Principal Account Executive

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Are you a problem solver, 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.
**What you’ll do**
Responsible for sales of SAS software products, solutions and services in a high volume, multi-tasking environment to prospective and current accounts.
Primary Responsibilities:
- Sells software, solutions and services to current and prospective customers; works with other sales/pre-sales/domain/personnel to position and leverage sales opportunities to acquire, grow and retain customers within assigned territory.
- Fulfills wide range of requests for information from prospective customers. Qualifies level of opportunity and resources required.
- Prospects within a territory or account to uncover business needs.
- Implements aspects of territory and account management and development; identifies accounts with high "close" potential, qualifies, advances opportunity through milestone steps of sales cycle and forecast time frames to close business within Orion.
- Works closely with pre-sales resources and executives to facilitate timely response to highly qualified, high revenue potential opportunities.
- 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.
Additional Responsibilities
- Role model in their development of Go-To-Market (GTM) account sales strategies.
- Demonstrates mastery at securing meetings and delivering value proposition to C-level suite.
- Manages largest and/or most strategic accounts. Proposes value-add alternatives that benefit both the customer and SAS.
- As an expert in the field, routinely leverages professional concepts in developing resolution to critical internal/external issues thru use of the following tools - BASE, Revegy Tool and others.
- Is a leader in goal and object setting based on evaluation of territory potential, and matches company and divisional initiatives.
- Takes full accountability to leading initiatives or projects that extend beyond the sales organization.
- Develops strategy to preserve and grow the renewal revenue base in parallel to new revenue growth.
- Viewed by customers as a Partner/Trusted Advisor. Customers proactively seek out their advisement.
Knowledge, Skills and Abilities
- Viewed as thought leader and knowledgeable domain resource within his/her customer base.
- Consistently exceeds revenue targets. Ability to meet revenue targets in spite of perceived obstacles and/or market conditions.
- Expert knowledge of industry software and hardware terminology and concepts; expert knowledge of SAS solutions and services as well as an expert in non-standard software sales contracting.
- Expert written and verbal communication skills, strategic selling skills, skills in analyzing and evaluating territory dynamics to develop and implement a sales plan.
- Ability to negotiate global Enterprise/Master Licensing Agreements.
- Possesses leadership attributes to guide external and internal teams through challenging negotiations.
Education
Bachelor's degree, preferably in Business, Marketing, MIS, or other relevant discipline. MBA is a plus.
Experience
Requires a minimum of twelve years of experience in the sales, marketing, or technical support of computer software solutions (including related training products and services), computer hardware, or telecommunications software/hardware. Specific industry related experience may be considered in combination with the above requirements.
**Why SAS**
- 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.
**Additional Information**:

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