SAP Senior Solution Sales Executive -P&T (Consumer Product/Retail/Fashion) in Vimercate, Italy
Requisition ID: 285821
Work Area: Sales
Expected Travel: 0 - 40%
Career Status: Professional
Employment Type: Regular Full Time
SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. Thats why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.
SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because its the best-run businesses that make the world run better and improve peoples lives.
Key Areas of Responsibility and Tasks
The Analytics, Platform & Technology (P&T) Account Executives primary responsibilities is to take SAP P&T Cloud Solutions at the center of Customers Digital Transformation and include prospecting, qualifying, selling and closing new and incremental business to existing and net new customers. The Account Executive 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 IAE Teams to position the Digital Cloud Core S/4Hana Cloud throw RISE with SAP offering and uses all resources to accelerate adoption, consumption and solve customer challenges with appropriate SAP P&T products.
Account and Customer Relationship Management, Sales for Cloud Subscription Revenue.
Annual Revenue Exceed quota targets: Only Cloud Booking and Cloud Renewals
Build a customer first strategy Achieve customer satisfaction goals for Cloud Subscriptions and Consumption
Sales strategies Develops, tracks and eventually adapt effective account plans to ensure revenue target delivery, new account creations and sustainable growth. Influence organization in order to have P&T Solutions at the center of the Customer Journey, when appropriate. Develop relationships in new and existing customers and leverage to drive strategy through organization. Co-operate with the IAE Teams to position the Digital Cloud Core S/4Hana Cloud throw RISE with SAP
Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
Customer Acumen - Actively understand each customers technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.
Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.
Business Planning Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, Industry Sales Play, benchmarking and ROI data to support the customers decision process.
Demand Generation, Pipeline and Opportunity Management
Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.
Pipeline partnerships Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.
Leverage SAP Solutions While staying primarily focused on selling of Analytics, Platform & Technology portfolio, including the portfolio of Intelligent Technologies included in SAP BTP ( ML, RPA, IoT, BPI ) be proficient in embracing other SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CX, SCM, HCM, PROCUR etc.) and of course the SAP Cloud Digital core (S/4Hana Cloud and related Industry Engines )
Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
Support all SAP promotions and marketing events in the territory
Understand, communicate and Sell value.
Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.
Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
Utilize best practice sales models starting from LACE Land Adopt Consume Expand
Understand SAPs competition and effectively position solutions against them.
Maintain CRM system with accurate customer and pipeline information.
Leading a (Virtual) Account Team
Demonstrates leadership skills in the orchestration of x-lob, CEE and remote teams .
Ensure account teams and Partners are well versed in each accounts strategy and well positioned for all customer touch points and events. Maximize the value of all sales support organizations
Experience & Language Requirements
10 years of experience in sales of complex business software / IT solutions
Proven track record in Data Driven Offering based on Analytics, Data Management, Enterprise Performance Management software sales on Large Accounts and Enterprise Market. Sales knowledge in Big Data and Data-warehouse related technology and market is a prerequisite. Ability and experience in selling Digital Cloud Solution like PaaS, SaaS becomes a fundamental prerequisite in P&T solution sales role
Previous experience in the Consumer Product/Retail/Fashion industry is an additional preferential caracteristic
Proven experience in lead role of a team-selling environment.
Extremely good balance of self-driving attitude with team working approach is a prerequisite.
Good communication and business level presentation skills are required.
Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
Proven Knowledge of SAP VAR Partner and GSSP System Integrators ecosystem
Business level English: Fluent
Local language: Fluent, Business Level
WHAT YOU GET FROM US
Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If youre searching for a company thats dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment apply now .
SAP'S DIVERSITY COMMITMENT
To harness the power of innovation, SAP invests in the development of its diverse employees. We aspire to leverage the qualities and appreciate the unique competencies that each person brings to the company.
SAP is committed to the principles of Equal Employment Opportunity and to providing reasonable accommodations to applicants with physical and/or mental disabilities. If you 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 (Americas: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ).
Successful candidates might be required to undergo a background verification with an external vendor.
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