Principal Sales Specialist - Customer Intelligence Job in Sas

Primary Responsibilities:
Sells software, solutions and services to current and prospective customers; works
with other sales/pre-sales/domain/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 customers. Qualifies
level of opportunity and resources required.
Prospects within a territory or account to uncover business needs.
Implements aspects of territory and account management and development; identifies
accounts with high "close" potential, qualifies, advances opportunity through
milestone steps of sales cycle and forecast time frames to close business within
Orion.
Works closely with pre-sales resources and executives to facilitate timely response to
highly qualified, high revenue potential opportunities.
Prepares standard quotations and proposal information as needed; works with other
departments to create and finalize contracts and set time schedules for delivery
services.
Follows up with customers to track satisfaction levels and to discover additional
revenue opportunities.
Develops a basic understanding of company pricing, licensing procedures and
approvals matrix.
Fully utilizes account planning process and tools (Account Plans and Opportunity
Plans within BASE).
Performs other duties, as assigned.
Additional Responsibilities
Customizes and sells solution and consulting packages to match account needs with
Institute offerings, along with external partnership offerings.
Utilizes BASE or Strategic 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 goals and objectives based on evaluation of territory potential and matches
company and divisional initiatives.
Actively participates in sales calls and presentations; identifies goals,
evaluates account needs, and designs appropriate demonstrations.
Applies knowledge of Institute marketing goals and objectives, SAS applications,
supported hardware platforms, and marketing trends to assess account needs.
Assumes responsibility for all activity in accounts and new revenue, both software
and services, works with consulting staff to position service solutions and leverage
sales opportunities.
Directs internal Institute 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.
Education, Knowledge, Skills and Experience
B:E + MBA preferred
Experience range 8 to 12 years
Strong sales cycle understanding from selling to private banks in India/western
region.
Knowledge of advanced strategic sales techniques; knowledge of software & services
sales 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.