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Technical Support Account Manager
Summary:
To provide post-sales support across enterprise-class SAS business software applications and/or solutions for strategic customers as assigned. Serves as an advocate and escalation point for the customer acting as a liaison between all SAS divisions. Provides input and guidance during the customer lifecycle and contributes as a stakeholder to the success of the customer’s relationship with SAS.
Primary Responsibilities:
- You will act as a strategic technical advisor to customers on SAS support related activities
- You will proactively communicate effectively and articulate well, with customer and experts across SAS during the problem resolution process. Accurately documents and specifies information in the tracking system during the entire track life cycle. Provides status updates for all outstanding issues.
- You consistently set and manage internal and external expectations and project pressures at all levels of technical and business management including coordinating/managing problem escalation activities and communications (outside business hours for business-critical problems as appropriate). Follows defined Standard Operating Procedures to ensure consistent delivery of standard and services. Co-ordinates SAS resources as required to deliver support services. Often performs these duties under pressure where decisions have a significant business impact for SAS and/or customers.
- You will routinely build knowledge of SAS and specialized technical and business domain knowledge with an understanding of the business problems that are addressed by SAS applications and/or solutions. Applies expertise in multiple areas of the SAS system to help customer understand and solve their specific business problems, vision of business solutions, unique requirements, and operational capabilities and limitations. You will help the customers understand where risks exist, suggest strategies for mitigation, and recommend resources to help reduce risk.
- You will facilitate the timely and sufficient resolution of all customer issues and requests. Works remotely or on customer site as necessary to deliver the services.
- You will keep abreast of other vendors’ products.
- You will advise users how SAS software offerings compete, and/or how to most effectively use SAS in conjunction with the vendors’ products. Contacts vendors to report problems and obtain information.
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- You will be required to collaborate with experts across technical support departments, SAS divisions, and partners when necessary and keep internal and external stakeholder groups informed of problems, suggestions and general comments and concerns related to the software, the business domain, and the account, as appropriate and act as an advocate for the customer.
- You will identify and share account intelligence, with sales account teams, identifying new software or services sales opportunities. Contributes to the proposal definition and sales of new support service opportunities. Solicits feedback on technical support services.
- You will suggest, manage, and implement special projects to assist Technical Support, users, or other teams.Additional Responsibilities:
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- You will interface with other groups and takes an active role in product, solution, or platform direction. Provides product supportability feedback to research and development.
- You will take personal responsibility for supporting enterprise-class business applications or solutions, including involvement with and direction to Development, Marketing and Education.
- You will take initiative to improve the level of support offered by their department.
- You will make contributions to the department. Capable of representing technical support at internal meetings that discuss processes and policies.
- You will be accountable to timeous delivery.
- You will act as a positive role model for others in their department.
- You will demonstrate leadership within their department.
- Anticipate training needs and directs or performs training activities, including developing training material.
- Manage escalations without direction from management or team lead.
- Sphere of Influence: department
- To be passionate and authentic in all you do.Work independently; receives minimal guidance on day-to-day work and new projects or assignments A seasoned, relentless, unafraid problem solver, experienced professional with a full understanding of area of specialization; resolves a wide range of issues in creative ways. Bachelor’s degree in Computer Science, Engineering or related quantitative field or industry domain. Five to ten years of relevant experience in software support or development. Relevant experience may also include designing test cases, software consulting, or supporting complex software applications.Equivalent combination of education, training, and relevant experience may be considered in place of the requirements stated above. Work is typically performed in an office environment, using simple, easy muscular movements, involving only the handling of light materials, tools, or equipment in easy work positions, and with no special speed requirements or long stretches of exertion. Vision requirements for this job include close vision and the ability to adjust focus.
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- Physical Requirements:
- Equivalency:
- Experience:
- Education:
- Problem Solving:
- Supervision:
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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SAS has supported insurers around the world for many years and we are perfectly placed to continue to support this industry to respond to the most recent technology trends and challenges. Whether we are supporting the fight against fraud, transforming customer experience or meeting regulatory demands, SAS can deliver value from the most advanced analytics and machine learning techniques faster than any other provider. SAS is looking for a sales professional to join our UK insurance client managers working with a small number of key accounts to drive change and support our customers as they transform to become truly data driven organisations.
Advisor for Insurance industry
If you are currently working as an actuarian and want to see the profession from a different angle – keep on reading.
We are looking for a new member to our team to work as an Advisor for our biggest insurance customers in Sweden. You will establish and build broad relationships with customer, identify strategic opportunities, bringing the necessary domain and SAS expertise to assist with the development of new sales initiatives as well as existing SAS implementations.
Your work will be to
- communicate and present current SAS technologies and solutions as well as future direction.
- Lead teams working with the Account Executive in all customer related activities involving SAS while ensuring highest customer satisfaction.
- Help to ensure that the customer maximizes the value of their SAS purchase and ensures adoption ultimately resulting in the preservation of our renewal revenue.
- Provide follow-up support in disseminating technical across both organizations.
And you will achieve that by
- Engaging client at executive and other levels to nurture and enhance relationship.
- Delivering up-to-date information on our capabilities including roadmap and strategic direction.
- Serving as the primary technical contact between the Account Executive, Systems Engineer, and other services available on all pre-sales activity.
- Working with SAS Professional Services to coordinate pre-sales efforts with paid consulting opportunity.
- Acting as the strategic advisor to SAS users and customer IT management.
- Collaborating with Account Executive in order to pursue relationships and opportunities in parallel to widen the bandwidth of sales activity, build trust with all customer contacts, and to promote and maintain the integrity of the SAS/client relationship.
- Assisting the Account Executive in developing and moving sales leads and opportunities forward.
- Partnering with sales team to develop and manage overall Account Engagement Plan (AEP) that documents all SSOs, Action Plans, the support resources (SE, consulting, etc.) required for each step, and the timeframes for all elements.
- Documenting how SAS is being used throughout the account.
- Promoting use of other SAS technology, solutions and resources (consulting, technical support, training, conferences) available to ensure optimal use and customer satisfaction.
- Maintaining up-to-date knowledge of competitive marketplace as well as key competitors at client.
What would be great to see in your cv
- Strength in Analytics and Insurance sector. Actuarian maybe
- Clear understanding of sales strategies and cycles.
- Excellent problem solving, organizational, decision-making written, oral and interpersonal skills.
- Ability to conceptualize client needs and translate into specific implementation strategies.
- Ability to work independently and as part of a team.
- SAS technology knowledge is a definite plus but you need to have some programming experience
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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Company Overview
SAS Institute is the world's largest privately-owned software company and leader in Business Intelligence & Business Analytics. Since 1976, we have given our customers insight into seeing new opportunities and making the right decisions faster using user-friendly analytical software. We are the world's leader in the business analysis market and consists of more than 14,000 professionals worldwide. We serve more than 80,000 of the largest companies and organizations in 148 countries around the world, including 96 of the 100 best in Fortune Global 500.
The Role
We are currently seeking a Senior Account Executive who will report in to EU Beacon Acc Mngr in the Public Sector team in BeLux. This role is based in our Tervuren (BE), Luxembourg or Netherlands office.
Desired Skills
We are looking for individuals who have significant, demonstrated track record within Sales and Relationship Management in European Institutions. Previous experience within the IT industry (preferably Software/analytics/consulting or complex sales cycles) will make sure you have a flying start with us. Ideal applicants will be enthusiastic about helping our customers cope with demanding challenges and turn them into mutually rewarding opportunities. You must be highly motivated, a self-starter, articulate and able to contribute to transformation projects.
Most important attributes are:
- Knowledge of the European Institutions and an understanding of challenges and problems to be expected in the digital transformation of the EU is a big advantage.
- Knowledge of the European Institutions partners landscapes (Big4, DESIS Contracts, CLOUD contracts, SIDE Contracts, Framework contracts, etc) and existing relationships with these partners with DGs and Agencies across Europe.
- Experienced within Sales and Relation Management. Comfortable to take a clear leadership role throughout the complex sales cycle, from establishing a relationship and discovering an opportunity, via proving value and negotiating business terms, all the way through to delivering the value we promised.
- Skilled at understanding people’s needs and priorities. Eager to help people reach their goals while also confident enough to challenge when required.
- You will benefit from having worked in the software industry. To become successful, you should have an insight into the mechanics of how organizations can get the best out of their IT solutions. An understanding of change management and how complex projects are procured, including implementation and delivery would be extremely beneficial.
- You must be a high caliber sales executive who can build trust and rapport and who is able to collaborate with partners and resources across the SAS organization.
- Great capacity to summarize, abstract, digest complex information and deliver concise messages
- Ability to work with high potential people and keep pace with virtual teams across different opportunities
Personal attributes matching with our SAS values
- Result oriented with a positive drive and attitude towards success.
- Excellent social interaction skills.
- Curious at heart and with an enthusiastic leadership that motivates people to chip in.
- Disciplined, hardworking, positive minded and motivated.
- Great self-awareness, capable of introspecition and sense of responsibility and accountability
#LI-CH1
Today, as always, we seek the best talent to build on our success and help our customers change the world. We offer a competitive base salary and bonus, and excellent benefits so, if you believe you have a great talent, good communication skills we would love to hear from you!
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Summary:
We are seeking senior strategic business development leaders with a deep understanding of the value propositions and ecosystems powered by the Internet of Things (IoT) applied to the international shipping and logistics industry. This senior role will focus on activating companies into sell-through channels with a specific revenue target. This strategy is focused on using SAS analytics and IoT technology to accelerate analytics-powered outcomes embedded in our partners’ business – driving new revenues or margin improvements they take to market.
Primary Responsibilities:
- Responsible for overall performance of the assigned industry territory including activating net new partner(s), achievement of strategic objectives (ex. Creation of high impact success stories with marketing teams) and executing against sales targets.
- This position covers Intelligent Logistics & Shipping -> This includes perishable / non-perishable goods, pharmaceutical transport, intermodal transport, port services and container management
- Establish successful IoT channel and partner relationships
- Ability to quantify / create a business case through an assumption driven model in support of closing a specific value proposition sales cycle against targeted companies:
- Understand observable market opportunity:
- Understand requirements to perform against observable market opportunity:
- Understand investment to enter into observable market opportunity:
- Understand necessary market share to support healthy business:
- Understand delivery complexity and ongoing management costs:
- Understand sensibility of the business model
- Establish IoTc ecosystem design – channel and / or assets with go to market plan
- Formalize economic frameworkcontracts and distribution model
- Secure clients and revenue base for created IoTc ecosystem value proposition
- Manage key customer relationships and help close strategic sales opportunities
- Identify and influence key stakeholders at all levels within partner organizations and SAS to build relationships, enhance SAS IoT brand, generate and develop ideas, and pursue opportunities that will result in alternate routes to market and increased revenue
- Maintain company and Global Partner program standards including development of program frameworks to support new and existing routes to market for SAS IoT capabilities
- Demonstrate value- and trust-based business development and selling skills with a deep understanding of the customer’s needs
- Develop and maintain the multi-year strategic territory plan for IoT partners to meet or exceed customer objectives and SAS sales goals
- Maintain a thorough understanding of the industry including trends, business processes, financial measures, performance indicators and key competitors
- Must have prior experience in software sales, business development, consulting or direct industry employment across shipping, logistics or port services
Additional Responsibilities:
- Applies knowledge of company marketing goals, strategic priorities, SAS-powered value propositions, supported hardware platforms, business trends, and industry knowledge to assess emerging IoT solution requirements.
- Works closely with virtual sales team, account managers and executives to facilitate timely response to highly qualified, high revenue potential leads.
- Assists in evaluation of territory or account potential; uses BASE or Strategic selling methodology, pipeline management and forecasting to identify accounts with high "close" potential, qualifies, and forecasts time frames to close business.
- Develops action plans to close business for IoT-enabled value propositions
- Develops plans to identify IoT solutions that have the potential for further development and leads virtual teams to execute against the opportunity.
- Teams with pre-sales resources and executives on strategic account development opportunities.
- Understands the process to develop new analytic models and requirements for its successful performance in business operations.
Essential Requirements:
- Ability to travel
- Fluent in English and local languages to region
- Located in Singapore or Kuala Lumpur
- Requires 8+ years of relevant IoT Industrial experience and Sr. Management level relationships
#LI-CC1
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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Summary:
We are seeking senior strategic business development leaders with a deep understanding of the value propositions and ecosystems powered by the Internet of Things (IoT) applied to heavy industry and utilities sectors. This senior role will focus on activating companies into sell-through channels with a specific revenue target. This strategy is focused on using SAS analytics and IoT technology to accelerate analytics-powered outcomes embedded in our partners’ business – driving new revenues or margin improvements they take to market.
Primary Responsibilities:
- Responsible for overall performance of the assigned industry territory including activating net new partner(s), achievement of strategic objectives (ex. Creation of high impact success stories with marketing teams) and executing against sales targets.
- This position covers Intelligent Heavy Industry Operations & Utilities -> This includes a detailed understanding of analytics in manufacturing, industrial assets, mining, condition-based monitoring, utilities management and power generation / distribution
- Establish successful IoT channel and partner relationships
- Ability to quantify / create a business case through an assumption driven model in support of closing a specific value proposition sales cycle against targeted companies:
- Understand observable market opportunity:
- Understand requirements to perform against observable market opportunity:
- Understand investment to enter into observable market opportunity:
- Understand necessary market share to support healthy business:
- Understand delivery complexity and ongoing management costs:
- Understand sensibility of the business model
- Establish IoTc ecosystem design – channel and / or assets with go to market plan
- Formalize economic frameworkcontracts and distribution model
- Secure clients and revenue base for created IoTc ecosystem value proposition
- Manage key customer relationships and help close strategic sales opportunities
- Identify and influence key stakeholders at all levels within partner organizations and SAS to build relationships, enhance SAS IoT brand, generate and develop ideas, and pursue opportunities that will result in alternate routes to market and increased revenue
- Maintain company and Global Partner program standards including development of program frameworks to support new and existing routes to market for SAS IoT capabilities
- Demonstrate value- and trust-based business development and selling skills with a deep understanding of the customer’s needs
- Develop and maintain the multi-year strategic territory plan for IoT partners to meet or exceed customer objectives and SAS sales goals
- Maintain a thorough understanding of the industry including trends, business processes, financial measures, performance indicators and key competitors
- Must have prior experience in software sales, business development, consulting or direct industry employment across manufacturing, industrial asset management, mining, condition-based monitoring, utilities management and power generation / distribution
Additional Responsibilities:
- Applies knowledge of company marketing goals, strategic priorities, SAS-powered value propositions, supported hardware platforms, business trends, and industry knowledge to assess emerging IoT solution requirements.
- Works closely with virtual sales team, account managers and executives to facilitate timely response to highly qualified, high revenue potential leads.
- Assists in evaluation of territory or account potential; uses BASE or Strategic selling methodology, pipeline management and forecasting to identify accounts with high "close" potential, qualifies, and forecasts time frames to close business.
- Develops action plans to close business for IoT-enabled value propositions
- Develops plans to identify IoT solutions that have the potential for further development and leads virtual teams to execute against the opportunity.
- Teams with pre-sales resources and executives on strategic account development opportunities.
- Understands the process to develop new analytic models and requirements for its successful performance in business operations
Essential Requirements:
- Ability to travel
- Fluent in English and local languages to region
- Located in Australia near major international airport
- Requires 8+ years of relevant IoT Industrial experience and Sr. Management level relationships
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
#LI-QZ1
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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Primary Responsibilities:
- 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
Additional Responsibilities
- 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.
#LI-CC1
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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Primary Responsibilities:
- 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
Additional Responsibilities
- 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.
#LI-CC1
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JOB DESCRIPTION
TITLE:
Account Executive, Public Sector
FUNCTION / CATEGORY:
Sales
REPORT TO:
Sales Director, Malaysia
SAS is the leader in business analytics software and services, and the largest independent vendor in the business intelligence market. Through innovative solutions, SAS helps customers improve performance and deliver value by making better decisions faster. SAS gives you THE POWER TO KNOW®.
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
#LI-SK1
POSITION PURPOSE:
This role is responsible for contributing to the achievement of SAS's strategic objectives through the implementation of sales and marketing strategy within the Public Sector, building the primary revenue stream beyond software sales. Also responsible for ensuring that SAS is a market leader, delivering innovative solutions to all clients and has a high profile in the specific sector.
Job Responsibilities:
- Develop and implement marketing, sales and business development plans for Public sector to achieve or exceed agreed levels of profitable sales
- Develop and generate new business through strategic-based selling and managing relationships with the new accounts
- Formulate business plan, ensuring detailed and strategic account plans available to support the business planning process
- Prepare sales reports and forecasts of business trends to achieve or exceed revenue
- Ensure SAS maximizes brand exposure and positioning activities in the specific sector
- Work closely with management team to ensure that sales activity, focus, solutions expertise is maximized in the specific sector or targeted accounts
- Initiate programs/initiatives to increase contacts at Senior Levels of customer's business ("C" level), uncover customer's need and map to possible solutions
- Articulate to clients the business value of adopting a SAS solution, align pricing and negotiations towards enterprise-wide solutions and impact
- Give presentations internally on SAS solutions, industry segments, conveying customer perceptions and opportunities
- Demonstrate best practice by experience sharing of customers' success stories within the sales team
Experience and Knowledge:
- Degree holder or above in any discipline
- 3 – 5 years of related direct selling experience, preferably with multi-national company, possessing an in-depth knowledge of business and software consulting.
- Having sales or business development experience is a must
- Demonstrate proven record of solution selling
- Require a broad understanding of clients' business and industry issues
- Experience in selling to C-level and well-connected in the market place is an advantage
- Excellent communication and presentation / demonstration skills
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エンタープライズ営業部
Account Executive (for SMB)
仕事内容
- 企業単体売り上げ500-1,500億規模、全業種対象（一人50社担当）
- Business Analytics製品およびソリューションの販売
- 新規案件発掘と既存顧客へのアップセル/クロスセル
- プリセールス、コンサルティング部門、パートナー企業と連携し、案件創出からクロージングまでを担当
希望
- 25歳～35歳程度まで
- ソフトウェアのダイレクトセールスの経験
- ソリューション営業の経験、特にアプリケーション・データベース・情報系ビジネス（BA, BI, CRM, DWH等）領域の経験
- 新規案件開拓の営業経験
- 幅広い業界に対する、3年以上の営業経験
- 顧客の業務課題へのヒアリングスキル
- プレゼンテーションスキル／コミュニケーションスキルを有していること
- 連携する社内外関係者との協力を効果的に推進できる能力
- 自分で手が動かせる
- 指示がなくても自発的に行動が出来る
- 統計、データマイニング等の知識
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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If you have to spend, on average, 54% of your waking hours at work, why not do something meaningful – that you can be proud of? SAS is making a difference in people’s lives all around the world. Our analytics software helps organizations make the kinds of important decisions that drive change each and every day – like how to capture the bad guys, keep kids safe, feed the hungry, and even ensure that people who struggle to learn are not lost.
Summary:
- Responsible for sales of SAS software products, solutions and services in a high volume, multi-tasking environment to prospective and current accounts.
Primary Responsibilities:
- Sells software, solutions and services to current and prospective customers; works with other sales/pre-sales/domain/personnel to position and leverage sales opportunities to acquire, grow and retain customers within assigned territory.
- Strong experience selling into Tier 1 accounts (>$3B)
- Fulfills wide range of requests for information from prospective customers. Qualifies level of opportunity and resources required.
- Prospects within a territory or account to uncover business needs.
- Implements aspects of territory and account management and development; identifies accounts with high "close" potential, qualifies, advances opportunity through milestone steps of sales cycle and forecast time frames to close business within Orion.
- Works closely with pre-sales resources and executives to facilitate timely response to highly qualified, high revenue potential opportunities.
- Prepares standard quotations and proposal information as needed; 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 basic 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
- Applies knowledge of company marketing goals and objectives, SAS applications, supported hardware platforms, marketing and business trends, and industry knowledge to assess account needs.
- Recommends appropriate solutions.
- Works closely with virtual sales team, account managers and executives to facilitate timely response to highly qualified, high revenue potential leads.
- Assists in evaluation of territory or account potential; uses BASE or Strategic selling methodology, pipeline management and forecasting to identify accounts with high "close" potential, qualifies, and forecasts time frames to close business.
- Develops action plans to close business for accounts.
- Develops plans to identify accounts that have the potential for further development and executes them.
- Teams with pre-sales resources and executives on strategic account development opportunities.
- Knowledge, Skills and Abilities
- Knowledge of basic sales techniques; knowledge of hardware and/or software acquisitions cycles and buying influences.
- Ability to analyze and evaluate territory dynamics and develop a sales plan; ability to communicate technical and business concepts and relate them to SAS applications and user needs; ability to work independently and as part of a team.
- Ability to travel.
Additional Information:
To qualify, applicants must be legally authorized to work in Canada.
SAS is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.
Equivalent combination of education, training, and relevant experience may be considered in place of the education requirement stated above.
The level of this position will be determined based on the applicant's education, skills and experience.
Resumes may be considered in the order they are received.
SAS employees performing certain job functions may require access to technology or software subject to export or import regulations. To comply with these regulations, SAS may obtain nationality or citizenship information from applicants for employment. SAS collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process.
Want to stay up to date with SAS culture, products and jobs? Follow us on LinkedIn
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About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
Context
It is an exciting time to join the SAS Asia Pacific Talent Acquisition team!
SAS is transforming our Talent Acquisition model to deliver game changing recruitment strategies globally and we are looking for innovative recruiters to join our growing team in Asia Pacific. We are currently seeking a strategic recruiter who is located in Hong Kong.
Team Highlights
The AP Talent Acquisition team is diverse, well connected and extremely focused on candidates experience and the business needs. We are spread across Malaysia, Hong Kong, Japan and Australia and the description of our team would be energetic, cohesive, productive and high performing. We believe in team work and supporting each other through our work and we are very keen in hiring another team member who shares the same values with us!
Overview of Role
To provide recruitment support for Asia Pacific. This will include advertising, sourcing candidates proactively, screening, interviewing, shortlisting and daily interaction with the wider AP team. Based in HK, this role will primarily focus on Greater China, and in some cases may be responsible for providing recruitment support across the rest of the Asia Pacific region.
Primary Responsibilities
- Provide an outstanding experience to candidates whilst promoting the company’s brand and image.
- Build strong relationships with the hiring managers by providing a gold standard service.
- Source candidates through multiple channels.
- Talent pool future roles.
- Draft and place advertisements on job boards and internal career website.
- Conduct preliminary phone interview and shortlist the best talent to the business.
- Work seamlessly with a cohesive and well knitted team.
- Maintain the recruitment application tracking system (ATS) accurately and other reporting systems as required.
- Remain updated on emerging technology changes within SAS.
To be successful in the role, you will have:
- 5-8 years' previous experience working as an IT recruiter – ideally some experience in an internal role (RPO / Executive Search).
- Regional recruiting experience for Asia Pacific is highly desirable with proven record in the Greater China region
- Knowledge and understanding of the technology space and various streams within IT.
- Excellent verbal and written communication skills.
- Strong people skills and able to build and maintain relationships.
- Strong time management, attention to detail and strong multitasking skills.
- Possess solid experience with networking and sourcing via social media.
- Ability to work in a team as well as autonomously.
- Able to handle high volume/high pressure environment.
- Must be results driven but also able to have fun with the team.
- Full proficiency in English, Mandarin and Cantonese preferred
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Big Data. Bigger Opportunities. Go To Market Manager – Demand Generation, Technology Industry
SAS is the leader in business analytics software and services and the largest independent vendor in the business intelligence market. We have over 30% of the market whilst our closest competitors have less than half of this. We invest 25% of our revenue back in to R&D ensuring that we are at the forefront of cutting edge solutions. We are continuously being voted in the top 10 of Fortune 100 Great places to work and over 45,000 world-class companies use SAS to save money, save customers and save lives.
We are currently looking for a Senior Marketing Specialist / Go To Market Manager to join our Marketing Division, based from our UKI head offices in Marlow. you will be responsible for aligning the marketing plans around a key initiative, product line, business unit or strategic account to SAS’s overall sales and marketing strategy. Developing and executing integrated campaigns associated with generating leads and building awareness, and may be involved in increasing renewal revenue at each stage of the customer journey. You will work with a team to develop a comprehensive go-to-market (GTM) plan that includes a variety of content, events, email, social media and innovative campaign approaches. This role will focus on the continuation and development of partner marketing and new business demand generation.
Primary Responsibilities:
- Lead and deliver marketing efforts designed to accelerate revenue, increase renewals or build awareness through an integrated go-to-market plan aligned to the initiative, product line, business unit and/or target account.
- Develop integrated marketing campaigns which are comprised of lead generation, lead acceleration, awareness, and retention elements strategically planned around the stages of the customer journey. Designs and executes the strategy, and communicates the effort accordingly with all levels from constituents to executives.
- Facilitate meetings and discussions with an extended team of channel specialists, content marketers, subject matter experts and other constituents to define the appropriate marketing channels and strategies associated with the goals of the go-to-market plan. Solicit input and feedback through direct interaction with Customers or Partners for a greater customer focus.
- Liaise with multiple organizations across SAS, including the sales business unit, product line specialists and other countries or regions to represent the go-to-market plan and gather feedback to drive the planning process.
- Measure and react to success metrics, performs actionable analysis and makes data driven decisions to improve outcomes and ROI (with the support of the data science team).
- Leverage, enhance and (where applicable) adapt corporate marketing initiatives to be regionally messaged and relevant in order to ensure the right message is delivered to the target audience at the regional level.
- Proactively contribute to global peer groups including sharing best practices and working cross-functionally to accomplish continuous improvement and increased sharing and learning, with the goal of establishing consistency across the globe.
Additional Responsibilities
- Develop marketing plans from the ground up. Brings campaign elements and channels together for a cohesive go-to-market plan
- Become a trusted advisor to multiple management levels within and outside the division.
- Proactively identify opportunities for business changes, makes recommendations and/or creates plans to address the changes
- Demonstrate sound judgment and attitude consistent with company and division values.
- Proactively shares best practices across regions for continuous learning globally
As the successful candidate you will be an experienced Marketer with a solid background in planning and running B2B Demand Generation programmes, ideally for technology companies. You will be experienced in working with senior sales people and be able to support the business objectives, and will have a strong knowledge of the full marketing mix to enable you to do this – an expert knowledge of marketing concepts, including content, digital, social and email strategies, and B2B acumen. You will be experienced in both direct and indirect sales, and be outcome driven. You will have excellent communication skills at all levels, have good analytical and organisational capabilities, and be a great problem solver. Any experience within Account Based Marketing (ABM) was be an advantage, as would a background in Marketing Analytics, Big Data, or BI products or solutions.
In return we can offer you an attractive package and career opportunities, working for one of the best places to work globally (Great Places To Work award winner 2018, and UK Top Employer 2018), in a company which can offer you growth and development.
Want to stay up to date with SAS culture, products and jobs? Follow us on LinkedIn
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Studentermedhjælper til Intern IT Support
Er du IT kyndig, ihærdig og udadvendt, så er studiejobbet hos SAS Institute på Købmagergade det helt rette job for dig.
SAS®-software identificerer mønstre i store datamængder og forudsiger fremtiden for vores kunder. Vores niveau er verdensklasse, og det har gennem mere end 30 år gjort os til verdens største privatejede softwarevirksomhed. Vi har opnået alt dette ud fra en stærk tro på, at "mennesker i vækst skaber virksomheder i vækst". For at sikre fortsat succes har vi behov for en ny, kompetent kollega, der har viljen, evnen og lysten.
Jobbet
At være studentermedhjælper i SAS Intern IT Support er et lærerigt job med mange udfordringer. Sammen med det øvrige supportteam bliver du ansvarlig for at servicere vores medarbejdere. Du skal kunne arbejde cirka 15 timer om ugen, gerne fordelt på 2-3 arbejdsdage. Vi er fleksible omkring eksamensperioder.
Du kommer til at arbejde i en dynamisk IT afdeling med 5 kolleger der favner bredt indenfor bl.a. servere, virtualisering, video conference, AV, brugersupport, hvor der er en stor kontakt flade til vores interne brugere. Du vil få mulighed for at arbejde med følgende typer af opgaver:
- Klargøring og opsætning af nye computere
- Assistere med Windows bruger support
- Kabling af nye computere i krydsfelter
- Fejlfinding på computere og udstyr
- Udarbejde dokumentation og brugerguides
- Diverse ad hoc IT opgaver m.m.
- Alm oprydning i vores IT-udstyr.
Dine kvalifikationer
Du har naturligvis udpræget teknisk sans og har allerede skilt mange PC’ere ad – og samlet dem igen. Du er fascineret af teknikken og drevet af at arbejde selvstændigt med frihed under ansvar. Du er udadvendt, serviceminded, pligtopfyldende, fleksibel, god til at samarbejde og bidrager positivt med dit gode humør.
- Du i gang med en relevant uddannelse inden for IT og har mindst 2 år tilbage
- Du motiveres af personlig og faglig udvikling og brænder for at skabe optimale løsninger for vores medarbejdere
- Kan du scripte/ kode er det en fordel.
Hvad vi tilbyder dig
Et interessant og til tider krævende job i en succesfuld, international softwarevirksomhed med ambitiøse, kompetente og engagerede kolleger. Vi har alle forskellige baggrund og kompetencer, men samarbejde, humor og ærlighed er nøgleord, som vi bekender os til. Ud over det tilbyder vi dig:
- En virksomhed, hvor der er fokus på både at fastholde og udvikle vores medarbejdere
- Favorable personalegoder
- Et særdeles attraktivt kontormiljø placeret centralt på Købmagergade i København.
Hvad venter du på?
Send din ansøgning ved at klikke på "Søg jobbet". Har du spørgsmål, eller vil du vide mere om jobbet, er du velkommen til at kontakte Per Gamborg på 70282865.
Ansøgningsfrist er snarest.
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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AKADEMIA MŁODYCH TALENTÓW SAS
SAS Institute to wiodąca firma na rynku IT. Z oprogramowania SAS korzysta 83 000 firm i instytucji w ponad 150 krajach na świecie.
SAS dostarcza zaawansowane rozwiązania analityczne dla sektora bankowości, ubezpieczeń, telekomunikacji, energetyki i administracji publicznej, biorąc udział w budowaniu strategicznych systemów zarządzania na polskim rynku i nieustannie kształcąc swoją kadrę wdrożeniową.
Innowacyjność tworzonych rozwiązań wyznacza nowe trendy rynkowe zapewniając SAS pozycję niekwestionowanego lidera na rynku informatycznym w wielu rozwijających się dziedzinach.
INNOWACYJNE PROJEKTY BIG DATA/ANALYTICS
Oferujemy:
- Pracę przy realizacji innowacyjnych projektów w zakresie Real-Time Marketing, Enterprise Fraud Detection
- Enterprise Risk Management w największych bankach, firmach ubezpieczeniowych i telekomunikacyjnych
- Cykl szkoleń z rozwiązań SAS w ramach zatrudnienia
- Udział w egzaminach, kończących się certyfikatem uznawanym na całym świecie
OSTATNIE WOLNE MIEJSCA NA AKADEMIĘ W TERMINIE 18 MARZEC-2 KWIECIEŃ
Wymagania:
- Student 3, 4, 5 rok studiów technicznych (lub absolwent)
- Dobra znajomość języka programowania (np. C, C#, C++, Java, Python, itp.)
- Preferowana znajomość języka SQL na poziomie co najmniej dobrym
- Dobra znajomość języka angielskiego
- Dostępność w trakcie roku akademickiego w wymiarze minimum 3/5 etatu
PROCES REKRUTACJI NA AKADEMIĘ MŁODYCH TALENTÓW:
- Selekcja nadesłanych CV
- Spotkanie rekrutacyjne w SAS z wybranymi Kandydatami (na spotkaniu obecna jest osoba z działu HR oraz osoba merytoryczna, której zadaniem jest weryfikacja znajomości wybranego języka programowania)
- Krótkie zadanie techniczne - do rozwiązania w domu
WAŻNE INFORMACJE:
- Akademia Młodych Talentów obejmuje Cykl 2-tygodniowych szkoleń z języka SAS 4GL
- Zapraszamy studentów III, IV i V roku oraz absolwentów kierunków informatycznych
- Szkolenia odbywają się w godzinach 9-17 w następujące dni:
- 18-20.03 I część
- 25.03-02.04 II część
- Miejsce szkoleń to SAS InnovationHub (ul. Gdańska 27/31, Warszawa)
- Po ukończeniu szkoleń oferujemy jedno darmowe podejście do zdobycia certyfikatu SAS Base Programmer.
- Najlepsi Uczestnicy Akademii mają okazję uczestniczyć w rekrutacji do naszych działów i otrzymać ofertę pracy w projektach SAS!
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
LK-AK1
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
Overview
In this role you will support and enhance the anti-corruption, trade, and privacy law compliance program for SAS Institute Inc.’s global operations focusing primarily on SAS’ operations in the Asia Pacific region (“AP”).
This individual will report to SAS’ global headquarter and will collaborate with and receive guidance from the SAS Senior Principal Compliance Counsel responsible for global anti-corruption compliance, as well as the Regional General Counsel. This person will serve primarily as the regional anti-corruption law subject matter expert and will provide oversight of anti-corruption compliance for AP operations. This person will also act in a secondary support role as a liaison between the Ethics and Compliance team at headquarters and regional counsel and business unit leaders to facilitate SAS’ global strategy and compliance program, including compliance with (1) export and import law compliance matters such as trade sanctions and anti-boycott law compliance and (2) privacy and data compliance matters.
The individual should be able to consider compliance efforts in the broader organizational compliance context, and will work in a cross-functional capacity, consulting and advising various groups within the organization. The individual should be able to manage and prioritize among multiple projects.
Job Responsibilities:
- Build – Work creatively to implement SAS’ compliance policies and processes at the regional level, including internal processes to assess and address risks of corruption in SAS’ business operations and initiatives, all in coordination with global anti-corruption strategies and applicable international, national, and local laws and requirements.
- Localization: Work with local in-house and outside counsel to perform a gap analysis on SAS’ global anti-corruption program in comparison to local office anti-corruption compliance programs, and make modifications to meet local law requirements in countries like China, Malaysia, India, and others.
- Regulatory Review: Assist government affairs and compliance counsel with reviews and commenting on proposed anti-corruption and trade law legislation and regulations affecting the organization’s regional and global operations.
- Training: Educate employees concerning the company’s compliance program through formal presentations. Assist in providing guidance and training through the AP organization on compliance matters.
- Maintain and Repair – Coordinate with Senior Principal Compliance Counsel, Regional General Counsel, local legal counsel, Human Resources, Chief Privacy Officer, Chief Privacy Strategist, Chief Information Security Officer, Finance, Internal Audit, Sales, and other staff and business units, and outside resources on due diligence, investigations, audits and assessments as needed to address compliance issues as they arise and to prevent future recurrences.
- Refine – Assist multiple business functions in continuous review and improvement of business processes to ensure anti-corruption, trade, and privacy law compliance measures are considered and included and to make compliance processes work seamlessly and ever more efficiently with the company’s sales and development efforts.
- Support industry benchmarking, self-assessments and audits to detect and remediate anti-corruption program gaps.
- Maintain continuing contact with regional operational employees to understand risks generated in the region and surface and address those risks through SAS’ global compliance program, with local variations as needed.
- Draft, maintain and manage the execution and submission of contract provisions and documentation to ensure compliance with applicable anti-corruption laws.
- Create legal guidance materials for SAS counsel to use in negotiation of compliance provisions in contracts and requests for proposal.
- Other duties as assigned and necessary within the company to ensure compliance policies are maintained corporate wide and to promote the company’s ethics and compliance program, including assisting with the administration of the corporate-wide trade law and data privacy and security programs.
Essential:
- JD or equivalent degree from an accredited law school
- 5 or more years of legal experience
- Licensed to practice law by an authorizing entity of an AP jurisdiction at a level similar to being admitted to and a member in good standing of at least one U.S. state bar
- Understanding of global anti-corruption laws and regulations, including in particular the United States Foreign Corrupt Practices Act (FCPA) and United Kingdom Bribery Act, and familiarity with United States export laws
- Native or nearly native speaking and writing proficiency in English and Mandarin
Preferences
- Prior experience managing compliance initiatives
- Working knowledge of local and international anti-corruption law compliance and regulatory requirements and compliance best practices
- Previous experience in legal and regulatory compliance and corporate investigations
- Education or experience in the field of cryptography and International Traffic in Arms Regulation compliance
- Familiarity with software development and distribution processes
- Experience in the software, cloud computing and information technology services sectors
- Previous in-house corporate counsel and regulatory compliance experience
- Familarity with the region through travel and assignments in various countries
- Excellent verbal and written skills; proficiency in additional AP languages in addition to English and Mandarin; strong personal computer skills
- Proactive team player that garners respect on and off the job
Equivalent combination of education, training, and relevant experience may be considered in place of the education requirement stated above.
Location and Travel:
This position will preferably be based in Hong Kong or Singapore, or one of SAS’ other main AP offices with a requirement to travel occasionally throughout AP.
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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SAS is looking for a Technical Business Consultant who can provide analytics expertise to our potential Retail customers. This person will have deep hands-on analytics experience as well as experience building technical architecture and analytics solutions within the Retail sector.
As Technical Business Consultant, Primary Accountabilities & Responsibilities include:
- Builds trusted relationships with sales teams and client accounts, such that they can leverage their industry and technical expertise to increase the company’s credibility and communicate the company value proposition primarily in sales situations that advance the sales of software.
- Utilizes knowledge of broad range of SAS software to design and demonstrate solutions to emerging and unique customer needs using current SAS offerings.
- Ensures that proper expectations are set to ensure customer satisfaction. This may involve the delivery of compelling software demonstrations as appropriate to the sales situation.
- Strategizes with sales team on objectives for customer meetings. Understands how this activity relates to overall sales plan and provides strategic leadership for sales opportunities.
- Clearly articulates the breadth and value of software and the company in assigned domain or business/industry area. Clearly states how the company differentiates from the competition, to empower sales/pre-sales to identify opportunities and successfully position SAS, and/or to 3rd parties such as analysts or the press.
- Assists in the response to RFI/RFP’s or business case requests utilizing the RFP Repository and/or crafting thorough and compelling answers and proposals that effectively differentiate the company from our competitors.
- Works with product marketing, product management, sales and R&D groups to validate market driven sales approaches to support strategic initiatives and ensure customer and market direction input is reflected in ongoing releases.
- Contributes to the design and production of sales, pre-sales and marketing materials.
- Proactively drives customer retention efforts.
Candidate Profile and Characteristics
- Ability to clearly present technical concepts to CIO, senior architects, and customer leaders
- Must have energy, passion, and strong commitment to driving new sales as well as ensuring customer satisfaction throughout the implementation process and afterwards
- Outstanding communications and interpersonal skills
- Understanding and being able to quantify business value of analytical solutions in financial terms familiar to retail executives.
- Must have knowledge of:
- SAS Programming and coding for big data solutions including skills in Python, R, Hadoop
- Integration and dataflow for moving data to and from Hadoop / RDBMS to statistical modelling
- Technical architecture with the ability to do technical sizing requirements for SAS software solutions
- Cloud/hosting as well as big data and modern architecture
- Sales and/or pre-sales in the retail industry including retailers, wholesalers and their suppliers
- Technical experience building analytics solutions for the retail industry
- Experience having worked either in the retail industry or the technology industry with a focus on consulting into the retail industry.
- Fluent in English and French and/or German
- Willing to travel
Location
This is role will require travel across EMEA & is based from any of our offices in region preference for Germany, France, Belgium, Netherlands, Nordics, U.K. or Spain. We have a modern working environment with superb facilities designed to promote wellbeing, creativity and collaboration.
Want to stay up to date with SAS culture, products and jobs? Follow us on LinkedIn
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SAS is looking for a Business Development Consultant to help our Retail customers and prospects realize the value of big data and how using SAS will allow them to implement strategic solutions to better understand their customers and optimize their merchandising, marketing, supply chain and operational processes through analytics.
The Business Development Consultant will assist the sales teams, pre-sales teams, and senior and executive management to maximize revenue opportunities and ensure the highest levels of customer satisfaction.
As Business Development Consultant, Primary Accountabilities & Responsibilities include:
- Builds trusted relationships with sales teams and client accounts, such that they can leverage their industry expertise to increase the company’s credibility and communicate the company value proposition primarily in sales situations that advance the sales of software.
- Ensures that proper expectations are set to ensure customer satisfaction. This may involve the delivery of compelling software demonstrations as appropriate to the sales situation.
- Strategizes with sales team on objectives for customer meetings. Understands how this activity relates to overall sales plan and provides strategic leadership for sales opportunities.
- Clearly articulates the breadth and value of software and the company in assigned domain or business/industry area. Clearly states how the company differentiates from the competition, to empower sales/pre-sales to identify opportunities and successfully position SAS, and/or to 3rd parties such as analysts or the press.
- Assists in the response to RFI/RFP’s or business case requests utilizing the RFP Repository and/or crafting thorough and compelling answers and proposals that effectively differentiate the company from our competitors.
- Works with product marketing, product management, sales and R&D groups to validate market driven sales approaches to support strategic initiatives and ensure customer and market direction input is reflected in ongoing releases.
- Contributes to the design and production of sales, pre-sales and marketing materials.
- Proactively drives customer retention efforts.
- Maintains the highest standards of expert Industry knowledge at all times.
- Proactively communicates knowledge to sales colleagues and other non-technical sales functions that empower the field to identify opportunities and successfully positions the company’s software appropriately in the business function, business process or industry area.
- Supports senior/executive management through the execution of sales workshops, or other means, to examine the pipeline and suggest appropriate activities to expand the pipeline (business expansion), move deals through the pipeline or improve the local ability to execute.
- Maintains a clear map of company software capabilities to customer needs and business processes as well as into a specific industry where applicable by analyzing industry trends and other market information to identify common opportunities
- Develops and manages relationships in strategic markets and accounts including building customer networks, especially with C-levels and senior executives.
- Works closely with local, regional and international sales practices to align internal organizations around common goals and improve their ability to be effective and adopt repeatable business practices.
- Runs workgroups to share sales best practices, identify new opportunities, share sales successes and to proactively drive appropriate information to field constituents
Candidate Profile and Characteristics
- Must have strong retail domain expertise, specifically in area of merchandising (commercial)
- Must have energy, passion, and strong commitment to driving new sales as well as ensuring customer satisfaction throughout the implementation process and afterwards
- Outstanding communications and interpersonal skills
- Understanding and being able to quantify business value of analytical solutions in financial terms familiar to retail executives.
- Ability to do retail “storyboarding” to create the retail process in a product demonstration environment.
- Must have knowledge of:
- Sales and/or pre-sales in the retail industry including retailers, wholesalers and their suppliers
- Assortment planning process and analytics used to optimize that process
- Managing and working with industry implementation partners
- Visual analytics and visual statistics packages
- Demand forecasting, inventory modeling, forecast modeling and optimization
- Pricing process within retail (regular, promotional, etc.)
- Customer analytics and how they impact both the marketing and merchandising areas within retail
- Allocation, replenishment, size / pack optimization process in retail
- Experience having worked either in the retail industry or the technology industry with a focus on selling into the retail industry.
- Experience working as a business consultant either internally or as a vendor.
- Fluent in English and French and/or German.
- Willing to travel.
Location
This is role will require travel across EMEA & is based from any of our offices in region preference for Germany, France, Belgium, Netherlands, Nordics, U.K. or Spain. We have a modern working environment with superb facilities designed to promote wellbeing, creativity and collaboration.
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Summary
Work as an administrative and operations specialist in support of a Vice President, Global Marketing Asia Pacific who is currently based in Singapore.
Provide advanced administrative support and coordinates programs and/or projects. Assignments are varied, complex, and generally involve work of a highly critical and confidential nature requiring knowledge of the practices and procedures of the function, company products, management policies, and general business operations. Regularly exercises discretion and independent judgment in support of the Vice President. Sets priorities and implements procedures and may delegate work to, or supervise, a small group of support staff. Responsibilities may vary as directed by the respective Vice President.
Providing first class administrative and operational support your key responsibilities include:
- Directly assisting the Vice President and independently performing administrative duties.
- Coordinating or assisting in the administration of complex department/company programs, requiring in-depth knowledge of program; internal/external customer contact and detailed understanding of related policies and procedures; resolves problem issues.
- Diary management and logistics/organisation/planning.
- Acting as the Executive's liaison; distributing appropriate information to, and continually communicating with staff.
- Making high-level contacts of a sensitive nature inside and outside the company.
- Screening telephone calls; taking messages or redirecting calls; responding to questions by gathering information from, or making requests of, other employees and/or vendors, customers, or the public.
- Preparing social projects/programs of a complex nature and/or reports and works on problems of diverse scope, which may require analysis of information and evaluation of identifiable factors.
- Extensive diary management, creating & responding to diary invitations.
- Prepare presentations.
- Domestic & international travel arrangements.
- Preparing expense reconciliations.
- Need to travel to participate and support Global Marketing Leadership for Asia Pacific.
- Ability to define business case and proposal for complex meetings, working on a plan to execute after approval.
- Appreciation of team discussions such that action plan can be derived and appropriate follow up completed.
Your contribution will be pivotal to the efficiency of the Vice President, it is therefore essential that you meet the following criteria:
- Ten years of general office experience, including experience supporting senior level executives/managers within a global company.
- Excellent knowledge of office procedures.
- Excellent problem solving, writing, interpersonal, communications, applications, including word processing.
- Ability to liaise with external suppliers (possibly venues/hotels internationally).
- Excellent financial and budgeting experience.
- Excellent organisational skills with an ability to work quickly & prioritise tasks.
- Great verbal & written communication skills.
- Great attention to detail.
- Can demonstrate a level of maturity and confidence to be heard; strong interpersonal skills.
- Pro-active approach to work with a high level of initiative.
- A team player who is happy to assist colleagues with projects or in times of need.
- Strong work ethic.
- Intermediate to advanced Microsoft Office – Outlook, Word, Excel & PowerPoint & generally tech savvy.
- Some Marketing experience highly desirable.
#LI-CC1
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
Want to stay up to date on SAS culture, products and jobs? Follow us on LinkedIn
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Summary:
Responsible for sales management, business development and value proposition oversight for Internet-of-Things Commercial (IoTc) across Australia, New Zealand, Singapore and Asia ex-China. Owns the revenue target for multiple business development executives in a highly-competitive and complex emerging industry.
Will manage the business development executives working with new and existing clients to introduce new value propositions and revenue streams for our clients.
IoTc specializes in converting IoT market opportunities into value capture revenue sharing relationships or working with new clients to introduce new products, services, or margin improvements. We will work closely with SAS account coverage teams, IoT pre-sales, product, and R&D.
Primary Responsibilities:
- Ownership and management of IoTc value proposition development approach to sales and distribution:
- Understand observable market opportunity:
- Understand requirements to perform against observable market opportunity:
- Understand investment to enter into observable market opportunity:
- Understand necessary market share to support healthy business:
- Understand delivery complexity and ongoing management costs:
- Understand sensibility of the business model
- Establish IoTc ecosystem design – channel and / or assets with GTM plan
- Formalize economic frameworkcontracts and distribution model
- Secure clients and revenue base for created IoTc ecosystem value proposition
- Deep, nuanced understanding of utilities, telecommunications, shipping, logistics and heavy industries (manufacturing, mining, condition-based monitoring, etc.)
- Ability to understand and quantify the impact of inefficient operations within targeted industries to optimally design value proposition and work with the appropriate clients to enable transformative outcomes
- Develops go to market plans for IoTc solutions with multiple distribution approaches; identifies market segments with high "close" potential, qualifies, advances opportunity through milestone steps of sales cycle and forecast time frames to close business within sales processing tools.
- Ability to foster close working relationships with SAS partners and industry consultants to maximize revenue potential and accelerate market adoption of an emerging solution where appropriate
- Works closely with SAS resources and peer executives to identify relevant client organizations aligned to highly qualified, high revenue potential opportunities from the emerging initiatives group
- Fulfills wide range of requests for information from prospective customers, internal SAS executives and external partners. Qualifies level of opportunity and resources required. Works closely with internal partner organizations to ensure appropriate allocation and utilization of resources.
- Prepares standard quotations and proposal information as needed; 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 basic 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. Customizes and sells solution and consulting packages to match account needs with Institute offerings, along with external partnership offerings. Conducts significant direct contact with customers and travel to customer sites. Serves as a resource for team members in all aspects of territory 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 territory potential and matches company and divisional initiatives.
Additional Responsibilities:
- Applies knowledge of company marketing goals and objectives, SAS applications, supported hardware platforms, business trends, and industry knowledge to assess IoT solution requirements.
- Comfortable working in a matrixed organization with global responsibility and distribution of resources.
- Experience in working in an open-ended, innovation focused operating environment where you must be able to prioritize the investment of a finite set of resources to pursue high-quality opportunities
- Preference for experience in working with international teams (clients and internal)
- Works closely with virtual sales team, account managers and executives to facilitate timely response to highly qualified, high revenue potential leads.
- Assists in evaluation of territory or account potential; uses BASE or Strategic selling methodology, pipeline management and forecasting to identify accounts with high "close" potential, qualifies, and forecasts time frames to close business.
- Develops action plans to close business for IoTc division
- Develops plans to identify IoTc solutions that have the potential for further development and executes them.
- Teams with pre-sales resources and executives on strategic account development opportunities.
Essential Requirements:
- Ability to travel up to 60% of time
- Located out of Sydney or Melbourne AUS
- Requires 12+ years of relevant work experience
Additional Requirements:
- Working experience in the utilities, mining or manufacturing industry either through direct industry roles or consulting / advisory roles
- Familiarity and experience in IoT use cases, platforms, challenges and businesses
- Knowledge of modern sales techniques, distribution and partnership models; knowledge of hardware and/or software acquisitions cycles and buying influences.
- Ability to evaluate and quantify (in dollar potential) a specific market opportunity in an industry
- Ability to analyze and evaluate territory dynamics and develop a sales plan; ability to communicate technical and business concepts and relate them to SAS applications and user needs; ability to work independently and as part of a team.
About SAS:
SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.
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Business Results
- Manages SAS Risk Delivery Advisory as a delivery practice. This will include services like presales support, enablement, solution implementation, customization support, domain consulting.
- Maximizes utilization and realization of the team through collaboration with all relevant stakeholders including the team.
- Collaborates regularly with the Matrix manager to ensure progress toward Risk Delivery Advisory goals. Collaborates regularly with Local Reporting manager to ensure progress toward broader organizational goals.
- Encourages creation of SAS Intellectual Property that supports a standard delivery of SAS Risk solutions to our customers. Ensures consistent adoption across the projects.
- Identifies and harvests key delivery artifacts/best practices from the field for future value.
- Manages operational aspects like managing the team assets, travel logistics, status reporting, defining and tracking metrics etc.
People Management
- Oversees acquisition and development of consulting resources to meet business objectives.
- Supports team development through clear expectations setting, regular coaching conversations and working on individualized learning and development plans for the team
- Ensures staff compliance with established organizational policies and practices.
Leadership Traits
- Keeps abreast of Risk domain esp. banking regulatory landscape in major geographies as well as relevant technology trends.
- Professionally represents SAS internally and externally. Ensures the team represent SAS professionally and all work activities are conducted in compliance of SAS Values.
Technology
- SAS Risk and Quantitative Solutions for – Credit Scoring, Regulatory and Economic Capital Management, Stress Testing, Risk based Financial Planning
- SAS Platform and tools for Data Management, Analytics and Business Intelligence
- Requirements in the order of priority
Domain skills
- Exposure to Financial Risk Management
- Awareness of regulatory landscape in major geographies like US, EMEA and APAC
- General awareness of competitive landscape in Financial Risk Management domain
Management skills
- Expert hiring and staff assessment skills.
- Demonstrated team-building, organizational alignment, and staff development activities.
- Demonstrated planning and execution skills.
- Strong management and leadership skills with good balance of business, technology and delivery experience.
- Experience working with cross-functional teams for achieving shared goals and objectives.
- Ability to conceptualize client needs and translate them into specific implementation strategies.
- Superior problem solving skills.
- Demonstrated business and consulting knowledge esp. on end to end implementation of business analytics projects
- Excellent written and oral communication skills, presentation skills, demonstrated project leadership skills.
Technology
- Current with leading technology direction for Business Analytics and professional services standards.
- Awareness of financial risk management products from SAS or competitors
Experience
- 12+ years of experience covering technical consulting, customer support, operations, delivery or development of software solutions;
- Experience must include five years of leading or managing concurrent multi-staff projects.
- Experience of managing work in a globally distributed model is required. Experience in multinational software product companies is an advantage.
- 5+ years of direct customer experience. Experience designing/building interactive systems and with at least one vertical market preferred.
- Bachelor's degree preferably in quantitative field or Engineering or Computer Science.
- Management degree and PMP certification is preferred