Sr. Industry Consultant

SAS Institute - Atlanta, GA

Full-time
Leverages extensive industry expertise and networks to drive revenue growth. Creates and delivers credible and unique viewpoints to differentiate SAS in the market. Actively works with sales teams and partners in support of sales opportunities and provides strategic impact to the industry sales go-to-market plans.

Primary Responsibilities:
Provides direct industry/business domain sales support through sales calls, customer visits and presentations contributing to new revenue generation.
Responsible for sales tool development, including use cases and proof of concepts.
Coaches the sales force on industry focused account strategies and leads the sales organization with new account penetration strategies. Involved in all stages of the sales engagement.
Develops and maintains relationships with partners, key consultancies, and system integrators to establish focused and effective strategic teaming arrangements.
Develops industry specific sales strategy that enables the SAS sales force to establish SAS as the key industry analytics partner. Activities include the following: identifying industry trends and sources of major disruption in the industry, establishing strategic vision and value propositions based on SAS offerings, and articulating a solution capability at the C-level. This sales strategy will address what to sell and how to sell; and will identify any gaps in SAS’ existing offerings that need to be addressed.
Supports thought leadership activities including articles, whitepapers, blogs, speaking engagements and involvement with key industry organizations.
Supports sales enablement through sales and partner training programs.
Leads customer engagements (e.g. solution/domain enablement, discovery, value quantification, best practices) in support of pre and post sales activities.
Participates in activities that demonstrate SAS’ industry experience and leadership. May publish industry articles, blogs and white papers. Speaks at internal and external industry events. Develop workshops to educate sales/marketing team.
Identifies industry trends, emerging issues, competitive advances and threats. Coordinates with other SAS resources to help define SAS’ position regarding these trends and issues, then aligns SAS’ position based on business unit market requirements.
Prepares and delivers presentations and demonstrations to customers at the highest levels of management.
Participates with senior management to identify and establish objectives, assignments, and goals in accordance with SAS business unit specific strategic plans; assists in targeting specific customers and business partners to promote industry sales and marketing initiatives.
Works closely with sales staff, sales management, and marketing staff to ensure successful positioning of industry solutions and that a consistent message is communicated to our customers and/or business partners.
Identifies sales support resources required to deliver appropriate SAS solution design.
Assists with providing market-driven information for future product direction using industry expertise and direct interaction with customers, prospects, analysts, and other external resources.
Builds credibility and trusted advisor relationship with customers.
Required to travel on a frequent basis.
Performs other duties, as assigned.

Knowledge, Skills and Abilities
Demonstrated industry relationships and credibility.
Specialized knowledge in a key solution area or industry.
Demonstrated ability to present to all levels of an organization.
Excellent analytical and creative problem solving skills.
Fundamental understanding of decision support and operation software systems.
Ability to work independently, or as part of a team.
Good project management and facilitation skills.
Ability to understand and translate complex technical and business information to internal/external audiences.
Public speaking experience.
Complexity
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.

Supervision
Normally receives little instruction on day-today work, general instructions on new assignments.

Problem Solving
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.

Education
Bachelors Degree, preferably in Business, Marketing, Computer Science, MIS, Engineering, or related discipline

Experience
Typically requires a minimum of 10 years of related experience

Additional Information:
To qualify, applicants must be legally authorized to work in the United States, and should not require, now or in the future, sponsorship for employment visa status. SAS is an equal opportunity employer. All qualified applicants are considered for employment without regard to race, color, religion, gender, sexual orientation, gender identity, age, national origin, disability status, protected veteran status or any other characteristic protected by law. Read more: Equal Employment Opportunity is the Law. Also view the supplement EEO is the Law, and the notice Pay Transparency

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