Senior Solution Sales Executive
Digital Supply Chain (SAP)
What you'll do:
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
What you bring:
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 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 solution's 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
Role Specific Skills
1. Net New Sales
2. Competitive Positioning
3. Customer Engagement
4. Demand Generation
5. Customer Value Proposition
6. Demonstration Skills
7. Industry Knowledge
8. Negotiation
9. Overcoming Objections
10. Relationship Building
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