SAP Solution Sales Executive - Maintenance Job in Feltham, United Kingdom
Requisition ID: 156208
Work Area: Sales
Expected Travel: 0 - 10%
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.
PURPOSE AND OBJECTIVES
The Maintenance Go-To-Market organization has been established to ensure the continuous success of SAP’s maintenance business, communicate in one voice to our customers, user groups, partners and influencers, and further develop and enhance our maintenance and support offerings.
The Maintenance Sales Manager is a member of the Maintenance Go-To-Market organization under the leadership of the Vice President EMEA M-GTM. This role, in partnership with other Business Areas, is responsible for the following topics in regards to SAP Maintenance & Support offerings:
Management and resolution of exceptional MAR cases
Retention of Installed Base Customers on Enterprise Support
3PM vendor protection and competitive positioning
Advice & guidance on PSLE management and sales rules
Enablement of Sales, Ecosystem Partners and Customers on key Maintenance topics
EXPECTATIONS AND TASKS
Drive the regional business plan for Maintenance GTM including Enterprise Support retention and the 3PM competitive threat.
Align with sales leaders to identify top deal / maintenance accounts and become trusted advisor to the VAT on targeted must-win deals; to remove deal obstacles and maximize Maintenance Bookings and Revenue.
Lead execution of regional Maintenance Services demand generation programs. Drive net new customers on enterprise support.
Identify key initiatives in the region to maximize maintenance revenue and minimize maintenance base erosion.
Recover customers who have discontinued or downgraded their maintenance contracts and generate additional revenue for SAP
Contribute with F&A for maintenance cash collection by updating on any existing MAR situation
Ensure compliance with all related global policies and processes, especially but not limited to MAR policy and termination policy for non-payment.
Directly interact with Field Sales, Enterprise Support Advisors, SAP Support Advisory Center and Customers to position the value of SAP's Maintenance Solutions.
Lead collaborative Value Analysis engagements to ensure Customers recognize and extract the value of Enterprise Support, including the development of Customer use cases.
Educate and enable Field Sales and Ecosystem Partners on Maintenance go-to-market tools, strategies and opportunities.
Provide regular reporting as required to management and keep CRM accurate and current
EDUCATION AND QUALIFICATIONS / SKILLS AND COMPETENCIES
Value based selling methodologies
Comfortable and experienced with senior executive audiences and a very professional and mature customer interfacing profile
Energetic and goal-oriented, strong leadership qualities (cross-functional and multi-national teams)
Judgment: ability to demonstrate consistent logic, rationality and objectivity in decision making. Achieves good balance between quick decisiveness and slower, more systematic approaches.
Communication: Demonstrates willingness to participate in and lead meetings and communicate effectively at all levels.
Independence: Functions successfully without much supervision and stays focused.
Standards of performance: Strives and consistently achieves quality results, exhibits conscientiousness, dedication, self-discipline and responsibility
Strong commercial background, preferably in software.
Value Sales Oriented: possessing the ability to diagnose, analyze, and succinctly discuss customer problems, develop the urgency to solve those problems, build and communicate compelling value propositions and commit customers to a realistic plan of action that will produce mutually beneficial results.
Competitive Selling: extensive experience that allows for a state of preparedness and competitive awareness to maximize competitive advantage in selling through the anticipation of competitive strategies and tactics.
Executive Focused: works proficiently at high organizational levels through effective communication and management thinking coupled with significant political insightfulness.
Team Oriented: demonstrates the comfort and ability to work with others to achieve a common sales goal without compromising one’s own identity. Understands how to inspire customers and the sales teams alike.
Will demonstrate in-depth knowledge and application of Maintenance program strategy, development and deployment.
This is an autonomous role, will need to be flexible while leading and motivating others.
5 to 7 years minimum of industry experience and background
Minimum of 3 years in selling or delivering services on IT Operations
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.