Sales Manager at SAS

Job description

Summary:

• Responsible for contributing to the achievement of SAS’s strategic corporate and business unit objectives through the implementation of sales and marketing strategy within a defined region or industry.

Primary Responsibilities:

• Responsible for achievement of total software revenue target and management business objectives (MBOs)
• Plans and implements growth plans for software, consulting services, and education services.
• Directs management of sales and sales support activities for staff members to implement growth plans and sales activities.
• Develop and implement marketing, sales and business development plans to exceed target levels.
• Generate new business through strategic-based selling and managing relationships with key customers.
• Assigns appropriate sales goals and assignments to sales staff; determines optimal utilization of staff and resources to achieve sales goals.
• Responsible for communication with sales management team to coordinate account strategies.
• Responsible for hiring, directing and evaluating staff.
• Works in conjunction with the Strategic Pricing Group to negotiate contracts and bids.
• Formulate business plan to support the business development process.
• Determines equitable sales assignments.
• Responsible for timely and accurate forecasting (PTG) of software, consulting services, and education services.
• Ensures team alignment toward BASE sales approach and utilization of Orion, Account Plans and Opportunity Plan development.

Additional Responsibilities

• Coordinates resources for specified sales methodology and promotes and reinforces BASE selling concepts. Note: If not BASE replace Solution with Strategic.
• Leads sales representatives in meeting goals in day-to-day performance.
• Interprets sales policies, advises sales executives in the handling of complicated sales and policy issues, and emphasizes the requirement for use of divisionally-adopted sales methodologies.
• Accurately forecasts new and renewal sales on a monthly and quarterly basis.
• Hires and is very involved in early and on-going training of new sales executives.

Education

• Bachelor's degree preferably in Business, Marketing, Computer Science, or quantitative field.

Experience

• Typically requires eight years of experience in software sales, including two years in a leadership role, coordinating and/or supervising technical projects within the technology industry. Demonstrated experience in successfully achieving a sales target.

Knowledge, Skills and Abilities

• Demonstrated understanding of strategic sales techniques and principles specifically in the hardware and software industry.
• Demonstrated knowledge of at least three industries and/or market segments. Knowledge of corporate/government software or hardware acquisition cycles.
• Strong leadership, supervisory, and interpersonal, oral, and written communication skills.
• Ability to travel.