Phillip Charlton

• Led strategic initiatives to enhance customer engagement and drive revenue growth.
• Developed and executed tailored sales strategies for key accounts, increasing market penetration.
• Mentored junior sales staff, fostering professional development and enhancing team performance.
• Analyzed market trends to identify opportunities and inform strategic decision-making processes.
• Generated $250,000 in new annual revenue through acquisition of net-new enterprise clients.
• Led consultative discovery processes with executive stakeholders to uncover business challenges, quantify impact, and position transformation solutions aligned to strategic objectives.
• Utilized AI-assisted analysis to synthesize stakeholder feedback and deliver focused recommendations that accelerated decision-making and deal progression.

• Asked to join startup office to pave way for market success in highly competitive technology and business process consulting business
• Leveraging my network of executives, successfully created market awareness of Slalom capabilities while growing market share during difficult market conditions
• Closed first sale within 5 weeks of hire creating multimillion dollar strategic account
• Boosted sales revenue by cultivating strong client relationships and implementing effective sales strategies.
• Listened to customer needs and desires to identify and recommend optimal services.
• Negotiated contract terms with clients, securing favorable conditions for both parties while maximizing profitability.
• Mentored junior sales representatives, providing ongoing coaching to improve their performance.
• Managed pipeline efficiently, prioritizing tasks according to urgency/importance while maintaining focus on long-term objectives.
• Developed key partnerships, resulting in increased lead generation and cross-selling opportunities.

• Responsible for new business development, delivering strategic solutions to support clients' evolving communication needs
• Develop and sustain high-level, key client relationships to promote business growth and partnership
• UCaaS specialist identifying areas to improve cost efficiencies
• Partnered with internal departments to promote One Zoom to customer base
• Lead team of 9 in activity to include meetings and phone calls
• Selected as aNew Hire representative to leadership roundtable identifying ways to improve
• 2021 104% of plan
• 2020 98% of plan.
• Brought in over $1 Million in revenue while managing multiple high-profile accounts.
• Increased sales with execution of full sales cycle processing from initial lead processing through conversion and closing.

• Partnered with senior supply chain executives and business leaders to deliver strategic business objectives through improved supply chain performance
• Grew assigned accounts to achieve revenue goals with current customers and zero spend accounts (Hunting and Farming)
• 105% of plan and 87% retention in 2018
• 200% of plan and 85% retention in 2017.
• Built and strengthened relationships with new and existing accounts to drive revenue growth.
• Provided exceptional customer service, addressing client concerns promptly and effectively to ensure long-term loyalty.
• Delivered informative presentations to potential clients, showcasing the unique value of products or services offered.

• Responsible for account growth for established customers and zero spend prospects
• Grew assigned account spend in 2015 by 125%
• Selling Software as a Service into human resource departments
• Consistently ranked as top-performing National Sales Account Executive, achieving recognition for outstanding performance in both revenue growth and client retention.
• 140% quota attainment Quarter 4, 2016
• Won back account that left Monster in 2013 with a core contract of over $200,000 in annual spend.
• Demonstrated products to show potential customers benefits and advantages and encourage purchases.
• Analyzed market trends and adjusted sales tactics accordingly, maintaining a competitive edge in the industry.
• Conducted regular client reviews to assess account performance and identify areas for improvement or upselling potential.

• Built enterprise pipeline for cloud security, compliance, governance, and AI-adjacent transformation initiatives for Fortune 1000 organizations.
• Partnered with executive stakeholders to align technology investments with business outcomes, regulatory requirement, and organizational risk management priorities.
• Guided complex procurement and compliance discussions involving SOC 2, ISO 27001, HIPAA, FedRAMP, vendor assessments, and enterprise security reviews.
• Leveraged generative AI technologies including Gemini and Microsoft Copilot to accelerate account research, executive preparation, proposal development, and customer engagement strategies

• Responsible for new account acquisition in key states of California, Georgia, Pennsylvania, Minnesota and Florida
• Sales of cloud based Talent Management software as a service (SaaS)
• Lead sales team in all activity to include phone calls, meetings, and presentations and sales
• Sales presentations to key decision makers in K-12 market.
• Contributed to annual revenue goals by selling new services and developing new accounts.
• Established long-lasting partnerships with key industry influencers, generating increased brand awareness and credibility.
• Players Club attainment
• Identified new business opportunities through cold calling, networking, marketing and prospective database leads.