Nancy Hinkle Email & Phone Number

Austin, Texas Area

I'm focused on delivering solutions to help my customers achieve predictive business: an exciting new way of doing business that lets companies anticipate customer needs, create opportunities and avoid risks & potential problems. As companies are plagued with the real-time movement of big data across and beyond the enterprise, I help identify and deliver unique capabilities to correlate information about a company's operations and performance - with information about expected customer behavior. My solutions allow TIBCO users to anticipate and respond to threats and opportunities before they occur. It is my responsibility and pleasure to introduce TIBCO productivity tools to Fortune 500 executives. My primary goal is to understand and address your business problems and business goals so that we may deliver solutions to achieve the results your require.My activities include research and collaboration with my prospects and our technical professionals to deliver events featuring solutions relevant to your needs. Needs might relate to Application Integration, BI, SOA, Master Data Management, Analytics, Business Events and/or Data Security.Why should you work with me? • Top ranking specialist with access to the best resources to solve business problems. . Specialist at working with executives to help build client specific value propositions focusing on bottom line measurable results. Expert in maintaining detailed records of all activities to ensure cross-team communication.• Certified in CustomerCentric Selling (CCS) methodology - ensuring focus on the customer's needs, the right solution and superior customer satisfaction.

Senior Business Development/Telebusiness Representative – Western United States and Western CanadaBusiness development professional providing assistance to a 9 member sales and technical team by delivering event and campaign management and telemarketing calls to communicate Sun’s application integration, BI, SOA, and Identity Management value propositions. • Top ranking lead generator in commercial sales for past three years, resulting in team sales achievement. Researched and targeted executives with client specific value proposition. Qualified, then arranged meetings with account executive and maintained a detailed database of all activities to ensure cross-team communication.• Provided research profiles to enhance the account executive’s knowledge and enhance access to “C” level prospects to discuss “enterprise” challenges. Profiles served to minimize surprises and expedite sales cycle. Researched top 50+ target accounts, detailing IT expenditures, current IT environment, vendor relationships, organizational information, executive biographies and media reports, often used by Sun’s senior management during contract negotiation.• Utilized on line tools including SalesForce.com, Hoovers, OneSource, SalesQuest, Google, etc. and prospect’s website, combined with outbound information gathering phone calls to generate the most current profiles.• Managed a continuous relationship with qualified prospects in order to assist with the delivery of product and services information, thus maximizing field sales executive’s time for closing sales.• Initiated the creation and delivery of five industry focused marketing campaigns, in support of corporate marketing, to promote Sun’s BI, SOA, and Identity Management solutions, resulting in the identification of a significant number of qualified leads concluding in large volume software and services sales.

By supporting a 6 member sales and technical team, delivered industry focused telephone campaigns targeting Application Integration (EAI) and Business Intelligence (BI) implementation projects, and team-marketed with major vendors to gain opportunities and experience. Cold called, qualified, provided research documentation, scheduled meetings, coordinated technical resources and arranged product presentations. Impact – more CUSTOMER FACING TIME for field sales personnel, resulting in the team’s attainment of 120% annual goal in 2003.• Created and delivered sales campaigns designed to promote Aviana’s experience in EAI and to introduce new expertise in BI implementation. Met unique challenges as a new BI player. Diligence resulted in a significant prospect pipeline and new name client sales within six month of campaign.• Volunteered to provide weekly telesales services to Cognos, one of the premier BI solution providers in the industry, thus becoming a Cognos team member. Lead production provided an immediate opportunity for Aviana to do team implementation projects with Cognos. Skills and project ramping were major benefits from this “volunteer” relationship, along with new revenue generation.• Developed call plans and scripts with questions to help focus on key performance indicators and pain point identification, resulting in quick qualification, and as important - disqualification.

Developed and sold complex technical consultative services and personnel placement to Fortune 500 clients.• Conceived and created HIPAA Consulting Services, designed to identify opportunities to team with a local HIPAA compliance assessment provider – resulting in a timely new revenue stream for 2002.• Developed five new key accounts over a 24 month period. Due to new client demand, initiated Contract to Hire program resulting in an additional new revenue stream for IMS.

Co-developed project deployment sales and services to sell complex technical project deployment/management to new and existing clients. Projects consisted of multi-million dollar application consolidation deployment.• Established a professional services sales engagement model to leverage existing client relationships with the hardware sales force, resulting in the sale of professional services. • Achievements included professional services sales of $12M+ to 10 Fortune 100 clients, including DirecTV, Hughes Aerospace, and PacifiCare. Sold the crucial Los Angeles Voters Registration consolidation/migration project totaling $4M in product and project implementation services.

Vice President of Sales and MarketingRecruited, trained and managed four sales professionals while personally managing 10 major accounts. Marketing efforts included sales literature design and development of vendor relationships. Conducted fee based Integration Assessments for clients, documented and presented gap analysis results and recommendations. • Reengineered organization from a single platform maintenance provider to a multi-platform comprehensive integrator and service provider resulting in increased services sales from $1M to $3M annual run rate. • Gained authorizations from IBM, HP, Compaq, 3Com and Vinca to sell and service mid to high-end server solutions as partner relationship manager. Worked with Novell to become a Platinum Partner and Microsoft to achieve premier Solutions Provider. Authorizations enabled the team to partner with these major vendors and to sell all products, thus achieving the portfolio forecast on a regular basis.• Wrote the Sales and Marketing Handbook to include procedures for sales cycle requirements, proposal template, order acceptance and product delivery standards to streamline company operations