SAP Senior AE - Public South Job in Guangzhou, China

Requisition ID: 180761

Work Area: Sales

Expected Travel: 0 - 30%

Career Status: Professional

Employment Type: Regular Full Time

Career Level: T3

Recruiter Name: Iris Yan

COMPANY DESCRIPTION

As you know, SAP’s vision is to help the world run better and improve people’s lives.

As THE cloud company powered by SAP HANA®, SAP is a market leader in enterprise application software, helping companies of all sizes and industries Run Simple.

We empower people and organizations to work together more efficiently and use business insight more effectively. SAP applications and services enable our customers to operate profitably, adapt continuously, and grow sustainably.

At SAP, we believe in the power of collaboration and empower our employees to perform at their best in an environment that encourages free and open expression of ideas. Here, you work alongside creative thinkers who share your intets, while turning big ideas into reality for our customers. With innovative job training, mentors to help you grow, and the flexibility to balance your work and personal life, you’re able to build your career. It’s no wonder that some of the sharpest minds from around the world are working for a company that is consistently recognized as a global top employer.

Request:

Account and Customer Relationship Management, Sales and Software License and Cloud Subscription Revenue.

  1. Annual Revenue - Achieve / exceed quota targets.

  2. Sales strategies - Develops effective and specific account plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.

  3. Trusted advisor - Establishes strong relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.

  4. Customer Acumen - Actively understand each customer’s technology footprint, strategic growth plans, technology strategy and competitive landscape. Review public information (e.g. new executive appointments, earnings statements, press releases) for the company and its competitors to remain updated on key industry trends and issues impacting the prospect.

  5. Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles. Encourage all accounts to become SAP references.

  6. Business Planning – Develop and deliver comprehensive business plan to address customer and prospects priorities and pain points. Utilize VE, benchmarking and ROI data to support the customer’s decision process

  7. Demand Generation, Pipeline and Opportunity Management

  8. Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline. Keep pipeline current and moving up the pipeline curve.

  9. Pipeline partnerships – Leverage support organizations including Marketing, Inside sales, Partners and channels to funnel pipeline into the assigned territory.

  10. Leverage SAP Solutions – Be proficient in and bring all SAP offers to bear on sales pursuits including Industry Solutions, LOB solutions (CRM, SCM, HCM, SRM et. al) and technology solutions (Business Analytics, Mobility, Database and Technology, et. al)

  11. Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap.

  12. Support all SAP promotions and events in the territory

Sales Excellence

  1. Sell value.

  2. Maintain White Space analysis and execution of initiatives (up sell and cross sell) on customer base.

  3. Orchestrate resources: deploy appropriate teams to execute winning sales. Create OneSAP.

  4. Utilize best practice sales models.

  5. Understand SAP’s competition and effectively position solutions against them.

Qualification:

10 years of experience in sales of complex business software / IT solutions

Solider public industries working experience. (like 人民政府, 委办局等...)

Proven track record in business application software sales.

Experience in lead role of a team-selling environment.

Demonstrated success with large transactions and lengthy sales campaigns in a fast-paced, consultative and competitive market.

Business level English: Fluent

Local language: Fluent, Business Level

Location:Shanghai

TBD

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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