BRIAN C. O’CONNOR

**** ****** ***

Naples, Florida 34113

Mobile: 239-***-****

adzs1f@r.postjobfree.com

SUMMARY

Twenty five plus years’ experience in sales and sales management positions with four Fortune 100 companies which specialize in designing and delivering solutions to customer business problems including SaaS, PaaS & IaaS Cloud Offerings.

Over the past 10 years, I have been working with IBM in NA to position the number one security company Check Point Software Technologies to IBM’s largest outsourcing accounts, IBM commercial accounts, & IBM general business accounts. We jointly accelerated managed security revenues utilizing IBM unique Cloud Offerings including Managed Security as a Service with a pay as you grow delivery model.

At Oracle, I personally sold over 35 million dollars of business software and solutions to General Electric. Major concentration in managing the sales process and relationships at GE Commercial, GE Consumer, GE Healthcare, GE Infrastructure. Thoroughly experienced in sales, sales management, account planning and control, technology, project sales, implementation and Cloud Services.

A dynamic, results oriented individual with a consistent record of achievement. In January 2015, I transitioned to run Fujitsu MSSP NA to develop, grow, and increase security revenues for Check Point Software Technologies and Fujitsu Security Services utilizing Fujitsu and Check Point Cloud Security Services Offerings.

In November 2017 I Joined LOP Properties as Investment Opportunity Specialist in residential property SW Florida.

OBJECTIVE

To obtain a significant position in major account sales with software, service and technology based company that can benefit from my proven skills, achievements and experiences.

EXPERIENCE AND ACCOMPLISHMENTS

November 2017 to Present: LOP Properties LLC, Naples Florida.

Senior Managing Partner at LOP Properties LLC Naples, Florida

Investment Opportunity Specialist in residential property SW Florida. Currently engaged with investments in residential tracts of land for the purpose of developing superior residential homes for sale on the open market.

November 2016 to November 2017: Relocated to South West Florida.

Relocated to Naples Fl, Built a new home and in August 2017 moved from 17 Macy Avenue, White Plains NY 10605 to our new home in Naples, Fl.

December 2006 to November 2016: Check Point Software Technologies, NYC, NY

FUJITSU MSSP NORTH AMERICA ACCOUNT MANAGER: January 2015 to November 2016

Responsible for driving and managing strategic relationships and sales process with Fujitsu NA Security Sellers to position Check Point Software as the preferred security platform of choice. Experienced in all aspects of identifying strategic managed security business opportunities and providing software security solutions to Fujitsu and Fujitsu Strategic Outsourcing Customers.

Develop business plans for Fujitsu to exceed sales quota, marketing and customer satisfaction

Objectives.

Create and maintain executive presence and relationships at the highest levels of the Fujitsu Security Services account.

Identify, qualify and drive multiyear Fujitsu manage security services business outsourcing projects.

Coordinate and focus Check Point resources to ensure that key strategies, goals and plans are effectively executed for Fujitsu success.

Proactively address and quickly resolve issues encountered during sales process

Understand customer’s business and strategic directions to set plans which complement customer’s global business.

Enabler of product and solution sales.

IBM NORTH AMERICA ACCOUNT MANAGER: December 2006 to December 2014

Responsible for driving and managing strategic relationships and sales process with IBM Security Sellers while working with other IBM Team members to position Check Point Software as the preferred security platform of choice. Experienced in all aspects of identifying strategic managed security business opportunities and providing software security solutions to IBM and IBM Strategic Outsourcing Customers.

Develop business plans for IBM to exceed sales quota, marketing and customer satisfaction

objectives.

Create and maintain executive presence and relationships at the highest levels of the IBM Security Services account.

Identify, qualify and drive multiyear IBM manage security services business outsourcing projects.

Coordinate and focus Check Point resources to ensure that key strategies, goals and plans are effectively executed for IBM success.

Proactively address and quickly resolve issues encountered during sales process

Understand customer’s business and strategic directions to set plans which complement customer’s global business.

Enabler of product and solution sales.

Accomplishments: FY2007,FY2008,FY2009,FY2010,FY2011,FY2012,FY2013,2014 Exceeded Security Quota & achieved 100%+ sales quota each year.

April 2004 to September 2006: BEA Systems, NYC, NY.

GE GLOBAL ACCOUNT MANAGER: April 2004 to September 2006

Responsible for driving and managing strategic relationships and sales process at GE Infrastructure, GE Healthcare, GE Commercial Finance, GE Consumer Finance and GE Industrial while working with other BEA GE Team members to position BEA Systems software as the preferred platform of choice. Experienced in all aspects of identifying strategic business opportunities and providing software solutions to the General Electric Company.

Develop business plans for GE to meet or exceed sales, marketing and customer satisfaction

objectives.

Create and maintain executive presence and relationships at the highest levels of the GE account.

Identify, qualify and drive multiyear business opportunities.

Coordinate and focus BEA resources to ensure that key strategies, goals and plans are effectively executed for Client success.

Proactively address and quickly resolve issues encountered during sales process

Understand customer’s business and strategic directions to set plans which complement customer’s global business.

Enabler of product and solution sales.

Accomplishments:

FY05 BEA Achievers Club 103% of Quota

FY06 BEA Achievers Club 112% of Quota

November 2003 to April 2004: Computer Associates, STAMFORD, CT

ACCOUNT DIRECTOR: November 2003 to April 2004

Responsible for driving and managing strategic relationships and sales process at The Hartford Insurance Group, United Technologies, United Healthcare and Praxair Corporation. Experienced in all aspects of identifying strategic business opportunities and providing software infrastructure solutions to these accounts.

October 1996 to August 2003: ORACLE CORPORATION, STAMFORD, CT

MAJOR ACCOUNT MANAGER: May 2002 to August 2003

Responsible for driving and managing strategic relationships and sales process at 5 Major Accounts while working with other Oracle resources to position Oracle’s eBusiness Software Suite and Data Base Technology as the preferred platform of choice. Experienced in all aspects of identifying strategic business opportunities and providing software solutions to these 5 Accounts. Major solutions focus on Manufacturing, Supply Chain Planning, Procurement, Financials, HR, Projects, CRM Sales, and Service & Marketing.

Danaher Corporation, Pepsi, Estee Lauder, Altria Group, Praxair Corporation

Closed a 3.8 Million eBusiness Suite and Outsourcing deal with Danaher Corporation May 2003.

GE GLOBAL ACCOUNT MANAGER: October 1996 to May 2002

Responsible for driving and managing strategic relationships and sales process at GE Capital & GE Medical while working with other Oracle GE Team members to position Oracle’s eBusiness Software Suite and Data Base Technology as the preferred platform of choice. Experienced in all aspects of identifying strategic business opportunities and providing software solutions to the General Electric Company. Major solutions focus on Manufacturing, Supply Chain Planning, Procurement, Financials, HR, Projects, CRM Sales, and Service & Marketing.

Create and maintain executive presence and relationships at the highest levels of the GE account.

Identify, qualify and drive multiyear business opportunities.

Coordinate and focus Oracle resources to ensure that key strategies, goals and plans are effectively executed for Client success.

Proactively address and quickly resolve issues encountered during sales process

Understand customer’s business and strategic directions to set plans which complement customers global business.

Enabler of product and solution sales.

Accomplishments:

FY 97, 98, 99 Oracle Club Excellence Achievements

FY 00 OPI East Account Manager of the Year

FY 00 Oracle Presidents Club

May 1998 Major Contributor to the GE Global Technology Deal $14.3M of $26M

May 1999 Major Contributor to the GE Capital Global Financial & HR Deal $17.1M

October 1999 Major Contributor to the GE Capital Panther Deal $20M

December 1999 Close GE Medical Global CRM/ERP Deal $23.4M

September 1995 to October 1996: DIGITAL EQUIPMENT CORPORATION, NEW YORK, NY

INITIATIVE SALES SPECIALIST: September 1995 to October 1996

Responsible for driving strategic marketing programs, designing and delivering demand generation approaches and implementing marketing campaigns with partners in the Enterprise Initiative in New York State territory. Worked extensively with Oracle, Informix, Software AG, Sybase in securing VLM64 & database opportunities on Digital’s 8000 & 4000 product lines.

Successfully designed and completed Data warehousing campaigns with Oracle, Informix, Software AG, SAS, Peoplesoft.

Provided positioning and direction in competitive sales opportunities to the sales teams and partners.

Engaged and coordinated virtual selling and support teams to effectively compete in Enterprise DW opportunities.

Created and managed the Enterprise DW market map for New York State territory.

Accomplishments:

Achieved 110% of 8000 product line objective.

December 1994 to September 1995: SUN MICROSYSTEMS, NEW YORK, NY

HQ ACCOUNT EXECUTIVE: December 1994 to September 1995

Responsible for all aspects of managing and supporting commercial and financial resellers in New York City and Connecticut.

Managed EDS, Micrognosis, Market Vision, Market Data, ICON, Telekurs, ITG Jeffries and other reseller business partners to meet defined objectives, including a yearly goal on 12 million in workstation and server sales.

Established plans to position SUN as the preferred partner.

Drove reseller deals and closed transactional sales to maximize SUN product opportunities.

Positioned SUN’s competitive product/technology advantages.

Accomplishments:

106% of Goal achieving over 12 million in sales.

April 1985 to December 1994: DIGITAL EQUIPMENT CORPORATION, NEW YORK, NY

SALES EXECUTIVE I: January 1989 to September 1994

Responsible for developing an environment which provides leadership at assigned major accounts and establishes Digital as the dominant strategic business partner for Information Technology Solutions and Services.

Account coverage:

Chase Manhattan Bank – 1991 to 1994

Credit Lyonnais – 1987 to 1990

Barclays Bank – 1988 to 1990

Accomplishments:

Digital 100 Club – 1989, 1990, 1991, 1992, 1993 and 1994

DECathlon – 1990 and 1991

Won major trading floor projects at Chase and Credit Lyonnais.

SENIOR SALES REPRESENTATIVE II: April 1985 to January 1987

Responsible for direct face-to-face selling and securing approval for Digital to be on the approved vendor list in the International Banks Industry. Required to be an expert in selling Digital Low-end, Mid-Range and High-end Systems including Networking and System Software.

Accomplishments:

Digital 100 Club 1986

Promotion to Sales Executive 1

July 1978 to April 1985 EXXON OFFICE SYSTEMS COMPANY, NEW YORK, NY

MARKETING MANAGER: April 1982 to April 1985

Responsibilities included using the skills developed through three years of direct marketing to effectively implement programs in the areas of Sales Management Process, Resource Management and Marketing Programs Management.

Provide the direction for a team of seven to ten marketing representatives and penetrate selected markets and national accounts.

Work in conjunction with the Branch Operations Manager to develop marketing programs to successfully market the 8400, 750 and 500 product lines.

Meet or exceed assigned point quota and establish a forecasting process to meet (+ and/or -) 10% objectives.

Meet minimum assigned revenue targets at selected large accounts.

Accomplishments: Qualification to Circle of Excellence (110% Club) in 1982, 1983 & 1984.

Ranked fifth out of seventeen (17) marketing managers and finished at 113%, 120% & 115% of Quota for each year respectively. Ranked first in the Northeast Region for number of workstations sold totaling 150 – 500 Series Word Processors.

SENIOR MARKETING REPRESENTATIVE: Nov 1981 – April 1982

MARKETING REPRESENTATIVE: May 1979 – Nov. 1981

ASSOCIATE MARKETING REP.: July 1978 – May 1979

EDUCATION: LONG ISLAND UNIVERSITY

BA, Business/Marketing

Business and personal references available upon request.

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