IoT Sales Manager
SAS Institute Inc.
Milan , IT
8 gg fa

SAS is the world’s largest privately owned software company and the 5th largest software company in the world. Consistently voted in the top 3 of the world’s best multinational workplaces, SAS is the leading vendor of business analytical software.

Through innovative solutions, SAS helps customers at more than 70,000 sites improve performance and deliver value by making better decisions faster.

We are looking for an IoT Sales Manager to drive sales management, business development and value proposition oversight for Internet-

of-Things Commercial (IoTc) across Banking, Insurance and Healthcare. You will own the revenue target for multiple business development executives in a highly-

competitive and complex emerging industry.

You will manage the business development executives working with new and existing clients to introduce new value propositions and revenue streams for our clients.

IoTc specializes in converting IoT market opportunities into value capture revenue sharing relationships or working with new clients to introduce new products, services, or margin improvements.

We will work closely with SAS account coverage teams, IoT pre-sales, product, and R&D.

Primary Responsibilities :

  • Ownership and management of IoTc value proposition development approach to sales and distribution :
  • Understand observable market opportunity
  • Understand requirements to perform against observable market opportunity
  • Understand investment to enter into observable market opportunity
  • Understand necessary market share to support healthy business
  • Understand delivery complexity and ongoing management costs
  • Understand sensibility of the business model
  • Establish IoTc ecosystem design channel and / or assets with GTM plan
  • Formalize economic framework contracts and distribution model
  • Secure clients and revenue base for created IoTc ecosystem value proposition
  • Deep, nuanced understanding of banking (commercial, capital markets, equipment / asset / supply chain finance), insurance (personal / commercial lines, P&C, life, reinsurance) and / or healthcare (device, provider network, systems)
  • Ability to understand and quantify the impact of inefficient operations within targeted industries to optimally design value proposition and work with the appropriate clients to enable transformative outcomes
  • Develops go to market plans for IoTc solutions with multiple distribution approaches; identifies market segments with high "close" potential, qualifies, advances opportunity through milestone steps of sales cycle and forecast time frames to close business within Orion
  • Ability to foster close working relationships with SAS partners and industry consultants to maximize revenue potential and accelerate market adoption of an emerging solution where appropriate
  • Works closely with SAS resources and peer executives to identify relevant client organizations aligned to highly qualified, high revenue potential opportunities from the emerging initiatives group
  • Fulfills wide range of requests for information from prospective customers, internal SAS executives and external partners.
  • Qualifies level of opportunity and resources required. Works closely with internal partner organizations to ensure appropriate allocation and utilization of resources

  • Prepares standard quotations and proposal information as needed; works with other departments to create and finalize contracts and set time schedules for delivery services.
  • Follows up with customers to track satisfaction levels and to discover additional revenue opportunities. Develops a basic understanding of company pricing, licensing procedures and approvals matrix.

    Fully utilizes account planning process and tools (Account Plans and Opportunity Plans within BASE)

  • Performs other duties, as assigned. Customizes and sells solution and consulting packages to match account needs with Institute offerings, along with external partnership offerings.
  • Conducts significant direct contact with customers and travel to customer sites. Serves as a resource for team members in all aspects of territory management, policies and procedures, marketing goals and objectives, SAS System applications, hardware platforms, market trends and business and industry knowledge.

    Sets goals and objectives based on evaluation of territory potential and matches company and divisional initiatives.

    Essential Requirements :
  • Ability to travel
  • Ability to travel
  • Working experience in the financial services industry either through direct industry roles or consulting / advisory roles
  • Familiarity and experience in IoT use cases, platforms, challenges and businesses
  • Knowledge of modern sales techniques, distribution and partnership models; knowledge of hardware and / or software acquisitions cycles and buying influences.
  • Ability to evaluate and quantify (in dollar potential) a specific market opportunity in an industry
  • Ability to analyze and evaluate territory dynamics and develop a sales plan; ability to communicate technical and business concepts and relate them to SAS applications and user needs;
  • ability to work independently and as part of a team.

    We seek colleagues who will contribute to the unique culture that makes SAS such a great place to work. We look for the total candidate : technical skills, relationship skills, problem solvers, good communicators and, of course, innovators.

    Candidates must be ready to make an impact.

    Some people see data as facts and figures. But it’s more than that. It’s the lifeblood of business. It contains an organisation's history and it’s trying to tell you something.

    SAS helpscustomers around the world make sense of the message.

    As the leader in business analytics software and services, SAS transforms data into insights that give our clients a fresh perspective on their business.

    They can identify what’s working. Fix what isn’t and discover new opportunities.

    At SAS, we set the bar high for our employees and give them a culture that fosters creativity and promotes innovation. This approach springs from CEO Jim Goodnight’s philosophy : Treat employees like they make a difference and they will.

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