SAP Signavio

**We help the world run better**

**COMPANY DESCRIPTION**

SAP Signavio brings together all of the tools needed for the analysis of business process performance, combined with the enterprise software that is used for enabling and re-engineering business processes. Having the tools required for both process analysis and process improvement in a single package is a unique proposition in the market. This is an exciting, fast growing cloud line of business within SAP.

**ROLE DESCRIPTION**

The primary role of an SAP Senior Solution Sales Executive is to achieve the overall revenue goal from the assigned territory. In order to achieve this goal, the Solution Sales Executive is **responsible and accountable** for:

- Understanding the challenges of prospects and customers in the territory
- Developing and executing a territory plan
- Identifying and qualifying opportunities
- Orchestrating the Virtual Account Team (VAT) including partners to develop a strategy and drive sales execution framework, by establishing clear solution, clear value and clear plan.

**EXPECTATIONS AND TASKS**

It is expected that the Solution Sales Executive be adept at creating and nurturing senior executive relationships on their own, while positioning the SAP executives and broader account team at appropriate stages of the engagement. In that capacity, the Solution Sales Executive must:

- ** Own** the development and execution of programs together with the sales manager and VAT to drive pipeline & close deals
- Be responsible for building relationships with the **broader SAP organisation** and collaborate on account planning and execution of strategic, multi-LOB opportunities
- Drive initial introduction meetings with customers to establish themselves as a **trusted advisor**:

- Lead efforts to establish and develop market share and revenue attainment within named accounts
- Develop **repeatable best practices** in securing expansion opportunities across named accounts

**WORK EXPERIENCE**

Minimum 5 years of professional experience in:

- Business process management, analytics or enterprise software sales
- Account management in strategic and key accounts segments across multiple industries
- ** Complex sales **engagements which involve territory planning, account planning, and opportunity planning responsibilities
- Deal crafting and **complex deal structuring **for large-value opportunities
- ** Collaborating **with **large, diverse virtual account teams **working on large scale, **multi-LOB opportunities** especially in conglomerate accounts
- ** Stakeholder management **experience across C-level executives, B-level managers, and end-users

**EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES**
- Bachelor’s degree in related fields (Business / Engineering or Technology)
- Ability to identify, qualify, and prioritise opportunities and related tasks
- Knowledgeable in using **value-selling** processes and methodologies
- Strong financial and business acumen
- Ability to **tailor, articulate, and clearly communicate **messages relevant to each target audience/receiver of information
- Ability to work across **diverse **teams, skillsets, and experience
- Ability to work under pressure and deal with **complexities and ambiguities in the sales cycle**:

- Ability to develop **trusted relationships **with both external and internal stakeholders
- Problem-solving and consultative selling skills
- ** Thoroughness** and attention to relevant details
- Ability to manage both **strategic and operational **responsibilities
- Multi-tasking and time-management skills to manage parallel opportunities
- ** Sincerely passionate **about customer success, customer delight, and long-term customer relationships
- ** Outcome **focused and not role or designation focused
- Continuous **learner**:

- Thorough, deliberate and structured
- Strong sense of **accountability**:

- Strong belief in maintaining **integrity in selling**

**We build breakthroughs together**

**We win with inclusion**

SAP’s culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone - regardless of background - feels included and can run at their best. At SAP, we believe we are made stronger by the unique capabilities and qualities that each person brings to our company, and we invest in our employees to inspire confidence and help everyone realize their full potential. We ultimately believe in unleashing all talent and creating a better and more equitable world.

**EOE AA M/F/Vet/Disability**:
Qualified applicants will receive consideration for employment without regard to their age, race, religion, national origin, ethnicity, age, gender (including pregnancy, childbirth, et al), sexual orientation, gender identity or expression, protected veteran status, or disability.

Requisition ID: 384139 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locatio