SAS is the leader in analytics. Formed in 1976, SAS develops and markets software systems that allow companies to gather, store, access and analyze corporate data to aid in decision-making. SAS has customers at more than 83,000 sites, which span financial services, business, government and higher education.
A core part of SAS business is the provision of Risk Management solutions. These solutions incorporate extensive business content, advanced analytics, and leverage leading SAS data management and reporting tools. SAS is consistently rated as a leading risk technology vendor, and has enjoyed rapid growth in its Risk business.
Focus areas are: Stress Testing, IFRS9, Model Risk Management, Regulatory Risk Management, Credit Scoring and Insurance Risk (IFRS17).
Insurance is a new growth area for Asia Pacific. SAS insurance risk solutions were first developed to address the European Solvency II market. The SAS IFRS17 solution was released in 2017, and is already being adopted by major global insurance firms.
This role is an opportunity to join one of the world’s leading employers, to drive the growth of our Asia Pacific Risk business in an exciting and dynamic market.
SUMMARY OF ROLE
Risk Research & Quantitative Services (RQS) is the global Risk division in SAS. RQS is responsible for the development of risk solutions. The Risk Business Consulting (RBC) team provides deep domain and technical expertise to support sales and implementation. RBC also provides critical input into the evolution of our risk solutions.
RBC works closely with Sales, Presales, Marketing, Professional Services (responsible for implementation of risk solutions) and Alliances.
This role is for an experienced insurance technology practitioner to join the RBC Asia Pacific insurance team.
Builds a trusted relationship with the Account Executive, and client account to provide practical and theoretical guidance in the business value of proposed solution and set proper expectations to ensure customer satisfaction.
Strategizes with sales team on objectives for customer meetings, understands how this activity relates to overall sales plan and provides functional solution leadership for sales opportunities.
Leverages knowledge of a domain, industry, or SAS Solution to increase SAS’s credibility primarily in sales situations.
Conducts discovery meeting to collect, analyze, clarify and document business requirements during the sales cycle to support the implementation team and to produce a detailed solution proposal.
Scopes and defines work effort, resource plan and estimates cost on phase/project. Conducts project requirements gathering.
May work on consulting projects and special projects as assigned; acts as technical lead on projects as assigned (Consulting).
Delivers standard, customized and/or strategic, senior level solution demonstrations and presentations outlining the functional capabilities, competitive advantages and business benefits of the SAS solutions as they apply to client needs.
Installs SAS solutions and any required supporting products for knowledge sharing and demonstration purposes.
Assists in the response to RFI/RFP’s utilizing the RFP Repository and crafting thorough and compelling answers.
Provides reliable delivery of targeted project results through role as expert in the application of specific SAS methodologies, projects and technologies
Uses domain/industry/solution expertise to participate in and lead pre-sales activities. May also assist during implementation/design
KNOWLEDGE, SKILLS AND ABILITIES
- Strong understanding of insurance industry, actuarial / finance processes and methods, insurance decision support and operational systems.
- Strong understanding of one or more insurance markets in Asia Pacific.
- Ability to acquire a detailed understanding of solution capabilities, and competitive positioning, from a functional and technical perspective.
- Demonstrated ability for consultative selling. Ability to drive incremental revenue.
- Team player. Creates formal networks involving coordination among groups.
- Ability to understand and translate complex technical and business information to internal/external audiences. Demonstrated ability to present to all levels of an organization. Public speaking experience.
- Excellent analytical, and creative problem-solving skills. Advanced project management and facilitation skills.
Minimum of 7 years in Insurance industry.
Minimum of 3 years' experience of working in a vendor or business consulting / sales environment.
Familiarity with SAS an advantage.
Fluent in English. Cantonese and Mandarin (desirable).
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