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Sr Manager, Consulting - Consumer and Communications

Company: SAS Institute
Location: Cary
Posted on: April 15, 2019

Job Description:

OVERVIEW

As a Senior Manager, Consulting Consumer and Communications at SAS, you will manage a team of engagement managers, as well as individual engagements with customers and be responsible for resulting services revenue in the Consumer (Retail/CPG) and/or Communications (Comm and Media) space.



You and your team will lead sales and business development efforts for a broad range of consulting services, such as: implementation delivery of industry solutions, standalone services for analytics, modeling, reporting and data management services, IT administration support and managed services, deployment support and management, business consulting and analytics advisory. You will develop and maintain relationships with customers and software sales channels to ensure a consistent cohesive and comprehensive message to our customers.



Primary Responsibilities:

* Build long-term relationships through competence, trust and credibility with stakeholders and executives across the customer s organization.

* Ability to create a vision and articulate the value of Consulting Services to CXO level customer stakeholders.

* Manage services related revenue target including opportunity pipeline/funnel development, risk assessment, cost/benefit analysis as well as forecast signed services revenue and resource requirements for proposed services engagements.

* Collaborates regularly with appropriates pre-sales, sales, divisional or global management to ensure progress toward joint goals pertinent to Division or Corporate objectives

* Lead the team in developing business and creating consulting engagement opportunities with customer stakeholders (IT and business/ enablers and practitioners) to ensure enablement of assigned customers.

* Prepare and deliver presentations to senior management (CXO) levels.

* Proactively develop and execute services sales strategies to drive software-independent standalone services revenue.

* Oversees the practice objectives and the acquisition and development of resources to meet those objectives

* Actively managers the team portfolio to balance workload assignments and resources with achievement of Division metrics for sales revenue, realization, and customer satisfaction (both internal and external)

* Provides staff with clear understanding of responsibilities, accountabilities and growth plan by communicating and managing work assignments, training, and performance evaluation

* Keeps abreast of trends in the related and competitive marketplace

* Ensures staff compliance with established policies and procedures including, but not limited to, time reporting, project administration/reporting, skills inventory, staff profiles, methodologies, quality assurance and project closeout

* Continuously build expertise and advisory skills beyond SAS technology on how to successfully enable and deliver analytics programs for customers.

* Travel will vary but could include spending up to 50% of your time in-person, onsite with customer stakeholders; travel will be dependent upon sales cycles.



Additional Responsibilities:

* Coordinate resources for the sales and implementation of complex services agreements.

* Actively participates in services pre-sales calls and presentations; identifies goals, evaluates account needs and designs appropriate demonstrations.

* Provide roadmap to customer of how to incorporate additional SAS solutions into their business.

* Uses domain expertise during the pre-sales cycle as it relates to the customer business issues.

* Provide input into the design and documentation of internal processes.



Essential Requirements:

* Bachelor's degree, preferably in Business, Computer Science, or a related field of study.

* Experience in consulting, services sales, and business development.

* 12+ years of experience in sales, business partner relationship development, project management, or technical functions within the technology industry.

* Experience in the Retail vertical market highly preferred.



Additional Knowledge, Skills, and Abilities:

* Demonstrated relationships and credibility specifically in the Consumer and/or Communications domains.

* Advanced knowledge of strategic sales techniques; SAS solutions and services, architecture and resources.

* Experience leading sales strategies and cycles.

* Strategic selling skills, skills in analyzing and evaluating multiple territory dynamics to develop and implement a sales plan.

* Ability to initiate and lead projects.

* Ability to work and lead effectively in a team environment but also be able to work independently.

* Excellent problem-solving and conflict resolution skills, decision making, and interpersonal skills

* Strong management, communication and leadership skills; demonstrated team-building, organizational, and planning skills.

* Ability to conceptualize client needs and translate them into specific implementation strategies, superior problem-solving skills.

* Demonstrated business and consulting knowledge; superior executive presence, including negotiation and presentation skills.



SAS looks not only for the right skills, but also a fit to our core values. We seek colleagues who will contribute to the unique values that makes SAS such a great place to work. We look for the total candidate: technical skills, values fit, relationship skills, problem solvers, good communicators and, of course, innovators. Candidates must be ready to make an impact.



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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Keywords: SAS Institute, Cary , Sr Manager, Consulting - Consumer and Communications, Professions , Cary, North Carolina

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