Brian O'Sullivan
Richmond
Summary
Accomplished technology sales professional with a strong record of exceeding revenue goals annually. Expertise in strategic and consultative selling within Fortune 100-500 enterprises, enhancing client satisfaction through tailored solutions. Proven ability to build lasting relationships and effectively manage sales pipelines. Technology sales expert with a strong background in managing high-value enterprise accounts and driving revenue growth. Specializes in strategic selling, pipeline development, and relationship management to address complex client needs. Demonstrated success in leveraging emerging technologies to enhance client operations and satisfaction.
Overview
1
1
Certification
29
29
years of professional experience
Work History
Senior Account Executive
ePlus inc.
Richmond
05.2022 - Current
- Averaged $12M in Revenue with $2.5M in GP, recognized as top performer each year in role
- Managed accounts for large universities and state and local organizations in Virginia, aligning solutions with their specific needs.
- Assisted clients in achieving their goals in security, networking, and data protection.
- Guided organizations in adopting emerging AI and cloud technologies, driving improvements in operational efficiency.
- Cultivated strong relationships with stakeholders, fostering long-term success and client satisfaction.
Enterprise Account Executive
Cohesity
Richmond
04.2021 - 06.2022
- Exceeded sales quota by 120% through strategic relationship management.
- Executed targeted sales campaigns for new client acquisition and revenue growth, contributing to overall sales strategy.
- Developed a robust pipeline of opportunities to achieve quarterly and annual sales targets.
- Expanded business relationships with enterprise and state/local accounts in Virginia, enhancing client engagement.
- Identified key decision makers through direct partner-led sales and marketing efforts, facilitating stronger partnerships.
Enterprise Account Executive
Veeam Software
05.2017 - 04.2021
- Developed and expanded business relationships with enterprise accounts in Virginia and North Carolina for Veeam.
- Acquired high-value enterprise sales targets with minimal engagement to drive revenue growth.
- Leveraged direct partner-led sales and marketing efforts to identify key decision makers.
- Created a robust pipeline of opportunities to achieve quarterly and annual sales goals.
Enterprise Healthcare Account Manager
VMware
01.2016 - 05.2017
- Enterprise Account Manager responsible for maintaining and expanding Vmware's relationship with major healthcare accounts in Virginia and North Carolina market.
- Focused on developing new lines of business for Vmware within assigned accounts, targeted primarily on digital transformation to include software defined datacenter, cloud and end user computing.
- Successfully negotiated over $5M in Enterprise License Agreements and new business opportunities, during time in role, exceeding quota expectations.
Enterprise Territory Manager
Nexenta
Washington D.C. Metro Area
04.2014 - 07.2015
- Territory Manager for pre-IPO software startup Nexenta.
- Primary function of the role included direct sales campaigns, executing marketing events, identifying and developing potential business partners to create new sales opportunities within assigned territory.
- Successfully negotiated $1.5M of new software business across multiple new logo customers during time in role, exceeding quota expectations.
- Nexenta is a leader of Software Defined Storage solutions. Nexenta delivers secure, high-performance, ultra-scalable, cloud- and virtualization-optimized storage software solutions on any hardware platform realizing the 'true' Software Defined Data Center to enable the biggest challenges in IT today. Built upon an 'open platform' and running on a broad choice of industry-standard hardware, Nexenta eliminates vendor lock-in and provides open, secure and scalable unified storage management at significantly lower total cost than legacy systems.
Regional Sales Director
Dell
Washington D.C. Metro Area
05.2012 - 05.2014
- Regional Sales Director in Dell's Enterprise Business Group.
- Responsible for management of eight person direct sales team and ten overlay sales specialists focused on 100+ Fortune 100, 500 enterprise companies in Virginia, DC & Maryland.
- Responsibilities include coaching, enforcing successful behavior, motivating, driving key sales plays, marketing events, strategy sessions to qualify opportunities, recruiting and hiring, establishing quota, managing forecast, maintaining pipeline, conducting weekly cadence calls, and attending customer meetings.
- Accountable for quarterly regional quota of $30M.
Enterprise Account Executive
Dell
01.2008 - 04.2012
- Led enterprise business development for Dell's Large Enterprise, Commercial Business Group in Virginia, DC and Maryland.
- Managed all aspects of customer relationship including datacenter hardware solutions, end user computing and professional services.
- Sold directly to all C-Levels and responsible for account penetration through direct and indirect activities.
- Consistently attained revenue quota, averaging $28M annually during time in roll.
- Proven expertise in developing non-buyers. Converted enterprise clients and produced revenue in excess of $10M in net-new business 2008-2010.
- Demonstrated ability to complete large, strategic transactions. Architected sales campaign resulting in $12M contract in 2011 with one of regions' largest target accounts.
Account Executive
Dell Computer Corporation
01.2004 - 01.2007
- Responsible for new business development in Dell's mid market commercial division.
- Converted multiple new customers and developed long lasting relationships for Dell, while exceeding quota in consecutive years, delivering annual revenues averaging $15M.
Account Manager
James River Technical
01.1998 - 01.2003
- Responsible for management of existing accounts and new business development across multiple business verticals in Southern Virginia.
- Developed inside sales team to support field organization, in addition to driving average annual revenues of $5M in new business for James River Technical, a unix systems focused valued added reseller.
Education
Bachelor of Arts -
Trinity College Dublin
01-1990
Skills
- Solution selling and negotiation
- Pipeline development and management
- Customer relationship management
- Enterprise software expertise
- New business development
Certification
Sales Associate
Timeline
Senior Account Executive
ePlus inc.
05.2022 - Current
Enterprise Account Executive
Cohesity
04.2021 - 06.2022
Enterprise Account Executive
Veeam Software
05.2017 - 04.2021
Enterprise Healthcare Account Manager
VMware
01.2016 - 05.2017
Enterprise Territory Manager
Nexenta
04.2014 - 07.2015
Regional Sales Director
Dell
05.2012 - 05.2014
Enterprise Account Executive
Dell
01.2008 - 04.2012
Account Executive
Dell Computer Corporation
01.2004 - 01.2007
Account Manager
James River Technical
01.1998 - 01.2003
Bachelor of Arts -
Trinity College Dublin