Sr Industry Consultant - National Security
Job Locations UK-Marlow | UK-London | UK-Glasgow Requisition ID 20067061 Job Category Consulting Travel Requirements Up to 25%
Sr Industry Consultant - National Security - Hybrid, UK
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About the job
The Global Risk, Fraud & Compliance Solutions team is looking for a subject matter expert in National Security (Intelligence, Border Management or Defense). As a Senior Industry Consultant, you will collaborate with account teams to identify opportunities, articulate business and technical value, and prepare presentations and demonstrations for customers or prospects in public sector, leveraging the Health & Public Sector (“HPS+”) portfolio of solutions of the division.
You will support sales teams with solution sales activities to maximize revenue opportunities and ensure the highest levels of client satisfaction by utilizing knowledge of national security domain. You will participate in and may lead the solution demonstration process, ensuring best practice is applied to problem solving. Excellent public speaking skills both in small and large group settings are required as well as the ability to relate technical concepts to SAS applications and user needs.
As a Sr Industry Consultant, you will:
1. Build a trusted relationship with client decision makers and influencers – as well as with Account Executives and Customer Advisory teams – to propose SAS products that address a client’s business needs related to national security.
2. Strategize with sales teams on objectives for client meetings, understands how this activity relates to the overall sales plan, and provides functional solution leadership for sales opportunities.
3. Leverage knowledge of national security domain and HPS+ solutions to build credibility in sales situations.
4. Deliver standard, customized and/or strategic, senior level solution demonstrations and presentations outlining the functional capabilities, competitive advantages and business benefits of the HPS+ solutions.
5. Conduct or participate in discovery meetings to collect, analyse, clarify, and document client requirements to support the implementation team and to produce a detailed solution proposal.
6. Contribute to scoping exercises and work effort resource plans created by SAS Professional Services teams and/or partner delivery teams. Conduct or participate in requirements gathering for Proofs of Value (POV) and/or implementation projects.
7. Ensure reliable delivery of targeted project results through role as expert in the application of specific HPS+ methodologies, projects, and solutions.
8. Provide solution demonstrations and business development support for national security opportunities at events, trade shows, and user group meetings.
9. Participate in product and solution training to acquire and maintain a detailed level of product/solution knowledge of core components of SAS offerings and assigned solution areas, how each HPS+ solution addresses business challenges, competitive information to identify how our solutions stand apart, and what challenges/limitations may be encountered.
10. Work proactively with Systems Engineers, Technical Architects, R&D Engineering, Product Management, SAS Partners and other Solutions Architects to strategize on opportunities, cross-training and knowledge transfer.
11. Contribute to configure HPS+ solutions and any required supporting products for knowledge sharing and demonstration purposes.
12. Participate actively in partner identification, development, & enablement, as well as partnered sales opportunities.
13. Assist in the response to RFI/RFP’s utilizing the RFP Repository and crafting thorough and compelling answers.
14. Maintain and develop relevant knowledge levels of technical and industry trends to identify impacts and opportunities created by these trends
15. Use domain/industry/solution expertise to participate in and lead pre-sales activities. May also assist during implementation/design on a limited basis.
16. Assist the implementation team (either SAS PSD or delivery partner) during requirements/design/implementation steps of delivery
17. Participate in project estimation process
18. Liaise with sales, customer advisory, technical support, R&D, and product management to determine best action to implement HPS+ solution at client environment
19. Work in a minimum of three solution areas, to include intelligence, defence, customs, immigration, and/or procurement.
20. Ensure all applicable security policies and processes are followed to support the organization's secure software development goals.
21. Embrace curiosity, passion, authenticity and accountability. These are our values and influence everything we do.
Required qualifications
22. Minimum 8 years of experience in national security (Intelligence, Border Management or Defense) demonstrating project management and operations planning in one of the above-mentioned domains.
23. Masters degree in Computer Science, Applied Mathematics, or related field.
24. Strong facilitation and communications skills.
25. Clear understanding of sales strategies and cycles.
26. Good problem solving, organizational, decision-making written, oral and interpersonal skills.
27. Ability to work independently and collaborate as part of a team
28. Travel as business requirements dictate at management discretion.
29. Right to work in the posted work location
30. Equivalent combination of education, training and experience may be considered in place of the above qualifications
31. General knowledge on Analytics and Artificial Intelligence solutions
32. Right to work in the UK
33. Equivalent combination of related education, training and experience may be considered in place of the above qualifications.
Additional competencies, knowledge and skills
34. Communication - Conveying information and ideas clearly and concisely to individuals or groups in an engaging manner that helps them understand and retain the message; listening actively to others.
35. Influencing - Using effective involvement and persuasion strategies to gain acceptance of ideas and commitment to actions that support specific work outcomes.
36. Customer Focus - Ensuring that the internal or external customer’s perspective is a driving force behind strategic priorities, business decisions, organizational processes, and individual activities; crafting and implementing service practices that meet customers’ and own organization’s needs; promoting and operationalizing customer service as a value.
37. Building Trusting relationships - Using appropriate interpersonal styles to establish effective relationships with customers and internal partners; interacting with others in a way that promotes openness and trust and gives them confidence in one’s intentions.
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