Channel Sales Representative

2 days ago

Kuala Lumpur, Kuala Lumpur, Malaysia SAS - Global Full time
About the Role

We are seeking a highly motivated and results-driven Channel Sales Executive to join our team in Indonesia. As a Channel Sales Executive, you will be 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.

Key Responsibilities:

  1. Create and execute territory and account strategies to grow new software, hosting, and education revenue and exceed sales quotas.
  2. Sell software, solutions, hosting, consulting services, and education (and combinations thereof) to current and prospective customers (new logos).
  3. Collaborate with SAS Partners to sell SAS software, solutions, hosting, consulting services, and education (and combinations thereof) to current and prospective customers (new logos).
  4. Educate and enable new SAS Partners by partnering with them in pipeline development activities as well as sales cycle execution.
  5. Create and execute territory-specific pipeline generation plans considering the value-add of the SAS Partner community to maintain pipeline necessary to achieve revenue objectives.
  6. Generate pipeline through effective lead management/conversion and proactive prospecting efforts.
  7. Build and lead virtual teams for opportunities requiring internal and external resources (i.e., Customer Advisors, Consulting, Industry/Domain Experts, Legal, Enterprise Negotiations, SAS Partners, Value Engineering).
  8. Lead virtual teams including SAS' and SAS Partner resources and prospect/customer through the process of thoroughly qualifying opportunities, mapping and proposing appropriate SAS offerings to buyers' needs, and efficiently executing sales cycles resulting in new contracts.
  9. Prepare standard and non-standard quotations and proposals leveraging a deep understanding of pricing, licensing policies, packaging, and approvals process.
  10. Connect regularly with existing customers to understand usage and satisfaction and uncover additional revenue opportunities.
  11. Triage a wide range of requests for information from current and prospective customers by connecting them with internal resources such as Customer Success.
  12. Keep abreast of industry and technology trends, terminologies, software applications, operating systems, and hardware requirements.
  13. Engage with senior leadership on customer escalations, large opportunity strategy, and ideation around new campaigns, offerings, etc.
  14. Maintain accurate revenue forecasts.
  15. Maintain accurate and up-to-date account, opportunity, and other information in Orion.
  16. Participate in workgroups related to pipeline build and sales strategy as requested by management.
  17. Ability to travel to critical customer or internal meetings.

Requirements:

  1. Bachelor's degree, preferably in Business, Marketing, Computer Science, or related field.
  2. Five years of experience in sales and/or prospecting with a minimum of 2 years in technology or industry-related sales.
  3. Knowledge in Indonesia market is essential since the role is managing Indonesia territory.
  4. Proficient in Bahasa Indonesia is preferred since the role would be managing channel partners and/or clients in Indonesia territory.
  5. Apllies advanced prospecting and strategic selling techniques.
  6. Advanced knowledge of hardware and software acquisition cycles and buying influences.
  7. Good written, verbal, and interpersonal communication skills.
  8. 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.
  9. Ability to analyze and evaluate territory dynamics, develop a sales plan, and accurately forecast sales on a consistent basis.
  10. Leverages in-depth knowledge of industry/market trends and complex business/finance concepts in selling.
  11. Broad knowledge of SAS products and solutions required.
  12. Excellent organizational and time-management skills.
  13. Ability to work independently or as part of a team in a fast-paced, high-volume sales environment.
  14. Ability to initiate and lead projects.
  15. Strong attention to detail.
  16. You're curious, passionate, authentic and accountable. These are our values and influence everything we do.

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