Solutions Engineer - UK Defence & Security

SAS Institute, Inc.; United States; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid working

Car allowance

Pension scheme

Private healthcare

Flexible benefits

Job summary

SAS Institute, Inc. is seeking a senior technical client advisor to support Defence, National Security, Law Enforcement & Justice customers.

You will be the trusted technical contact, shaping customer engagements, translating requirements into SAS solutions, and leading the technical strategy for new opportunities in partnership with account teams and specialists. You will advise clients on how data and AI can transform mission outcomes, deliver high-impact experiences, and lead cross-functional

Qualifications

• 5+ years in a similar role (business partner relationship, sales, technical) within technology.
• Broad mix of technical knowledge and enterprise architecture understanding, with cloud platform knowledge.
• Passion for AI and its applications to safety, health, and fairness; experience with data management, AI, analytics, fraud detection and intelligence is a plus.
• Willingness to travel to customer sites; hands-on in client-facing situations and capable of delivering software demos as needed.
• Experience in MOD/defence or national security roles is a plus.

Responsibilities

• Advise clients on how public sector organisations can derive business value using data, AI, and analytical solutions.
• Be the primary technical contact translating client needs into SAS-based value-generating solutions.
• Define and execute the technical strategy in alignment with the account team.
• Provide technical and pre-sales leadership, guiding multi-discipline teams to pursue opportunities.
• Deliver high-quality customer experiences and demonstrate SAS value through presentations, demos, and POCs.

Skills

Customer discovery

Translating requirements

Value-based selling

Storytelling & presentations

Workshop facilitation

Influencing & negotiation

Relationship building

Enterprise architecture knowledge

Tools

SAS software

Cloud platforms

Job description

We're a leader in data and AI. Through our software and services, we inspire our customers around the world to transform data into intelligence - and questions into answers., We are expanding our Public Sector Business Unit and are looking for a senior technical client advisor to support our Defence, National Security, Law Enforcement & Justice customers. In this role, you will combine technical credibility, industry understanding and strong relationship-building skills to help clients solve complex mission challenges through data, AI and advanced analytics. You will act as a trusted advisor and primary technical contact, shaping customer engagements, translating business needs into compelling SAS solutions, and leading the technical strategy for new opportunities in close partnership with account teams and wider specialists. Key responsibilities and characteristics as follows:

• Be an advisor your clients, providing guidance on how public sector organisations can create business value and support their goals through the use of data and deployment of AI and analytical solutions.
• Act as the primary technical contact between the client and SAS, translating client business needs to value-generating solutions based on SAS products (software and cloud) and associated services.
• Define and execute the technical strategy, working independently from but in alignment and close partnership with the account executive and wider engagement team.
• Provide technical and pre-sales leadership to new business opportunities, engaging with technical and business audiences - defining and owning the technical engagement plan, building and leading multi-discipline teams in pursuit of these opportunities.
• Be responsible for dealing with complex customer situations using knowledge of industry standards, SAS solutions and the customer's technology landscape to help deliver win-win outcomes for the customer and for SAS.
• Deliver a high-quality, high-impact customer experience and to demonstrate SAS' value through various mediums (presentations, discussions, demonstrations POCs, etc).
• Use domain (technical and industry) knowledge to create a compelling vision to influence all stakeholders in formal and informal meetings, adapting the material to suit the audience and using influencing and negotiation skills to overcome internal and external objections.

If you're looking for a dynamic, fulfilling career with flexibility and world-class employee experience, you'll find it here. We're recognized around the world for our inclusive, meaningful culture and innovative technologies. Within the UK, we are a strategic partner to UK Gov, working with many central government departments and with an Enterprise Agreement with MOD., UK Security Clearance - ideally DV.

• 5+ experience in a similar role (business partner relationship, sales, technical) within the technology industry
• A broad mix of technical knowledge, understanding of enterprise architecture with knowledge of architecture standards and cloud platforms
• A passion for AI and how it's application can make the world a safer, healthier and fairer place - and ideally with experience in topics such as data management, AI, analytics, fraud detection and intelligence
• Willingness to travel to customer sites as required; skills to be hands-on in customer-facing situations; for example - facilitate workshops, gather requirements, and be comfortable delivering software demonstrations as needed
• Ideally - previous experience of working in the territory - MOD (as a civil servant or in one of the services) or UK Policing/National Security

Skills

• Customer discovery, active listening and high-value questioning
• Translating business and mission requirements into compelling SAS solutions
• Business and industry acumen, with the credibility to become a trusted customer advisor
• Value-based selling and the ability to connect technology to value and measurable customer outcomes
• Clear and engaging storytelling, presentation, written and demonstration skills - for both technical and executive audiences
• Workshop facilitation, requirements gathering and creative problem-solvingInfluencing, negotiation and objection-handling skills
• High EQ to building trusted relationships - with customers, and internally for cross-functional collaboration and virtual team leadership
• Curiosity, adaptability and a commitment to continuous learning
• Strong organisation, prioritisation and project leadership skills

SAS has a flexible, hybrid working approach - home working is permitted. We encourage employees to work from one of our offices for 2-3 days a week; our offices are a modern working environment with superb facilities - designed to promote wellbeing, creativity and collaboration (our Marlow HQ has subsidised canteen, free beverages, onsite golf course, cricket pitch, games room etc).

Compensation

Competitive Base Salary, OTE and benefits package - Car allowance, Generous Pension scheme, Private Healthcare and Flexible Benefits (family healthcare, dental cover, holiday trading, discounted shopping and rewards). 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.