Senior Solution Sales

Overview At SAP, we keep it simple: you bring your best to us, and we'll bring out the best in you. We’re builders touching over 20 industries and 80% of global commerce. The work is challenging – but it matters. You’ll find a place where you can be yourself, prioritize your wellbeing, and truly belong. What’s in it for you? Constant learning, skill growth, great benefits, and a team that wants you to grow and succeed. COMPANY DESCRIPTION SAP BTM 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. This is an exciting, fast growing cloud line of business within SAP. ROLE DESCRIPTION The primary role of an SAP Senior Solution Sales is to achieve the overall revenue goal from the assigned territory. The Senior Solution Sales 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 Responsibilities It is expected that the Senior Solution Sales 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 Expert 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 10 years of professional experience in: Business process management, analytics, Enterprise Architecture or enterprise software sales Consulting experience in SAP implementations. Knowledge of processes like P2P, O2C, Finance, Asset Maintenance is desired Experience with BPM and process mining tools such as Signavio, Enterprise Architecture tool like LeanIX, Testing tools like Tricentis, Data migration solution such as Syniti, SAP Solution Manager is preferred Well versed with SAP ACTIVATE implementation methodology 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 qualifications / 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 Miscellaneous Bring out your best. SAP innovations help more than four hundred thousand customers worldwide work together more efficiently and use business insight more effectively. SAP is a cloud company with a large global presence and a culture of inclusion and personal development. SAP is committed to Equal Employment Opportunity and provides accessibility accommodations to applicants with disabilities. If you need accommodation or assistance, please contact Recruiting Operations Team at Successful candidates may be required to undergo background verification. Requisition ID: ; Travel: 0 - 10%; Employment Type: Regular Full Time. #J-18808-Ljbffr