Description:
About the job
Account and Stakeholder Management
- Builds a foundation within assigned account(s) on which to harvest future Services business opportunities
- Actively understand each of their assigned key customer's technology footprint, strategic growth plans, technology strategy and competitive landscape
- Single Point of Contact for the customer representing the SAP Services organization for assigned account(s) to establish and develop SAP footprint
- Develop and deliver best-practice comprehensive Services account plans to address customer and prospects priorities and pain points. Utilize SAP Intelligent tools and standards to support the customer's decision process.
- Direct contributor to overall long-term success of customer and partner relationships within the account
- Orchestrates resources: deploy appropriate teams to execute winning sales
Commercial Accountability
- Accountable for booking and revenue Services targets for assigned account(s)
- Generation and management of opportunities and bids, deal closure through formal sales cycle
- Shapes deals that are compliant, aligned to agreed governance process, controls and targets
- Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
- Sells the complete Services portfolio aligned to customer needs (according to defined Sales bag)
- Maintain internal systems with accurate customer and pipeline information
Service Delivery Management
- Accountable for sales hand-over to delivery, ensuring contracts are in place and team can successfully mobilize per contract obligations
- Accountable for all Services Commercial aspects in assigned account, supporting Delivery Teams engaged in delivering against existing contracts
Collaborative Working Environment
- Acts as a key team member within the extended Sales Account Executive teams
- Is self-aware - understands their own strengths and weaknesses, looks to leverage strengths and work on weaknesses
- Treats customers and colleagues with respect, fairness and consideration
- Strong collaboration with the SAP ecosystem and technology partners
Functional Experience
- Demonstrated success with medium to large transactions and lengthy sales campaigns in a fast-paced, consultative and highly competitive market specially in the domain of IT application services sales
- Experience in managing customers and partners
- 10+ years direct quota carrying selling experience in the enterprise software and services industry. Ideally, a combination of both direct enterprise software sales and direct services sales.
- 10+ years’ experience in sales activities including generation and management of opportunities and bids, deal closure and client relationship management
- Demonstrable track record of value selling and solution selling experience
- Proven track record in business application software and/or services sales within large, key accounts
- Intimate knowledge of enterprise software projects (e.g. Cloud, hybrid, XO) and the overall lifecycle management of enterprise applications
- A successful track record of driving opportunity development (including growth and qualification of pipeline in conjunction with assigned Account Executives) and accurate forecasting of the renewal and network growth opportunities
- deep industry/domain expertise
Partner Ecosystem Expertise
- Knowledge of SAPs Partners, Competitors and the regional IT Industry
- Effective collaboration & management of the SAP partner ecosystem as relative to the assigned account(s) (incl. joint deals/business development)