Senior Solution Sales - Sap Btm

COMPANY DESCRIPTION

SAP BTM brings together all of the tools needed for the analysis of business process performance, combined with the enterprise software that is used for enabling and re-engineering business processes.

Having the tools required for both process analysis and process improvement in a single package is a unique proposition in the market.

This is an exciting, fast growing cloud line of business within SAP.

ROLE DESCRIPTION

The primary role of an SAP Senior Solution Sales is to achieve the overall revenue goal from the assigned territory.

In order to achieve this goal, the Senior Solution Sales is responsible and accountable for :

Understanding the challenges of prospects and customers in the territory

Developing and executing a territory plan

Identifying and qualifying opportunities

Orchestrating the Virtual Account Team (VAT) including partners to develop a strategy and drive sales execution framework, by establishing clear solution, clear value and clear plan.

EXPECTATIONS AND TASKS

It is expected that the Senior Solution Sales be adept at creating and nurturing senior executive relationships on their own, while positioning the SAP executives and broader account team at appropriate stages of the engagement.

In that capacity, the Solution Sales Expert must :

Own the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals

Be responsible for building relationships with the broader SAP organisation and collaborate on account planning and execution of strategic, multi-LOB opportunities

Drive initial introduction meetings with customers to establish themselves as a trusted advisor

Lead efforts to establish and develop market share and revenue attainment within named accounts

Develop repeatable best practices in securing expansion opportunities across named accounts

WORK EXPERIENCE

Minimum 10 years of professional experience in :

Business process management, analytics, Enterprise Architecture or enterprise software sales

Consulting experience in SAP implementations.

Knowledge of processes like P2P, O2C, Finance, Asset Maintenance is desired

Experience with BPM and process mining tools such as Signavio, Enterprise Architecture tool like LeanIX, Testing tools like Tricentis, Data migration solution such as Syniti, SAP Solution Manager is preferred

Well versed with SAP ACTIVATE implementation methodology

Account management in strategic and key accounts segments across multiple industries

Complex sales engagements which involve territory planning, account planning, and opportunity planning responsibilities

Deal crafting and complex deal structuring for large-value opportunities

Collaborating with large, diverse virtual account teams working on large scale, multi-LOB opportunities especially in conglomerate accounts

Stakeholder management experience across C-level executives, B-level managers, and end-users

EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES

Bachelor's degree in related fields (Business / Engineering or Technology)

Ability to identify, qualify, and prioritise opportunities and related tasks

Knowledgeable in using value-selling processes and methodologies

Strong financial and business acumen

Ability to tailor, articulate, and clearly communicate messages relevant to each target audience / receiver of information

Ability to work across diverse teams, skillsets, and experience

Ability to work under pressure and deal with complexities and ambiguities in the sales cycle

Ability to develop trusted relationships with both external and internal stakeholders

Problem-solving and consultative selling skills

Thoroughness and attention to relevant details

Ability to manage both strategic and operational responsibilities

Multi-tasking and time-management skills to manage parallel opportunities

Sincerely passionate about customer success, customer delight, and long-term customer relationships

Outcome focused and not role or designation focused

Continuous learner

Thorough, deliberate and structured

Strong sense of accountability

Strong belief in maintaining integrity in selling

Bring out your best

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.

As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused, with a highly collaborative team ethic and commitment to personal development.

Whether connecting global industries, people, or platforms, we help ensure every challenge gets the solution it deserves.

At SAP, you can bring out your best.

We win with 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.

At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential.

We ultimately believe in unleashing all talent and creating a better world.

AI Usage in the Recruitment Process

For information on the responsible use of AI in our recruitment process, please refer to our Guidelines for Ethical Usage of AI in the Recruiting Process.

Please note that any violation of these guidelines may result in disqualification from the hiring process.

Legal and EEO Statements

SAP is committed to the values of Equal Employment Opportunity and provides accessibility accommodations to applicants with physical and / or mental disabilities.

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status or disability, in compliance with applicable federal, state and local legal requirements.

Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID :

• | Work Area : Sales | Expected Travel : 0 - 10% | Career Status : Professional | Employment Type : Regular Full Time | Additional Locations : #LI-Hybrid

#J-