As part of the Customer Advisory team (pre-sales), the main responsibility of this role is to create and execute Go-To-Market plans for SAS Security Intelligence and Government Fraud offerings and value propositions to ensure a healthy pipeline
Primary Responsibilities :
Involvement in account and territory planning for SAS Public Security and Government Fraud value propositions
Having a solid background and experience in following areas : Complete understanding of Public Security domain / technologies / platforms / concepts including but not limited to : Intelligence and Investigations ManagementIntelligence FusionBorders and Customs SecurityOpen Source Intelligence (OSINT)Tax and Revenue Fraud and IntegrityGovernment Benefits Fraud and Integrity AI Driven solutions to support Public Security
Leading pre-sales activities for SAS Public Security and Government Fraud value propositions including : Responding to RFX documents (RFI / RFQ / RFP)Customer PresentationsCustomized DemonstrationsWorkshopsPoV / PoT & PoCsIdentifying Bill of Material for SAS Software
Support for Marketing events (Being as a speaker, panelist, content provider)
Ability to advise to Security Commanders, decision makers and C-Level from Business and IT side on multi-year engagement roadmaps to achieve best business outcomes using SAS technology & experience
Ability to advise customers on a roadmap to achieve their business and IT goals.
Ability to articulate importance of leveraging AI in Public Security domain including solutions around Intelligence Management, Investigations Management, Intelligence Fusion and Detection and Investigations for Government
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 tax fraud, public intelligence, social benefits fraud, security intelligence, 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 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 : Public Security domain experience including Law Enforcement, National Security, Defense, Borders.
Government Solutions around Tax, Customs and Benefits Fraud
Speaks at internal and external 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 domain relationships and credibility
Demonstrated ability to present to all levels of an organization
Excellent analytical, and creative problem-solving skills
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
Similar job experience at Public Security software vendors or management consultancy firms for min of 10 years