Nelson R. Santini
Results Oriented Sales and BD Corporate Leader.
Forms and leads sales teams with superior interpersonal skills, exceeding goals with uncompromising ethical values. Does not miss established quotas, and consistently delivers upside by growing revenues and profits. Instills discipline and process compliance while creating effective and efficient corporate-wide sales processes. Masters with ease CRM and digital marketing platforms to accelerate sales teams’ performance. Well-experienced in B2B, B2C and B2G sales; with over $2BN in verifiable sales transactions. Knows that every problem is an opportunity to excel and has a solution. Recognizes, and is not afraid to steer the team away from a bad sales deal. A problem solver who consistently delivers the expected results, making no excuses.
Nelson R. Santini
Executive Leader
Phone:
404-641-6034
Email:
Address:
Suwanee, GA 30024
Clearance:
Details available upon request
CHRONOLOGICAL EXPERIENCE
May 2020 - Present
CRO / Managing Partner
OPTEUS, LLC
Developed Opteus into a multi-discipline consulting firm providing fractional CXO and EVP services to optimize the effectiveness and efficiency of start-ups and small to medium corporations through sound design and automation of their most critical processes. Acting as CRO & CEO of several firms undergoing M&A activity.
May 2016 - May 2020
SVP Sales and Business Operations
ENVISTACOM, LLC
Envistacom is a telecommunications and offensive/defensive cyber solutions provider for the United States Department of Defense and other Federal Government agencies. Founded in 2011, it has grown under Nelson's tenure as VP of Sales and Business Operations at a 20% CAGR from $14M to $110M both in annual sales and revenues.
October 2015 - May 2016
CRO / Managing Partner
OPTEUS, LLC
Opteus is a business optimization and consulting practice established by Nelson in 2015. The practice specializes in the implementation of world class processes and technology solutions to help small and medium size companies in distress to break through their challenges, improving and optimizing their performance.
October 2013 - October 2015
VP Sales / Co-Founder
CONVOKO, LLC
Founded in 2013, Convoko is a CRM focused sales operations optimization practice. It specializes in the implementation of salesforce.com CRM for corporations seeking to improve the efficiency of their sales teams. Nelson sold his interests in Convoko to his partners in 2015.
April 2012 - September 2013
Acting CIO / General Manager
BRIDGELINE DIGITAL, INC
Bridgeline Digital is an eCommerce CMS web management and services corporation. Nelson was hired to turn-around the Atlanta regional office. Based on the success of that initial mission, Nelson acted as CIO for the corporation as it merged its seven data centers into a single homogeneous enterprise.
FUNCTIONS
Executive Leadership
Minerva Space Technologies - Acting CEO
SecureAxxess - Acting CEO
Guardian STS - Acting CRO
Trident Proposal Management - Acting VP of Sales
Envistacom- SVP, Sales and Business Operations
Opteus - Founder and Managing Partner
Convoko - Founder and Managing Partner
Bridgeline Digital - CIO and GM
Reporting directly to the CEO or BOD of these corporations, Nelson has been part of the senior leadership teams executing the corporate strategic plans.
P&Ls managed under these functions are in the $15M range, with staffs ranging from 20 to 30 personnel
Sales
Minerva Space Technologies - Capital Raise
Guardian STS - Capital Raise
SecureAxxess - Product Management
Envistacom - SVP, Sales and Business Operations
Opteus - CRO
Convoko - VP of Sales
Bridgeline Digital - General Manager
Internap - VP Sales Operations and VAR Sales
DataPath - VP Sales and Sales Operations
TANDBERG TV - Sr. Manager VAR Sales
National Oilwell Varco - Piperacking Sales
US Navy - Officer and Enlisted Recruiting
Nelson has been an individual contributor to sales, and led sales teams in excess of 100 professionals, leading annual revenue generation in excess of $100M/year.
Operations / Project Management
Envistacom - SVP, Sales and Business Operations
Opteus
Convoko
Bridgeline Digital - Acting CIO and General Manager
TANDBERG TV - Sr. Sales Engineering and NOC Manager
National Oilwell Varco - Project Manager / Product Manager
US Navy
Under his direct leadership, Nelson has led operations teams in excess of 100 professionals in industries ranging from Defense, Oil and Gas, Telecommunications, Broadcasting and eCommerce.
Marketing
Envistacom - Marketing Consultant / Acting VP
Opteus
Convoko
DataPath - VP, Marketing and Sales Operations
National Oilwell Varco - Product Manager
US Navy - Officer and Enlisted Recruiting
Nelson is a certified Pragmatics Product Marketing Manager and has led marketing teams in both the commercial and Federal Sales markets. He has led marketing teams in the development and implementation of eCommerce integrated and automated campaigns for the likes of UPS, Triumph Motorcycles and others.
INDUSTRIES & TECH EXPERTISE
WIRELESS TELECOM
U.S. Federal Sales
CRM Solutions
SATCOM
CYBER SECURITY
Web Sales
WEB3.0
eCommerce
Blockchain Applications
Oil and Gas
ENTERPRISE CONNECTIVITY
Data Analytics
Broadcasting
Automation / Robotics / Controls
NUCLEAR POWER GENERATION
Data Center / Cloud Services
SKILLS
MS Office Suite - Expert
Adobe Suite - Advanced
Certified Product Manager
BIRST / Tableau - Advanced
Google Ads - Advanced
Blockchain Apps - Advanced
Salesforce.com - Admin
Spanish - Fluent
Certified Project Manager
CPQ - Expert
Google Analytics / Data - Advanced
Public Speaking - Expert
EXPERTISE
COMPLEX SALES
From market definition and product management and pricing, to bid pitch and award contract negotiations; closing profitable deals in complex sales is one of Nelson's expertise. Having negotiated multi-million dollar deals in B2B and B2G to the mutual benefit of client and corporation. Nelson knows hot to close profitable deals where all parties win.
PROBLEM SOLVING
Where most managers see challenges, Nelson consistently identifies opportunities and implement solutions that result in the optimization of the business' operations and the improvement of both revenues and profitability. Nelson consistently provides unique perspectives that result in the successful adoption of previously unidentifiable solutions.
BUSINESS DATA ANALYTICS
Beyond good business sense and "gut feel" good decisions must begin with the facts. They are best extracted from business data through well-founded and excellently developed technology-based analytics skills. It's not only about collecting data; but also about collecting it the right way, so that the correct business intelligence may be correctly interpreted beyond the obvious and acted upon.
ORGANIZATIONAL LEADERSHIP
Organizational change through exceptional leadership. Business courage, clarity and decisiveness combined with years of experience leading from "the front line", learning from what works and what could have been done better are at the core of Nelson's expertise. Knowing what, how much, and when to change it, they all come from doing the job as a leader willing to both listen and guide as the challenge dictates.
PROCESS IMPROVEMENT
Having great ideas is just the beginning. Capturing their essence and organizing them in such manner that a practical process may be documented, trained on and implemented is one of Nelson's inherent skills. As a leader it is also important to know when and how to change processes to ensure business continuity and profitability. Always pursuing operational excellence.