SAP Sales Executive

Engineering Industries eXcellence is seeking a 100% remote SAP Sales Executive to sell our various services for targeted SAP Digital Supply Chain solutions and offerings in a designated geographic, industry and solution coverage area. The primary responsibility will be to identify, qualify and progress net new opportunities with prospective clients to build our pipeline and drive signings and revenue. Employee must have demonstrated a competency in one or more of the key services offering areas: SAP Supply Chain Solutions, SAP Track & Trace (Serialization), SAP Manufacturing, SAP Asset Management, and/or SAP Mobility, and have a solid understanding of the market for these solutions in order to properly position our offerings with potential buyers. 

Position Duties/Responsibilities:

• Create annual sales plan using provided Template

• Identify and qualify opportunities to build net new pipeline and maintain coverage to quota using various sales tactics

• Create and execute Key Account Program

• Attend and actively participate in required Monday sales forecast review meetings

• Attend monthly required sales meetings and quarterly North America meetings

• Follow policies and procedures for SOW’s and MSA’s, while working closely with Delivery and Management

• Progress pipeline opportunities through the sales cycle, including managing proposal process, solutioning, negotiating pricing and deal closure

• Establish and maintain relationships with client buyers and SAP.

• Ensure our solutions are positioned effectively within the client at board and senior management levels and is well represented for potential major new projects or bids.

• Own and develop the long-term relationship with the client on behalf of the company, operating at CXO level.

• Maximize opportunities, taking accountability for qualification and closure of all new business within the account.

• Sole accountability for the client, conducting negotiations for new, add-on and existing services to ensure commercial viability and realistic expectation setting.

• Appropriately manage relationship with the client covering all commercial, risk and opportunity development aspects of the services provided.

• Develop and manage the overall account plan and forecast and provide monthly status reports.

• Establish and develop long-term customer commitments through maintaining strong customer satisfaction.

• Be seen by the client as a trusted advisor.  Develop positive relationships and regular contact with key client stakeholders at board and senior management level.

• Collaborate with various internal groups in providing answers to (technical) questions in a Request for Information (RFI) or a Request for Proposal (RFP)

• Provide support at external and internal customer facing events

• Confidently present industry and domain focused expertise and convey understanding and professionalism to prospective customers

• Be able to position and present solution offerings

• Help to negotiate pricing with customer with final approval from Executive Management

• Compare solution offering at a technical /functional level with competitive product

• Effectively prepare for and manage business meetings

• Utilize company CRM to track all pertinent information related to the opportunity and account, and effectively manage your opportunities by identifying and engaging the appropriate stakeholders.

Experience and Skills Required: 

• Minimum of 5 years’ experience selling SAP solutions, specifically in the areas of Track & Trace and Digital Manufacturing within large global Supply Chain clients

• A proven history of quota over achievement

• Ability to negotiate effectively to drive a profitable deal

• Strong client facing skills with the ability to discuss business issues/topics with both IT and Business clients

• Ability to discuss and demonstrate business benefits and value to a customer of a technical solution.

• Ability to translate technical and business requirements into cost-efficient solutions

• Experience operating at CXO level, and ability to demonstrate excellent client relationships.

• Understands the key influencers within the client organization, quickly identifies client culture and balances professional manner to suit client requirements.

• Must possess a background in technology enablement through enterprise packages (SAP)

• Bachelor's degree in Business, Computer Science, or related industry experience;

• Excellent communication (written an