Senior Channels Sales Representative, SMB

Senior Channels Sales Representative, SMB – Hybrid | Cary, North Carolina

 

Nice to meet you!  

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.

We’re also a debt-free multi-billion-dollar organization on our path to IPO-readiness. If you’re looking for a dynamic, fulfilling career coupled with flexibility and world-class employee experience, you’ll find it here.

 

About the job 

As a Senior Channels Sales Representative, SMB for the US territory, you will be responsible for selling SAS software products, solutions, hosting, education, and services directly to the highest-level personas of prospective customers and through SAS Partners in a fast-paced, multi-tasking environment with a focus on Retail, Manufacturing and Services sectors.

 

As a Senior Channels Sales Representative, SMB, you will:  

• Create and execute territory and account strategies to grow new software, hosting and education revenue and exceed sales quotas. 
• Through a consultative sales approach you will sell software, solutions, hosting, consulting services, and education (and combinations thereof) to current and prospective customers (new logos). Ability to execute all aspects of sales cycle (prospecting, discovery, proposal, proof, close, cross/up sell). 
• Educate and enable new SAS Partners by partnering with them in pipeline development activities and sales cycle execution. 
• Create and execute territory-specific pipeline generation plans considering value-add of SAS Partner community to maintain pipeline necessary to achieve revenue objectives. Generates pipeline through effective lead management/conversion and proactive prospecting efforts. 
• Build and lead virtual teams for opportunities of necessary internal and external resources (i.e., Customer Advisors, Consulting, Industry/Domain Experts, Legal, Enterprise Negotiations, SAS Partners, Value Engineering). 
• Lead virtual team including SAS’ and SAS Partner resources and prospect/customer through process of thoroughly qualifying opportunities, mapping and proposing appropriate SAS offerings to buyers’ needs, and efficiently executing sales cycles resulting in new contracts. 
• Prepare standard and nonstandard quotations and proposals leveraging a deep understanding of pricing, licensing policies, packaging, and approvals process. 
• Ensures all applicable security policies and processes are followed to support the organization’s secure software development goals.

Required Qualifications  

• Bachelor’s degree in business, marketing, or a related field (or equivalent experience). 
• 8+ years of experience in direct sales and/or channel partner sales, preferably within the SMB market. 
• Proven track record of meeting or exceeding sales quotas.  
• Excellent communication, presentation, and negotiation skills.  
• Ability to travel as required, up to 25%  
• An equivalent combination of related education, training and experience may be considered in place of the above qualifications. 
• You’re curious, passionate, authentic and accountable. These are our values and influence everything we do.

Preferred qualifications  

• Experience working within a channel sales model, including knowledge of channel dynamics and partner ecosystems. 
• Experience in a technical sales environment working the whole life of a sales cycle. 
• Knowledge of Retail, Manufacturing & Services industries. 
• Experience selling to the highest levels of an organization.  
• Knowledge of SAS software and/or the analytics marketplace.   

World-class benefits  

Highlights include...

• Comprehensive medical, prescription, dental and vision plans.
• Medical plan options include…
  • PPO with low annual deductible and copays.
  • HDHP combined with a health savings account with a contribution from SAS (no access to on-site health care center).
• Onsite Health Care Center (HQ) that’s free to employees and family members enrolled in the PPO plan. There’s a pharmacy too! Not local to HQ? The pharmacy will ship prescriptions for no additional charge!
• An industry-leading 401k plan.
• Generous time away including vacation time, a variety of paid holidays, and our much-loved U.S. Winter Wellness Break between December 25 and January 1.
• Volunteer Time Off, parental leave and unlimited paid sick days.
• Generous childcare benefits for all full-time employees. 

Diverse