Summary
Overview
Work History
Education
Skills
Websites
Personal Information
Training
Timeline
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Nathan Paterson

North Smithfield,RI

Summary

Goal-focused, vision-driven leader with a solid career history of driving organizational success through exceptional client management, profit optimization, and team motivation. Accomplished Sales Leader with several years of success within the highly competitive IT industry. Proven record of managing complex sales cycles from discovery to building relationships, through closing multi-million dollar deals across the nation. Dedicated coach, developing and mentoring subordinates to achieve quality performance, while continuing to develop personal management skills necessary to lead staff and handle unique management challenges.

Overview

27
27
years of professional experience

Work History

Business Development Representative

Spatial Networks Inc.
12.2023 - 02.2025
  • Conducted in-depth research to identify and qualify potential clients through strategic prospecting and cold outreach.
  • Assessed prospects’ needs to determine alignment with company solutions, ensuring high-quality lead generation.
  • Engaged with leads via calls, emails, and social media to effectively communicate the company’s value proposition.
  • Scheduled and coordinated meetings and product demos for Account Executives, facilitating seamless handoffs.
  • Maintained accurate records of all interactions and pipeline progress within the CRM system to optimize sales efficiency.
  • Collaborated closely with sales and marketing teams to refine outreach strategies, share insights, and drive continuous improvement in lead conversion.

Sales Development Representative

Deltek Inc.
01.2023 - 12.2023
  • Qualifying and producing quality leads for assigned Account Executives.
  • Interacting by phone and email with key personnel up to and including C-Level executives.
  • Work in a close-knit team environment to develop and accomplish a lead generation plan that meets or exceeds quota targets.
  • Cultivate pipeline by acting on field marketing leads and conducting strategic outbound campaigns.
  • Collaborate with the sales and marketing team to prioritize efforts, refine selling strategies, share results and plan next steps.

Corporate Sales Representative

Nielsen Company
01.2018 - 01.2023
  • Manage client base (targeting C-Level Marketing Executive & Data Analysts), overseeing all aspects of key accounts including business development, and client services.
  • Assess client needs to create solutions through upselling and maintain strategic business relationships to generate new accounts.
  • Manage the sell-in and sell-through process to achieve maximum account profitability and develop marketing and promotional platforms to increase profit margins.
  • Piloted the team to generate $1.5M in new business in 2022; $575K of that was closed as won.
  • Mentored and supported team in new business creation, maintaining a high-level of prospecting despite the impact the COVID-19 pandemic was having on business.
  • Increased revenue, generating more than $310K (2018) and $630K (2019) in new business; forecast and conduct market research to develop strategic sales and business plans that align corporate objectives with client needs.
  • Gained a competitive edge within the marketplace, by monitoring conditions to identify opportunities to promote multiple brands and products utilizing digital social selling practices; achieved 100% of quota (2019).
  • Fostered an environment of continuous improvements, establishing best practices and promoting innovative ideas to raise the standards of excellence; trained new CSRs across the US and the UK.
  • Improved engagements through introduction of client lifecycle processes; tracked and analyzed weekly forecast reports to identify and address opportunities.

Analytics Platform Lead Development Representative

IBM
01.2012 - 01.2018
  • Actively sought-after new clientele to increase revenues; exceeded sales expectations and developed strong client relationships.
  • Provided continuous support, responding to client concerns, and identifying and resolving potential issues, to ensure client needs were being met.
  • Tracked business contacts and activity in the CRM system and oversaw product sales lifecycle from inspection through closing.
  • Cultivated superior customer relations, and supported the sales team to increase sales; quickly responded to and resolved complex issues, improving customer satisfaction levels while carrying an annual quota of $1M+.
  • Delivered sales presentations, resulting in an increase in market share and customer loyalty; and pro-actively supported sales and marketing activities to identify prospects and opportunities.
  • Established a reputation for continuously handling increasing responsibilities, exhibiting a hand-on approach to managing key client accounts, utilizing analytical-based tools to exceed sales volumes.
  • Met and exceeded on-target expectations every quarter of 2017; created and maintained solid client relationships, utilizing superior interpersonal and networking skills to acquire multiple new accounts.
  • Served as a trainer and mentor to sales staff, facilitating training programs for the Avaya Call System in addition to providing leadership coaching to up and coming sales professionals.

Store Manager

Olympia Sports Corporation
09.1997 - 05.2011
  • Managed daily operations to ensure smooth functioning of the store, maintaining a clean, safe environment for customers and employees.
  • Managed inventory control, cash control, and store opening and closing procedures.
  • Addressed customer complaints promptly and professionally, resolving issues to maintain positive relationships with clientele.
  • Managed store employees successfully in fast-paced environment through proactive communication and positive feedback.
  • Assisted with hiring, training and mentoring new staff members.
  • Improved customer satisfaction through staff training in customer service and product knowledge.
  • Completed point of sale opening and closing procedures.
  • Mentored new hires during their onboarding process, ensuring they were well-equipped to excel in their roles from day one.
  • Conducted regular performance reviews for staff members, providing constructive feedback and opportunities for growth.
  • Maximized sales by creating innovative visual merchandising displays and store layouts.
  • Approved regular payroll submissions for employees.

Education

Management & Business Studies -

CCRI
Lincoln, RI

IBM Global Sales School -

IBM - RTP
Raleigh, NC

IBM Top Gun Training for Big Data and Analytics -

IBM
Coppell, TX

Avaya Expert -

IBM Training
Littleton, MA

CPDS Certified -

IBM Training
Littleton, MA

Vorsight Sales Prospecting Training - Multiple sessions focused on the beginning of the sales cycle / opening of doors

IBM Training
Littleton, MA

Skills

  • Salesforce proficiency
  • Proficient in SalesLoft
  • Outreach
  • Proficient in Sugar CRM
  • Skilled in Microsoft Teams communication tools
  • Experienced with Microsoft Office applications
  • Proficient in Microsoft Outlook
  • Experience with Lotus Notes
  • Skilled in utilizing ZoomInfo tools
  • Proficient in LinkedIn Sales Navigator
  • Experience with Orum
  • Experienced with Slack communication
  • Experience with Siebel software
  • Account development
  • Social media marketing
  • Account management
  • Lead development
  • Lead generation
  • Business relationship management

Personal Information

Title: Sales Leader

Training

  • IBM Global Sales School
  • IBM Top Gun Training for Big Data and Analytics
  • Avaya Expert
  • CPDS Certified
  • Vorsight Sales Prospecting Training (Multiple sessions focused on the beginning of the sales cycle / opening of doors)
  • Sandler Training

Timeline

Business Development Representative

Spatial Networks Inc.
12.2023 - 02.2025

Sales Development Representative

Deltek Inc.
01.2023 - 12.2023

Corporate Sales Representative

Nielsen Company
01.2018 - 01.2023

Analytics Platform Lead Development Representative

IBM
01.2012 - 01.2018

Store Manager

Olympia Sports Corporation
09.1997 - 05.2011

Management & Business Studies -

CCRI

IBM Global Sales School -

IBM - RTP

IBM Top Gun Training for Big Data and Analytics -

IBM

Avaya Expert -

IBM Training

CPDS Certified -

IBM Training

Vorsight Sales Prospecting Training - Multiple sessions focused on the beginning of the sales cycle / opening of doors

IBM Training

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