Job Description
Solution Sales Executive (SSE) focuses on solution-specific sales for cloud revenue sales motions within SuccessFactors. This role solves customer business challenges by closely working with end-to-end account owners during selection and expansion stages.
Responsibilities:
* Generate demand, manage pipeline, and close opportunities
* Develop opportunity plans containing compelling solution value propositions
* Conduct White Space analysis to identify growth opportunities
* Work with wider account team on sales campaigns
* Manage customer relationships at the solution area/buying center level
* Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
* Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
* Stay informed about SAP's competition and value drivers
* Leverage SAP's comprehensive team of experts and industry knowledge to effectively address customer needs
* Build customer participation in relevant SAP communities, programs, and events
* Facilitate collaboration with the partner ecosystem
Requirements:
* Proven track record in business application software sales with overachievement of quota
* 3 – 5 years of experience in sales of business software/IT solutions
* Deep understanding of the solution and solution innovations
* Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
* Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
* Alignment with product/solution management teams and marketing organizations a plus
* Proven contractual and negotiation skills
* Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
* Knowledge of financial, competitive, regulatory environment
About SAP
SAP is a market leader in end-to-end business application software and related services. We have a highly collaborative team ethic and commitment to personal development. Our culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best.