Description
The
Strategic Client Executive will be responsible for both managing the
Account Executives for American Express and driving revenue as an
individual contributor. Responsible for developing and implementing the
sales strategy in the US as well as working collaboratively with SAS
resources globally. Successfully aligns internal resources and partners
to sell and support SAS Solutions with a focus on growing overall
revenue while maintaining a high level of customer satisfaction.
Primary Responsibilities
- Responsible for the formulation of Strategic Account Plan using the Revegy methodology, which outlines strategies and measures to secure and develop the level of revenue within the account, in coordination with all areas of the business.
- Ensures execution of the above Plan to sell software solutions and services within the assigned account; Responsible for achieving an individual sales quota, as well as providing the leadership required for the team to achieve the team quota for the assigned account.
- Responsible for the formulation of appropriate strategies and measures to secure and develop the level of revenue with the account, in coordination with all areas of the business.
- Responsible for managing relationships at the executive level within the account.
- Handles management responsibilities including hiring, training, reviewing performance, giving feedback, delegating work assignments, and communicating department and company goals.
- Collaborates with their management team to analyze staff needs and plans, coordinate, and implement needed activities/resources for staff development.
- Formulates and/or recommends sales targets for staff.
- Contributes to Total Software Revenue target by working with other sales personnel to retain customers within the assigned account.
- Demonstrates application of SAS sales methodology, process and skills.
- Maintains accurate revenue forecasts.
- Anticipates internal and external business issues that will impact sales targets and business development plans. Develops contingency plans to address issues as they arise.
- Applies SAS contractual and pricing policies to a client situation with full appreciation of implications and commercial risk.
- Provides a lead role in all aspects of account management.
Qualifications
Essential
- Bachelor's degree preferably in Business, Marketing, Computer Science, or quantitative field.
- Eight years of experience in software sales, including two years of experience leading and coordinating sales activities for strategic accounts.
- Demonstrated experience in successfully achieving a sales target.
- Work location of New York, NY
- Experience selling to the banking industry
Additional
- Knowledge of advanced strategic sales techniques; knowledge of software acquisition cycles and buying influences.
- Ability to analyze and evaluate account dynamics; and develop and implement sales plans.
- Proficiency in account planning and account management.
- Strong leadership ability including strategic thinking, business planning, and the ability to coach and develop others.
- Ability to formulate and/or recommend sales targets.
- Ability to generate new business through strategic-based selling and managing relationship with key customers.
- Ability to apply SAS sales methodology, process and skills.
- Ability to maintain accurate revenue forecasts for software and services.
- Ability to anticipate internal and external business issues that will impact sales targets and business development plans; and to develop contingency plans to address issues as they arise.
- Ability to apply SAS contractual & pricing policies to a client situation with full appreciation of implications and commercial risk.
Additional Information
To qualify, applicants must be legally authorized to work in the
United States, and should not require, now or in the future, sponsorship
for employment visa status.
SAS is an Equal Opportunity/Affirmative Action Employer M/F/D/V.
Resumes may be considered in the order they are received.
SAS employees performing certain job functions may require access
to technology or software subject to export or import regulations. To
comply with these regulations, SAS may obtain nationality or citizenship
information from applicants for employment. SAS collects this
information solely for trade law compliance purposes and does not use it
to discriminate unfairly in the hiring process.
Job
SalesPrimary Location
US-New YorkOrganization
SAS Institute Inc.Job Posting
Oct 24, 2013, 6:04:32 PMUnposting Date
Ongoing
* Classification Full-time
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