Distribution Account Manager

Distribution Account Manager - Cary, NC Headquarters 

 

We’re a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence – and questions into answers. 

 

If you’re looking for a dynamic, fulfilling career with flexibility and a world-class employee experience, you’ll find it here. We’re recognized around the world for our inclusive, meaningful culture and innovative technologies by organizations like Fast Company, Forbes, Newsweek and more.

 

About the job   

Partners are critical to our overall success and go to market strategy here at SAS. The Global Channels Division is currently hiring a Distribution Account Manager for North America with experience managing channel business relationships and processes to drive sales of SAS products and solutions. 

 

We are seeking a dynamic, driven individual with a strong background working with key distribution partners in software sales. Additional consideration for cloud knowledge and sales experience (both new and expansion through existing accounts).  The right candidate will possess an understanding of channel sales, distribution as well as partner programs in the U.S. and Canada. 

 

As a Distribution Channel Account Manager, you will:

• Exceed sales goals through assigned channel distributors.
• Be a liaison between the distributor and SAS; facilitate effective two-way communications, align to a common vision, strategy, and the right investment both in capacity and capability by the partner
• Develop plan with distributors and the rest of the SAS Distribution team to recruit capable industry or local channel partners in designated territories with intensive business coaching to distributor
• Collaborate with SAS channel managers, enablement, Partner Program Office, and channel marketing to create initiatives to recruit and enable partners, generate pipeline, and prioritize customer success
• Be capable to clearly articulate SAS’ strategy and drive initiatives, including product training and certification to build distributor and partner competencies.
• Contribute to channel distributors strategy, territory planning, Go-to-Market plans; resource/invest plan and revenue forecasting, manage channel distributor’s performance to plan and trends.  
• Contribute to business updates through quarterly business reviews at senior levels. 
• Work closely with Client Sales, Finance and Legal to ensure our back-office teams support adequately our business with distributors.
• Develop and nurture key relationships with members of channel distributor organizations and partner community, ensure executive mappings are in place.
• Become an integral part of the distributors’ team and business to create new revenue streams, establish loyalty and overall satisfaction.
• Work closely with SAS Marketing team to support and monitor the execution of distributor-related marketing initiatives, use of materials and resources.
• Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.

Required qualifications

• Minimum 5 years relevant experience in channel account management or similar sales role.
• Bachelor’s Degree in business, marketing or a related field.
• Deep understanding of modern sales techniques, channel sales and distribution partner management.
• Proven track record of exceeding sales goals and execution with the ability to forecast, manage business performance and results.
• Ability to foster collaboration and build rapport and influence in a matrixed environment.   
• Strong analytical skills with the ability to interpret sales data and make strategic recommendations.
• Excellent communication and interpersonal skills, capable of building rapport and negotiating effectively.
• Proven creative thinker who looks for innovative ways to solve business challenges.
• Demonstrated ability to work independently and collaboratively with cross-functional teams.
• An equivalent combination of related education, training and experience may be considered in place of the above qualifications. 

Additional competencies, knowledge and skills  

• Business Acumen: Using one’s knowledge of economic, financial, market, and industry trends to understand and improve individual, work group, and/or organizational results; using one’s understanding of major business functions, industry trends, and own organization’s position to contribute to effective business strategies and/or tactics.
• Portfolio Management: Optimizing selling time and results by effectively managing one’s