reach
Large Enterprise Account Executive
Arctic Wolf Networks, Inc.
10.2022 - 09.2023
- Covered accounts of 2,500 employees+ within MA, CT, & RI
- Finished at 90% of ramped quota in FY 23
- Generated at least 3.5 Million in pipeline revenue in 4 straight quarters while creating between 23-26 opportunities per quarter
- Closed 750k & 150k TCV deals within the 12 months
Sr. Field Channel Account Executive
Sophos
8 2014 - 9 2022
- Presidents Club Winner FY ’15, FY 16, FY18 (110% attainment to qualify)
- Hit 109% of FY21 End User Quota & 165% of Partner HQ Quota
- Grew MA East territory 15% in Pandemic Year without dedicated Sales Engineer or SDR
- Hit 105% of FY20 End User Quota & 98% of Partner HQ Quota Hit 7.2 million for revenue in FY20
- Outpaced larger teams in revenue (4 vs 5 person team)
- Grew a Local VAR from 200k per year to 1.5 million helping them win Partner of the year for Sophos in FY16
- Sophos Mentor Program Winner four terms in a row
- Partner HQ Attainment has never been less than 106% from FY15-FY19
Channel Account Manager
Sophos
10.2013 - 7 2014
- Handle all Mid-Market accounts within the states of MN,NE,SD, ND
- Hit 96% of End User FY ’14 Quota
- Hit 230% of Partner HQ Quota ($138k) for FY ‘14
- Successfully recruited new partners to resell Sophos products
- Created the first Lead Sharing Program (LSP) with Sophos Partners
Corporate Account Executive
Sophos
12.2011 - 09.2013
- Handle all commercial Mid-Market accounts within the states of IL,CO,NE,KS,ND,SD,ID,WY
- Hit 104.5% of Quota ($1.17 million) in FY ’13 (April
- #1 on team in Net New Revenue in FY ‘13
- Grew the state of Nebraska 160% from previous year
- Hit 220% of quota in April 2013
- Hit 96% & 110% in Q1/Q2 of FY ‘14
Midwest Account Manager
Acronis, Inc
11.2010 - 11.2011
- Handle all commercial accounts within the states of IL,IA,WI,MN,NE,ND,SD Hit 100%+ of Quota in 6 consecutive months
- Hit 100% of quota in six consecutive months (Nov. 2010- April 2011)
- Hit 108% of quota for 2010 (110% in December)
- Hit 103% of Quota in Q1
- Transaction award winner for Q1 (45) & Q2 (49)
Sales Development Representative
Acronis, Inc
05.2010 - 10.2010
- Generated $120,000 in Opportunities into the pipeline for Account Managers (, Showed versatility by working with Commercial and Education/ Gov’t accounts Make roughly 65 calls daily to outdated leads and cold leads
- Showed versatility by working with commercial & SLED accounts
Assistant Baseball Coach
Massachusetts Institute of Technology, MIT
01.2010 - 05.2010
- Handle all expenses for Spring training trip, team gear, and road trips Responsible for helping to recruit new student- athletes for future years
Client Service Representative
Fidelity Investments, Fidelity Charitable Services Group
09.2009 - 01.2010
- Responsible for processing client information to establish new accounts Processed high volumes of checks, wires, stocks, and mutual funds daily.
Education
Bachelor of Science - Business Administration, Sport Management
Massachusetts College of Liberal Arts
Skills
- Sales processes
- Account development
- Salesforce
- Competitor Analysis
- Professionalism
- Sales presentations
- Solution selling
- Business development and planning
- Territory Management
- Extensive personal network
- Strategic account development
- Strategic planning
- Coaching and mentoring
- Technical understanding
- Partner engagement
- Channel Strategy
- Email marketing campaigns
- Contract Negotiation
- Problem-Solving
- Teamwork and Collaboration
- Self Motivation
Timeline
Sr. Channel Account Manager
Delinea
11.2023 - Current
Large Enterprise Account Executive
Arctic Wolf Networks, Inc.
10.2022 - 09.2023
Channel Account Manager
Sophos
10.2013 - 7 2014
Corporate Account Executive
Sophos
12.2011 - 09.2013
Midwest Account Manager
Acronis, Inc
11.2010 - 11.2011
Sales Development Representative
Acronis, Inc
05.2010 - 10.2010
Assistant Baseball Coach
Massachusetts Institute of Technology, MIT
01.2010 - 05.2010
Client Service Representative
Fidelity Investments, Fidelity Charitable Services Group
09.2009 - 01.2010
Sr. Field Channel Account Executive
Sophos
8 2014 - 9 2022
Bachelor of Science - Business Administration, Sport Management
Massachusetts College of Liberal Arts
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