Shane Walsh Email & Phone Number

Cork, County Cork, Ireland

Tigera is the inventor & Maintainer of project Calico. Calico is the most widely adopted solution for networking & security for Kubernetes/Containers.+ Work on a sales team of 5 in EMEA. Emphasis on New business & Expansion in Enterprise/Mid Market customers within SEMEA.+ Responsible for a full sales process from identifying to closing business+ Responsible for a significant Quota annually+ Responsible for identifying, enabling & driving channel business in the assigned territoryIdentify stakeholders, map out decision-making processes, and build account plans+ Collaborate with Marketing on activities such as events, webinars and campaigns+ Collaborate with Product team on market feedback+ Work closely with Solution Architects on pre sales & post sales requirements+ Work closely with SAAS Cloud vendors & On premise Platform vendors

Cork

The responsibilities: • Worked within a team of 11 developing business within an assigned territory with emphasis on revenue generation to new customers and upsell/cross sell to existing customers which resulted in over €600k+ of Revenue in 2020.• Acted as a trusted advisor to each customer, ensuring all components of the Trend Solution were maximized within each customers environment. As a result, achieved 140% of quota which was top 20 % attainment of sales rep across Europe• Developed business plans with sales leadership to drive revenue to ensure key sales objectives were achieved. • Created and refined a revenue pipeline, and accurately forecasted revenue outlook utilizing CRM tools like salesforce.com for effective business forecasting. • Worked with Pre-Sales to demo the Trend Portfolio and showcased the technology to ensure the technology met customer’s requirements.• Worked intensively to increase and improve product awareness through channel partners and direct interaction with prospects and customer. This resulted in an increase in product & Brand awareness with End Users & Partners. • Collaborated with channel partners to jointly grow revenue, and to fulfill customer requirements.• Collaborated with internal teams to identify operational or sales projects, and with field sales teams and marketing to manage and develop new business.

Cork

• Enabled and empowered Enterprise/Professional partners to increase revenue streams.• Ensured partners are enabled on all sales tools, marketing tools and discounts in order to increase sales. • Educated partners on best practices of selling the VMware Portfolio to increase their technical knowledge and understanding. • Arranged and lead web ex conferences across English speaking EMEA regions to assist with product and technical knowledge. • Maintained a deep understanding of the products and enabled partners with clear and concise collateral regarding the most relevant features for their customers’ needs. • Trained/Coached other team members on pre call planning, call objections and VMware business to improve team knowledge.

Cork

• Proactively promoted VMware products and product vision, generating new business pipeline, using direct Selling, cross selling and up-selling to both end users and IT service providers• Established strong relationships both externally and internally, delivering consecutive years of overachievement vs target (109%, 112%, 114%), as top team performer• Reported to UK & IE Marketing teams on marketing activities to improve on marketing Campaigns• Effectively communicated sales strategies to internal Partner Managers and field Partner Managers, which drove the sales plan per sales strategy. • Conducted in-depth research into key accounts, identifying key players and stakeholders to maximise the sales opportunity.• Delivered monthly team whiteboard presentations and monthly team Product/Process training for 8 people to improve team knowledge. • Partner enablement on Solutions and partner programmes to increase sales competencies.• Passed technical and sales courses/exams which is critical to selling broad yet specific product ranges to knowledgeable IT professionalsSecondment to Inside Sales Rep-Upsell Programme Mid August-October 2014• Upsell Management software to existing customers to increase net new.• Researched Accounts and key decision makers which generated interest and helped identify business requirements.• Engaged with Channel Partners on Sales Strategies to maximise sales revenue.• Managed and overcome customer objections.• Maintained current and accurate account information on Internal Databases for accurate reporting. • Drove Revenue of over $250k of upsell revenue during this secondment.

Cork

- Generate and obtain new business by proactively promoting & selling Trend Micro’s product portfolio- Managing Relationship with resellers- Support marketing activities for existing trading resellers ensuring a constant flow of revenue- Identify and manage business pain points for Partner- Successfully achieve objectives and targets as set by Supervisor/Manager- Develop and maintain knowledge of products and services, industry trends and competition- Training of New Hires- Reporting to Client on all KPI's

Cork

- Coordinate an Inbound Team on various inbound sales campaigns- Develop and maintain business relationships with current customers- Report to Clients on all KPI’s- Coordinate a team of 10+ employees with different campaigns- Training New Hires