Requisition ID:68213
Work Area:Consulting and Professional Services
Expected Travel:0 - 10%
Career Status:Professional
Employment Type:Regular Full Time
COMPANY DESCRIPTION
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
ROLE DESCRIPTION:
Responsible for building and leading a world class team that will sell SAP’s solutions based on Services Software portfolio including Industry focused solutions and cross-industry products originating from SAP customer co-innovation projects, Quality Assurance, Application Security products.
EXPECTATIONS AND TASKS:
Leads sales and manage a team of high caliber sales talent, introduces strong sales discipline and collaboration with Virtual Account Teams. Supports the development of balanced pipeline for product portfolio, engages customers and Partners at the executive level, motivates the sales team, resolves conflicts, removes barriers and provides recognition in the pursuit and achievement of sales bookings and revenue.
Responsible for the Go-To-Market strategy for his Solution portfolio and develops account and closing plans. Defines a vision and creates a winning strategy that draws upon the strengths of SAP relationship in the account and responds to specific market and customer needs, generating competitive advantage for existing customers.
Works in coordination with License and Services sales organizations to qualify, and properly position opportunities in the sales cycle.
Develops and applies an in-depth understanding of SAP’s processes/procedures and sales tools/systems. Calls upon appropriate pre-sales and regional sales experts to accelerate opportunities. Coordinates discovery sessions with the customer to outline or highlight the benefit for the customer of SAP solutions including Repeatable Custom Solutions (RCS), Focused Business Solutions (FBS) and Maintenance, Quality Assurance and Application Security products. Ensures there is a proper business case with clear and attractive ROI impact, on each proposal SAP presents.
Monitors and takes necessary measures to ensure adequate pipeline of opportunities and demand generations for sustainable growth.
Utilizes a disciplined approach for successful solution selling (value Centric Sales Approach), establishing and maintaining accurate, timely and documented sales revenue forecasting procedures, providing required updates to SAP executive management.
Builds a network of executive relationships across industry, community and business groups, and with key partners and customers to stay current on issues impacting business and sales, providing meaningful strategic advice to retain and grow their business through integrated solutions.
Stays current and informed on all new campaigns, understanding their objectives and relevance, communicating to Sales team and ensuring all involved know the roles the play in orchestrating the opportunity from lead to closure.
Supports the development of solid references.
Inspires and influences internal stakeholders, experts and other resources not under direct control, helping to remove obstacles and aiming goals achievement.
Drives each sales team member toward expected quarterly and annual sales objectives.
WORK EXPERIENCE:
15+ years of experience in sales of complex business software / IT solutions
Proven track record in application software sales.
Experience in leading and orchestrating sales team.
Demonstrated success with sales campaigns in a fast-paced, consultative and competitive market.
Demonstrate success negotiating contracts.
Demonstrated knowledge on consultative selling methodologies
Proven abilities in managing solution components in a complex deal, applying risk-mitigation strategies with customer
Business level English: Fluent. Must work effectively with Global and Regional team.
Local language: Fluent
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Bachelor equivalent. MBA is a plus
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to HR Direct (Americas:hrdirectamericas@sap.com, APJ:hrdirectapj@sap.com, EMEA:careers@sap.com). Requests for reasonable accommodation will be considered on a case-by-case basis.
Additional Locations: No Selection