Senior Solution Sales Executive

 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 Solution Sales Executive (SSE) partners with the end-to-end account owner to drive solution specific sales motions, bring in domain expertise to solve customer business challenges, and grow the customer’s SAP footprint through renewal and expansion to support long term customer success. The Solution Sales Specialist brings an innovative Point of View to the Customer engagement, represent a credible and trusted advisor for Customers C-levels, including the support to the Industry Account Sales Teams to position BTP Public Cloud in strong combination with Cloud ERP and all the other Cloud Lob Solutions offering and uses all resources to accelerate adoption, consumption and solve customer challenges with appropriate SAP BTP solutions. Main responsibilities will be:

 

• Generate demand, manage pipeline, and close opportunities.
• Develop opportunity plans containing compelling solution value propositions
• Conduct White Space analysis to identify growth opportunities
• Work with wider account team on sales campaigns
• Manage customer relationships at the solution area/buying center level
• Progress opportunities for move to cloud/expand footprint accounts or accounts which are new to the solution area
• Utilize deep knowledge of how companies operate, business models, strategies, and end-to-end business processes
• Stay informed about SAP’s competition and value drivers
• Leverage SAP’s comprehensive team of experts and industry knowledge to effectively address customer needs
• Build customer participation in relevant SAP communities, programs, and events
• Facilitate collaboration with the partner ecosystem

 

What you bring:

• Proven track record in business application software sales with overachievement of quota
• 3 – 5 years of experience in sales of business software/IT solutions
• Specifically, is requested expertise in SaaS, PaaS, IaaS Solutions in the Development Platform area, Integration, Middleware, RPA and AI. The Solution Sales will take care of SAP BTP cloud portfolio solutions (ex SAP Extension Build, SAP Integration, SAP BTP services for AI, SAP 3PS like OpenText and Tricentis, SAP Store).
• Deep understanding of the solution and solution innovations
• Broad understanding of the SAP solution portfolio and the business processes it enables to drive customer value conversations
• Established relationships with account teams, Customer Business Office (CBO) teams, and relevant geo unit leaders
• Alignment with product/solution management teams and marketing organizations a plus
• Demonstrated success with large transactions and challenging sales pursuits
• Proven contractual and negotiation skills
• Experience driving renewals, expansions, and up-sells of subscription or perpetual license-based solutions
• Knowledge of financial, competitive, regulatory environment