Sales / Pre-Sales Travel Requirements 25%
As part of the Customer Advisory team (pre-sales), this role creates and executes go-to-market strategies for financial industry domain customers (Banking specifically) across Middle East & Africa through positioning of SAS solutions & AI platform in-line with market trends, existing digital transformation roadmap at these customers and emerging business models.
Primary Responsibilities :
Develops focused initiatives and value propositions to target different financial customers (Retail Banks, Commercial Banks, Investment Banks, Central Banks, Payments Processors, FinTechs, Credit Unions) utilizing various SAS Solutions, Technologies and Advisory services.
Ensures right positioning of SAS value propositions for their various LoBs in the bank (Credit, Marketing, Fraud and Financial Crimes, IT, Analytics,)
Analyzes Uses economic, financial, market, and industry information to identify trends, assess current business strategies and results, and / or evaluate specific business opportunities;
identifies trends and anticipates their impact.
Using effective involvement and persuasion strategies by using open-ended questions to explore current issues, identify important decision makers, and understand others’ goals, perspectives, and concerns;
summarizes to ensure mutual understanding.
Advises clients on strategic projects such as strategy development, transformational change, organization restructuring and improving the effectiveness of specific functions (e.
g., credit management, fraud and financial crimes management, risk management, fintech development, Open Banking, etc) based on a solid understanding of client businesses, industries, regulatory environments and markets.
Develops right value propositions by coordinating the work closely with internal SAS experts in their respective areas for expected deliverables.
Analyzes organizational strategy and business processes to assist in the development of technology solutions in full alignment with overall business goals.
Works with strategic customers to define their needs, determines a strategy and develops a plan / roadmap to lead to a customer’s internal process or function being modified for improved efficiency and effectiveness.
Helps client organizations to successfully navigate through critical businesses changes and address complex issues.
Effectively communicates SAS value propositions across different levels (C-Level, VP, Managers and individual contributors) at customer side.
Coaches banking sales teams to identify improvement opportunities Thoroughly examining salespersons’ techniques; diagnoses less-than-optimal patterns of behavior and gaps in knowledge or skills.
May conduct various financial assessments of investments (ROI / ROA, etc.) to get customers buy-in for required investments
May participate on client / customer steering committees related to the broader aspects of the program / project being implemented.
Develops sales strategy in line with sales team to drive incremental revenue with Banking industry segment.
Develops sales pipeline in banking industry
Speaks at internal and external banking industry events.
Publishes industry articles and white papers.
Participates in business process discussions and improvement sessions.
Knowledge, Skills and Abilities
Ability to drive incremental revenue
Demonstrated banking industry relationships and credibility
Specialized knowledge in key solution areas in banking industry
Demonstrated ability to present to all levels of an organization
Excellent analytical, and creative problem-solving skills
Fundamental understanding of decision support and operation software systems
Ability to work independently, or as part of a team
Ability to understand and translate complex technical and business information to internal / external audiences
Public speaking experience
Requires a minimum of 15 years of related experience.