Nancy Call Resume
Published on: Mar 3, 2016
Transcripts - Nancy Call Resume
Nancy C. Call
7017 Spring Ridge Road
Cary, NC 27518
H: 919-307-3407 / C: 919-948-8824
ACCOUNT AND SALES MANAGEMENT
Highly motivated Sales and Sales Management Professional with a strong record of software
solutions sales achievement, utilizing direct consultative selling to prospective and current
accounts in the Retail, Pharmaceutical, Financial and Education markets.
SAS Institute Sales Target Achievement: 2014 = 100%; 2013 = 118%; 2012 = 280%; 2011 =
132%; 2010 = 114%. ProQuest Sales Target Achievement: 2015 = 93% as a first-year new
Business Alliances Solution Selling Enterprise Software
Strategic Partnership Lead Generation Software Sales / SaaS
Analytics Account Management SalesForce
Go-To-Market Strategy Complex Contract Negotiations Demand Generation
KEY SKILLS AND ACCOMPLISHMENTS
Territory/ Major Account Management
Achieved and exceeded software solutions sales targets to prospective and current accounts in
the Retail, Pharmaceutical, Financial and Education markets.
Successful track record of substantially increasing market share and sales volume with Fortune
500 client base and the US Academic market.
Corporate Training / Communication (Dialog)
As Lead Trainer, managed customer education, seminars, and product training for the sales
Outstanding and persuasive oral and written presentation skills. Experienced in on-site and
WebEX product demonstrations.
Customer Relations (Dialog and SAS Institute)
Served as trusted adviser to accounts. Educated customers on products and services;
assessed and aligned customer requirements to product portfolio, resulting in sales and the
development of long-term relationships.
Keen ability to develop new business and follow up on sales leads while ensuring a high
degree of customer satisfaction and business retention.
Marketing and Competitive Intelligence (Dialog and SAS Institute)
Utilized various research tools to conduct extensive market research and competitive
Developed and executed effective marketing strategies, leveraging in-depth industry
Nancy C. Call Page 2
PROQUEST, Corporate office in Michigan, Home Office in Cary, NC 2014 - 2016
Sales Specialist for Libraries in Higher Education
Managed a $2.5M revenue-generating sales territory with the responsibility for selling a Library
Services Platform and supporting SaaS products to University and College Libraries.
SAS Institute, Inc., Cary, NC 2002 - 2014
Sales Manager, Account Executive, and Inside Sales
Responsibilities included all aspects of territory and account management: developing sales and
marketing plans; communicating company pricing, licensing philosophy and procedures; analyzing
market trends; and handling inbound customer requests for a business analytics software
Generated incremental revenue through prospecting, cold-calling, up-selling and cross-selling
activities within a territory or account.
Managed sales team and a territory of 50 states for the Higher Education market. Supported
Teaching and Academic Research accounts with the responsibility of selling SAS’s analytics
software, platform solutions and SaaS to current and prospective customers as part of the
company’s low cost sales channel.
Worked with current SAS corporate accounts (Top 20 US customers) to assist them in locating
SAS talent and developing an Academic Strategy for workforce development and Academic
Planed and facilitated on-site, high-level sales presentations by SAS executives to key
Created a successful Academic Program for Higher Education in the US in support of all
professor, administrator and student needs.
The Dialog Corporation, Cary, NC 1998 - 2002
Senior Account Manager 2000 - 2002; Information Consultant 1998 - 2000
Managed $2M revenue-generating sales territory selling web services and content databases to
Academic and Corporate Libraries for a database research information services company.
Developed, customized, presented and sold complex information solutions.
Won the “MVP” award for Sales Division in 2001 and the Sales Division Award in 1999 and
Based on sales success, promoted to serve on a two-person sales team to handle Fortune
500, Top Priority accounts.
Served as Team Leader, providing Management with sales recommendations, implementing
approved suggestions, and serving as departmental liaison between sales representatives and
the Vice President of Sales.
Lowe’s Companies, Inc., Chapel Hill, NC 1996 - 1998
Trained, supervised and motivated departmental employees. Achieved outstanding levels of
employee retention and store quality recognition.
Bachelor of Arts (BA) in Communications, 1996
North Carolina State University, Raleigh, NC