SAP HEC Strategic Pursuits Sales Specialist, EMEA North Job in Feltham, United Kingdom
Requisition ID: 179207
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.
SAP is the global market leader for business software and thus contributes a considerable part of the world's economic power grid. At SAP you get your chance to put your ideas into action with maximum impact. The HEC Strategic Sales Specialist will be part of a Regional Sales CoE that bears responsibility for helping to achieve the EMEA North region HEC sales outcomes. The candidate has to closely align their activities and sales approach with the Sales Specialist Engagement Managers (SSEM), Client Partners (CP) and License Sales colleagues for a joint customer approach. The HEC Strategic Deals Specialist in conjunction with the Virtual Account Team are responsible for directing HEC services sales strategy and execution for defined Strategic Customer opportunities within the region. The individual will ensure proper integration of the SAP HEC sales strategy for the most complex and challenging Customer opportunities in coordination with the account owners to help create customer value and meet and exceed targets for Order Entry. In order to be successful in overcoming the challenges in a complex and large Customer opportunity, the HEC Strategic Sales Specialist must engage and leverage multiple stakeholders in the related SAP landscape both internal and external. The role combines coaching, guiding and executing tasks and responsibilities that bring together the sales strategy, steps required to successfully execute the strategy as well as deal architecting and crafting in collaboration with the broader VAT. The HEC Strategic Sales Specialist’s core objectives to grow the deal size, shorten the deal lifecycle and increase the probability of closing opportunities relating to HEC and AMS on HEC bookings in EMEA North. The HEC Strategic Sales Specialist is expected to create strong and lasting relationships, achieve "trusted advisor" status with assigned strategic customers and expand the services footprint, while maintaining a high degree of customer satisfaction to develop referenceable customers.
EXPECTATIONS AND TASKS
Deal Architecture - Work with Virtual Account Teams to create and craft value propositions that lead to successful business benefits for SAP and our Customers - Craft and structure deals that integrate Service Solutions that meet Customer and SAP requirements to create win-win situations - Work with regional and global colleagues to provide feedback and overcome challenges that are faced within strategic opportunities - Incorporate your experience in areas such as contractual, legal, commercial, accounting recognition, industry challenges, competitive challenges to architect and orchestrate the best deal strategy to increase the probability of winning
Deal Execution - Change the game (serve as a competitive differentiator) in strategic deals through solution differentiation and thought leadership - Support and actively engage in commercialization of the opportunity - Provide executive sponsorship and sales support for key strategic accounts
- Leverage the SAP ecosystem & C-level relationships to accelerate deals - Support regional industry & solution demand generation programs - Guide, mentor and challenge the SSEM throughout the entire lifecycle of assigned opportunities based on your extensive experience and understanding of the Managed Cloud Business - Contribute to the creation and maintenance of robust Close Plans, bringing your expertise in expert sales tactics - Legal and contract negotiation
Customer - Leverage your Regional experience and knowledge of Customers to position the strength SAP has in the market for SAP Managed Services - Fulfil the role of Executive Sponsor for closing assigned Strategic Deals, supporting unique Customer requests and the VAT throughout the Deal Lifecycle - Develop and deliver SAPs Value Proposition to set the scene correctly from the beginning
Territory Planning and Business Development - Participate in account and territory strategy, representing HEC in conjunction with other SAP stakeholders (regional, Cluster, MU) in order to identify and understand the Strategic Opportunities that are possible. - Help the VAT consider and develop specific account strategies in a sophisticated and complex business environment, - Drive and support HEC GTM campaigns in alignment with License Sales and stand-alone for services (industry and solution related) - Participate in the execution of customer events to push innovative services and drive customer demand
Professional experience; demonstrated knowledge/expertise of Cloud Services Extensive customer facing experience
Proven solution selling experience in a service/license sales environment
Experience successfully selling HEC and/or SAP Managed/Outsourced Services
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES
Significant experience in sales/delivery of Cloud Services
Proven ability and experience to coach and mentor sales colleagues in complex situations
Proven Experience in achieving sales targets
Experience in Partner Engagement
Ability to communicate effectively with all levels of management including CEOs, CIOs and CFOs
Demonstrated ability to work in a matrix organization
Interpersonal Skills: Negotiation Skills, Communications/Presentation Skills (verbal, written), Team Player/Interpersonal Skills, Proactive Networking Attributes, Results and Execution Focus, High Drive, SelfStarter
This role can be based in EMEA North office locations.
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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