Professional Sales, Management, Financial Markets

Paul S. Nafziger

**** ****** ***** • Wheaton, Illinois 60187 • 312-***-****

*****@***.***

PROFILE

TITLES OF INTEREST

- 16 years working with major market data vendors

- Familiar with market data, IT, and software applications

- Strong relationship and organizational skills

- Well schooled in exchange and data vendor license practices

- Results oriented and team player

- Unique experience of being on both sides of sales and management

PROFESSIONAL EXPERIENCE

CONSULTANT, Chicago, Illinois December 2011 to present

• Complete knowledge of financial market data

• Established client contacts

• Contract and pricing negotiations

• Proposal creation

• Revenue, client base, and application review for action plan

• Direct vendor relations

• Data discovery process

MORNINGSTAR, INC., Chicago, Illinois July 2010- August 2011

Premier leader in analytical research for equities and mutual funds

Sales Director

Direct report to Global Sales Director in London. Hunter role in data feeds covering all aspects of financial instrument

offerings. Territory consisted of all United States and Canada. Responsible for account planning, forecasts, reviews,

and marketing segments.

• Delivered $900K multi-year contract in first 9 months

• Brought in pricing/ reference division in multiple sales opportunities with closure

• Participated in business forums, trade shows, etc. for product exposure

INTERACTIVE DATA CORP. (IDC), Chicago, Illinois February 2007 - November 2009

Division of Pearson publishing and provides multiple financial data feed deliveries and pricing models for the financial

vertical. Global revenues of $720M.

Regional Sales Manager

Reported to US Director of Sales and responsible for overseeing direct sales for the Midwest / Canadian region and

providing data feed solutions for institutional and info-media clients. Handled all aspects of regional account planning,

forecasting, and participated on product development / marketing committees.

• Led partnership with Toronto Stock Exchange for improved market penetration. Liaison and lead communicator

on all business issues.

• Brought 2 clients to close in first 90 days through previous relations and cold calling. Total revenue results were

$250K annually.

• Developed regional marketing strategy for brand recognition resulting in higher interest of services offered.

Paul S. Nafziger

TELERATE/REUTERS, Chicago, Illinois 2002 - 2006

Sells real time data, software applications, and infrastructure the financial verticals with $2.4B in global revenue.

Sales Director

Worked with C-level, upper and mid management executives within financial institutions including Securities, IT,

Procurement, and Legal. Responsible for all aspects of regional account planning/territory breakdowns, forecasting,

and participated on product development/marketing committees.

• Managed top major accounts for the Midwest with $8MM annually in client revenue.

• Generated $1MM of net new revenue in first 6 months through cold calling and relationship building.

• Stabilized troubled relationships and turned into revenue producing accounts.

BISYS, Chicago, Illinois 2001 - 2002

Provider of e-learning solutions, LMS platforms, and data tracking for the compliance of securities and insurance

companies

VP of Sales - US West

Managed staff of 10 Account and Regional Sales Managers for Western U.S. with $18MM in annual revenues.

Contributed to new sales structure, strategic planning, sales forecasting, marketing, enterprise management solutions,

quota setting, creation of business and commission plans, staff placement, salary and performance reviews, and

participated on various planning committees among departments.

• Met and surpassed quotas; 110% of plan through cold calling and past relationships

• Participated in key decisive C-level meetings for contract negotiations and closure.

• Implemented competitive analysis overview and identified key accounts resulting in better efficiencies towards

achieving results leading to higher revenues

KAPLAN PROFESSIONAL, Chicago, Illinois 1999 - 2000

Washington Post Company and provider of e-learning solutions, LMS platforms, and data tracking for the compliance

of securities and insurance companies.

VP of Sales - US East

Oversaw staff of 18 in Major Account Sales, Regional Sales, Telemarketing and Client Support for 28 states Eastern

region with $23MM in annual revenues. P/L responsibility, strategic planning, sales forecasting, budget, marketing,

enterprise management solutions, and quota setting..

• Met and surpassed objectives by 130% of plan accompanied by 13% below T/E budget by improving staff moral,

securing client relations, and instilling accountability of expenses

• Implemented competitive analysis overview and identified key accounts leading to greater sales.

• Implemented new sales structure resulting in less expense to sales ratio

DOW JONES / TELERATE, Chicago, Illinois 1991 - 1999

Sells real time data, software applications, and infrastructure the financial verticals with $2.4B in global revenue.

Senior Account Manager to Director of Sales- US West

Oversaw $31MM in revenue for14 Midwest states providing real time data services. Offerings involved data feeds,

hardware/software PC applications, IP protocol and Frame Relay, and 3 rd-party information providers. Managed office

of 13 individuals comprised of Sales, Client Support, and Administration.

• Led sales force in consecutive years with average of 150% of quota attainment primarily by landing new sales.

• Clientele consisted of executive level management, MIS, and heads of trading floors..

EDUCATION and MEMBERSHIPS

Quincy University- Quincy, Illinois

Paul S. Nafziger

BS - Marketing and Business Management, 1981

SIFMA, ABA, FISD, FIA, NAIFA,, USTA

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