SAS

  • Sr. Account Executive

    Job Locations US-TX-Dallas | US-CA-Los Angeles
    Requisition ID
    20022486
    Category
    Sales/Pre-Sales
    Visa Sponsorship
    No
    Travel Requirements
    50%
  • Overview

    The Energy and Manufacturing sales organization has an immediate opening for an Sr. Account Executive who will focus on software analytics sales to the Automotive and Manufacturing Industries. The need for analytics in these rapidly growing segments is becoming greater every day. Companies in the Automotive and Manufacturing industries are discovering the power of analytics and the need to understand their data to not only remain competitive, but to survive in the market. As an Account Executive with SAS Institute you will represent the industry leader in Analytics and challenge your customers to improve the way they do business with the Power to Know.

     

    Your primary responsibilities for this role include:

    • Selling software, solutions and services to current and prospective customers; working with other sales personnel to position and leverage sales opportunities to acquire, grow and retain customers within assigned territory. 
    • Fulfills wide range of requests for information from prospective customers. Qualifies level of opportunity and resources required.
    • Prospecting within a territory or account to uncover business needs. 
    • Implementing aspects of territory and account management and development; identifying accounts with high "close" potential, qualifies, and forecasting time frames to close business. 
    • Works closely with pre-sales resources and executives to facilitate timely response to highly qualified, high revenue potential opportunities
    • Preparing standard quotations and proposal information as needed; working with other departments to create and finalize contracts and set time schedules for services. 
    • Following up with customers to track satisfaction levels and to discover additional revenue opportunities. 
    • Customizing and selling solution and consulting packages to match account needs with Institute offerings, along with external partnership offerings. 
    • 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

    Management:

    • Determines methods and procedures on new assignments and coordinate activities of other personnel. (Team Lead).

    Additional responsibilities include:

    • Customizes and sells solution and consulting packages to match account needs with Institute offerings, along with external partnership offerings.
    • Utilizes BASE or Strategic selling methodology, strategic concepts, and techniques.
    • 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.
    • Actively participates in sales calls and presentations; identifies goals, evaluates account needs, and designs appropriate demonstrations.
    • Applies knowledge of Institute marketing goals and objectives, SAS applications, supported hardware platforms, and marketing trends to assess account needs.
    • Assumes responsibility for all activity in accounts and new revenue, both software and services, works with consulting staff to position service solutions and leverage sales opportunities.
    • Directs internal Institute resources, including pre-sales and post-sales services, contracts, etc. in order to reach objectives.
    • Assumes consultative role in dealing with technical issues and interpreting applications needs; prepares customer profiles based on needs analysis of hardware, software, applications, and user levels.
    • Prepares complex quotations and proposal information as needed; works to customize quotes and proposals and to coordinate resources across divisions.
    • Conducts extensive follow-up with customers to track satisfaction levels and uncover additional opportunities.
    • Prepares and delivers presentations to customers at the highest level of management.
    • Effectively manages business expenses.

    Knowledge, Skills and Abilities:

    • Knowledge of advanced strategic sales techniques; knowledge of hardware and/or software acquisition cycles and buying influences.
    • Holistic understanding or enterprise software architecture, and ability to analyze client’s “as-is” environment including non-SAS platforms. Pin—pointing the gaps or opportunities and coming up with competitive transformational strategies.
    • Advanced knowledge of industry software and hardware terminology and concepts; knowledge of SAS solutions and services preferred.
    • Knowledge of analytics peripheral technologies and how analytics fits into the big picture
    • Ability to analyze organizational strategy and business processes to assist in the development of technology solutions in full alignment with overall business goals
    • Knowledge of consultative and provocative sales techniques
    • Ability to articulate and present the business value proposition throughout the sales cycle
    • Ability to proactively consider and evaluate competition strategies and to act accordingly
    • Ability to maintain 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, regulatory environments and other market information to identify common opportunities
    • Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan.
    • Ability to initiate and lead projects; ability to work effectively in a team environment; ability to relate technical and business concepts to SAS applications and user needs; ability to work independently and as part of a team; ability to travel on a frequent basis.

    Complexity:

    • Works on complex issues where analysis of situations or data requires an in-depth evaluation of variable factors. Exercises judgment in selecting methods, techniques and evaluation criteria for obtaining results. Networks with key contacts outside own area of expertise.

    Problem Solving:

    • Having wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways. Some barriers to entry exist at this level (e.g., dept./ peer review). Level at which career may plateau.

    Essentials Requirements:

    • Bachelor's degree, preferably in Engineering, Business, Marketing, MIS, or other relevant discipline. 
    • Master’s degree in any of these disciplines is a plus.
    • Ten+ years of experience in the sales, presales, marketing, or technical support of computer software solutions 
    • Ability to travel 50% or as business needs require.

    Account Planning:

    • Establishing a plan to achieve the sales objectives of an account, taking into consideration overall opportunities, customer business priorities and anticipated business changes, regional issues, past sales results, and available resources; taking action specified in the account plan, reviewing progress, and adjusting the plan as needed.

    Advancing Sales Discussions:

    • Leading discussions with influential decision makers that progress the sale by effectively clarifying information, offering insights, addressing objections, and gaining agreement to move to the next step in the buying process.

    Creating Demand Through Insight:

    • Identifying the targeted account’s business challenges and needs and their probable causes; providing and provoking convincing insights that compel decision makers to discover or reconsider unrecognized problems and opportunities and the value of addressing them with new solutions to achieve better long-term results (e.g., profitability, revenue, market share).

    Driving for Results:

    • Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.

    Leveraging a Winning Sales Strategy:

    • Developing and implementing an influence strategy and a value proposition that differentiates products and services, resonates with decision makers, encourages them to further define issues and solutions, and motivates them to take action.

     

    Portfolio Management

    • Optimizing selling time and results by effectively managing one’s portfolio assets.

    Qualifying Sales

    • Accurately evaluating sales opportunities to determine the future value of that customer; assessing the customer’s interest and commitment to buy and implement solutions as well as own organization’s ability to deliver those solutions.

    Additional Requirements:

    • Knowledge of advanced strategic sales techniques; knowledge of hardware and/or software acquisition cycles and buying influences. 
    • Advanced knowledge of industry software and hardware terminology and concepts; knowledge of SAS solutions and services preferred. 
    • Excellent written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan. 
    • Ability to initiate and lead projects; ability to work effectively in a team environment; ability to relate technical and business concepts to SAS applications and user needs; ability to work independently and as part of a team; ability to travel on a frequent basis. 

     

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