Enterprise Software Sales Leader
SAS Institute Inc
CA-ON-Toronto
15d ago

Summary :

Responsible for contributing to the achievement of SAS’s strategic corporate and business unit objectives through the implementation of sales and marketing strategy for Ontario based organizations including : retail, telecommunications and the provincial government.

Primary Responsibilities :

  • Responsible for achievement of total software revenue target and management business objectives
  • Plans and implements growth plans for software, consulting services, and education services.
  • Directs management of sales and sales support activities for staff members to implement growth plans and sales activities.
  • Develop and implement marketing, sales and business development plans to exceed target levels.
  • Generate new business through strategic-based selling and managing relationships with key customers.
  • Assigns appropriate sales goals and assignments to sales staff; determines optimal utilization of staff and resources to achieve sales goals.
  • Responsible for communication with sales management team to coordinate account strategies.
  • Responsible for hiring, directing and evaluating staff.
  • Works in conjunction with the Strategic Pricing Group to negotiate contracts and bids.
  • Formulate business plan to support the business development process.
  • Determines equitable sales assignments.
  • Responsible for timely and accurate forecasting of software, consulting services, and education services.
  • Ensures team alignment toward BASE sales approach and utilization of Orion, Account Plans and Opportunity Plan development.
  • Additional Responsibilities

  • May work directly with Marketing to plan and implement seminar strategies and / or mail campaigns.
  • Analyzes and evaluates territory sales plans and practices to maximize revenue and minimize product cancellations.
  • Analyzes and implements company sales initiatives at the regional or national industry level and develops short and long term plans to address industry and competitor trends.
  • Member of Division management team. Participates in the development of the Division’s annual business plan.
  • Participates in large scale negotiations and interfaces with senior management at customer sites using office-to-office selling techniques.
  • Manages large, complex, non-standard implementations.
  • Sought by Customer Executives as a trusted advisor to solve complex business problems.
  • Works on complex issues where analysis of situations or data requires an in-depth knowledge of the company.
  • Participates in corporate development of methods, techniques and evaluation criteria for projects, programs, and people.
  • Ensures budgets and schedules meet corporate requirements.
  • Regularly interacts with executives and / or major customers.
  • Interactions frequently involve special skills, such as negotiating with customers or management or attempting to influence senior level leaders regarding matters of significance to the organization.
  • Directs and controls the activities of a broad functional area through several department managers within the company.
  • Has overall control of planning, staffing, budgeting, managing expense priorities, and recommending and implementing changes to methods.
  • Participates with other senior managers to establish strategic plans and objectives.
  • Makes final decisions on administrative or operational matters and ensures operations’ effective achievement of objectives.
  • Knowledge, Skills and Abilities

  • Demonstrated management skills in a sales organization.
  • Demonstrated negotiation skills.
  • Ability to manage, negotiate, and close multiple complex sales opportunities that may be international in scope.
  • Demonstrated ability to effectively allocate regional resources to meet sales objectives.
  • Knowledge of corporate / government software and / or hardware acquisition cycles and buying influences preferred.
  • Demonstrated understanding of strategic sales techniques and principles, specifically in the hardware and software industry, as well as selling to Fortune 500 companies and / or large governmental institutions.
  • Demonstrated knowledge of at least three industries and / or market segments.
  • Strong oral communication skills; demonstrated project leadership skills.
  • Bachelor's degree preferably in Business, Marketing, Computer Science, or quantitative field.
  • Typically requires fifteen years of experience in software sales, including nine years in a leadership role, coordinating and / or supervising technical projects within the technology industry and five years in a formal management role.
  • Demonstrated experience in successfully achieving a sales target
  • Equivalency :
  • Ability to work and learn independently; demonstrated ability to interact productively with all levels of staff.
  • Ability to travel.
  • Additional Information :

    To qualify, applicants must be legally authorized to work in Canada.

    SAS is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability status, protected veteran status or any other characteristic protected by law.

    Equivalent combination of education, training, and relevant experience may be considered in place of the education requirement stated above.

    The level of this position will be determined based on the applicant's education, skills and experience.

    Resumes may be considered in the order they are received.

    SAS employees performing certain job functions may require access to technology or software subject to export or import regulations.

    To comply with these regulations, SAS may obtain nationality or citizenship information from applicants for employment. SAS collects this information solely for trade law compliance purposes and does not use it to discriminate unfairly in the hiring process.

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