Sr Strategic Account Executive (FSI Global Account)

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About the job

The Sales is looking for a Sr Strategic Account Executive to sell SAS Solutions to a Beacon or Global Account. These accounts represent some of the largest and most strategic SAS customers. The Strategic Account Executive utilizes their professional skills to deliver customer business value through the creative use of SAS products technologies and services in collaboration with a team of other SAS professionals.

Primary Responsibilities:

1. Revenue Generation

• Execute through the Strategic Account Plan using the Revegy methodology. Deliver expected revenue objectives for the team. Learn and utilize the SAS strategic methodology.
• Develop new business for SAS by working with our customers and analyzing both industry and market trends. Research and understand competitive positioning to run relevant sales campaigns and identify new opportunities for SAS.
• Achieve an individual sales quota. Direct complex sales opportunities including implementation plans which include the coordination of internal and/or external services.
• Engage appropriate external partners to create new revenue opportunity and elevate SASs strategic position in the account.

2. Leadership

• Utilize SAS BASE methodology and the multi-year strategic account plan that articulates their customers strategic business goals and objectives. Team with SAS colleagues and position them for an effective engagement with the client.
• Shape and deliver win-win scenarios for the client that deliver value and effective success measures. Create realistic and worthy expectations
• Manage relationships at multiple levels within the account. Work alongside management on the scheduled cadence of collaborative meetings with key account stakeholders to create evaluate and direct a collaborative roadmap.
• Gain alignment with their customer on a multi-year collaborative business plan maintains an ongoing quarterly review cadence.

3. Sales Operations

• Maintain accurate revenue forecasts. Apply SAS contractual and pricing policies to a client situation with full appreciation of implications and commercial risk.
• Prepare complex quotations and proposal information as needed.
• Work closely with SAS management team on strategic account development goals customer relationships industry programs product direction etc.

Additional Responsibilities

• Customizes and sells solution and consulting packages to match account needs with Institute offerings along with external partnership offerings.
• Utilizes solutions-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 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 tocoordinate 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.

Required qualifications

• Bachelors degree preferably in Business Marketing MIS or other relevant discipline.
• Requires a minimum of eight years of experience in the sales marketing or technical support of computer software solutions (including related training products and services) computer hardware or telecommunications software/hardware. Specific industry related experience may be considered in combination with the above requirements.
• Having wide-ranging experience uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
• Determines methods and procedures on new assignments and may coordinate activities of other personnel. (Team Lead).
• 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.
• 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

Additional competencies knowledge and skills

• Sales Planning: Develops and executes strategic sales plans to achieve revenue targets and drive business growth.
• Customer Centricity: Prioritizes customer needs and delivers tailored solutions that enhance satisfaction and loyalty.
• Relationship Building: Cultivates strong trust-based relationships with clients and stakeholders to foster long-term partnerships.
• Obstacle Navigation: Proactively identifies and overcomes challenges to maintain momentum and deliver results.
• Insight Driven Value Creation: Leverages data and market insights to craft compelling value propositions that address client pain points.
• Self Motivation: Demonstrates initiative and drive to exceed goals independently in a fast-paced target-driven environment.

You are welcome here.

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Additional Information:

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