Accelerated Sales Engagement Senior Specialist - Rise With Sap
- SAP
- 12 - 17 years
- Mumbai
- 3 months ago
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Job Description
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
- Overall 12+ years of experince 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.
Job Classification
Industry: IT Services & ConsultingFunctional Area / Department: Sales & Business DevelopmentRole Category: Enterprise & B2B SalesRole: Key Account ManagerEmployement Type: Full timeContact Details:
Company: SAPLocation(s): Mumbai+ View Contact
Keyskills: SAP PAAS Demand management VAT Presales Customer engagement Operations Analytics Downstream Account planning
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