Senior SMB Account Representative

SAS Institute Inc.; Marlow; Hybrid; GBP 40,000 - 80,000; Full time

Job summary

An established industry player in data and AI is seeking a Senior SMB Account Representative for Northern Europe. In this dynamic role, you'll be responsible for driving sales of software products and solutions, engaging with customers and SAS Partners in a hybrid environment. Your expertise in strategic selling and relationship building will be crucial as you develop territory-specific plans and lead virtual teams to achieve sales goals. Join a forward-thinking company that values curiosity, authenticity, and accountability, and make a significant impact in transforming data into intelligence.

Qualifications

• 5+ years of experience in sales or channel roles required.
• Advanced knowledge of software acquisition cycles and buying influences.

Responsibilities

• Create and execute territory and account strategies to grow revenue.
• Sell software and solutions to current and prospective customers.
• Lead virtual teams to qualify opportunities and execute sales cycles.

Skills

Sales Techniques

Relationship Building

Strategic Selling

Prospecting

Sales Forecasting

Industry Knowledge

Communication Skills

Education

5+ years in Sales or Channel Roles

Tools

SAS Software

Job description

Senior Small and Medium Business Account Representative

#SMB2025

Nice to meet you!

We’re a leader in data and AI. Through our software and services, we inspire customers around the world to transform data into intelligence – and questions into answers.

Join Our Team as a Senior SMB Account Representative – Northern Europe

As a Senior SMB Account Representative, you will be responsible for selling SAS software products, solutions, hosting, education, and services direct to customers and through SAS Partners in a high volume, multi-tasking environment to prospective and current accounts.

In this role you'll:

1. Creates and executes territory and account strategies to grow new software, hosting and education revenue and exceed sales quotas.
2. Sells software, solutions, hosting, consulting services, and education (and combinations thereof) to current and prospective customers (new logos). Ability to execute all aspects of sales cycle (prospecting, discovery, proposal, proof, close, cross/up sell).
3. Collaboratively engages with SAS Partners to sell SAS software, solutions, hosting, consulting services, and education (and combinations thereof) to current and prospective customers (new logos).
4. Educates and enables new SAS Partners by partnering with them in pipeline development activities as well as sales cycle execution.
5. Creates and executes territory-specific pipeline generation plans considering value-add of SAS Partner community to maintain pipeline necessary to achieve revenue objectives. Generates pipeline through effective lead management/conversion and proactive prospecting efforts.
6. Builds and leads virtual teams for opportunities of necessary internal and external resources (i.e., Customer Advisors, Consulting, Industry/Domain Experts, Legal, Enterprise Negotiations, SAS Partners, Value Engineering).
7. Leads virtual team including SAS’ and SAS Partner resources and prospect/customer through process of thoroughly qualifying opportunities, mapping and proposing appropriate SAS offerings to buyers’ needs, and efficiently executing sales cycles resulting in new contracts.

Work Location: This is a hybrid role, requiring two days per week in the office (either Marlow, Glasgow or Dublin) and occasional travel to customer or partner sites as needed.

Required qualifications:

• Minimum 5 years of experience in a sales, channel, indirect sales role.
• Applies advanced prospecting and strategic selling techniques.
• Advanced knowledge of hardware and software acquisition cycles and buying influences.
• Ability to quickly establish and build relationships with customers, including comfortably engaging C-levels; ability to communicate technical and business concepts via phone and relate them to SAS system applications and user needs.
• Ability to analyze and evaluate territory dynamics, develop a sales plan, and accurately forecast sales on a consistent basis.
• Leverages in-depth knowledge of industry/market trends and complex business / finance concepts in selling.
• Broad knowledge of SAS products and solutions required.
• English fluent.
• You’re curious, passionate, authentic and accountable. These are our values and influence everything we do.

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.