Sales Manager

PHILLIP D. NELSON

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Chicago, IL 60640

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SUMMARY

I am a seasoned sales professional with a thorough understanding of the IT

marketplace, exceptional interpersonal and communication skills,

complemented by 18 years of successful solution sales experience. I have a

proven ability to sell into all levels of a customer's organization,

especially into the C-level executive suite and a unique ability to take

complex, innovative technical solutions and articulate them simply and

clearly to demonstrate value to the customer. My proven leadership skills,

understanding of team selling approaches, and ability to work independently

or in a group setting enabled me to achieve success. I value integrity,

hard work, and family. Travel up to 75% of the time is acceptable.

PROFESSIONAL EXPERIENCE

HP, Chicago, IL 1997 -

2012

Account Manager, State and Local Gov. and Education

> 1997 to 1999 Digital Equipment Corporation, account manager, covering

medical accounts in Illinois and calling on major resellers.

> 1999 to 2009 Compaq Computer Corporation/HP, storage sales specialist

for government and education accounts in the Midwest.

> 2009 to 2012 HP Account Manager for local government in Illinois and

Indiana.

> 2012 HP Services sales for the North central area, government and

education accounts.

Responsibilities:

. Drove new business opportunities

. Sold the entire portfolio of hardware, software and services in an 8

state territory of the Midwest

. Met an annual revenue quota ranging from $6 million to $14 million

. Managed a local government team of 11

. Managed and grew relationships with partners to further mutual

business

. Developed C-level relationships within the accounts.

Accomplishments:

. Consistently exceeded annual sales quota by 10% to 30%.

. Identified and won new business opportunities for over 40% of quota,

exceeding company standards.

. Grew existing business YoY by 20% through establishing a collaborative

solution selling model.

. Grew partner base by locating and training new resellers and

eliminating channel conflict through close management of customer

relations.

. Introduced and established team practices that transformed the sales

culture to a collaborative, innovative approach.

. Built C-level relationships in accounts.

. Championed empathetic solution selling to entire team as an effective

selling technique

. Significantly increased customer satisfaction as reported in customer

surveys by demonstrating integrity and a passion for customers.

INFORMIX SOFTWARE, Chicago, IL 1994 -

1997

Regional Marketing Manager

Responsibilities:

. Managed local marketing opportunities to customers and partners.

. Managed partner relationships.

. Created targeted marketing materials.

Accomplishments:

. Grew regional revenue YoY by 30%.

. Created sales opportunities in new accounts.

. Helped grow business 35% YoY for 3 years.

. Developed 14 new partners for Informix.

. Created marketing materials adopted nationally.

PHILLIP D. NELSON Page 2

Prior Experience:

OAK BROOK CHRISTIAN CENTER, Oak Brook, IL

Senior Pastor

Responsibilities:

. Provided spiritual leadership and vision to a growing congregation.

. Increase attendance and revenue.

. Developed relationships with mission organizations and other similar

congregations.

. Oversaw a staff of 37 professionals.

. Trained other leaders to implement programs in their areas of service.

Accomplishments:

. Increased weekly attendance from 350 to 1200, annual budget from

$350,000 to $1,600,000

. Developed a growing mission outreach plan including opening 2 medical

centers, an inner city housing ministry, and several children's

housing centers and feeding centers

. Held training seminars in seven foreign nations

. Co-authored 4 books and authored several journal articles

EDUCATION, PROFESSIONAL DEVELOPMENT AND TRAINING

Bachelor of Arts in History/Psychology, Missouri Southern State College,

Joplin, MO

Solution Selling classes from the Science of Selling. Finished first in

class, and later helped train others.

Writing for Business class. Trained others for Informix and Digital

Equipment Corporation.

Partner management.

Cloud computing solution selling.

Interpersonal communication training including authorization for the TJTA

personality analysis.

MEMBERSHIPS

DelTech.

National Geographic.

Chicago Art Institute.

Chicago Shedd Aquarium.

VMWare User Group.

Microsoft User Group.

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