We help the world run better
At SAP, we keep it simple: you bring your best to us, and well bring out the best in you. Were builders touching over 20 industries and 80 of global commerce, and we need your unique talents to help shape whats next. The work is challenging : but it matters. Youll find a place where you can be yourself, prioritize your wellbeing, and truly belong. Whats in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed.
Key Areas of Responsibility and Tasks
Working directly with SCP account teams, the primary goal of the Strategic Sales team is to maximize revenue across all lines of business under the most favorale terms possible to SAP. From deal strategy through commercial execution, he/she works directly with SCP customers, leveraging all internal resources (Industry, VE, Sales, Consulting, Revenue Recognition, Pricing, Contracts, etc.) to create, develop, and manage opportunities to a mutually agreeable outcome. On average, the position will manage 2:3 'must win' accounts per quarter, while also focusing on the development of longer terms opportunities.
Account Planning
:Participate/lead customer:specific account reviews to assist in the development of near:term and long:term opportunities in the SCP customer base
:Drive best practices to ensure completeness of account plans and deal strategies, and hold account teams responsible for execution:
:Customer public filings, analyst reports, executive profiling, industry trends, ecosystem and competitive landscape
:Current application/IT landscape, whitespace, competitive positioning, value drivers
Sales Strategy
:
:Drive coordination across all lines of business to gather required building blocks (historical investment pattern, validated demand, financial analysis, benefits statement, delivery horizon) to formulate the appropriate deal strategy
:Develop and drive sales strategy on individual opportunities through execution
:Actively manage, hold accountable, and course correct the strategy and account team as the cycle progresses
:Help define SAP Executive engagement, timing and messaging with Customer C:level executives
Deal Execution
:
:Develop and present professional grade proposals to customer executives that clearly and concisely articulate the value and benefits of the offering.
:Must be able to address questions, concerns, and prepare countermeasures in competitive landscape
:Manage complex legal and commercial negotiations across all lines of business through final execution
:Leverage all required internal field:level resources (pricing, revenue recognition, finance, legal) to ensure compliance while maximizing revenue and preserving future opportunity
:Build/maintain foundational customer relationships based upon trust on which to harvest future business opportunities
Accountability
:
:Must own the commercialization cycle and responsibility for revenue delivery while partnering with account teams to help develop and mature their skills
:Maintain alignment with Regional GM, SCP, NA Leadership and VAT throughout the sales cycle
:Manage potential escalations to SAP Executive Management
:Responsible for overall delivery of Regional and National SCP revenue targets
Mentorship
:
:Purpose of role is to work with IAE/GAD/VAT throughout the process to enhance their skills in best practices (account planning, sales strategy, positioning, negotiation, and execution)
:Demonstrate leadership skills in the orchestration of cross:functional teams Provide guidance and support at the Regional level via best practice sharing Support the development of non:SCP IAEs via mentorship, information sharing, account analysis, etc.
Required Experience
:10+ years direct, high:performing, quota:carrying sales in complex business software / IT solutions
:Demonstrated success with large transactions and lengthy