SAS is the leader in analytics. Formed in 1976, SAS develops and markets software systems that allow companies to gather, store, access and analyze corporate data to aid in decision-
making. SAS has customers at more than 83,000 sites, which span financial services, business, government and higher education. #LI-MK1
A core part of SAS business is the provision of Risk Management solutions. These solutions incorporate extensive business content, advanced analytics, and leverage leading SAS data management and reporting tools.
SAS is consistently rated as a leading risk technology vendor, and has enjoyed rapid growth in its Risk business.
Focus areas are : Stress Testing, IFRS9, Model Risk Management, Regulatory Risk Management, Credit Scoring and Insurance Risk (IFRS17).
Insurance is a new growth area for Asia Pacific. SAS insurance risk solutions were first developed to address the European Solvency II market.
The SAS IFRS17 solution was released in 2017, and is already being adopted by major global insurance firms.
This role is an exciting opportunity for a talented risk management & technology professional to join one of the world’s leading employers, to help drive the growth of our Asia Pacific Risk business in an exciting and dynamic market.
SUMMARY OF ROLE
Risk Research & Quantitative Services (RQS) is the global Risk division in SAS. RQS is responsible for the development of risk solutions.
The Risk Business Consulting (RBC) team provides deep domain and technical expertise to support sales and implementation.
RBC also provide critical input into the evolution of our risk solutions.
RBC works closely with Sales, Presales, Marketing, Professional Services (responsible for implementation of risk solutions) and Alliances.
This role is for an experienced insurance technology practitioner to join the RBC Asia Pacific team.
This role will focus initially on support for the following priority use cases : Insurance Risk (IFRS17). The emphasis will be on the application of the SAS IFRS17 solution that provides both a CSM Calculator and an IFRS17 Sub-Ledger.
Assist sales teams across Asia Pacific with solution sales activities, including customer presentations, solution demonstrations and support for proof of concept (POC) delivery.
Provide support to SAS professional services team across Asia Pacific with solution implementation activities, including advice and guidance on solution configuration, implementation and closeout at customer sites.
Possess a strong knowledge of SAS products. Participate in and may lead the design process. Ability to relate technical concepts to SAS applications and user needs.
The role will be complemented by other team members with expertise in risk analytics and modelling.
Acts as a trusted advisor to Sales and Customers to provide practical and theoretical guidance in the business value of proposed solution and set proper expectations to ensure customer satisfaction
Strategizes with in-country sales team on objectives for customer meetings, understands how this activity relates to overall sales plan and provides functional solution leadership for sales opportunities
Leverages knowledge of a domain, industry, and SAS Solution to increase SAS’s credibility primarily in sales situations, including sales calls, sales tool development, and coaching for the sales force on industry focused account strategies.
Prepares and delivers presentations to customers at the highest levels of management
Conducts discovery meeting with customers to collect, analyze, clarify and document business requirements during the sales cycle to support the implementation team and to produce a detailed solution proposal.
Assists in the response to RFI / RFP’s utilizing the RFP Repository and crafting thorough and compelling answers
Develops and maintains relationships with partners, key consultancies, and system integrators to establish focused and effective strategic teaming arrangements
May publish industry articles and hite papers. Speaks at internal and external industry events.
Develop enablement material and conduct training sessions to educate sales / marketing team.
Assists local sales teams in targeting specific customers and business partners to promote insurance industry sales and marketing activities.
Works closely with local in-country sales staff, sales management, and marketing staff to ensure successful positioning of insurance industry solutions and that a consistent message is communicated to our customers and / or business partners
Identifies competitor advances in the market.
Assists with providing market-driven information for future product direction using insurance industry expertise and direct interaction with customers, prospects, analysts, and other external resources
May work on consulting projects and special projects as assigned; acts as technical lead on projects as assigned (Consulting).
Provides reliable delivery of targeted project results through role as expert in the application of specific SAS methodologies, projects and technologies
Required to travel on a frequent basis.
KNOWLEDGE, SKILLS AND ABILITIES
Strong understanding of insurance industry, actuarial / finance processes and methods, insurance decision support and operational systems.
Strong understanding of one or more insurance markets in Asia Pacific. Understands business and value drivers in insurance markets and customer segments.
Ability to acquire a detailed understanding of solution capabilities, and competitive positioning, from a functional and technical perspective.
Hands-on experience in solution configuration and / or development. Technical expertise in SAS highly desirable.
Demonstrated ability for consultative selling. Ability to drive incremental revenue.
Team player. Creates formal networks involving coordination among groups.
Ability to understand and translate complex technical and business information to internal / external audiences.
Demonstrated ability to present to all levels of an organization.
Ability to consult with customers strong written and verbal communication - ability to engage internal and external stakeholders including Actuarial, Finance and IT functions.
Excellent analytical, and creative problem-solving skills. Advanced facilitation skills.
At least 5-7 years in Insurance industry.
At least 2-3 years working in a vendor or business consulting / sales environment.
Familiarity with SAS an advantage.
Fluent in English.
Role will be based in ASEAN - Hong Kong or Singapore or Thailand preferred.
Regular travel (up to 2w / month) to other SAS locations in Asia Pacific. Occasional travel to other SAS locations in EMEA and US.
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