Senior Solution Sales Account Executive, Risk

What we do

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.

What you’ll do

Excellence in risk management is at the heart of business – and SAS is a Global Leader. We’re looking for a Solution Sales professional to be responsible for direct sales of SAS Risk Management solutions and services to prospective and current customers across Australia with a strong weighting to Financial Services (Banking and Insurance). In this role, you will provide in-depth expertise on products/ solutions and industry to identify, develop and close deals engaging with large corporate institutions.

A core part of SAS business is the provision of SAS Risk Management solutions. These solutions incorporate extensive business content, advanced analytics and reporting all from a common Platform, SAS Stratum. SAS is consistently rated as a leading risk technology vendor, and has enjoyed rapid growth in its Risk business. Focus areas are: Credit Risk Modeling & Decisioning, Stress Testing & Scenario Analysis, ESG, IFRS9, Model Risk Management, Regulatory Risk Management, and Insurance Risk (IFRS17).

As a Sr Solutions Sales Specialist, you will:

• Develop business within a territory or account through developing and sustaining senior level relationships.
• Business development activities include: uncover business needs, initiate and support marketing activities, help to integrate strategy into overall account plan,
• Qualify opportunities and identify resources required. Lead opportunity pursuits by managing and influencing requirements to gain competitive edge. Create and present sales proposals to successfully communicate the value of the company’s products and services.
• Leverage other support resources as appropriate.
• Execute within an integrated territory and account management plan;
• Advance opportunity through milestone steps of sales cycle and forecast time frames to close business.
• Develop a basic understanding of company pricing, licensing procedures and approvals matrix. Prepare standard quotations and proposal information as needed; work with other departments to create and finalize contracts and set time schedules for delivery services.
• Facilitate closure of complex sales. Assist with pricing negotiations and licensing questions. Engage with enterprise negotiations and licensing operations on price negotiations and licensing questions.
• Post-close, transition customer to Professional Services for design/deployment. May monitor customers to track satisfaction levels and to discover additional revenue opportunities.
• May Assists Product Management and/or Research and Development by providing information for future product direction.
• Produce revenue in line with current organization and individual targets/quota

Required Qualifications:

• Advanced knowledge of solution development focusing on financial risk management discipline within financial services institution (including banks, insurers) or similar experience in professional services.
• Excellent knowledge of SAS Risk Management products preferred
• Knowledge of advanced sales techniques
• Excellent knowledge of hardware and/or software acquisitions cycles and buying influences
• Advanced skill in analyzing and evaluating territory dynamics and developing sales plans
• Expert skill in communicating technical and business concepts and relating them to SAS applications and user needs
• Excellent written and verbal communication skills
• Ability to work independently and as part of a team
• Ability to travel as required
• A proven record in a sales role, managing responsibility and challenges that comes with it. He/she should be a well-organized, confident, self-motivated, team player, resourceful, responsive, dependable, creative and innovative professional.
• You’re curious, passionate, authentic and accountable. These are our values and influence everything we do.

Why SAS

• We love living the #SASlife and believe that happy, healthy people have a passion for life, and bring that energy to work. No matter what your specialty or where you are in the world, your unique contributions will make a difference.
• Our multi-dimensional culture blends our different backgrounds, experiences, and perspectives. Here, it isn’t about fitting into our culture, it’s about adding to it - and we can’t wait to see what you’ll bring.

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