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Sr. Alliance/Channels Specialist - Fraud and Security Intelligence at SAS Institute

Posted in Other 30+ days ago.

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Type: Full Time
Location: Cary, North Carolina

Job Description:


The Fraud and Security Intelligence Channel Manager is responsible for defining and executing the global partner and channel strategy for the Fraud and Security Intelligence portfolio of solutions as SAS. This includes traditional sell with strategies for large systems integrators and boutique implementers, but more importantly focused on alternative paths to market through transactional systems providers and domain partners whereby SAS solutions can be integrated with partner s unique solutions and market position to penetrate new markets for SAS.

Primary Responsibilities:

Define Global Channel Strategy

In consultation and alignment with Fraud and Security Intelligence leadership, define the overall global channel strategy for the portfolio to include:

* Define strategy across each partner type (Systems Integrators, Transactional Systems Providers, Domain Partners) for each solution within the portfolio and focus industry

* Determine target partners for each element of the strategy

* Set clear and measurable objectives and defined success criteria for the program to be agreed by senior management

* Continue to monitor, evaluate and revise the strategy over time

Recruit targeted partners

* Utilize effective sales methodologies to define and execute plans for building and closing agreements with defined target partners

* Will require close internal collaboration with:

* Global Alliances and Channels

* Regional and Industry Fraud and Security Intelligence Presales leads

* Fraud and Security Intelligence Product Management and Product Marketing

* Fraud and Security Intelligence and Regional Professional Services teams

Execute partnering agreements

* Develop innovative deal structures that create value incentives for SAS, the partner and the end customer

* Work closely with SAS Alliances and Channels and SAS Legal to negotiate and execute partner agreements, leveraging existing agreement constructs where feasible and creating new constructs as needed

* Work closely with Fraud and Security Intelligence and Regional Professional Services teams to define partner enablement plans and implementation / support models

* Monitor and ensure partner compliance with contract terms

Support and Close Partner Driven Customer Deals

* Develop and implement joint go-to-market plans for each targeted partner / offering

* Support business development and presales activities in conjunction with targeted partners and Regional / Industry presales teams

* Support customer level deal structuring and contracting as needed

Additional Responsibilities

* Acts as main point of contact on specific business initiatives with Alliance partners

* Acts as an educator on partner competencies and execution abilities for internal groups

* Ability to influence / build relationships with all levels of management in SAS and with Partner

* Escalate and inform as required

* Understand and present strategic and tactical goals of Alliance

* Understand the SAS technology and strategic directions

Knowledge, Skills and Abilities

* Demonstrated knowledge of solution selling and product marketing techniques and business partner relationship development strategies

* Knowledge of Fraud, Anti-Money Laundering and Security markets and technology

* Knowledge of underlying transactional vendor landscape in banking, government, healthcare and/or insurance industries

* Strong written, verbal, and interpersonal communication skills

* Public speaking experience

* Experience working across multiple geographic regions

* Ability to work effectively across matrix teams

* Ability to travel globally

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

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.

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