Summary : Manages engagements with customers and is responsible for resulting services revenue. Leads sales and business development efforts for broad range of consulting services, such as implementation delivery of industry solutions, standalone services for analytics, modeling, reporting and data management services, IT administration support and managed services, deployment support and management, business consulting and analytics advisory.
Develops and maintains relationships with customers and software sales channel to ensure a consistent cohesive and comprehensive message to our customers.
Primary Responsibilities :
Responsible for developing business and creating consulting engagement opportunities with customer stakeholders to ensure enablement of assigned customers
Manage ongoing services engagements as well as generate new services revenue resulting from continuous engagements with assigned customers
Responsible for success of analytics initiatives, programs or functions of assigned customers through continuous engagements enabling the customer
Build long-term relationships through competence, trust and credibility with stakeholders and executives across the customer’s organization.
Ability to create a vision and articulate the value of Consulting Services to CXO level customer stakeholders
Prepare and deliver presentations to senior management levels
Manage services related revenue target including opportunity pipeline / funnel development, risk assessment, cost / benefit analysis as well as forecast signed services revenue and resource requirements for proposed services engagements
Proactively develop and execute services sales strategies to drive software-independent standalone services revenue
Act as the Lead Consultant responsible for managing new and on-going services opportunities in strategic accounts that are beneficial to SAS as well as to the Customer
Oversee project management and delivery of ongoing implementations with assigned customers
Continuously build expertise and advisory skills beyond SAS technology on how to successfully enable and deliver analytics programs for customers
Spends 50-60% of time in person onsite with customer stakeholders
Knowledge, Skills and Abilities
Excellent knowledge of strategic sales techniques; SAS solutions and services, architecture and resources.
Clear understanding of sales strategies and cycles.
Strategic selling and negotiating 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 work independently;
ability to travel on a frequent basis.
Good problem-solving and conflict resolution skills, decision making, and interpersonal skills.
Creativity to develop new offerings
Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. Demonstrates good judgment in selecting methods and techniques for obtaining solutions.
Networks with senior internal and external personnel in own area of expertise.
Normally receives little instruction on day-today work, general instructions on new assignments.
A seasoned, experienced professional with a full understanding of area of specialization; resolves a wide range of issues in creative ways.
This job is the fully qualified, career-oriented, journey-level position.
Bachelor’s Degree, preferably in Business, Computer Science or related field.
Experience in Consulting, services sales, and business development. Eight years of experience in sales, business partner relationship development, or technical functions within the technology industry.
Experience in at least one vertical market preferred
Experience selling analytical services / software to Chilean Companies;
Own customer portfolio ;
Industry / business knowledge for some of the following : Retail, Finance, Government, Telco, Insurance, etc.
Equivalent combination of education, training, and relevant experience may be considered in place of the requirements stated above.
Physical Requirements :
Work is typically performed in an office environment, using simple, easy muscular movements, involving only the handling of light materials, tools, or equipment in easy work positions, and with no special speed requirements or long stretches of exertion.
Vision requirements for this job include close vision and the ability to adjust focus.
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