Enterprise Account Executive
Resume:
MICHAEL C. O’CONNOR
*** **** *** ***** ****** Valley, CA 95066 *******.*******@*****.***
M: 408-***-****
www.linkedin.com/in/michaelo7
Enterprise Sales and Business Development Executive
Dynamic hunter with an inherent ability to manage multiple relationships, formulate sales strategies, influence senior executives, and drive revenue growth.
Multi-territory software business development manager with international sales experience in the Americas and EMEIA.
Track record of working cross-functionally to deliver the highest standard of product and service quality to ensure utmost customer satisfaction.
Proactive self starter with prior success entering new environments and producing immediate results through the use of a flexible sales style and practical sales skills that are easily transported across industries. PROFESSIONAL ACCOLADES
Key leader in driving global partnership distribution business at Fujitsu Global Software Center.
Recognized for success in closing the Fujitsu NetApp deal, which generated $30-50M in annual revenue, and positioned Fujitsu as a qualified supplier of Hard Disk Drives in the Data Management sector. Awarded
“President Nishikori Award”.
Repeatedly exceeded sales quotas, surpassing goals by:
31% the first half of 2007 81% the first half of 2006 29% the second half of 2005
Consistently achieved President’s Club recognition throughout career, which required reaching 100% of quota as well as a vote from company executives for exemplary work. CAREER SYNOPSIS
Fujitsu Technology and Business of America (FTBA), Sunnyvale, CA Oct 2015 – Apr 2019 GSC (Global Software Center) is a division of FTBA responsible for the sales of RunMyProcess (a PaaS BPM), UForge (a SaaS product that builds, migrates & governs Apps for the Cloud Hybrid IT market), ESCM (Open Service Catalog Manager – End-User friendly management & provisioning of Cloud Native workloads), and PICCO (Profile, Insight, Cost & Capacity Optimization) a financial management solution for all cloud services. Director of Business Development – Enterprise Sales
Reporting to the Vice President of Sales and Marketing-Americas, hired to build new logo partnership business under the newly formed Cloud Technology Solutions Group.
Responsible for the product sales and service of UForge, PICCO and ESCM in the Americas. Establish Inter- company agreements between Fujitsu’s product owner’s in France and Germany with Fujitsu Americas geo’s. Digital Delivery Networks, Inc. (DDNi), Scotts Valley, CA Jun 2008 – Sept 2015 A PC user experience company that provides software, infrastructure, and digital marketing opportunities to personal computer companies, distribution partners, and retailers. Its proprietary PaaS generates new and recurring revenue streams for OEMs with a turnkey service. Vice President, Business Development – Strategic Alliances
Reporting to the Head of Strategic Alliances, hired to build global partnership distribution business. MICHAEL C. O’CONNOR *******.*******@*****.*** 831-***-****
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Successfully identified and established new partnerships for software and service providers, which cross multiple industries including entertainment, photography, and gaming. Accounts include Yahoo!, Aol, Experian, Slacker Radio, McAfee, Symantec, Adobe, Absolute Software, W3i, Ask.com, Corel, Wild Tangent, Intuit, Rdio, Arkadium and Support.com.
Grew business from zero relationships to over 100 in under four years.
Closed global deals with Samsung, which generated revenue of $2-3M, and Sony VAIO, which generated $1M.
Managed monthly usage patterns of all partners through software platform as well as all inbound software content for integration on OEM partner builds.
Maintained quarterly growth targets of 10-20% while staying focused on customer service and the importance of long-term partnerships.
Fujitsu Computer Products of America (FCPA), San Jose, CA Jul 2003 – Jun 2008 A subsidiary of Fujitsu Limited, Fujitsu Computer Products of America designs, develops, and manufactures innovative computer products for the global marketplace. Director, National Original Equipment Manufacturer (NOEM) Enterprise Sales
Built and managed new business relationships with C-suite executives for NOEM accounts including NetApp, Xyratex, Rackable, Unisys, Sony, Intel, SGI, Brocade, Imation, and Cisco.
Closed NetApp deal, which generated $30-50M in annual revenue, and positioned Fujitsu as a qualified supplier of Hard Disk Drives in the Data Management sector.
NetApp’s contract manufacturer, Xyratex, awarded Fujitsu the Vendor of the Year Award in 2007.
As Team Lead, personally accepted the award in Kuala Lumpur alongside the VP of Marketing and the Senior Director of Sales.
Secured enterprise product quarterly revenue stream of $25M.
Consistently surpassed MBO objectives and planned sales quota, including exceeding quota by 81% in first half of 2006 and by 31% in the first half of 2007.
Indirectly managed team of 20 quality engineers, order managers, evaluation engineers, and processors to ensure clients were fully satisfied with the final product. Seagate Technology, Research Triangle Park, NC Aug 1996 – Jun 2003 One of the world’s largest manufacturers of hard disk drives and storage solutions, Seagate products help people store, share, and protest their digital content.
Corporate Senior Sales – Enterprise Accounts
Managed IBM, a global strategic account for the organization, maintaining over $40M in revenues yearly.
Actively acquired and developed new business partners and Value Added Reseller and System Integrator
(VAR/SI) accounts in the southeast region.
Received multiple President’s Club honors.
Formulated and executed strategic sales plans to meet and exceed quota, while ensuring a superior standard of product and service quality through continuous improvement and innovation. Prior experience in hard drive manufacturing as a Strategic Account Manager with Conner Peripherals, Inc.
(1987-1996) and Vertex/Priam Corporation (1985-1987). EDUCATION & TRAINING
Austin Community College: Psychology coursework – Austin, TX Western Learning Systems, Inc.: Management Planning, Communications, and Negotiating Skills – San Jose, CA
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