Michael O'Neil

Observer
DISC Type : ci

Southwest Sales Manager at Pavement Solutions

Greater Phoenix Area, United States

Overview

Michael is an experienced sales leader with a strong background in the software industry, specializing in SaaS, negotiation, and international sales. As the Southwest Sales Manager for Pavement Solutions, he leverages his Bachelors degree in Political Science and Justice Studies from Arizona State University to drive growth.

While his professional life is well-documented, details on his personal hobbies are not publicly available. His education at Arizona State University suggests a possible interest in college sports and the local community. He has also shown interest in logistics and healthcare supply chain companies.

He is a multiple-time sales award winner, having earned Presidents Club honors in 2020 and the Ambassadors Club award twice in 2017.

Personality Overview

Example Seeker

Curious

Value Driven

They ask a lot of questions and rely heavily on information and collaterals.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing. They are generally strong communicators and are not easy to convince.

Topics They Care About

Public Sector Sales
His experience includes managing sales development for the Public Sector at Workiva, aligning with his Political Science and Justice Studies degree.
Financial Reporting Tech
He consistently shared content about using technology to improve financial reporting, risk, and sustainability management in his previous role.
Corporate Sustainability
He holds a certification in CSRD (Corporate Sustainability Reporting Directive) Fundamentals, indicating a professional focus on corporate responsibility and reporting standards.

Media Appearances

Michael has no verified media appearances

Work History

3-2026
Southwest Sales Manager at Pavement Solutions
10-2024 - 3-2026
Manager of Sales Development - Public Sector, LATAM, Healthcare at Workiva
11-2021 - 10-2024
Manager of Sales Development -- Strategic Commercial at Workiva
4-2020 - 11-2021
Associate Manager - Strategic at Workiva
1-2019 - 3-2020
Strategic Account Manager at Workiva

Education

2007 - 2011
Bachelor’s Degree from Arizona State University

More Information

Social Presence :

Prographics :

Exp : N/A Location : Greater Phoenix Area, United States Job Level : N/A Designation : Southwest Sales Manager at Pavement Solutions
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Invite them for a social do but don’t rely solely on the relationship
  • Ask them questions to understand their needs better while staying affable
  • Share testimonials from known people and give multiple examples of product value

DONT's

  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously
  • Avoid making offhand commitments

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Proven value, strong testimonials are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Michael

  • They are practical yet friendly, don’t expect a clear no very often.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • They like to analyze well and can take their time to reach any decisions.
  • Can Michael take some risk or not?

  • They weigh all decisions systematically and are unlikely to take many risks.

You And Michael

Personality Compatibility


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