SAS

Engagement Manager

CA-ON-Toronto
Requisition ID
2017-12033
Job Category
Consulting
Travel Requirements
25%

Company Overview

 

Skill and Experience Requirements

 

The Engagement Manager works closely with the Consulting delivery teams and Software Sales teams to ensure sales of SAS Professional Services to SAS Clients by:

 

  • Engaging in the development and implementation of strategic sales and marketing activities, involving clients and/or business partner organizations, designed to drive incremental sales of Professional Services including Consulting, Implementations, Hosting and Remote Managed Services.
  • Serves as a key liaison between Professional Services and Sales, Marketing, and Alliances in supporting the development and maintenance of key customer accounts, sales and support opportunities, consulting and sales operations, and/or business partner relationships.
  • Provides direct Professional Services sales support through sales calls, sales tool development, and coaching in the sales force on services-focused account strategies.
  • Developing, promoting, and implementing the usage of best practices for efficient technology and solutions deployment

 

Major Responsibilities:

  • Participates with services management to identify and establish objectives, assignments, and goals in accordance with regional or national strategic plans for selling Professional Services.
  • Develops sales strategies for assigned accounts to include the following: identifying customer business pains, establishing value propositions, and articulating a solution capability at the C-level. This sales strategy will address what to sell and how to sell in collaboration with the solutions-based selling approach with the Sales and Marketing teams.
  • Develops PSAs and SOWs based on scope, estimates and pricing.
  • Reach yearly revenue quota set out for territory/assigned accounts in Professional Services signed contracts.
  • Keeps abreast of Professional Services business development practices and competitor activity/strategies in the market.
  • Creates demand generation and customer or business partner relationship management programs from content design through implementation and results tracking to ensure that objectives are met.
  • Prepares and delivers presentations to customers and/or business partners at the highest levels of management. Performs Strategic Value Assessments (SVAs) to demonstrate value of a solution to a client.
  • Serves as a resource for Sales and Marketing account teams for Professional Services business development.  Acts as a key liaison between Professional Services, Sales, Marketing, and Alliances teams.
  • Works closely with Regional Consulting Directors/Managers and Education Director/Manager to identify and prioritize business development opportunities, obtain subject matter consulting resources for sales support (qualification, scoping, estimating), works with Practice Leaders to price opportunities, and finalizes consulting contracts.
  • Conducts extensive follow-up with customers and/or business partners to track and uncover additional business opportunities, and drive existing engagements to reference status.
  • Keeps abreast of new company product development and marketing strategies; relates technical concepts to SAS software applications and user needs.
  • May be required to travel as required to support regional business development.  This includes support for their own region, as well as other regions with more limited capacity and expertise.
  • Performs other duties, as assigned. 

 

Requirements:

  • Ten years of experience in consulting, sales, marketing, client care, business partner relationship development, and/or technical functions within the technology industry (including related products and services).
  • A degree preferably in Business, Marketing, Computer Science, MIS or other relevant discipline.
  • Directly related experience or a combination of directly related education and experience may be considered in place of the above requirements.
  • Experience selling into the financial services sector is an asset.
  • Strong written, verbal, and interpersonal communication skills. 
  • Public speaking experience.
  • Ability to travel.

 

 

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