SAS Institute Inc.

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Sr Account Executive (Financial Services)

at SAS Institute Inc.

Posted: 5/8/2019
Job Reference #: 17053
Keywords: marketing

Job Description

  • Job LocationsUS-NC-Cary | US-NY-New York City | US-NJ-New Jersey | US-DC-Washington, D.C. | US-PA-Philadelphia
    Requisition ID
    20028881
    Category
    Sales/Pre-Sales
    Visa Sponsorship
    No
    Travel Requirements
    50%
  • Overview

    The Senior Financial Services Account Executive is responsible for sales of SAS software products, solutions and services in a high volume, multi-tasking environment. The territory contains multiple, large insurance brokerage, life and mortgage-related accounts in the NYC, Washington DC and eastern seaboard areas.

    Primary Responsibilities:

    • Sells software, solutions and services to current and prospective customers; works with other sales and support personnel to position and leverage sales opportunities to acquire, grow and retain customers within assigned territory.
    • Fulfills wide range of requests for information from prospective and current customers. Qualifies level and timing of opportunity.
    • Prospects within current accounts and territory to uncover business needs.
    • Implements aspects of territory and account management and development; identifies accounts with high "close" potential, qualifies, and accurately forecast time frames to close business.
    • Develops and maintains key relationships with partner organizations within the account portfolio, e.g., Accenture, KPMG, Deloitte, EY, PWC, etc.
    • Prepares quotations and proposal information as needed; works with other departments to create and finalize contracts and set time schedules for services.
    • Follows up with customers to track satisfaction levels and to discover additional revenue opportunities.
    • Develops a strong understanding of SAS company pricing and licensing procedures.
    • Customizes and sells solution and consulting packages to match account needs with Institute offerings, along with external partnership offerings.
    • Utilizes solutions-selling methodology, strategic concepts, and techniques.
    • Conducts significant direct contact with customers and travel to customer sites.
    • Serves as a resource for team members in all aspects of territory management, policies and procedures, marketing goals and objectives, SAS System applications, hardware platforms, market trends and business and industry knowledge.
    • Sets account-specific goals and objectives based on evaluation of territory potential and matches company and divisional initiatives.
    • Actively plans and participates in sales calls and presentations; identifies goals, evaluates account needs, and designs appropriate demonstrations.
    • Applies knowledge of SAS marketing goals and objectives, SAS applications, supported hardware platforms, and marketing trends to assess account needs.
    • Assumes responsibility for maintaining and growing current and new revenue in accounts, both software and services, works with consulting staff to position service solutions and leverage large sales opportunities.
    • Directs internal resources, including pre-sales and post-sales services, contracts, etc. in order to reach objectives.
    • Assumes consultative role in dealing with technical issues and interpreting applications needs; prepares customer profiles based on needs analysis of hardware, software, applications, and user levels.
    • Prepares complex quotations and proposal information as needed; works to customize quotes and proposals and to coordinate resources across divisions.
    • Conducts extensive follow-up with customers to track satisfaction levels and uncover additional opportunities.
    • Prepares and delivers presentations to customers at the highest level of management.
    • Effectively manages business expenses.
    • Performs other duties, as assigned.

    Essential Requirements:

    • Bachelor's degree, preferably in Business, Marketing, MIS, or other relevant discipline.
    • Requires a minimum of eight years of experience in the sales, marketing, or technical support of computer software solutions (including related training products and services), computer hardware, or telecommunications software/hardware.
    • Ability to travel 50%+ of the time or as business needs require.
    • Work location: New York, New Jersey, Washington DC area, Philadelphia and Raleigh NC.

    Additional Requirements:

    • Knowledge of advanced strategic sales techniques; knowledge of software and/or hardware acquisition cycles and buying influences.
    • Advanced knowledge of industry software and hardware terminology and concepts; knowledge of SAS solutions and services preferred.
    • 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 initiate and lead projects; 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 on a frequent basis.

    Preferences:

    • 5+ years of domain experience working in/selling to the insurance, brokerage mortgage-related industries.
    • Previous sales experience developing and selling analytical business solutions
    • Experience developing and progressing sales engagements with large partner firms, i.e., Accenture, KPMG, Deloitte, EY, PWC, etc.
    • Previous experience calling upon both business and IT organizations.

    Equivalency:

    • Equivalent combination of education, training, and relevant experience may be considered in place of the requirements above.
    • SAS looks not only for the right skills, but also a fit to our core values. We seek colleagues who will contribute to the unique values that makes SAS such a great place to work. We look for the total candidate: technical skills, values fit, relationship skills, problem solvers, good communicators and, of course, innovators. Candidates must be ready to make an impact.

    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 employer. All qualified applicants are considered for employment without regard to race, color, religion, gender, sexual orientation, gender identity, age, national origin, disability status, protected veteran status or any other characteristic protected by law. Read more: Equal Employment Opportunity is the Law. Also view the supplement EEO is the Law, and the notice Pay Transparency

    Equivalent combination of education, training and experience may be considered in place of the above qualifications. The level of this position will be determined based on the applicant's education, skills and experience. 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.

    Want to stay up to date with life at SAS, products and jobs? Follow us on LinkedIn

    SAS looks not only for the right skills, but also a fit to our core values. We seek colleagues who will contribute to the unique values that makes SAS such a great place to work. We look for the total candidate: technical skills, values fit, relationship skills, problem solvers, good communicators and, of course, innovators. Candidates must be ready to make an impact.

    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 employer. All qualified applicants are considered for employment without regard to race, color, religion, gender, sexual orientation, gender identity, age, national origin, disability status, protected veteran status or any other characteristic protected by law. Read more: Equal Employment Opportunity is the Law. Also view the supplement EEO is the Law, and the notice Pay Transparency

    Equivalent combination of education, training and experience may be considered in place of the above qualifications. The level of this position will be determined based on the applicant's education, skills and experience. 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.

    Want to stay up to date with life at SAS, products and jobs? Follow us on LinkedIn