SMB Account Manager

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.

As a SMB Account Representative, you will be responsible for selling SAS software products, solutions, hosting, education, and services direct to customers and through SAS Partners in a high volume, multi-tasking environment to prospective and current accounts.

• • Create and executes territory and account strategies to grow new software, hosting and education revenue and exceed sales quotas.
  • 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).
  • Collaboratively engage with SAS Partners to sell SAS software, solutions, hosting, consulting services, and education (and combinations thereof) to current and prospective customers (new logos).
  • Educate and enables new SAS Partners by partnering with them in pipeline development activities as well as sales cycle execution.
  • Create and executes 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.

Work Location Frankfurt, Munich

: This is a hybrid role, requiring two days per week in the office  and occasional travel to customer or partner sites as needed.

• Minimum 3 years of experience in a sales, channel, indirect sales role.
• Knowledge and experience on the Insurance sector represents a nice to have.
• Applies advanced prospecting and strategic selling techniques.
• Advanced knowledge of hardware and software acquisition cycles and buying influences.
• Ability to quickly establish and build relationships with customers, including comfortably engaging C-levels; ability to communicate technical and business concepts via phone and relate them to SAS system applications and user needs.
• Ability to analyze and evaluate territory dynamics, develop a sales plan, and accurately forecast sales on a consistent basis.
• Leverages in-depth knowledge of industry/market trends and complex business / finance concepts in selling.
• Broad knowledge of SAS products and solutions required.
•  English and German fluent
• You’re curious, passionate, authentic and accountable. These are our values and influence everything we do
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