Account Director, Sr. Account Manager, Sales Manager, Sales Director

Craig V. Nelson

Norwood, MA ***** 617-***-**** ********@*****.***

LinkedIn https://www.linkedin.com/in/craigvnelson

EXECUTIVE PROFILE

Key Account Executive in the Technology, SaaS and UCaaS sectors. Oversee strategic clients and all local and global team members assigned. Able to fulfill all client requirements from strategic growth initiatives, QBR's, contract negotiations and renewals, to oversight of key service and billing issues, marketing initiatives, project management and client beta testing with new product launches. Focused and clear in objectives with excellent relationship building skills at all levels necessary, internally and externally, to properly manage and grow the clients to assigned annual targets. Manage clients not only as an expert consultant, but also as a trusted adviser.

Tenured Management skills with areas of expertise including:

Account Management

Solution Sales

Contract Negotiation

Channel Management

Managed Services

Consultative Selling

Sales Management

Revenue Generation

C Level Relationships

KEY ACCOMPLISHMENTS

Achieved 103% of BT Global sales quota for Corporate FY 2013/2014.

Awarded BT’s first Presidents club in 2012.

Awarded BT’s Sales Excellence Award in 2008 for top sales in the Account Management sector.

Built $2MM alternative energy company from ground up with partner, achieving the National Solar Industry High Impact Dealer Award.

Largest national sales volume of solar panels achieved by a new distributor in the 20-year history of the largest Solar Energy Company in the country, Solar Industries Inc.

PROFESSIONAL EXPERIENCE

AVI-SPL, Billerica, MA 2016- Present

Sr. Account Manager

Manage F1000 clients for all their global A/V, Video Conferencing and Graphic Design applications.

Working to create both UC SaaS channel and equipment reseller channel in New England area with multiple US based domestic and global A/V companies for AVI-SPL’s frameworks equipment offerings.

Managing existing assigned accounts, holding quarterly QBR’s and maintaining all SLA’s while planning long term strategic growth initiatives.

Working with warm market to identify all A/V opportunities in the New England Area.

PGi Services, Boston, MA 2015- 2016

Sr. Sales Executive, SaaS Applications

Acquired and Managed F1000 clients for all their global Unified Collaboration SaaS applications.

Sold and on-boarded customers across multiple industries while continuing to manage existing clientele.

Managed strategic C level relationships, held quarterly QBR’s and planned long term strategic growth initiatives.

Renewed all client contracts while upselling new services and commitment levels.

Increased revenue stream and product base with every renewal.

Maintained all SLA’s within accounts and resolved problems / issues in a timely manner.

Craig Nelson 617-***-**** Page 2

British Telecom Global Services, Braintree, MA 2009 - 2014

Global Account Director, Conferencing & Unified Collaborations Division

Managed fortune 100 & 500 MNC clients for all Conferencing & Unified Collaboration services globally.

Managed multiple global account teams directly including Sales, Marketing, and Service management personnel.

Sold and on-boarded customers while continuing to manage existing clientele.

Managed strategic C level relationships, held quarterly QBR’s and planned long term strategic growth initiatives.

Renewed all client contracts while keeping revenue intact with new services and commitment levels applied.

Maintained all SLA’s within accounts and resolved problems / issues in a timely manner.

British Telecom Conferencing, Braintree, MA 2003 - 2009

Enterprise Account Manager

Managed both Channel and Retail clientele while actively up-selling products and services.

Instrumental in establishing a hybrid Acquisition & Account Management role at BTC that increased productivity within MNC accounts during on-boarding, while decreasing operating costs and driving brand new revenue.

Seamlessly migrated several client accounts from Acquisition to Rollout into Account Management. All related service issues during the migration and launch were managed and resolved without error while surpassing yearly revenue targets and keeping to the agreed upon SLA requirements of the client.

Created streamlined processes within the account management and support / process arena to help ease servicing issues of clients, keeping productivity to a maximum.

Proficient in Sales & Billing software operating systems including Oracle, Sales Force, and Metratech.

WorldCom, Boston, MA 1999 - 2002

Emerging Markets Account Manager

Successfully maintained and acquired clientele worldwide in a declining market.

Aggressively marketed and sold to existing personal database with over 10,000 corporate contacts across the U.S.

Handled all major prospects generated in the New England area from contact to close.

Sold MPLS, Private Line, Co-location, Conferencing, Frame Relay, and ATM services.

Employed until WCOM went defunct in 2002.

Western Energy Services, Inc., Laguna Hills, CA 1991 - 1998

President

Built $2MM alternative energy contracting and consulting company from ground up.

Directed Sales, Marketing and Installation force of 24 for contracted solar heating and Photovoltaic applications throughout Southern California.

Secured utility-sponsored Southern California Edison Photovoltaic contracts, on and off grid, with requests by the U.S. Department of Energy for alternative recommendations to complete hybrid energy technology studies.

EDUCATION AND CERTIFICATIONS

Mount Ida College, Newton, MA

Holden International, Power Base Selling Course Certification

Improved Performance Group, Advanced Sales Training Certification

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