- Focus on leads generation and qualification for SAS products to current and prospective customers.
- Participate in the development/execution of strategic territory plans.
- Fulfill a wide range of requests for information from current and prospective customers; qualifies level of opportunity
- Support the Territory Sales Executive to generate incremental revenue through lead follow up, social selling, prospecting, cold-calling, up-selling and cross-selling activities within a territory or account.
- Identifies accounts with high “close” potential, qualifies opportunities thoroughly
- Prioritize sales engagements, customer inquiries and other activities to maximize revenue and territory performance.
- Follows up with customers to manage account relationship and to uncover additional opportunities.
- Establish relationships with varying levels of buyers within current and prospective accounts to determine software, service and training needs.
- Keeps abreast of industry trends, terminologies, basic software applications, operating systems, and hardware requirements. Keeps track of product availability and software bundles.
- Use internal CRM to keep business information accurate and up to date.
- Identify and facilitate various internal and external partner resources throughout sales cycle.
- Develop an understanding of company pricing, policies and licensing procedures. Perform other duties, as assigned.
- Generate opportunities and or appointments and by means of proactive outbound prospecting and lead activity management in an effort to qualify and market our solutions to potential customers.
- Align and work with marketing and the Territory Sales Executive for mid-market campaigns
- Perform responsibilities in all activities related to the mid-market territory strategy and new revenue generation; assume a consultative role in dealing with technology drivers and strategies.
- Prepare customer profiles based on needs analysis
- Advanced knowledge and understanding of company pricing and licensing procedures.
- Set customer meetings/appointments with the Territory Sales Executive / or Resellers
- Independently perform all responsibilities.
Knowledge, Skills and Abilities
- Applies advanced prospecting and strategic selling techniques.
- Advanced knowledge of hardware and software acquisition cycles and buying influences.
- Good written, verbal, and interpersonal communication skills.
- Ability to quickly establish and build relationships with customers, including comfortably engaging C-levels; ability to communicate technical and business concepts via phone and relate them to SAS system applications and user needs.
- Ability to analyze and evaluate territory dynamics, develop a sales plan, and accurately forecast sales on a consistent basis.
- Leverages in-depth knowledge of industry/market trends and complex business / finance concepts in selling.
- Broad knowledge of SAS products and solutions required.
- Excellent organizational and time-management skills.
- Ability to work independently or as part of a team in a fast-paced, high volume sales environment.
- Ability to initiate and lead projects.
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