SAS Institute Inc. Director, Sales - Public Sector in Ottawa, Ontario

Responsible for contributing to the achievement of SAS’s strategic corporate and business unit objectives through the implementation of sales and marketing strategy within a defined region or industry.

Responsibilities:

  • Responsible for achievement of total software revenue target and management business objectives (MBOs)

  • Federal and Provincial vertical focus

  • 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.

  • May work directly with Marketing to plan and implement seminar strategies and/or mail campaigns.

  • Analyzes and evaluates territory sales plans and practices to maximize revenue and minimize product cancellations.

  • Analyzes and implements company sales initiatives at the regional or national industry level and develops short and long term plans to address industry and competitor trends.

  • Member of Division management team. Participates in the development of the Division’s annual business plan

  • Participates in large scale negotiations and interfaces with senior management at customer sites using office-to-office selling techniques.

  • Manages large, complex, non-standard implementations.

  • Sought by Customer Executives as a trusted advisor to solve complex business problems.

  • General management/office management responsibilities

Knowledge & Skills:

  • Demonstrated management skills in a sales organization.

  • Understanding of contracting vehicles and government procurement process.

  • Demonstrated negotiation skills.

  • Ability to manage, negotiate, and close multiple complex sales opportunities that may be international in scope.

  • Demonstrated ability to effectively allocate regional resources to meet sales objectives.

  • Knowledge of corporate/government software and/or hardware acquisition cycles and buying influences preferred

  • Demonstrated understanding of strategic sales techniques and principles, specifically in the hardware and software industry, as well as selling to Fortune 500 companies and/or large governmental institutions.

  • Demonstrated knowledge of at least three industries and/or market segments.

  • Strong oral communication skills; demonstrated project leadership skills.

  • Ability to work and learn independently; demonstrated ability to interact productively with all levels of staff.

  • Ability to travel

  • Bilingual in both English and French is considered a strong asset.

  • Bachelor's degree preferably in Business, Marketing, Computer Science, or quantitative field

  • Typically requires fifteen years of experience in software sales, including nine years in a leadership role, coordinating and/or supervising technical projects within the technology industry and five years in a formal management role. Demonstrated experience in successfully achieving a sales target

About SAS:

SAS believes in the whole employee experience. Meaningful work. Empowerment to make a difference that changes people’s lives. Dynamic work environments that foster innovation. And an award-winning culture that makes it all possible. We believe great ideas can come from anywhere. Whether you're a university recruit, or an experienced professional ready for the next big challenge, SAS brings perks, passion, and the potential to grow. No limits.

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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 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: 20015106