Shawn ONeil

367 Prairie Circle * Itasca, IL 60143

312.961.8497 * sodcaad4@westpost.net

Qualifications Summary
Senior Sales Professional with enterprise software sales management career build
ing and leading top-producing partnerships and revenue generating initiatives. C
ombine expert skills in strategic sales management, key account management, clie
nt relations, problem research, territory development, team leadership and mento
ring within direct and indirect technology-based selling environments. Personal
record of top-digit gains in revenues and market share ratings for competitive m
ulti-million dollar markets. Creative and decisive with strong organizational t
alents.
.
Sales Team Leadership / Team Building & Motivation / Strategic Account Developme
nt
Market Penetration / Contract Negotiations / New Business Development
Proposals / IT Strategy / Presentations / Vendor Relations / Outsourcing

Vice President, Enterprise Sales - Netop

Vice President, Enterprise Sales July 2010 present
Recruited to provide short term turnaround in North America corporate segment.
Re-aligned territories and focus segments to more closely align with successful
customer profiles. Increased pipeline by 50% and was on target for quota attai
nment. Developed account plans for sales team to execute against. Coached sales
executives on increasing prospecting success, close ratios and long term custom
er retention, including increasing case studies by 100%.

Regional Sales Manager - SuccessFactors

Regional Sales Manager Jan 2010 July 2010
Execute sales tactics and strategies for our comprehensive suite of on-demand Hu
man Capital services and solutions within a defined geographic territory, levera
ging my knowledge and experience in selling solutions within a consultative enga
gement model.
Developed profitable relationships with C-Level Executives to hunt, prospect and
close new business. Managed the account planning process including development,
review, management approval, establishing objectives, and strategies while assi
gning tactics, resources and timeframes via written Account Plans.
Sr. Sales Consultant, - Dell
National Sales Manager ASAP Software 2006 - 2010
Regional Sales Manager
Member of strategic sales management team and personally managed 7 sales represe
ntatives throughout North America tasked with selling proprietary SaaS based ass
et management solutions. Define sales strategies and spearhead activities to ach
ieve yearly multi-million dollar sales quota. Lead the hiring, training, and man
agement of sales staff, mentoring inside and outside sales executives.

Dell acquired ASAP Software in 2008. Position title changed with acquisition w
hile responsibilities remained the same.
Improved sales forecasting accuracy as a result of establishing individual quot
a attainment goals and implementing new forecasting model.
Generated a 25% year-over-year growth toward a multi-million dollar quota by cu
ltivating new relationships and nurturing existing partnerships.
Assembled a high-caliber sales force through proper hiring and training on sale
s definition, marketing strategy, documentation, and marketing material.
Played a key role in developing a long-term product road map while serving as a
member of the Product Steering Committee.
Achieved Average Quota Attainment of 102%.
Sr. Sales Executive ASAP Software 2000 2006
Led lauch of new SaaS based solution into marketplace. Personally accountable f
or aligning corporate sales objectives within a 14 state territory with more tha
n 30 Regional Software Specialists promoting SaaS based solution. Orchestrated a
ctivities around prospecting, qualifying, and closing new or repeat business. Le
d creation of RFPs, delivered presentations, and ensured availability of sales c
ycle tools.

Generated average annuals sales at 107% of quota.

Personally produced 40% of total team revenue.
Propelled high-caliber sales team from a start-up group to a full functioning s
ales team.
Yielded a 30% annual revenue growth
Account Manager IKON Office Solutions, Technology Services 1997 - 2000
Hired to drive total account management for new and existing clients with a an e
mphasis on delivering solutions around network design, migration, hardware and s
oftware sales, IT outsourcing, and overall IT consulting engagements. Accountabl
e for overall customer satisfaction and on-time delivery of proposed solutions.
Delivered average quota attainment of 115% annually.
Oversaw the increase of account territory revenues and gross profits reach a pe
rformance of 200% over a two-year period.
Recognized for creating and maintaining the largest new business margin account
over a twelve-month period.
Facilitated transition of sales associates to account managers, including call
metrics, compensation, and team accountabilities as a result of developing train
ing program.
Education
Washington University in St. Louis, MO
Bachelor Science in Business Administration
Professional Growth and Training
Sales Training: Miller Heiman Strategic Selling, AMA Management and Sales Presen
tation, Microsoft Certified Professional (Software Asset Management).