Shawn Harrington
Enterprise Software ● Consultation ●Passion for Technology ● New Business Development

Inside Sales ● Key Identification ● Account Management ● Open Source ● Collaboration ● Leadership

                         .

United States Air Force 1987-1991 Honorable Discharge, E-4 Security Police	Mount Wachusett Community College 60 course hours, Computer Information Systems
Sales/Office Software Salesforce, Sandler Sales Training, Siebel, Net Suite, Oracle CRM, Microsoft Office, Outlook	Technology Employers Oracle, HP, Black Duck Software, Bluesocket, Idiom Tech, Ncipher, Talend, Programming Research, SBC

Inside Account Manager ● Programming Research, Inc. ● Marlborough, MA ● June 2013 – Present

Static code analysis for C/C++ language.

Responsible for identifying target markets and lead generation. Responsible for maintenance renewal of existing customer base. Closing and quoting of direct sales of 40-60K ASP. Working with Marketing for webinar lead generation activities. Supporting two field reps and account management and territory growth activities.

 

Corporate Sale Representative ● Black Duck Software ● Burlington, MA ● July 2012- January 2013

Open source compliance and management software solutions.

Responsible for open source audit sales. Responded to inbound leads and initial qualification.

Transactional sales, deal size ranging from 5K to 20K.  60K in closed business. Supporting Field teams through opportunity qualification and lead generation. Developed and executed account acquisition plans utilizing market research tools.

 

Account Executive ● Talend ● Burlington, MA ● July 2011 – July 2012

Open source Data integration and Data quality tools.

Responsible for open source application subscription sales. Identifying and targeting strategic accounts and developing opportunities. Working with client as a trusted advisor while driving new opportunities to expand footprint with revenue potential in account. Working with different resources within internal organization to make sure proper assets are in place to indentify business issues and to intelligently present best technical solution to customer. Developed over 250K in sales pipeline while establishing undeveloped territory.

 

Account Manager/Inside Sales ● Oracle (MySQL Sun Microsystems) ● February 2008 – May 2011

Open source database subscription sales.

 

Consistently in top 20% of sales team.  Quota approx 750K per year for Midwest territory.  Delivered three years of consistent revenue of 625K-650K in assigned territory. Responsible for working with open source database. Identifying opportunities through inbound and outbound calls. Farmer/Hunter role and supporting outside regional sales rep in the Midwest U.S. Closing role from beginning of opportunity to close, deal size range from 5k to 100K. Closed 110K MySQL order exclusively on telephone. Working with partner on joint opportunities to further support growth in territory. Quota carrying role with monthly close responsibility. Individual contributor while also working with outside team to bring revenue to a territory Geo.

 

Business Development Rep ● Idiom Technologies (SDL) ● Waltham, MA ● May 2006- February 2008   

Translation software solutions.
                                                    

Responsible for penetrating logical targets and engaging C level executives in the opportunity. Supported field representatives with back office and quote producing activities. Passed five qualified opportunities per quarter to field team to bring to close. Developed over 30 opportunities that led to over 2.1 million in closed deals.

 

Inside Sales/Account Manager ● Ncipher, Inc. ● Stoneham, MA May 2005 – May 2006

A Security Software Company, purchased by Thales E-Security in 2008.

Responsible for driving opportunities through the sales cycle to close. Lead generation through outbound calling efforts and qualification of inbound leads and defining customer needs and calls to action. Managed geographic specific territory and carried individual quota. Supported two outside territory managers and provided back office capability and ensured their customer base was managed while they were meeting with prospective customers and driving to create a sales opportunity pipeline.

Closed over 300K in new business in assigned region over six month period, an increase of 30% of previous sales history.

 

Inside Sales Account Manager ● Hewlett Packard ● Littleton, MA ● August 2003 – April 2005

Prospecting and qualification of new opportunities: A balance of entrepreneurship maintaining positive relationships with growth business while systematically hunting and perusing new opportunities. Account Planning: Build and/or support development of robust, comprehensive plans that articulate the strategies and requirements essential for focusing sales activities, forecasting accurately, and communicating with the team and management. Managed two banking customers in the southeast, combined revenue of accounts were four million per year for Hewlett Packard. Drove increased sales revenue in assigned accounts by an increase of 50% within 1 year.

 

Inside Sales/Channel ● Bluesocket ● Burlington MA ● October 2001 – July 2003

Responsible for supporting reseller channel relationships. Provided lead generation through outbound call generation and marketing programs. Responsible for supporting sales director in Western Region of United States. Contributed to company sales growth of 40% quarterly during challenged economy. Responsible for presenting live online demos to prospective customers. Attained 250K per quarter in revenue solely driven through indirect channel sales. Recruited 15 partners that collectively contributed over 1 million in revenue annually.

 

Inside Sales ● SBC Data ● Tewksbury MA ● October 1999 – September 2001

Responsible for supporting two outside sales managers in the Boston area. Specialized in LAN WAN solutions for client base. Exceeded sales team goal of 3 million in revenue with 120 percent over plan for FY 2000. Sales award for inside sales performers top 1% in office.