Manager, Global Accounts Management

Are you a problem solver, go getter, explorer, and knowledge seeker – always asking, “What if?”

If so, then you may be the new team member we’re looking for. Because at SAS, your curiosity matters – whether you’re developing algorithms, creating customer experiences or answering critical questions. Curiosity is our code, and the opportunities here are endless.

What We Do

We’re the leader in analytics. Through our software and services, we inspire customers around the world to transform data into intelligence. Our curiosity fuels innovation, pushing boundaries, challenging the status quo and changing the way we live.

We have the No. 2 market share for AI. We can deploy in all major clouds. We’re on the forefront of Machine Learning. We’re Open. Should we keep going?

At SAS, we’re not just selling software – we’re selling solutions to our customers’ toughest business problems. Here, you’ll think outside the box and rally your team to give customers an experience they won’t forget. We’ll empower you with the resources you need to close the deal – and reward you for your determination to help our customers.

What You’ll Do

We are currently seeking a Global Account Manager to manage our strategic life science SAS customer in Germany.

Our client is responding to the challenges of changing consumer demands and the threat of disruption from old and new competitors. Their future success relies upon the ability to leverage new technology trends and compete through data and analytics to become truly customer centric. SAS has a long-standing relationship in particular with the clinical development teams. However, there are also a plethora of opportunities beyond the R & D expanding into new functions.

You will be responsible for contributing to the achievement of SAS strategic objective and total account management through the implementation of sales and marketing strategy for Global Accounts. You will keep recurring revenue and use this to position new solutions. In order to do so you need to establish new relationships not just in IT but in the business to make sure SAS is part of the strategic initiatives.

You Will

• Develop and maintain the multi-year strategic account plan for Global Accounts to meet or exceed customer objectives and SAS sales goals. Continuously monitor and, as needed, revise the plan to ensure fit with the Account needs and priorities.
• Influence and lead strategic planning efforts and coach the team on the approach and strategic methodology.
• Align account strategy with alliance partners key to the account.
• Expand and enhance the overall relationship base within the client’s global business which includes growing executive relationships within the account.
• Manage escalation issues for the Strategic Account on a worldwide basis and drive escalations to closure while creating a high level of customer satisfaction for the Account and a win-win environment for the SAS resources involved in the day-to-day operation of the Account.
• Demonstrate value- and trust-based selling skills with a deep understanding of the customer’s needs and SAS’ capabilities.
• Manage both direct line and virtual sales teams globally for the account.
• Manage ongoing coordination of all lines of business supporting the account (delivery, R&D, tech support, education, marketing, global hosting, customer success).
• Direct the SAS team on execution of the strategy and plan by coordination and leadership of activities across product categories and other organizations and partners.
• Articulate both SAS and Strategic Account value proposition to C-level management within Account and SAS.
• Coordinates resources for specified sales methodology and promotes and reinforces Solutions Selling concepts.
• Leads sales representatives in meeting goals in day-to-day performance.
• Set and maintain quarterly business review schedule with Account sponsors to track progress on aligned focus areas/work streams and other interactions.
• Ongoing alignment with the SAS Executive Sponsor in the account.
• Maintain a thorough understanding of the customer’s industry including trends, business processes, financial measures, performance indicators and key competitors.
• Provide accurate revenue forecasts to SAS senior leadership.
  
  

What We’re Looking For

• Experience selling complex technology solutions, ideally with an established network
• Ability to analyse the customers strategy to map it with our offerings
• Ability to understand and communicate technical and business concepts and relate them to SAS applications and user needs
• Experience leading and advancing discussions with influential decision makers
• Ability to create demand through insight by identifying targeted accounts business challenges and needs and their probable causes
• Ability to work independently and manage virtual teams
• Knowledge of corporate software and hardware acquisition cycles
• Strong leadership, supervisory, and interpersonal, oral and written communication skills
• Ability to travel
• You’re curious, passionate, authentic and accountable. These are our values and influence everything we do.
  
  

Why SAS

• SAS is recognised by industry analysts as a leader in analytics, data science, data management and risk management. Working directly with customers, you will deliver solutions that deliver transformational value.
• You will be working with some of the brightest minds in the industry, in a company that encourages curiosity and innovation. We strive to achieve excellence as ethical sales professionals with our customers at the centre of everything we do.
• 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.
  
  

Location

• This role is based out of any of our headquarters in Germany and will require regular travel. We have a modern working environment with superb facilities designed to promote wellbeing, creativity and collaboration.
  
  

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