SAS Institute Inc. Sales Manager in Dubai, United Arab Emirates
Responsible for contributing to the achievement of SAS’s strategic corporate and business unit objectives through the implementation of sales and marketing strategy within the Middle East region with concentration on Public Sector.
Responsible for achievement of total software revenue target and management business objectives (MBOs)
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 (PTG) of software, consulting services, and education services.
Ensures team alignment toward BASE sales approach and utilization of Orion, Account Plans and Opportunity Plan development.
Coordinates resources for specified sales methodology and promotes and reinforces BASE selling concepts. Note: If not BASE replace Solution with Strategic.
Leads sales representatives in meeting goals in day-to-day performance.
Interprets sales policies, advises sales executives in the handling of complicated sales and policy issues, and emphasizes the requirement for use of divisionally-adopted sales methodologies.
Accurately forecasts new and renewal sales on a monthly and quarterly basis.
Hires and is very involved in early and on-going training of new sales executives.
Knowledge, Skills and Abilities
Demonstrated understanding of strategic sales techniques and principles specifically in the hardware and software industry.
Demonstrated knowledge of at least three industries and/or market segments. Knowledge of corporate/government software or hardware acquisition cycles.
Strong leadership, supervisory, and interpersonal, oral, and written communication skills.
Ability to travel.
Works on issues of diverse scope where analysis of situation or data requires evaluation of a variety of factors, including an understanding of current business trends. Follows processes and operational policies in selecting methods and techniques for obtaining solutions. Acts as advisor to subordinates to meet schedules and/or resolve technical problems. Develops and administers schedules, performance requirements. May have budget responsibilities.
Erroneous decisions or failure to achieve results will add to costs and may impact the short-term goals of the organization.
Frequently interacts with subordinate supervisors, customers, and/or functional peer group managers, normally involving matters between functional areas, other company divisions or units, or customers and the company. Often must lead a cooperative effort among members of a project team.
Manages, perhaps through subordinate supervisors, the coordination of the activities of a section or department with responsibility for results, including costs, methods and staffing.
Receives assignments in the form of objectives and determines how to use resources to meet schedules and goals. Provides guidance to subordinates within the latitude of established company policies. Recommends changes to policies and establishes procedures that affect immediate organization(s).
Bachelor's degree preferably in Business, Marketing, Computer Science, or quantitative field.
Typically requires eight years of experience in software sales, including two years in a leadership role, coordinating and/or supervising technical projects within the technology industry. Demonstrated experience in successfully achieving a sales target.
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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 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. 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.
Requisition ID: 20017836
Travel Requirements: 50%
External Company Name: SAS Institute Inc