Shawn Cook

Inquirer
DISC Type : dc

Client Success Manager at IR

Katy, Texas, United States

Overview

Shawn is a results-driven Client Success Manager at IR with over two decades of experience in IT support and customer service. Holding an MBA from The University of Dallas, he specializes in translating complex business requirements into tailored technical solutions. Colleagues and clients describe him as forth-right, honest, and an excellent technician.

He maintains a keen interest in the enterprise technology landscape, actively following developments from major companies like Hewlett Packard Enterprise and Microsoft. He recently attended the HPE Nonstop Technology & Business Conference, demonstrating a commitment to continuous learning and staying current with industry trends.

Shawn is recognized for his deep and impressive knowledge of Avaya TDM and IP switching equipment.

Personality Overview

Judgemental

ROI Conscious

Upfront

They can be nudged to make faster decisions by offering what they value.  They respond well to confident salespeople. They care equally about the product and its potential impact.

Topics They Care About

Client Success
His career is centered on managing the entire customer lifecycle, ensuring satisfaction and retention for maintenance and managed services contracts at companies like IR and C1.
IT Service Management
Possesses ITIL® 4 Foundation certification and extensive experience in managing technical escalations, troubleshooting, and overseeing field services delivery for major clients.
Technical Pre-Sales
His background as a Sales Engineer involved leading discovery sessions, creating technical strategies, and delivering compelling product demonstrations to drive sales.

Media Appearances

Shawn has no verified media appearances

Work History

7-2025
Client Success Manager at IR
6-2016 - 5-2025
Customer Success Manager at C1
5-2015 - 6-2016
Sales Engineer at Avaya
2-2013 - 5-2015
Client Services Manager at Avaya
2-2011 - 2-2013
Territory Services Manager (TSM) at Avaya

Education

2007 - 2008
MBA from The University of Dallas
2003 - 2004
BS from DeVry University

More Information

Social Presence :

Prographics :

Exp : 25 Location : Katy, Texas, United States Job Level : Middle Designation : Client Success Manager at IR
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Insights For Selling To Shawn

During A Call Or A Meeting

DO's

  • Ask them questions confidently while doing discovery, don’t be apologetic
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Highlight the competitive differentiation of your product

DONT's

  • Avoid long winding pitches, stay objective
  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shawn is

  • Confidence in the product plays an important role, followed by powerful testimonials.
  • Will you ever get a clear answer from Shawn

  • They might hesitate a little, but they will say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Shawn move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Shawn take some risk or not?

  • Once they have analyzed the pros and cons, they can take some risks.

You And Shawn

Personality Compatibility


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