SAS Institute Inc. Principal Alliance Specialist in Istanbul, Turkey
Responsible for aligning SAS and Partner strategies and for developing and executing business plans to maximize mutual business value.
In consultation and alignment with SAS global Alliances & Channels objectives, develop and execute business plans with clear goals, measurable objectives, and defined success criteria for assigned SAS region/BU and/or assigned Partner(s).
Focus on assigned partner(s), acts as primary point of contact for named partner(s) and manage all aspects of the alliance relationship with accountability for meeting partner revenue quotas.
Deliver high-value partner SAS revenue via the Alliance Partner organization by utilizing in-depth knowledge of BU/Country needs, partner expertise, and multiple business model options so that SAS can maximize partner value during the solution sales cycle to increase SAS close ratios and revenue.
Identify, develop, and maintain relationship with influential executives within SAS and the Partner’s organization who can/will materially impact our ability to execute. Maintain particular focus on Sales, Marketing and Product Management as well as Partner Programs to ensure consistent messaging and communication to partners.
Responsible for aligning SAS internal strategy and direction with respect to the Alliance business and market focus.
Perform and maintain peer mapping to identify appropriate and equivalent stakeholders from SAS and the Partner and to align roles and responsibilities.
Coordinate partner, SAS pre-sales, and SAS Professional Services team members to design/develop/execute successful pre-sales support and delivery engagement models to ensure integrated coordinated team and competent delivery of integrated and repeatable offerings.
Work in conjunction with the Legal Division to ensure implementation and compliance with SAS Partner Program to ensure maximum scale and consistency across industry or geographic boundaries.
Joint Business Planning
- Business plans should be developed with consideration for joint business development, thought leadership, marketing and market presence, lead generation, partner enablement plans, and will include revenue targets and other key success metrics.
Monitor and ensure partner program compliance. Develop and execute a regular communication plan to keep joint business plan on trace and maintain alignment. Develop and manage day-to-day operations for assigned partner(s) to ensure that they are effectively managed and that performance objectives are achieved.
Track and report results (revenue, pipeline, and other key success metrics as agreed to with management) to ensure that objectives are met. Manage the pipeline process with input of Sales and pre-sales activities utilizing the SAS system of record for sales, Orion, and in compliance with the Partner Program, Opportunity Registration Form (ORF) for partner recognition.
- Develop and execute when necessary a process for escalation of Alliance issues. Identify escalation path specific to SAS and partner(s) stakeholders.
Aligned with regional strategy and geographic requirements this role may be a hybrid position incorporating aspects of the Channel Account Manager role.
Focuses on one large segment of one large alliance or multiple small alliances.
Identify new strategic alliance initiatives.
Oversees multiple initiatives spanning one or more Alliance Relationships.
Creates solutions with the aid of lines of business and partner resources.
Defines business/market requirements for Alliance initiatives.
Acts as strategic advisor to partners and lines of business on various technological issues.
Analyzes partner proposals to determine appropriateness and fit with SAS products and strategy.
Acts as strategic relationship point of contact for one or more Alliance partners
Influences coordination of global initiatives.
Drive business agreements from start to finish.
Develop major marketing positions at corporate and line of business level.
Set up routine cross company debriefing issues on Alliance activities
Be able to lead team of alliance managers and BDM on a defined project.
Knowledge, Skills and Abilities
Expert knowledge of managing complex business partner and customer interactions on a strategic basis
Ability to engage and manage executive level issues
Ability to negotiate and influence others
Expert knowledge of specific business partners, industry, or technical functions within the specific partner types, and/or knowledge of a specific industry, market, technology, or business initiative related to area of assignment
Strong written, verbal, and interpersonal communication skills
Public speaking experience.
Global/regional business perspective
Ability to lead cross functional teams
Ability to travel internationally
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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.
Requisition ID: 20017674
Travel Requirements: 50%
External Company Name: SAS Institute Inc