Sales/Pre-Sales Travel Requirements 75%
Responsible for sales of SAS software products, solutions and services in a high volume, multi-tasking environment to Enterprise Accounts. Software Sales experience in varied sector Telecom, Retail, Healthcare etc, handling Mid & Enterprise accounts preferred.
Location - Bengaluru
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 Applies knowledge of company marketing goals and objectives, SAS applications, supported hardware platforms, marketing and business trends, and industry knowledge to assess account needs. Recommends appropriate solutions. Works closely with virtual sales team, account managers and executives to facilitate timely response to highly qualified, high revenue potential leads. Assists in evaluation of territory or account potential; uses BASE or Strategic selling methodology, pipeline management and forecasting to identify accounts with high "close" potential, qualifies, and forecasts time frames to close business. Develops action plans to close business for accounts. Develops plans to identify accounts that have the potential for further development and executes them. Teams with pre-sales resources and executives on strategic account development opportunities.
Knowledge, Skills and Abilities Knowledge of basic sales techniques; knowledge of hardware and/or software acquisitions cycles and buying influences. Ability to analyze and evaluate territory dynamics and develop a sales plan; ability to communicate technical and business concepts and relate them to SAS applications and user needs; ability to work independently and as part of a team. Ability to travel.
Works on problems of diverse scope where analysis of data requires evaluation of identifiable factors. Demonstrates good judgment in selecting methods and techniques for obtaining solutions. Networks with senior internal and external personnel in own area of expertise.
Normally receives little instruction on day-today work, general instructions on new assignments.
A seasoned, experienced professional with a full understanding of area of specialization; resolves a wide range of issues in creative ways. This job is the fully qualified, career-oriented, journey-level position.
Bachelor's degree, preferably in Business, Marketing, MIS, or other relevant discipline.
Requires a minimum of 10 -12 years experience handling Enterprise accounts.
Equivalent combination of education, training, and relevant experience may be considered
Work is typically performed in an office environment, using simple, easy muscular movements, involving only the handling of light materials, tools, or equipment in easy work positions, and with no special speed requirements or long stretches of exertion. Vision requirements for this job include close vision and the ability to adjust focus.