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Inscoe
207 Connors Circle, Cary NC 27511
919.609.7428 (c) or 919.466.7202 (h)
ki4e7f20@westpost.net
Career Objective: Serve as a vital contributor utilizing my more than 19 year
s of professional software & services sales experience (including SAS and SAP) a
nd business development background to add value to growth, profitability initiat
ives and internal & external customer satisfaction.
Education
1988 Graduate, North Carolina State University, Raleigh NC
BA Economics- Minor, Finance
BA Business Management- Minor, Marketing
Both Degrees obtained during a 3-year period due to drive and focus
Achievements & Highlights
* Professional Enterprise software & services application sales, including Direc
t, Channel, OEM, National Account Management and Training/ Consulting Services e
xperience.
* Analytical and BI industry knowledge, including work experience with both SAS
and SAP.
* Quotas up to 2M, covering net-new and/or new business development, with strong
quota achievement history. Hunter and Farmer roles.
* Knowledge of full implementation life cycle for sales and services thru to com
pletion of delivery. Excellent project management skills and ability to relate t
echnical and business concepts to user needs.
* Experience training internal sales reps on preferred sales and services delive
ry methodology to carry out corporate objective and best practices.
* Enterprise solution sales cross-industry experience in ERP, CRM, SCM, Governa
nce Risk & Compliance (GRC), Analytics, BI, SAP BusinessObjects, BPM, BPC/Financ
ial Management and Document Management applications and consulting/training serv
ices for SAS, SAP and FormScape Inc.
* Strong customer relationship building skills and ability to understand and doc
ument use of applications for referencability needs and/or speaking engagement.
* Six Sigma methodology expertise, with Green-Belt Training via SAS Institute cu
rriculum.
* Gallup Org. StrengthsFinder's Character Trait Results: Achiever, Responsibilit
y, Focus, Developer, Discipline
* Published article, Nov 1999 edition of Selling Power Magazine, outlining Selli
ng Tips & Workshop
Professional Experience
Decision First Technologies- HQ GA, virtual office Cary NC
June 2009- April 2010 Director Regional Sales & Client Development
* Responsible for all client development activities including selling software,
consulting, implementation and training services to SAP BusinessObjects clients
in Mid-Atlantic territory (NC, VA, WV, MD, DC, DE). Handle resell of SAP BI soft
ware- SAP BusinessObjects, direct thru SAP America.
* Work direct with SAP BusinessObjects staff in collaboration of sales activitie
s and client needs.
* Manage all facets of sales cycle process and coordination of internal and exte
rnal resources required for opportunity advancement.
* Coordinate reference calls or visits and/or case study efforts for key clients
. Recruit for client speaking engagements in region to promote SAP BO and Servic
es via DFT.
* Facilitate preparation of SOW (statement of work), BI Health-check/Assessments
and/or other scoping requirements necessary for BI project consideration and im
plementation.
* Coordinate consulting resources for multitude of client project needs include
BI, Data Warehousing, SDK, SSIS/ETL.
* Consistent daily use of SalesForce.com for contact & funnel management.
* Plan regional marketing events to drive expansion and net new business develop
ment opportunities.
* Co-sell with A1 SAP partners, Aster Group for SAP BPC offering and iTelligence
for SAP ERP offering.
Boston Software Group, virtual office Cary NC (Part-time, Independent Contract A
ssignment)
January 2009-June 2009 Regional Sales Manager- Independent Contract Assignme
nt
* Provided sales support to clients in IN, OH, MI, IL region for use of Design-E
xpert software (DOE statistical analysis software developed by Statease Inc).
* Worked with clients such as Dow Corning, Sherwin-Williams, P&G and GE.
* Conducted onsite or online (via webex) product tutorials and training sessions
- public and private client sessions.
* Renewed license contracts and provided first line sales & licensing support t
o region.