We’re a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence - and questions into answers.

We’re also a debt-free multi-billion-dollar organization on our path to IPO-readiness. If you're looking for a dynamic, fulfilling career coupled with flexibility and world-class employee experience, you'll find it here.

Summary:
Responsible for sales management and leadership of SMB sales contributing to the achievement of SAS’s strategic corporate and business unit objectives through the implementation of sales and marketing strategy within a defined region or industry.

Primary Responsibilities:

• Develops and executes Territory Strategy designed to grow revenue (New Recurring Revenue, Non- Recurring Revenue & Existing Recurring Revenue), exceed quotas, and achieve management business objectives (MBOs).
• Collaborates with senior leadership to create territories and assign targets in line with overall Territory Strategy. Determines optimal utilization of staff and resources to achieve sales goals and execute Territory Strategy.
• Partners with key stakeholders (Customer Advisory, Industry/Domain Experts, Partners, Value Engineering, CIS, etc) to identify, validate, and prioritize SAS offerings with the highest revenue potential in the territory. Connects with stakeholders (Consulting, Hosting, Education, CIS, Marketing) to ensure offerings are right sized for SMB accounts and can be sold in volume.
• Partners with Marketing and Sales Development to build pipeline development plan and ensure marketing and sales enablement assets and programs are available and right sized for SMB accounts in line with the Territory Strategy.
• Leads sales team to execute the Territory Strategy by providing focus, direction, coaching, training & development and engaging directly with customers.
• Provides sales team focus and coaching in selling target offerings to target industry segments and subsegments.
• Manages key customer relationships and escalations.
• Actively engages in larger sales cycles developing relationships with buyers and insuring effective sales execution. Analyzes and evaluates territory sales plans and practices to maximize revenue and minimize product cancellations.
• Analyzes and implements company sales initiatives at the regional or national industry level and develops short- and long-term plans to address industry and competitor trends.
• Analyzes and evaluates territory sales plans and practices to maximize revenue and minimize product cancellations.
• Generate new business through strategic-based selling, managing relationships with key customers, and designing and executing high volume pipeline build campaigns.
• Keeps abreast of industry and technology trends, terminologies, software applications, operating systems, and hardware requirements.
• Determines and executes employee growth and development activities at the team and individual level to fill knowledge and skill gaps.
• Conducts Weekly Coaching Conversations with sales representative to ensure activities are productive and leading toward strategy execution and goal achievement.
• Assists sales representatives in meeting goals in day-to-day performance, activity metrics, sales, and increased product knowledge.
• Handles management responsibilities including hiring, onboarding, training, delegating work assignments, reviewing performance, mentoring, coaching, and giving feedback.
• Interprets sales policies, advises representatives and sales assistants in the handling of sales and policy issues, and emphasizes the requirement for use of divisionally adopted sales methodologies.
• Manages training sales representatives on territory account management, lead management forecasting revenue expectations.
• Collaborates with sales leadership team to communicate best practices, develop cross-team training, sales plays, campaigns and positioning of products and services.
• Provides support and direction to sales representatives in developing sales methods and business plans for sales of SAS offerings.
• Works in conjunction with the Enterprise Negotiations and senior leadership to structure and negotiation large contracts when necessary.
• Plans and conducts value add sales team meetings.
• Directs management of sales and sales support activities for staff members to implement growth plans and sales activities.
• Responsible for timely and accurate forecasting (PTG) of software, hosting, services, and education.
• Assist Director and Senior Director with territory segmentation and quota assignments
• Ability to travel to critical customer or internal meetings.

Required Qualifications

• Bachelor's degree preferably in Business, Marketing, Computer Science, or quantitative field.
• Typically requires eight years of experience in technical sales, marketing, data processing, or technology-related products or services sales and two years in a leadership, supervisory or team lead role.
• Managerial experience in handling team across ASEAN countries 
  
• Experience in working matrix environment and regional structure 
  
• Solution selling experience preferably in Analytics space industry experience in FSi, Govt and commercial segment ( Manufacturing, Retail, Healthcare,etc)
  
• Consistent performance in delivered QoQ software/cloud revenue 
• 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.
  
• Strong attention to detail.
•  You’re curious, passionate, authentic and accountable. These are our values and influence everything we do.

Diverse and Inclusive

At SAS, it’s not about fitting into our culture – it’s about adding to it. We believe our people make the difference. Our diverse workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers. Our commitment to diversity is a priority to our leadership, all the way up to the top; and it’s essential to who we are. To put it plainly: you are welcome here.

Additional Information:

SAS only sends emails from verified “sas.com” email addresses and never asks for sensitive, personal information or money. If you have any doubts about the authenticity of any type of communication from, or on behalf of SAS, please contact Recruitingsupport@sas.com.

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