In this role, you'll be responsible for leading direct and indirect sales strategies to maximize SAS impact, reach and collective business value. You'll establish and prioritize objectives related to the alliance goals. As a principal business partner to Sales, SAS Cloud and other functional executives, you'll employ strong leadership abilities and interpersonal skills to be a positive force for change.
This is an outward-facing role, partnering with internal and external stakeholder interaction. This includes leveraging existing relationships and building new ones within Microsoft and other strategic partners.
What you'll do
Lead, develop and oversee execution of alliance business plan that will lead to high-value go-to-market partner initiatives with an emphasis on net-new SAS revenue generation.
Drive SAS and Microsoft incremental revenue growth through both direct and indirect commercial models and by enabling partners to leverage and incorporate SAS Cloud solutions into their own next-generation products and solutions.
Collaborate with other members of the global alliance and leadership team to develop and execute repeatable programs to maximize revenue opportunities.
Support development of Partner to Partner alliances among SAS, Microsoft, GSIs and other Focus Partners to establish focused initiatives and drive scale and market reach.
Become a subject matter expert on Microsoft program benefits and create enablement assets for regional communication and execution.
In conjunction with the functional leads from Customer Engagement & Support and SAS Cloud, lead the Center of Excellence which defines and executes an infrastructure supporting revenue pursuits, producing field sales assets, and establishing field execution alignment among SAS, Microsoft, and other partners.
Serve as the Global point of escalation for Alliances.
You'll also
Executive Alignment. Collaborate with SAS Alliance Partner managers to identify and develop key executive alignment between key SAS stakeholders and our strategic partner contacts at Microsoft.
Stakeholder Alignment. Coordinate SAS Sales and Microsoft Alliance/Partner Development Manager linkage to ensure open and transparent communication, joint account planning and collaboration on opportunities.
Joint Business Planning. Contribute to the joint Microsoft business plans with regional alliance teams to co-develop incremental and partner-led growth plans leveraging Cloud-centric initiatives, a catalog of assets, successes, and business case support. Track and report results (revenue, pipeline and other key success metrics) to ensure that objectives are met.
Governance and Communication. Develop and execute regular communications plans to maintain alignment with and across the various partner managers and the SAS Alliance Leadership to ensure we track and measure progress on new partner initiatives, communicate status, adjust and align as objectives change, and communicate to SAS stakeholders those changes.
Other knowledge, skills, and abilities required
A sound understanding of industry standards, methodologies and best practices to support the growth of direct and indirect channel business.
Ability to review, analyze and prioritize initiatives that will drive market impact and opportunities.
Understanding of how SAS offerings can take advantage of modern cloud platforms and a familiarity of how SAS integrates with Microsoft technologies like AKS and Azure Active Directory.
Excellent presentation skills, executive presence, collaboration skills, project management skills, and time management.
Problem Solving: Have wide-ranging experience, uses professional concepts and company objectives to resolve complex issues in creative and effective ways.
What we're looking for
At least 12 years of experience in sales and business partner relationship development with partners in the software industry including related products and services.
Alliance management knowledge and experience within the software industry.
Ability to influence and lead cross-functional teams while maintaining governance to avoid escalations and exposure.
Experience in crafting and delivering proposals and/or messaging to a wide variety of audiences, including senior management.
Proven ability to develop and secure relationships at all levels within a client or partner organization.
Excellent communication and relationship building skills.
Geographic location in the United States
Nice to haves
Current certification with the Association of Strategic Alliance Professionals (ASAP).
Alliance management experience with a cloud service partner.
Why SAS
We love living the #SASlife and believe that happy, healthy people have a passion for life, and bring that energy to work. No matter what your specialty or where you are in the world, your unique contributions will make a difference.
Our multi-dimensional culture blends our different backgrounds, experiences, and perspectives. Here, it isn't about fitting into our culture, it's about adding to it - and we can't wait to see what you'll bring.
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 supplementEEO is the Law, and thePay Transparencynotice.
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.
All valid SAS job openings are located on the Careers page atwww.sas.com. SAS only sends emails from verified "sas.com" email addresses and never asks for sensitive, personal information or money. Should you have any doubts about the authenticity of any type of communication from, for, or on behalf of SAS, please contact us atRecruitingsupport@sas.combefore taking any further action.
