Senior Solution Sales Executive - Leonardo Job at SAP

Job description

Requisition ID: 157480

Expected Travel: 0 - 20%

PURPOSE & OBJECTIVE

The Senior Solution Sales Executive is focused on Sales for SAP Leonardo.

SAP Leonardo brings industry-leading capabilities and products together to provide the industry’s only Digital Business System - built to not only drive innovation as companies explore digital transformation but to scale that innovation and allow businesses to truly transform. With Leonardo, SAP will deliver thoughtfully packaged (by industry) innovative capabilities and services to engage with new customers in the context of their business. We will also integrate the capabilities of Leonardo into our core business applications so existing customers leverage their existing SAP investments to get the benefits of these transformative capabilities at scale. Leonardo will enable companies to both rapidly innovate and seamlessly scale innovations that can transform them into digital companies.

The Key Elements Of Leonardo Are

• Unlike our competition, Leonardo provides a comprehensive portfolio of innovative, integrated, simple solutions including services that can be used out of the box without requiring an expensive custom build.
• Innovation: New capabilities in areas such as Blockchain, Machine Learning, IoT, Big Data, and Analytics
• Integration: A comprehensive and integrated portfolio that enables seamless transition from innovation to scale leveraging SAP Cloud Platform
• Simplification: Modular capabilities that can be bought and consumed easily and that are easy to integrate with SAP and non-SAP systems.
• Services: Design Thinking and prototyping across the portfolio to bring innovative thinking to life and accelerate customer buying cycles.

Role Description

The primary purpose of the Senior Solution Sales Executive is to achieve their overall revenue goal. In order to achieve this goal, the Senior Solution Sales Executive must create a complete territory business plan that generates at least 3x their quota in pipeline opportunity. The Senior Solution Sales Executive is responsible to identify and qualify opportunities, develop and drive strategy. The Senior Solution Sales Executive will develop an opportunity plan containing the value proposition for all of SAP's targeted line of business solutions and services to potential customers & prospects in that territory. It is expected that the Senior Solution Sales Executive be adept at creating and nurturing executive relationships on their own while positioning the SAP executive team.

Expectations And Tasks

• Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals
• Works with the Regional VAT to educate target accounts on the solution set and conducts account planning for strategic deals
• Works to uncover and run sales cycles based opportunities as directed by the Regional Sales Lead
• Works with VAT team on sales campaigns
• Leads efforts to establish, develop, and expand market share and revenue attainment within named accounts
• Works to attain various sales objectives related to securing new business opportunities within named customers
• Develops sales best practices securing repeatable and expansive opportunities across named accounts
• 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 – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)
• Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.
• Support all SAP promotions and events in the territory
• Sales Excellence
• Sell value.
• Maintain White Space analysis and execution of initiatives (up sell and cross sell) on the customer base.
• Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.
• Utilize best practice sales models.
• Understand SAP’s competition and effectively position solutions against them.
• Maintain CRM system with accurate customer and pipeline information.

Work Experience

• 10+ years of experience in sales of complex business software / IT solutions
• Experience selling to CXOs

Education And Qualification / Skills And Competencies

• Bachelor’s degree (or equivalent) required
• Proven track record in business application software sales.
• Experience in the lead role of a team-selling environment.
• Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.
• Business level English: Fluent
• Local language: Fluent, Business Level

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 interested in applying for employment with SAP and 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: [email protected] or [email protected], APJ: [email protected], EMEA: [email protected]). Requests for reasonable accommodation will be considered on a case-by-case basis.

Additional Locations: Virtual - South Africa