Channel Sales Executive

5 days ago

Kuala Lumpur, Kuala Lumpur, Malaysia SAS Full time

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

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

Summary:

Responsible for selling SAS software products, solutions, hosting, education, and services direct to customers and through SAS Partners in a high volume, multi-tasking environment to prospective and current accounts.

Primary Responsibilities:

  • Creates and executes territory and account strategies to grow new software, hosting and education revenue and exceed sales quotas.
  • Sells software, solutions, hosting, consulting services, and education (and combinations thereof) to current and prospective customers (new logos). Ability to execute all aspects of sales cycle (prospecting, discovery, proposal, proof, close, cross/up sell).
  • Collaboratively engages with SAS Partners to sell SAS software, solutions, hosting, consulting services, and education (and combinations thereof) to current and prospective customers (new logos).
  • Educates and enables new SAS Partners by partnering with them in pipeline development activities as well as sales cycle execution.
  • Creates and executes territory-specific pipeline generation plans considering value-add of SAS Partner community to maintain pipeline necessary to achieve revenue objectives. Generates pipeline through effective lead management/conversion and proactive prospecting efforts.
  • Builds and leads virtual teams for opportunities of necessary internal and external resources (i.e., Customer Advisors, Consulting, Industry/Domain Experts, Legal, Enterprise Negotiations, SAS Partners, Value Engineering).
  • Leads virtual team including SAS' and SAS Partner resources and prospect/customer through process of thoroughly qualifying opportunities, mapping and proposing appropriate SAS offerings to buyers' needs, and efficiently executing sales cycles resulting in new contracts.
  • Prepares standard and nonstandard quotations and proposals leveraging a deep understanding of pricing, licensing policies, packaging, and approvals process.
  • Connects regularly with existing customers to understand usage and satisfaction and uncover additional revenue opportunities.
  • Triages a wide range of requests for information from current and prospective customers by connecting them with internal resources such as Customer Success.
  • Keeps abreast of industry and technology trends, terminologies, software applications, operating systems, and hardware requirements.
  • Engages with senior leadership on customer escalations, large opportunity strategy, and ideation around new campaigns, offerings, etc.
  • Maintains and submits accurate revenue forecasts.
  • Maintains accurate and up to date account, opportunity, and other information in Orion.
  • Participates in workgroups related to pipeline build and sales strategy as requested by management.
  • Ability to travel to critical customer or internal meetings.

Required Qualifications:

  • Bachelor's degree, preferably in Business, Marketing, Computer Science, or related field.
  • Five years of experience in sales and/or prospecting with a minimum of 2 years in technology or industry related sales.
  • Knowledge in Indonesia market is essential since the role is managing Indonesia territory.
  • Proficient in Bahasa Indonesia is preferred since the role would be managing channel partners and/or clients in Indonesia territory.
  • Applies advanced prospecting and strategic selling techniques.
  • Advanced knowledge of hardware and software acquisition cycles and buying influences.
  • Good written, verbal, and interpersonal communication skills.
  • Ability to quickly establish and build relationships with customers, including comfortably engaging C-levels; ability to communicate technical and business concepts via phone and relate them to SAS system applications and user needs.
  • Ability to analyze and evaluate territory dynamics, develop a sales plan, and accurately forecast sales on a consistent basis.
  • Leverages in-depth knowledge of industry/market trends and complex business / finance concepts in selling.
  • Broad knowledge of SAS products and solutions required.
  • Excellent organizational and time-management skills.
  • Ability to work independently or as part of a team in a fast-paced, high volume sales environment.
  • Ability to initiate and lead projects.
  • Strong attention to detail.
  • You're curious, passionate, authentic and accountable. These are our values and influence everything we do.

Diverse and Inclusive:

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

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