Philip C. Natelli

Senior Global Account, Relationship, and Sales Manager. Initiative-taking customer success revenue generator with 20+ years of expertise in the financial technology sector. Expert ability to source new opportunities within existing accounts, resulting in revenue growth, and expanded product footprint. Proven ability to manage global accounts, teams, and support personnel. Experience negotiating with C-Level executives and transitioning through various international business mergers & acquisitions. A leader by example, whose work rate, professionalism, and teamwork enhances the productivity of coworkers.

• Vice President, Senior Client Manager
• Direct book of client relationships with responsibility for client satisfaction, retention, product adoption & support
• Company leader in client coverage - 19 clients totaling $2.3T AUM and $20M ACV.
• Primary contact and escalation point for all client matters including interaction with other CRD business lines, revenue opportunities, and product deficiencies.
• Direct teams of technical account managers (3), global production support personnel (20+) and professional services members (20+) on client projects
• Contribute to management team efforts outside of primary responsibilities (e.g., mentoring, recruiting, special projects)
• Collaborate to market and client intelligence for the client management group and account teams.
• Facilitate discussion between CRD and client C-level audience members participating in executive management meetings, thought leadership round tables, client advisory boards and scheduled steering committees.
• Troubleshoot production and project issues with global support, product, engineering, and professional services departments to ensure client deadlines and milestones are met.
• Managed and negotiated firm record turnaround service for project implementation - 43% under budget.
• Principal contact for escalating client global production support issues, 24x6
• Company leader in facilitating production issue resolution (3.2 average days to close)
• Direct sales team to identify and foster SaaS revenue opportunities including additional application modules and services (i.e., Microsoft Azure, Snowflake data warehousing, Compliance as a Service)
• Facilitated firm record SaaS sales deal representing client and firm best interests – 19% beneath prior all-time low.
• Team award for exceeding firm milestone - 85% over colleagues for Microsoft Azure amendments signed.
• Team leader being key stakeholder in increasing clients’ ACV 85% due to new product adoption.
• Maintain monthly communication with internal product, engineering, and support teams by participating in company webinars and business unit meetings.
• Establish semi-annual QBRs, account plans and strategic objectives - measure success against company KPIs.
• Maintain regular meeting cadence with clients, including onsite visits and project status calls.
• Team leader in maintaining awareness of market and industry trends (i.e., ESG) relevant to CRD and client base.
• Primary contact for all product communication to client – teams look to as a focal point in exercising good judgement.
• Make sound decisions in difficult or ambiguous situations and defend positions despite the potential consequences.
• Manage and maintain client data within SalesForce.com and run reports to ensure KPIs are met by each team member.
• Team leader and point of contact for 7-person ESG technology team designed to perform client case studies, research, and implement ESG data into client systems.