• SAS Institute
  • $146,503.33 -120,340.00/year*
  • Leland , NC
  • Executive Management
  • Full-Time


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SAS looks not only for the right skills, but also a fit to our core values. We seek colleagues who will contribute to the unique values that makes SAS such a great place to work. We look for the total candidate: technical skills, values fit, relationship skills, problem solvers, good communicators and, of course, innovators. Candidates must be ready to make an impact.

We are seeking an accomplished business leader who has a deep understanding of the markets and ecosystem of the Internet of Things (IoT) to lead our Commercial Engagement and Channels IoT team. In the highly visible role of Sr. Director, IoT Commercial Engagement, you will report to the Vice President, IoT and interact with executives and senior leaders across the company and externally. You will lead a team of strategic business development professionals focused on growing our IoT channels and achieving sales targets through execution of the company s IoT sell-through strategy.

Key Responsibilities

  • Responsible for overall performance of the assigned partner(s) and achievement of software sales targets by directing and managing Business Development staff.
  • Establish successful IoT channel and partner relationships
  • Manage key customer relationships and help close strategic sales opportunities
  • Identify and influence key stakeholders at all levels within partner organizations and SAS to build relationships, enhance SAS IoT brand, generate and develop ideas, and pursue opportunities that will result in alternate routes to market and increased revenue
  • Lead teams through the change management process for adoption of new or expanded selling models
  • Maintain company and Global Partner program standards including development of program frameworks to support new and existing routes to market for SAS IoT capabilities
  • Demonstrate value- and trust-based business development and selling skills with a deep understanding of the customer s needs and SAS capabilities
  • Develop and maintain the multi-year strategic account plan for strategic IoT partners to meet or exceed customer objectives and SAS sales goals
  • Manage escalation issues for strategic IoT partners on a worldwide basis and drive escalations to closure while creating a high level of customer satisfaction for the partner
  • Maintain a thorough understanding of the industry including trends, business processes, financial measures, performance indicators and key competitors
  • Provide accurate revenue forecasts to SAS senior leadership. Apply SAS global contractual and pricing policies to the customer situation with full appreciation of the implications and commercial risk.
  • Direct and manage the team, including hiring, training, reviewing performance, delegation of assignments and communication of goals
  • Qualifications & Experience

  • Extensive knowledge of industry best practices for establishing and growing an indirect sales model
  • Substantial experience in business development and/or software sales
  • Experience in Sales Management
  • Strong experience building and leading a national or international channel sales model
  • Demonstrated experience in growing a significant revenue stream from a small baseline and building successful business development teams in a developing market area
  • Demonstrated experience working effectively with partners including system integrators and generating significant revenues through partner channels
  • Demonstrated ability to work in a matrixed organization
  • Bachelor's degree in Business, Marketing, Computer Science, or another related field
  • Ability to travel as business needs require
  • Preferred:

  • A professional network that includes senior contacts and relationships with IoT-oriented companies
  • Experienced in establishing incentive-based programs to drive adoption in a competitive software arena
  • Who we re looking for

  • A leader of strong intellect and personal presence who inspires confidence in people at all levels.
  • Self-directed; able to spearhead initiatives, translate plans into specific actions across a team, and execute with urgency.
  • High degree of leadership, independent negotiation and decision-making skills.
  • Entrepreneurial with a can-do / hands-on mentality.
  • Excellent listener who absorbs and respects the opinions of others but is decisive and able to influence.
  • A collaborative leader who empowers others
  • One who is accountable and in turn, holds people accountable
  • A change agent leading the Team to the desired state through understanding
  • A coach and developer of people
  • Leads by example and can generate respect and loyalty from peers, superiors and subordinates, as well as external links.
  • Emotionally intelligent, resilient, and mature.
  • Impeccable ethics and a high-level of integrity.
  • 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 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. Read more: Equal Employment Opportunity is the Law. Also view the supplement EEO is the Law, and the notice Pay Transparency

    Equivalent combination of education, training and experience may be considered in place of the above qualifications. 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.

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    Associated topics: b2b, business intelligence, franchise owner, franchise operator, inside sales, intelligence, regional sales, retail, territory manager, territory sales

    * The salary listed in the header is an estimate based on salary data for similar jobs in the same area. Salary or compensation data found in the job description is accurate.

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