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Professional Summary

O'Brien has been at the forefront of the telecommunications revolution, from the pre-divestiture days before equal access, through the Internet boom of the 90s and the wireless and mobility explosion of the 21st century.

 

He is an experienced sales and sales management professional with a solid – and verifiable – background of consistently overachieving his employer's goals year over year. His successes span the range from opening new geographic territories, introducing new products and services, helping propel small niche business units to pinnacle performance in their field, managing both direct and agent sales and support groups across multi-state regions, and matrix-managing dozens of professionals on behalf of Fortune-50 customers. And, he has achieved these successes with mature, multi-billion dollar employers, as well as with start-up ventures.

 

Over the years he has specialized in customer verticals such as the service-intensive hospitality industry, the bandwidth-intensive financial and information services industries, and the supply-chain-management-intensive needs of a F-50 manufacturer.

 

Keeping abreast of the latest technologies, understanding his customer's business, assessing their pain-points and addressing their requirements with solutions both efficient and cost-effective are what drive him daily.

 

Mr. O'Brien received his MA in Psychology from Connecticut College and his Bachelor's degree in Psychology from Clark University. He and his wife are the proud parents of a teen-age son, and reside in Austin, TX, the live music capital of the world.

 

 

COMPETENCIES

 

  • Prospecting

  • Proposal Preparation

  • Presentations

  • Relationship Building

  • Matrix Management

  • Sales Management

  • Project Management

  • Vertical Channels

  • Agent Channels

  • Reverse Auctions

  • Negotiation

  • Strategic Planning

 

 

AWARDS

 

Sprint President's Club: 1987, 1988 1989, 1990, 1991, 1992, 1994, 1997, 2003, 2004.

 

Massachusetts Lodging Association “Vendor of the Year”, 1992

 

Master Hotel Supplier (MHS): The American Hotel & Lodging Association's Educational Institutes's highest honor for professional excellence offered to suppliers of products and services to the hospitality industry.

 

 

PROFESSIONAL DEVELOPMENT

 

Holden “ValuBase Selling”

Strategic Management Group “Strategic Selling”

NetWorth Consulting “Financial Selling Skills”

Salesforce.com Training

 

 

SKILLS

 

Microsoft Word, Excel and PowerPoint

 

 

OUTSIDE INTERESTS

 

Hiking, Biking & Canoing

 

 

 

 

Professional Experience

Sprint Communications Company L.P.

Austin, TX, United States
2001 - 2008
Strategic Account Manager 
Life-cycle sales management of Fortune 50 customer accounts; broadly aggressive acquisition of new sales into multiple business units, plus deep development of existing relationships and revenue streams. 
 
  • Grew revenue from <$2M to >$20M annually.
  • Grew Sprint wireless to become customer's incumbent service.
  • Increased the customer experience (by their own measure) by more than 30%.
  • Developed internal training documentation on Reverse Auction process and procedures.
  • Awarded supplier Best In Class vs. all competitors.
  • Sprint President's Club Award winner 2003, 2004.
  • Sprint President's Circle Award winner, 2005.

 

 

Wayport, Inc.

Austin, TX, United States
2000 - 2001
Regional Sales Director 

 

Built a new sales and support staff in 12-state area for start-up providing Wi-Fi network services, technology and applications support to mobile users.

 

  • Designed and executed a Quality Audit process achieving a uniform standard of customer completion.

  • Established uniform SFA tools, including account profiles, sales plans and sales reporting.

  • Deployed an action plan to move customers with existing contracts unfavorable to the company, towards an economic model more favorable to the company.

 

 

 

Sprint Communications Company L.P.

Boston, MA, United States
1984 - 1999
Regional Sales Director 

 

Promoted from entry-level sales, to national account sales, to District Sales Manager, prior to Regional Sales Director in 1992. Managed Northeast Region for Sprint's Hospitality Marketing Group, a vertical group focused on hotels, colleges and universities and hospitals; sales staff in 12-state region.

 

  • Sprint President's Club Award winner 1987, 1988 1989, 1990, 1991, 1992, 1994, 1997.

  • Elected to Massachusetts Lodging Association Board of Directors, 1992 - 1994.

  • Massachusetts Lodging Association “Vendor of the Year”, 1992.

  • Sprint Chairman's Quality Award Examiner, 1999.