Senior Account Executive at SAS

Primary Responsibilities

• Builds customer networks, especially with C-levels and senior executives.
• Develops and manages strong and effective working relationships with key decision makers, influencers, and other contacts.
• Develop and manage strong and effective working relationships with SAS partners present in the account(s) or new partners.
• Gains preference for SAS among top decision makers and influencers, using SAS resources including South Africa management and executive team, delivery teams, marketing, amongst others.
• Tracks customer strategic programs and projects, and establishes awareness and preference for SAS solutions for these.
• Identifies and develops new opportunities.
• Sells SAS software, solutions and services; works with other sales / pre-sales / domain / personnel to position and leverage sales opportunities to acquire, grow and retain customers and solutions.
• Identifies opportunities for business expansion, and develops and manages relationships that further enhance and support our sales activity.
• Works with marketing, sales and R&D groups to translate business development strategy into specific initiatives.
• Develops strategic direction from market information and creates compelling proposals that effectively differentiate SAS from our competitors.
• Analyzes industry trends and other market information to identify opportunities.
• Fulfills wide range of requests for information from customers. Qualifies level of opportunity and resources required.
• Prospects within your assigned account(s) and / or assigned territories to uncover additional business needs.
• Implements aspects of territory and account management and development; identifies areas with high "close" potential, qualifies, advances opportunity through milestone steps of sales cycle and forecast time frames to close business within Orion (SAS internal sales management system).
• Creates demand generation and customer relationship management objectives from content design through implementation and results tracking to ensure that objectives are met.
• Prepares and delivers presentations to customers at the highest levels of management.
• Works closely with pre-sales resources and executives to facilitate timely response to highly qualified, high revenue potential opportunities.
• Prepares standard quotations, proposals, RFQ’s, RFP’s and any other information as required; works with other departments to create and finalize contracts and set time schedules for delivery services.
• Follows up with customers to track satisfaction levels and to discover additional revenue opportunities.
• Develops a detailed understanding of company pricing, licensing procedures and approvals matrix.
• Fully utilizes account planning process and tools (Account Plans and Opportunity Plans within BASE).
• Performs other duties, as assigned.

Additional Responsibilities

• Customizes and sells solution and services / consulting packages to match account needs with SAS offerings, along with external partnership offerings.
• Utilizes BASE or Strategic selling methodology, strategic concepts, and techniques.
• Conducts significant direct contact with customers and travel to customer sites, where required.
• Serves as a resource for team members in all aspects of account management, policies and procedures, marketing goals and objectives, SAS System applications, hardware platforms, market trends and business and industry knowledge.
• Sets goals and objectives based on evaluation of customer(s) potential and matches company and divisional initiatives.
• Actively drives and participates in sales calls and presentations; identifies goals, evaluates account needs, and assists in designing appropriate demonstrations.
• Applies knowledge of SAS marketing goals and objectives, SAS applications, supported hardware platforms, and marketing trends to assess account needs.
• Assumes responsibility for all activity in account(s) and new revenue, both software and services, works with consulting staff to position service solutions and leverage sales opportunities.
• Directs internal SAS resources, including pre-sales and post-sales services, contracts, etc. to reach objectives.
• Assumes consultative role in dealing with technical issues and interpreting applications needs.
• Prepares complex quotations and proposal information as needed; works to customize quotes and proposals and to coordinate resources across divisions.
• Conducts extensive follow-up with customers to track satisfaction levels and uncover additional opportunities.
• Effectively manages business expenses.
   

Knowledge, Skills And Abilities

• Knowledge of advanced strategic solution sales techniques; knowledge of hardware and / or software acquisition cycles and buying influences specific to the Banking industry is required.
• Advanced knowledge of industry software terminology and concepts; knowledge of SAS solutions and services preferred.
• An understanding of the Analytics market and unique sales approach required to be successful in value based deals.
• Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan.
• Ability to work independently and as part of a team.

Complexity
Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results. Networks with key contacts outside own area of expertise.

Supervision
You will be part of the Commercial Sales team at SAS, and team participation is expected. Determines methods and procedures on new assignments and may coordinate activities of other personnel as a Team Lead in deriving sales objectives.

Problem Solving
Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways. Some barriers to entry exist at this level (e.g., dept./ peer review). Level at which career may plateau.

Education

• Post Graduate Degree.

Experience

• Requires a solid experience in sales, which demonstrates large account management understanding. The role is two-fold and you must have experience in building pipeline ( BUSINESS DEVELOPMENT ) and close deals ( SALES ) within the financial environment specifically with banking clients.
• A proven track record working with C-level decision makers and influencers is key; as is an understanding of how to work with marketing and delivery teams to drive successful sales.
• Previous knowledge of selling enterprise software solutions is essential, an understanding of analytics, and the knowledge of how to work with technical support to drive successful customer engagements.