Sr Alliance Specialist - Australia & New Zealand
Job Locations AU-Sydney | AU-Melbourne Requisition ID 20059629 Job Category Alliances and Channels Travel Requirements 25%
Sr Alliance Specialist - Australia & New Zealand
Hybrid
Base Location: Sydney or Melbourne
We’re the leader in analytics. Through our software and services, we inspire customers around the world to transform data into intelligence – and then to operationalize that intelligence.
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.
About the job
The AP-EME Strategic Alliances team is looking for a Senior Alliance Specialist to drive new business in Australia & New Zealand with our Global System Integrator (GSI) Partners Accenture, Deloitte, Ernst & Young and KPMG.
Our team objective is to win new business for SAS with GSIs which we would not win on our own - at scale regionally and globally. We do this by bringing to market more complete client offerings - a combination of SAS’ leading technology solutions and the GSI partners’ specialist advisory expertise, IP, implementation and ‘run and operate’ capability.
We’re looking for a motivated, influential, and resilient team member who will inspire the SAS and GSI teams to collaborate and lead the joint execution of a plan to realize the market potential in Australia & New Zealand for joint global, regional and local initiatives. For the right candidate, you’ll need to be able to lead and to follow; understand complex concepts and explain them simply, sell a vision and execute with attention to detail, have an executive presence and be a someone your extended team enjoys working with. This will be a challenging and rewarding role and one which can make a significant impact on SAS and our Enterprise clients.
As a Senior Alliance Specialist, you will:
In consultation and alignment with SAS Alliances & Channels objectives, RVPs and GSIs develop and execute aligned business plans with measurable objectives, and defined success criteria for assigned SAS region/BU and/or assigned Partner(s). Identify, develop, and maintain relationships with influential executives within SAS and the GSI’s organization who can and will materially impact our ability to execute. You’ll be working with GSI resources at Director level and above so you’ll need an ‘executive presence’ and the ability to pitch complex concepts simply and succinctly. Align GSI SMEs and SAS Presales, Consulting, Partner Enablement, Marketing and Contracts team members to design/develop/execute successful marketing, pre-sales, sales, delivery and contracting engagement models to ensure integrated coordinated team and competent delivery of integrated and repeatable offerings. Your leadership and influencing skills will help here too. Monitor and ensure partner program compliance and benefits realisation by managing the execution of partner licence agreements, enablement plans, partner software licences etc. Monitor and manage pipeline creation and progression in partnership with Partners, Sales and Customer Advisory and execute on the Opportunity Registration Form (ORF) for partner recognition. Track and report results (revenue, pipeline, and other key success metrics as agreed to with management) to ensure that objectives are being met and gaps to goal are being managed. You’re curious, passionate, authentic and accountable. These are our values and influence everything we do. To be successful in this role, you will require:
Understanding of SAS technology, our value propositions and our strategic direction Understanding of GSI organizations and their go-to-market strategies and offerings. Understanding of the market in Australia & New Zealand and client drivers for investment as it relates to SAS’ focus industries and offerings. 8 years of experience in solution selling or services selling working with or for GSIs Bachelor’s degree in Computer Science or Business related discipline. An equivalent combination of related education, training and experience may be considered in place of the above qualifications. 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.
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