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+.

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.
• 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.
• 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.

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.

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.

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