Global Strategic Account Manager

3 weeks ago

Singapore SAS Full time

Job Summary:

Sell SAS Solutions to a Beacon or Global Account GLOBALLY. These accounts represent some of the largest and most strategic SAS customers. The Strategic Account Executive utilizes his/her 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.

Key Responsibilities:

  • Develop and execute a multi-year rolling strategic account plan with extended Account Team that meets or exceeds customer objectives and SAS Software, Cloud and Services revenue goals.
  • Establish and maintain a trusted-advisor, multi-level network within the customer, with a specific focus on Executive and C-Level.
  • Manage external and internal interests proactively prioritizing the long-term strategic relationship over quick fixes.
  • Regularly review and align strategy with customer and internally.
  • Coach, engage and continuously align matrix sales team to deliver exceptional results, maximize revenue and performance, according to account plan.
  • Take full accountability for projects and initiatives across all major lines of business, while leading the engagement of the extended SAS account team (sales support, post-sales, R&D, Hosting, Executive and C-Suite)

New Revenue Generation:

  • Grow New Software and Cloud revenue through demonstration of excellent strategic value-and transformational sales capabilities, as well as deep understanding of the customer industry and SAS capabilities.
  • 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.
  • Ensure SAS ́ ability to deliver transformational projects is demonstrated in close collaboration with Consulting and R&D / Architects.
  • Engage with Alliance Partners key to the account to maximize new revenue opportunity and elevate SAS ́ strategic position in the account.
  • Ensure execution of customized Marketing approach with Account Based Marketing Team.

Recurring Revenue Protection:

  • Manage high-risk escalation issues for the strategic customer at SAS and drive them to closure, balancing SAS and customer interests.
  • Regularly align all post-sales lines of business behind the strategic account plan and build lines of communication to flag challenges and opportunities.
  • Work closely with Legal team to navigate through (re-)negotiations of contract agreements.
  • Demonstrate advanced financial business and negotiation acumen, for a mutually beneficial strategic SAS-customer relationship.
  • Work closely with Customers Success, proactively supporting the successful usage of SAS and identifying new use cases.
  • Ensure customer benefits of SAS premium technical services.

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.
  • Performs other duties, as assigned.

Required Qualifications:

  • Min of Bachelor's degree
  • Requires a minimum of eight years of experience in the sales of computer software solutions , computer hardware, or telecommunications software/hardware.
  • APAC or Global Account Management experience in FSI will be highly preferred.
  • Knowledge of software solutions in FSI is preferred but not mandatory
  • 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 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 if & when required for business development for the account as this is a global role with global revenue
  • You're curious, passionate, authentic and accountable. These are our 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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