Customer Advisory Solutions Owner

7 months ago

Sydney, Australia SAS Full time

:
**Nice to meet you**

We’re the leader in analytics. Through our software and services, we inspire customers around the world to transform data into intelligence - and questions into answers. We are also the industry-leaders in helping all areas of financial services organisations solve complex problems to deliver better outcomes for all citizens.

We’re also a debt-free multi-billion-dollar organization on our path to IPO-readiness. If you’re looking for a dynamic, fulfilling career coupled with flexibility and world-class employee experience, you’ll find it here.

You will play a cruucial role in driving sales growth and achieving business goals for your designated solutions. You will be accountable for performing pre-sales activities, generating interest and excitement around your solutions, and collaborating with other teams to achieve sales targets.

**Key Responsibilities**:

- Domain Strategy: Develop and execute the Go-to-Market strategy for your solution area ensuring alignment to industry demands. Identify key growth opportunities, develop value-driven solutions, and establish competitive differentiators.
- Solution Ownership: Own and drive the success of Fraud and Financial Crimes solutions within your industry domain, including managing OKRs and KPIs, and collaborating with cross-functional teams to ensure alignment and support.
- Pipeline Generation: Take ownership of pipeline generation and execution, developing innovative strategies to create a robust pipeline that covers diverse opportunities and achieves sales goals.
- Sales and Marketing Activities: Collaborate with the sales, marketing and bid management teams to develop compelling value propositions, craft persuasive messaging, and execute high-quality RFP responses and presentations.
- Customer Engagement: Act as a trusted advisor to customers, understanding their needs and providing innovative solutions that drive business value. Engage with C-level executives and deliver impactful presentations and demonstrations.

**Skills and Qualifications**:

- C-Level Coverage: Demonstrated ability to establish and maintain relationships with C-level executives and stakeholders.
- Value Selling: Expertise in uncovering customer needs, crafting value propositions, and demonstrating Return on Investment for solutions.
- Solutioning: Strong ability to design and configure solutions that address customer challenges and drive business outcomes.
- Competitive Insights: Knowledge of competitor offerings, strengths, and weaknesses, and the ability to position your solutions favourably in the market.
- Market Insights: Stay abreast of industry trends, market dynamics, and emerging technologies to drive innovation and maintain a competitive edge.
- Challenger Mindset: Ability to challenge customers' thinking, provide new perspectives, and drive conversations focused on business outcomes.
- Industry and Territory Knowledge: Deep understanding of the industry vertical(s) and territory you will be responsible for, including key players, market trends, and customer needs.
- Technical Mastery: Demonstrated technical expertise and knowledge of your specific solutions, including their features, capabilities, and integration potential.
- Innovation: A forward-thinking mindset and a track record of driving innovation and developing new solutions to address customer challenges.
- You’re curious, passionate, authentic and accountable. These are our values and influence everything we do.

**Measurement Criteria**:

- New Software Revenue: Measure the success of your solutions by tracking new software revenue generation.
- Total Pipeline Coverage: Assess the total pipeline coverage in your assigned solutions to ensure sufficient opportunities are being generated.
- Pipeline Execution and Quality: Analyse the execution and quality of the pipeline, including win rates, deal sizes, and conversion rates.

**Diverse and Inclusive**

At SAS, it’s not about fitting into our culture - it’s about adding to it. We believe our people make the difference. Our diverse workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers. Our commitment to diversity is a priority to our leadership, all the way up to the top; and it’s essential to who we are. To put it plainly: you are welcome here.

**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**:
SAS

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