About the Role
At SAP, we empower you to bring out your best. Our company culture is built on collaboration and a shared passion to help the world run better.
We focus every day on building the foundation for tomorrow and creating a workplace that values flexibility, embraces differences, and is aligned to our purpose-driven and future-focused work.
What sets us apart:
* A highly collaborative, caring team environment with a strong focus on learning and development.
* Recognition for your individual contributions.
* A variety of benefit options for you to choose from.
Key Responsibilities
1. Generate demand, manage pipeline, and close opportunities.
2. Develop opportunity plans containing compelling solution value propositions.
3. Conduct White Space analysis to identify growth opportunities.
4. Work with wider account team on sales campaigns.
5. Manage customer relationships at the solution area/buying center level.
6. Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area.
7. Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes.
8. Stay informed about SAP's competition and value drivers.
9. Leverage SAP's comprehensive team of experts and industry knowledge to effectively address customer needs.
10. Build customer participation in relevant SAP communities, programs, and events.
11. Facilitate collaboration with the partner ecosystem.
Requirements
1. Proven track record in business application software sales with overachievement of quota.
2. 3 – 5 years of experience in sales of business software/IT solutions.
3. Deep understanding of the solution and solution innovations.
4. Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations.
5. Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders.
6. Alignment with product/solution management teams and marketing organizations a plus.
7. Experience selling supply chain solutions preferred.
8. Demonstrated success with large transactions and challenging sales pursuits.
9. Proven contractual and negotiation skills.
10. Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions.
11. Knowledge of financial, competitive, regulatory environment.
Skills You'll Use
Professional Skills
* Learning Agility.
* Complex Problem Solving.
* Creative Thinking.
* Effective Communication.
Tech Industry & SAP General Skills
* Agile Methodology.
* Process Improvement.
* Software as a Service (SaaS).
* Cyber Security.
* Key Performance Indicators (KPIs).
* SAP Cloud Suite Portfolio.
* RISE and GROW with SAP.
Role Specific Skills
* Demand Generation.
* Customer Value Proposition.
* Demonstration Skills.
* Industry Knowledge.
* Negotiation.
* Overcoming Objections.
* Relationship Building.
Why SAP
SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively.
Originally known for leadership in enterprise resource planning (ERP) software, SAP has evolved to become a market leader in end-to-end business application software and related services for database, analytics, intelligent technologies, and experience management.
Our Culture of Inclusion
SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone – regardless of background – feels included and can run at their best.
We ultimately believe in unleashing all talent and creating a better and more equitable world.
EOE AA M/F/Vet/Disability: Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.