Kathryn M.

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.

SAP America- HQ PA, virtual office Cary NC

Mar 2008-January 2009 Senior Account Executive, Southeast region
* SAP AE for NC/SC region serving mid-market companies with revenues $300-500M.
Cross-industry. Net-New accounts only. Responsible for all SAP Application needs
, including Business Objects, ERP, SCM, GRC and other applications. Needed to be
able to assess user needs to map to applicable SAP solution.
* Top Achiever in Southeast for call blitz campaign/demand generation efforts. C
onsistently maintained 3x+ rolling pipeline multiple.
* Work with various SAP partners (DFT, IBM, iTelligence etc) ranging from softwa
re resellers, implementation, consulting and hosting service providers.
* Managed all facets of sales cycle process and coordination of internal and ext
ernal resources required for opportunity advancement.
* Proposed value and benchmarking assessments to help build internal business ca
se and determine ROI.
* Responsible for area marketing events and all demand generation campaigns.
* Leveraged other SAP LOB (line of business) applications/resources as needed as
extension of ERP/CRM/SCM/GRC requirements, ie. BI- Business Objects, oCFO (BPM/
FM) and many third party applications.
* Leader in Southeast for demand generation activities and results.
* Attend local networking and Chamber events.
* Exceeded in customer satisfaction polls for region.
SAS Institute, Inc. Cary NC
Total SAS experience, 14 years.
2007- 2008 Senior Account Executive
* Serve as BPC sales specialist for the SAS Financial Management Solution, focus
ing on budgeting, planning, consolidation and reporting needs.
* Overlay sales position working with the Direct Field AE's. No direct quota.
* Responsible for prospecting into the Finance office (CFO) of all industries wi
thin assigned region.
* Responsible for area marketing events to raise awareness and the overall prosp
ecting for SAS FM.
* Conduct internal SAS FM Sales Summits for the purpose of raising awareness and
engagement strategy to Field AE's.
* Served as SAS FM Spokesperson for SAS Starting Block Classes for SAS new hires
world-wide via the SAS Global Training Organization.
* Maintained SAS CRM forecasting application (eStars) for pipeline reporting.
2002- 2006 Senior Account Executive
* Responsible for selling JMP Statistical & Design of Experiments (DOE) Software
to vertical industries including pharma, manufacturing, academia, chemical & pl
astics, financial, semiconductor, gov't and for Six Sigma deployment.
* Quota up to $1M, Achievement History:
o 2006- 112%
o 2005 - 86% (new sales model introduced ; management reorg)
o 2004 -110%
o 2003 -128%
* Target audience- Director level, Statisticians, Business users, Quality manage
rs and IT staff.
* Excellent funnel management and forecasting ability. Wide use of SAS FMS/e-Sta
rs.
* Event planning for promotion & awareness of JMP software (User Group events, S
eminars, Tradeshows etc.)
* Arrange Key Customer feedback sessions for product enhancement sharing to Deve
lopment Team.
* Key Accounts: Eli Lilly, Abbott Labs, Pfizer, Merck, Wyeth, P&G, Dow Chem, GE/
Regal-Beloit, and Timken.
* Developed various sales tools & documents for sales team.
* Knowledge of Six Sigma Processes and industry product positioning
* Worked with Legal, Education Services and SAS Direct sales team on strategic a
nd/or nonstandard license deals.
* Served as team mentor & sales training for new team members
* Served as interim Sales Manager for 3 month period.
* Traveled for customer onsite presentations, strategy meetings, in-house user g
roups, product enhancement meetings, tradeshows and/or area prospecting events a
s needed.
* Began in JMP originally in 1993 as first JMP Sales Rep. Consistent Sales Achie
ver and Leader.

Redwood Software, Morrisville NC

July-Sept 2002 Director of Channel Sales - Independent Contract As
signment
* Developed a Multi-Channel Business Strategy Plan for increasing company revenu
e through New Business Development & Partnerships. Reported to COO.
* Promoted new sales opportunities through Resellers, OEM's or Referral/Alliance
Partners, world-wide.
* Designed marketing campaigns to align with channel strategy and quota requirem
ents.
FormScape Inc., Morrisville, NC (now Bottomline Technologies, Inc.)
1999 - 2002 National Account Manager, OEM Channels Sales
* Channel Sales Model, responsible for managing OEM Global Accounts and New Busi
ness Development.
* Led Direct Sales team to bring in SAS Institute as FormScape client.
* $2M Quota, Achievement History:
o 2001, 148%- President's Club
o 2000, 132%- President's Club
o 1999, 125%- President's Club
* Worked with C-Level, VP Bus Dev and Product Manager Level contacts.
* Sales Objective was to seek out Software Developers to license FormScape techn
ology as their own (ex. Private Label/Re-branding), through customized integrati
on into their core business. Strategic Selling, Value Proposition and Showcasing
Return on Investment model (ROI) were a must.
* Partner management responsibility to ensure agreed upon goals and maintain par
tner contract compliance.
* Product analysis studies and marketing campaign strategies (including e-mail a
nd direct mail campaigns) for promoting OEM solutions in the shared market with
Partner.
* Develop new sales and marketing plan- including "go to market strategy" and pr
ess releases with OEM Partner
* Trained channel partner's direct sales team on value proposition of the OEM so
lution, ongoing education of "Forecast Management Best-Practices" and creation o
f new sales tools.
* Attend joint trade shows with current OEM partner to help promote shared solut
ion
* Handled Cold Call and Lead generation activities to develop new OEM opportunit
ies
* Held forecasting & strategy meetings to report to VP and C-level team
* Use of Goldmine and Excel for Forecasting and Prospect Analysis
* Partner Status received in 2001. (Only select % of company held this status).
* March 2002 Internal Newsletter included congratulatory message from CEO for Ov
er Quota Achievement and being vital contributor to FormScape's growth and profi
tability goals.
SAS Institute, Inc. Cary NC
1993-1999 Senior Account Manager, JMP Software
* 1st Sales Rep for JMP Software, covering US in 93.
* Quota range $500K-$1M- 100% achievement each year.
* Direct Sales Model for Corporate, Government and Academic Clients.
* Managed Key accounts: ie Intel & Motorola along with other accounts in assigne
d territory.
* Team mentor to sales staff.
* Attended trade shows, arranged customer site visits/presentations & held terri
tory seminars to promote JMP Software.
* Extensive Miller-Heiman Sales Methodology and Training for Solution and Concep
tual Selling Techniques.
1991-1993 Contracts Customer Service Administrator
* Handled all contract/customer service issues of SAS annual licenses for West C
oast Territory.
* Handled invoicing, software expirations (setinet files), upgrades, updates, an
d activation of new software licenses.
First Federal Savings & Loan, Raleigh NC (1989-1991)
1990- 1991 Commercial Lending Loan Officer
* Worked with the approval and compliance of business and large consumer loans a
s related to banking regulations.
* Processed all Business loans and handled legal compliance issues with closing
attorneys.
1989-1990 Overnight Investment Account Coordinator
* Managed commercial overnight investment accounts, looking for trends and discr
epancies.
* Detailed report analysis to SVP of Commercial Lending weekly.
Gray & Creech Leasing Company, Raleigh NC
1988-1989 Accounting Specialist
* Handled accounting responsibilities for all Facsimiles and Copier leases sold
thru the Leasing Division.
* Maintained all sales tax & property tax compliance reports
Career Training
* BASHO Sales Training, Demand Generation, 2008
* SAP Southeast Call Blitz/Demand Generation Winner, 2008
* C3 Communications Certification, Certified Speaker Mar 2004
* American Women In Business (AWIB), Industry Conferences
* Committee of 200 (C200) Conference held at Duke Fuquay School of Business, Duk
e University focusing on Business Strategies in the New Economy, 2001.
* WITI, Area conferences ; Triangle Area Sales Professionals Meetings
* SAS Sales Starting Block Course (covers all SAS Solutions), Sept 2006
* Six Sigma Green Belt Training- Transactional Process Excellence with Six Sigma
Course, Mar 2006
* Speakers Boot Camp, Strategic Communication Skills, June 2003
* John Costigan, Jack Ryan Assoc. Selling Techniques, Feb 2003
* Solution Selling Course, Dec 2002
* Miller Heiman- Strategic Selling Course, 1996 & refresher 1998
* Miller Heiman- Conceptual Selling Course, 1996 & refresher 1998
* SAS Management Education Training- Effective Presentation Skills, 1998
* The Effective Negotiating Course, by Dr. Chester Karrass, 1997
* Fred Pryor Seminar "How to Make Presentations with Confidence" ,1997
* American Management Assoc.- Customer Service Course, 1995
* SAS Management Ed. Training- Customer Service Course, 1993
* Interactive Data Analysis Using JMP Course 1993
Member of White Plains United Methodist Church, Cary NC
Ability to Travel