Accelerated Sales Eng. Senior Specialist

5 months ago

Mumbai, India SAP Full time

 We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. How? We focus every day on building the foundation for tomorrow and creating a workplace that embraces differences, values flexibility, and is aligned to our purpose-driven and future-focused work. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

 

What you’ll do

 

The primary purpose of the Rise with SAP Senior Solution Specialist is to achieve their overall revenue goal. In order to achieve this goal, the Solution Expert must work with the Market Unit S/4 HANA Cloud RISE Leader, Industry Account Teams, Pre Sales and other functions to accelerate customers’ adoption of Cloud ERP and begin their Rise with SAP journey.

 

The Rise with SAP Senior Solution Specialist is responsible for identifying, qualifying, and developing Rise opportunities across the Market Unit. This individual will develop an opportunity plan containing the value proposition for Rise with SAP and services to potential customers & prospects.

 

It is expected that the Senior Solution Specialist will have deep expertise and experience of selling Cloud Services and be adept at creating and nurturing senior executive relationships on their own, while positioning the SAP executive team.

 

Sales Strategy and Execution

  • Drive the adoption and execution of an end-to-end customer engagement framework that executes on upstream (sales, functional advisory, value advisory, cost optimization) and downstream (operational, cloud infrastructure and delivery advisory) to customers, to drive sales and deliver growth.
  • Create accretive pipeline via direct engagement, through the Sales field, through the ecosystem and via demand management
  • Engage with the field on deal strategy – and throughout the full opportunity lifecycle, where needed
  • Effectively advise and influence the customer especially within the development of business needs, decision criteria, and creation of an ROI framework, through consultative selling techniques and relevant marketing/sales campaigns
  • Consult with the field on deal execution with regard to focus-specific contracting & deal structure
  • Support consistent forecast process from market unit/country to region
  • Execute the sales strategy to acquire net new logos at scale
  • Meet quarterly linearity targets (quarterly targets and month-to-month targets)

 

 Pipeline and Opportunity Management

  • Partner closely with the industry teams and the Rise with SAP organisation to develop and execute programs to drive pipeline & close opportunities
  • Work with the market unit and regional RISE with SAP team (and wider VAT) to educate target accounts on the solution set and conduct account planning for strategic deals
  • Work with VAT teams on sales campaigns.
  • Work to uncover and run large sales cycles-based opportunities as directed by S/4HANA Cloud Market Unit Leader.
  • Navigate through the internal network having a customer first approach
  • Ensure opportunities are developed and closed by personally engaging to provide leadership from initial engagement through to opportunity closure
  • Lead-by-example in front of key/strategic customers, delivering compelling customer engagements, proposals and commercial options
  • Execute strong sales practices around deal qualification and closure process
  • Execute a process that ensures scalable deal execution, focus on both current quarter but equally on CQ+1, CQ+2 to ensure a sustainable business

 

 What you bring

 

  • SAP product experience and/or SAP sales experience. 
  • Working knowledge of cloud, Hosted Services, SaaS/ PaaS models and cloud-based commerce/ business networks. 
  • Capable of leveraging a professional network resulting in market, pipeline and revenue growth for SAP. 
  • Proven track record of success in the selected industry area. Customer facing experience. 
  • Experience in lead role of a team selling environment. 
  • Proven track record in business application software sales.
  • Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
  • Exceptional contractual and negotiation skills.

 

Location: Mumbai / Bangalore

 

#ASET3

 

​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 and more equitable world.
SAP is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to the values of Equal Employment Opportunity and provide accessibility accommodations to applicants with physical and/or mental disabilities. If you are interested in applying for employment with SAP and are in need of accommodation or special assistance to navigate our website or to complete your application, please send an e-mail with your request to Recruiting Operations Team: Careers@sap.com
For SAP employees: Only permanent roles are eligible for the SAP Employee Referral Program, according to the eligibility rules set in the SAP Referral Policy. Specific conditions may apply for roles in Vocational Training.

EOE AA M/F/Vet/Disability:

Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.
Successful candidates might be required to undergo a background verification with an external vendor.

Requisition ID: 398566  | Work Area: Sales  | Expected Travel: 0 - 10%  | Career Status: Professional  | Employment Type: Regular Full Time   | Additional Locations: #LI-Hybrid.

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