Requisition Title Senior Associate Inside Sales Account Representative

SAS Institute Pte Ltd; Singapore; On-site; SGD 55,000 - 85,000; Full time

Job summary

SAS Institute Pte Ltd is seeking a Senior Associate Inside Sales Account Representative in Singapore. You will focus on incremental sales to current and prospective customers, either collaborating with field sales or independently to grow and retain accounts within the territory.

You will participate in strategic territory planning, manage opportunities, and drive revenue through lead follow-up, cross-selling and up-selling.

Qualifications

• Bachelor's degree, preferably in Business, Marketing, Computer Science, or related field.
• Two years of experience in sales, or telesales in an industry related environment.
• Refines and continuously improves prospecting and sales techniques.
• Knowledge of hardware and software acquisition cycles and buying influences.
• Good written, verbal, and interpersonal communication skills.
• Ability to quickly establish and build relationships with customers; communicate technical and business concepts via phone and relate them to SAS systems.
• Ability to analyze and evaluate territory dynamics, develop a sales plan, and forecast sales.
• Understands industry/market trends and business concepts.
• Good organizational and time-management skills.
• Ability to work independently or as part of a team in a fast-paced, high-volume sales environment.

Responsibilities

• Focus on incremental sales of SAS products to current and prospective customers.
• Participate in the development/execution of strategic territory and account plans.
• Implement all aspects of territory and account management to meet revenue targets.
• Fulfill a wide range of requests for information from customers; qualify opportunities and select appropriate sales channel.
• Generate incremental revenue through lead follow up, social selling, prospecting, cold-calling, up-selling and cross-selling.
• Identify accounts with high close potential and forecast timeframes to close business; build and maintain pipeline.

Skills

Sales experience

Communication skills

Relationship building

Forecasting

Time management

Independent / teamwork

Education

Bachelor's degree

Tools

CRM software

Job description

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.

If you’re looking for a dynamic, fulfilling career with flexibility and a world-class employee experience, you’ll find it here. We’re recognized around the world for our inclusive, meaningful culture and innovative technologies by organizations like Fast Company, Forbes, Newsweek and more.

About the job

Responsible for selling SAS’s products to current and prospective customers, as part of the company's low cost of sales channel. Work either collaboratively with the field sales organizations or independently to position and leverage sales opportunities in order to acquire, grow and retain customers within the assigned territory.

As a Senior AssociateInside Sales Account Representative, you will:

• Focus on incremental sales of SAS products to current and prospective customers.
• Participat in the development/execution of strategic territory and account plans.
• Implement all aspects of territory and account management applicable revenue targets.
• Fulfill a wide range of requests for information from current and prospective customers; qualify level of opportunity and appropriate sales channel required.
• Generate incremental revenue through lead follow up, social selling, prospecting, cold-calling, up-selling and cross-selling activities within a territory or account.
• Identify accounts with high “close” potential, qualifies opportunities thoroughly, and accurately forecasts timeframes to close business. Build and maintain sufficient pipeline to achieve revenue goals.
• Prioritize sales engagements, customer inquiries and other activities to maximize revenue and territory performance.
• Follow up with customers to manage account relationship and to uncover additional opportunities.
• Establishe relationships with varying levels of buyers within current and prospective accounts to determine software, service and training needs.
• Prepare standard quotations and proposal information as needed; works with other SAS departments to create and finalize contracts and sales fulfillment requirements e.g. sell support documentation and services that compliments existing software license.
• Keep abreast of industry trends, terminologies, basic software applications, operating systems, and hardware requirements. Keep track of product availability and software bundles.
• Use internal CRM to keep information about business accurate and up to date.
• Identify and facilitate various internal and external partner resources throughout sales cycle.
• Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.

Required qualifications

• Bachelor's degree, preferably in Business, Marketing, Computer Science, or related field.
• Two years of experience in sales, or telesales in an industry related environment.
• Refines and continuously improves prospecting and sales techniques.
• Knowledge of hardware and software acquisition cycles and buying influences.
• Good written, verbal, and interpersonal communication skills.
• Ability to quickly establish and build relationships with customers; 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.
• Understands and leverages industry/market trends and basic business / finance concepts.
• Good organizational and time-management skills.
• Ability to work independently or as part of a team in a fast-paced, high volume sales environment.

Additional competencies, knowledge and skills

• Account Planning: Establishing a plan to achieve the sales objectives of an account, taking into consideration overall opportunities, customer business priorities and anticipated business changes, regional issues, past sales results, and available resources; taking action specified in the account plan, reviewing progress, and adjusting the plan as needed.
• Advancing Sales Discussions: Leading discussions with influential decision makers that progress the sale by effectively clarifying information, offering insights, addressing objections, and gaining agreement to move to the next step in the buying process.
• Driving For Results: Setting high goals for personal and group accomplishment; using measurement methods to monitor progress toward goals; tenaciously working to meet or exceed goals while deriving satisfaction from that achievement and continuous improvement.
• Initiating Action: Taking prompt action to accomplish work goals; taking action to achieve results beyond what is required; being proactive.
• Leveraging a Winning Sales Strategy: Developing and implementing an influence strategy and a value proposition that differentiates products and services, resonates with decision makers, encourages them to further define issues and solutions, and motivates them to take action.
• Qualifying Sales: Accurately evaluating sales opportunities to determine the future value of that customer; assessing the customer’s interest and commitment to buy and implement solutions and own organization’s ability to deliver those solutions.
• Targeting Sales Opportunities: Identifying the most promising new sales opportunities by uncovering emerging business and market issues, and then identifying potential customer organizations and their influential decision makers who would be interested in improving business results.

You are welcome here

At SAS, it’s not about fitting into our culture – it’s about adding to it. We believe our people make the difference. Our inclusive workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers.

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