Senior Solution Sales Sap Btm

Job description

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
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