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.