Solution Sales Expert

**We help the world run better**

**PURPOSE AND OBJECTIVES**:
The Digital Supply Chain Cloud Market in India is characterized as a highly innovative & growth oriented market especially for business areas like Supply Chain Planning, Manufacturing, Sustainability, and Industry 4.0.

Within SAP and specially within SAP India, the Digital Supply Chain Team has been identified as the next Growth Engine that will help Catapult SAP’s growth in the Cloud Business to the next level and hence this LOB has been closely aligned with the SAP RISE momentum globally. The Opportunities for growth within DSC was clearly visible last year where DSC became one of the highest performing Cloud LOB’s within SAP.

SAP DSC provides solutions to manage the supply chain in real time through a set of processes covering the entire extended supply chain (from demand planning to delivery, from equipment ideation/ product to its maintenance and service, including on-site services) by optimizing supply and demand, product innovation, manufacturing, operations, on-site services and logistics, leveraging technologies such as 'Internet of Things', RFID, Machine Learning and advanced analytics tools.

To foster and to channel this growth across all our customers in SAP India, the DSC team needs to focus more and more on a value based selling to all Line of Business (LOB) Leaders. To achieve this growth, SAP India plans to expand their Digital Supply Chain (DSC) Team in India with a **_Solution Sales Expert _**(f/m), who will be responsible for the sales of our entire LoB Solutions Portfolio and help the DSC Team achieve its respective Revenue Target.

**AREAS OF RESPONSIBILITY**:
The primary purpose of the **_Solution Sales Expert (f/m) _**is to achieve their overall Revenue Goal. In order to achieve this goal, the Solution Sales Expert must create a complete Key Account specific Business Plans and Territory Business Plans that will help them generates at least 4X of their quota in pipeline opportunity. The Solution Sales Expert is responsible to identify and qualify opportunities, develop and drive strategy. The Solution Sales Expert will develop an opportunity plan containing the value proposition for DSC for potential Customers & Prospects in that Territory. It is expected that the Solution Sales Expert be adept at creating and nurturing executive relationships on their own while working closely with the Account Team and positioning the SAP Executive Team.

Key areas of responsibility in that capacity would be:

- Works with the Sales Manager and Sales Team to develop and execute programs to drive pipeline & close deals
- Works with the Regional VAT to educate target accounts on the solution set and conducts account planning for strategic deals
- Works to uncover and run sales cycles based opportunities as directed by the Regional Sales Lead
- Works with VAT team on sales campaigns
- Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts
- Works to attain various sales objectives related to securing new business opportunities within named customers
- Develops sales best practices securing repeatable and expansive opportunities across named accounts

This job will cover all Sales related processes in terms of Direct & Indirect Sales of our Cloud Solutions and work in strong alignment with the dedicated stakeholders on local, regional & global level. The Digital Supply Chain will cover Solution areas in terms of Product & Project Management, Business Planning, Response & Supply Management, Manufacturing, Asset Management, Logistics, EHS and IoT Solutions among other things.

**EXPECTATIONS AND TASKS**:

- Achievement of agreed (incremental) revenue & pipeline targets
- Forecast and regular status updates on Opportunities, pursuits and Pipeline
- Management of all opportunities and bids in Digital Supply Chain
- Account planning, Territory Planning, Deal acceleration, Build Value & Business Case, Close Plan
- Pro-active collaboration w/ local Industry Sales Teams
- Negotiating of complex contract constellations
- Pro-active contacts, interaction and collaboration with different business areas from our customers (development, planning, manufacturing, sales & distribution and aftersales / services)
- Foster value based solution approach in cooperation with respective industry
- und product specialists
- Develop and drive local go-to-market plans
- Work on demand management activities with regional and local marketing & business development
- Build, enable and manage the local partner landscape
- Best practice sharing on a regional as well as market unit level

**EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES**:
Required skills:

- Bachelor or Master´s degree or higher in business, management, information systems, or Supply Chain Management or Logistics Management or similar
- Strong sales attitude (from building pipe to close the deal)
- (at least) good understanding of the fundame