Solutions Sales Account Executive Fraud Management

Solution Sales – Fraud & Anti-money Laundering

Hybrid Milan/Rome

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About the Job

SAS is looking for a Solutions Sales Executive with a focus on fraud and anti-money laundering domains to join our financial services division. SAS' fraud and anti-money laundering solutions are used by the largest global banks and financial services providers to develop proactive protection against fraud and financial crime threats using advanced AI and Machine Learning. With SAS our customers can take a unified approach to their fraud and compliance strategies. Our industry solutions deliver an essential layer of protection against the rapidly changing fraud risk backed by deep domain expertise and the world's most trusted AI and analytics.

Working closely with the wider account team, you will lead the sale of complex fraud, AML & investigations management solutions to expand our work with current customers. Using your in-depth domain and industry expertise to engage senior fraud and compliance stakeholders, you will identify new opportunities, develop and close deals within the assigned territory. You will develop and present proposals for our solutions, clearly demonstrating their value to our customers and securing new revenue.

You Will:

• Establish a role as a key member of the assigned account teams acting as the lead for developing strategies to create new opportunities within the fraud and financial crime domains.
• Prospect within a territory or account to uncover business needs that our AI solutions can address.
• Initiate and supports lead generation activities. Integrates strategy into overall account plan. Qualifies leads by analyzing business drivers and technical fit.
• Manage and lead solution demonstrations and presentations to customers and prospects.
• Qualify opportunities and our alignment to ensure efficient use of supporting SME resources.
• Develop opportunities by managing and influencing requirements to gain competitive edge. Creates and presents sales proposals and systems solutions to successfully communicate the value of the company's products and services. Leverages other SME support resources as appropriate.
• Maintain effective customer relationships with key decision makers or influencers to understand customer needs, match them with the appropriate solution(s) and close the sale.
• Implement aspects of territory and account management and development; identifies opportunities with high "close" potential, qualifies, advances opportunity through milestone steps of the sales cycle to ensure forecast accuracy.
• Works closely with support resources and executives to facilitate timely response to highly qualified, high revenue potential opportunities. Fully utilizes account planning process and tools to build a plan to achieve revenue targets.
• Prepare quotations and commercial proposals; work with all departments to create and finalize contracts and set time schedules for consulting and delivery services. Manage negotiation strategies.
• Post-close, transition customer to Professional Services for design/deployment. May monitor customers to track satisfaction levels and to discover additional revenue opportunities.
• May Assist Product Management and/or Research and Development by providing information for future product direction.
• Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.

Required Qualifications

• Minimum 5 years of experience in a sales-presales role.
• Advanced knowledge of the fraud and financial crimes discipline within financial services institutions (including Banks, Payments Processors, Insurers)
• Excellent knowledge of the fraud and AML solutions provider landscape and how AI and data create cutting edge solutions to your customer challenges
• Knowledge of advanced, consultative sales techniques
• Excellent knowledge of the typical software acquisitions cycles and buying influences
• Advanced skill in analyzing and evaluating territory dynamics and developing sales plans
• Expert skill in communicating technical and business concepts and relating them to AI solutions and applications to address business and user needs
• Fluent Italian and English
• Excellent written and verbal communication skills
• Ability to work independently and as part of a team
• Ability to travel as required
• A keen interest towards a sales role, responsibility and challenges that comes with it. He/she should be a well-organized, confident, self-motivated, team player, resourceful, responsive, dependable, creative and innovative professional.

You Are Welcome Here.

At SAS, it's not about fitting into our culture – it's about adding to it. We believe our people make the difference. Our inclusive workforce brings together unique talents and inspires teams to create amazing software that reflects the diversity of our users and customers.

Additional Information:

SAS only sends emails from verified "sas.com" email addresses and never asks for sensitive, personal information or money. If you have any doubts about the authenticity of any type of communication from, or on behalf of SAS, please contact Recruitingsupport@sas.com.

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