SAP Channel Solutions Sales Specialist - Analytics Job in Feltham, United Kingdom
Requisition ID: 158752
Work Area: Sales
Expected Travel: 0 - 50%
Career Status: Professional
Employment Type: Regular Full Time
As market leader in enterprise application software, SAP helps companies of all sizes and industries innovate through simplification. From the back office to the boardroom, warehouse to storefront, on premise to cloud, desktop to mobile device – SAP empowers people and organizations to work together more efficiently and use business insight more effectively to stay ahead of the competition. SAP applications and services enable customers to operate profitably, adapt continuously, and grow sustainably.
Key Areas of Responsibility and Tasks
The Solution Sales Specialist is responsible for building a business in their designated territory for their solution. In order to achieve this goal, the Solution Sales Specialist must create a territory business plan that generates at least 4x their quota in pipeline opportunity. The Solution Sales Specialist is responsible to identify and qualify opportunities, develop and drive strategy within their solution. The Solution Sales Specialist will develop an opportunity plan containing the value proposition for their solutions (GRC, EPM, Business Intelligence, Predictive Analytics, etc.) to potential customers & prospects in that territory. It is expected that the Solution Sales Specialist be adept at creating and nurturing their own executive relationships. In that capacity:
Works with the Sales Manager and team to develop and execute programs to drive pipeline & close deals
Works with the General Business (GB) Sales Executives 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 within their territory
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
Solution / Industry specialized Business Development
Helps to identify market opportunity and coverage and delivery capacity gaps in the partner ecosystem relevant to his/her solution- or industry specialization.
Responsible for creation, monitoring and review of Business Development activities around his/her solution- for their industry- specialization areas. Defines innovative approaches to respectively specialized Channel Build and executes either directly or via the team together with manager/expert. Supports implementation of core strategies and actions to ensure KPI achievement
Generally will be focused on volume segment and ensure alignment with their GB Sales Executives, Partner Business Managers (PBM) and Inside Sales based on key channel economics.
Working together with the PBM, the Solution Specialist also supports development and execution of partner demand generation plan to build partner pipeline
Supports business / territory planning in his specialization area(s) on a regular base for mid-term and quarterly perspective
Solution / Industry specialized Partner Sales Support
Proactively covers (in alignment with Indirect Channel Management) relevant territory accounts with regards to his area of solution / industry expertise to generate opportunities with and for Partners in standard cases
Gets involved into transactional sales support in key deals in his area(s) of solution / industry expertise at GB Sales Executive’s request, and/or may potentially be based on a partner’s initiative. Supports Partner in all deal closing activities
Assists in coaching partner sales reps to interact with prospects in large or complex SW deals in his area of solution / industry expertise in order to position the value of the respective SW or industry solution. Helps to ensure a high conversion rate from pipeline development to deal closure
Supports - if required – GB Sales Executives as well as other members of the respective local sales force by providing industry knowledge or solution expertise together with manager
Provides own forecast for all deals under ownership with regards to his solution / industry specialization. Ensures forecast and pipeline accuracy
Escalates critical deals in his area of solution / industry expertise in a proactive and professional manner in alignment with managers
Solution / Industry specialized Channel Pipeline Generation
Helps to coordinate solution / industry specialized demand generation activities in coordination with inside sales and aligned with Indirect Channel Management to ensure solid pipeline around his area of specialization
Identifies potential customers in his area of solution specialization/industry together with higher level expert/manager and Indirect Channel Management
Experience & Language Requirements
Minimum 3 years’ experience in Sales
Experience selling to CXOs
Proven track record in target achievement
Knowledge in one or in several solution areas such as e.g. Finance, Budgeting / Planning, Business Analytics, Information Management.
Knowing or having successful experience in multi-channel go to market models
Understanding the principles of solution selling through Partners
SME Channel Experience
Knowledge and understanding of Indirect channel dynamics
Local market knowledge and understanding
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: Careers.NorthAmerica@sap.com or Careers.LatinAmerica@sap.com , APJ: Careers.APJ@sap.com , EMEA: Careers@sap.com ). Requests for reasonable accommodation will be considered on a case-by-case basis.
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