Eoin Kirwan Email & Phone Number

Dublin, County Dublin, Ireland

I manage a team of SDRs who cover the European market. The team generate awareness, demand and pipeline for Oracle's products in the hospitality and, food & beverage industries.• Hire, manage and motivate a team of SDRs covering multiple languages in the EMEA region • Work with sales and marketing stakeholders to devise & execute sales initiatives and marketing campaigns• Coach SDRs in developing core sales skills to progression into sales roles• Communicate team performance to stakeholders• Measure and manage performance using various KPIs

I help customers modernize their server and storage infrastructure, enabling them start their journey towards a hybrid cloud model. Covering the entire Oracle on-premise infrastructure portfolio, I work with customers in the financial services industry in the UK and a broad range of Irish customers, both existing & new to Oracle.Responsible for:• Delivering against a target while keeping a customer-centred mindset.• Working with various level contacts within customers from admin level to c-level• Articulating the value of Oracle’s hybrid cloud infrastructure, using comprehensive business cases to prove the technical and business benefits of Oracle solutions• Territory planning and development, drawing on multiple resourcesI also coach and mentor a number of colleagues ranging from new starts to more seasoned employees.

Channel sales role covering growth partners reselling Oracle’s Cloud Infrastructure.The team is focused on managing and growing Oracle’s indirect systems business covering server, storage, ODA and engineered systems. The team is targeted on both run rate business and revenue growth. This is done through the development of existing partners and the onboarding of new partners. As the senior member of the team, I also train and develop both immediate and extended team members, where possible through coaching calls and best practise workshops.Due to my contribution, I was recognised as the UK Systems Partner Manager of the quarter in Q1 across both field and OD teams.Responsible for:• Delivering against a personal target while also contributing to a team target• Driving partner performance and engagement• Identifying and developing new Oracle partners• Facilitating collaboration between Oracle’s partner community and systems sales team• Driving demand generation through marketing events/conferences, telemarketing resource, promotions and joint campaigns• Training & enabling multiple stakeholders through scheduled training sessions and workshops

Server sales role specialising in UNIX & x86 Server solutions. Selling to both new and existing customers, I worked as a member of the server sales team, covering multiple industries. I established myself as a senior member of the team and was regarded as a first point of contact, both internal and external.Responsible for:• Delivering revenue targets, while ensuring margin targets are also met• Building relationships within customers up to C-level• Indirect/Channel development• Territory management• Maintaining relationship between customers and business stakeholders within Oracle• Demand generation through marketing events/conferences, outbound phone and email campaigns• Training & enabling new employees

Storage sales role specialising in disk solutions. I worked as part of a direct sales team that focused on numerous verticals. I sold both directly to customers and through Oracle’s partner network. I exceeded my target in every year of the role.Responsible for:• Delivering revenue to the business while maintaining a strong focus on margin• Engaging various level contacts within customers to evangelise Oracle’s technology strategy• Articulating the ROI of Oracle’s systems on multiple approaches ranging from technical to business, using indepth business cases to win opportunities• Territory planning and development, drawing on multiple resources• Maintaining relationship between customers and business stakeholders within Oracle• Demand generation through marketing events/conferences, outbound phone and email campaigns• Partner enablement & development• Training & mentoring new employees

The Business Development Group is a demand generation engine for the Hardware Sales team. The team's activities are generally sourced from 2 main areas:-Central Marketing CampaignsThe central marketing campaigns are generated by the marketing department and the BDG provides the follow-up facility through outbound campaigns using phone and email.-Sales-led initiativesThe sales-led initiatives involve working closely with both inside sales and field sales. The BDG is involved from the planning stages to the execution stage utilizing multiple resources within Oracle resulting in more direct and strategic messages being positioned with customers.

The business development management team work with both Sales and Channel managers to enable partners and provide support for partners and sales reps in key strategic customer engagements. Through technical expertise and product knowledge, the BDM team maximise customer engagements and assist sales reps, partners and customers in the identification of areas of improvement within an IT environment through the implementation of Oracle Technology.Key responsibilities include:-Partner enablement in key areas of the Oracle product portfolio-On-site partner training days-Maximising Oracle engagement in key strategic deals-Provide a more technically oriented approach to sales engagement-Identification of upsell and cross sell opportunities through thorough understanding of customer challenges-on-site presentation of re-architecting proposals

The Customer Optimization Licensing Sales (COLS) team help customers gain visibility of their Oracle software assets and with the engagement of other teams within Oracle, help them maximise their investment in Oracle technology.Key responsibilities included:- Identification of potential discrepancies through the analysis of a customer's deployment of Oracle software- Identification of areas of potential license optimization through close engagement with customers and technical teams- Presentation of optimization proposals to customers

The Marketing Intelligence Team gathers accurate contact information that is used in sales and marketing initiatives across various industries. The Marketing Intelligence team represent the first key stage in the sales cycle providing customer and market intelligence to the Oracle Sales force. The team also identify leads across multiple LOBs which are then passed on to the relevant sales teams.

I've enjoyed playing in bands, producing records, engineering musicians in various studios & venues, working with artists, musicians and music groups ranging from recording established bands to directing music groups. I've even had the dubious distinction of composing a soundtrack for a horror film!

Dublin

P.Grad. Dip

Ba

Education record