Works in across domains to assist sales teams, senior and executive management to maximize revenue opportunities in Advanced Analytics, Data Management, Fraud & Financial Crimes, Marketing & Risk domains and ensure the highest levels of customer satisfaction.
Drives sales through domain and business expert across industries including Banking, Telecommunications, Government, Utilities, Insurance and Retail etc.
Primary Responsibilities :
Work with the sales team in across industries (Banking, Telecommunications, Government, Utilities, Insurance and Retail etc.
on Advanced Analytics, Data Management, Fraud & Financial Crimes, Marketing & Risk activities to maximize revenue opportunities and ensure the highest levels of customer satisfaction
Provide consultative approach, including advisory recommendations to support proposed analytics solution and possess technical aptitude to solve complex big data business problems based on SAS core competencies in advanced analytics, data management, and visualization.
Translate business requirements into SAS solutions and link to business value.
Identifies appropriate architecture, application, tools, and solutions for targeted accounts.
Prepares technical demonstrations, proof of concepts, and presentations based on client needs.
Conduct discovery meetings to collect, analyze, clarify and document business requirements during the sales cycle to support the implementation team and to produce a detailed solution proposal.
Drive go-to-market strategies & initiatives on advanced analytics and machine learning area including product positioning, pricing, proposals, and models
Clearly articulates the breadth and value of software and the company across domains and business / industry area. Clearly states how the company differentiates from the competition, to empower sales / pre-sales to identify opportunities and successfully position SAS, and / or to 3rd parties such as analysts or the press.
Assists in the response to RFI / RFP’s or business case requests utilizing the RFP Repository and / or crafting thorough and compelling answers and proposals that effectively differentiate the company from our competitors.
Works with product marketing, product management, sales and R&D groups to validate market driven sales approaches to support strategic analytics initiatives and ensure customer and market direction input is reflected in ongoing releases.
Proactively drives customer retention efforts.
Performs other duties, as assigned.
Business / Industry Focus
As a business / industry expert, the Senior Business Solutions Manager understands an entire industry with focus on Banking, Telecommunications, Government, Utilities, Insurance and Retail etc.
and specific business processes within organizations where SAS value propositions software, along with the company, can be deployed to support.
A business / industry expert can articulate how the company’s software adds value to an organization or business process including the key value drivers, the expected returns or improvements and be able to back that up with demonstrated success stories.
Maintains the highest standards of expert Industry knowledge at all times.
Proactively communicates knowledge to sales colleagues and other non-technical sales functions that empower the field to identify opportunities and successfully positions the company’s software appropriately in the business function, business process or industry area.
Supports senior / executive management through the execution of sales workshops, or other means, to examine the pipeline and suggest appropriate activities to expand the pipeline (business expansion), move deals through the pipeline or improve the local ability to execute.
Maintains a clear map of company software capabilities to customer needs and business processes as well as into a specific industry where applicable by analyzing industry trends and other market information to identify common opportunities
Develops and manages relationships in strategic markets and accounts including building customer networks, especially with C-levels and senior executives.
Works closely with local, regional and international sales practices to align internal organizations around common goals and improve their ability to be effective and adopt repeatable business practices.
Runs workgroups to share sales best practices, identify new opportunities, share sales successes and to proactively drive appropriate information to field constituents
As a territory owner, the Senior Business Solutions Manager Territory Owner possesses a strong knowledge of a set of the company’s value propositions and how they, along with the company, should be positioned, demonstrated and utilized to demonstrate the highest levels of value of the customer and make SAS stand out in the market..
Maintains the highest standards of expert domain and technology knowledge at all times
Proactively communicates knowledge to sales colleagues and other technical sales / pre-sales functions that empower the field to identify opportunities and successfully position the company’s software appropriately in the domain area.
Delivers standard, customized and / or strategic, senior-level software demonstrations and presentations outlining the functional capabilities, competitive advantages and business benefits of the company’s software as they apply to client needs.
Runs workgroups to share sales demonstration and positioning best practices, identify new opportunities, share sales successes and to proactively drive appropriate information to field constituents.
Co-ordinates the internal launch of new software to technical sales / pre-sales staff either globally or in a specified region.
For example, builds and delivers demos; builds and delivers what’s new customer-ready videos and slide decks; holds sales and technical exchanges and develops sales and technical FAQs as well as other launch collateral as appropriate in conjunction with other HQ departments.
Participates in product and solution training to acquire and maintain a detailed level of product knowledge of core components of company offerings in assigned areas, how company’s software addresses specific business challenges, competitive information to identify how the company is differentiated, and what challenges / limitations may be encountered.
Uses domain / industry / solution expertise to participate in and lead pre-sales activities.
Can lead a team of pre-sales team members to ensure their growth in their careers and maximize their utilization in opportunities
Primary responsibility is to cover presales activities for KSA, Bahrain and Kuwait territory.
Knowledge, Skills and Abilities
Knowledge of sales and product marketing techniques, business partner relationship development strategies, or technical functions within the technology industry and / or knowledge of a specific industry, market, technology, or business initiative related to area of assignment
Strong customer facing skills on focused industries to run pre-sales activities
Strong understanding across Advanced Analytics solutions / technologies (Python, R, MCTK, SPSS, SAS) and preferably on-SAS Advanced Analytics technology (Enterprise Miner & Guide, SAS Visual Analytics and Statistics, SAS ETS, etc.)
Strong business acumen for various processes (Marketing, Risk, Fraud, Advanced Analytics & AI, Data Management / Quality) across min of 3 of these industries (Banking, Telecommunications, Government, Oil & Gas, Retail, etc).
Strong written, verbal, and interpersonal communication skills
Public speaking experience
Ability to work effectively in teams.
Able to travel as required
Bachelor's degree, preferably in Business, Computer Science, or other quantitative field related to area of assignment.
Typically requires minimum of ten years of experience in pre-sales, technical sales, business development, or technical functions within the technology industry (including related products and services).
Experience in a specific industry, market, technology, or business initiative related to area of assignment may be substituted for experience in the technology industry.