SAP Solution Advisor Specialist - Maintenance Sales Manager Job in New Delhi, India

Requisition ID: 191149

Work Area: Customer Service and Support

Expected Travel: 0 - 30%

Career Status: Professional

Employment Type: Regular Full Time

Career Level: T2

COMPANY DESCRIPTION

SAP started in 1972 as a team of five colleagues with a desire to do something new. Together, they changed enterprise software and reinvented how business was done. Today, as a market leader in enterprise application software, we remain true to our roots. That’s why we engineer solutions to fuel innovation, foster equality and spread opportunity for our employees and customers across borders and cultures.

SAP values the entrepreneurial spirit, fostering creativity and building lasting relationships with our employees. We know that a diverse and inclusive workforce keeps us competitive and provides opportunities for all. We believe that together we can transform industries, grow economics, lift up societies and sustain our environment. Because it’s the best-run businesses that make the world run better and improve people’s lives.

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.

Reporting to the regional Vice President, the Maintenance Sales Manager is a member of the Maintenance Go-To-Market organization. This role, in alignment with internal roles, is responsible for the following topics in regards to SAP support offerings:

Sales rules, Product Support for Large Enterprise (PSLE) management and enforcement front office

  • Maintenance Support Offerings Sales Support

  • Third-party vendor protection and competitive positioning

  • Maintenance at Risk (MAR) case management & resolution

  • Analysis and planning, as well as pricing/packaging/promotional execution

  • Enterprise Support roll out, retention and upsell.

  • Maintenance Winbacks

  • SAP Maintenance Policies.

Expectations and Tasks

  • Drive the regional business plan for the Maintenance Business, including Enterprise Support and the Third-Party competitive threat.

  • Guard SAP support revenue in the region.

  • Protect the SAP Enterprise Support customer base, and ensure new customers are secured on Enterprise Support.

  • Manage Maintenance at Risk cases, and ensure protecting SAP’s maintenance revenue, and secure SAP’s best interest.

  • Support deal execution in the regions as needed, including education of customers’ procurement and legal groups, in regards to a Maintenance Contract.

  • Lead execution of Maintenance Winback business in the region.

  • Identify key initiatives in the region to maximize maintenance revenue and minimize maintenance base erosion.

  • Directly interact with Sales, Channel Sales, Partners and customers to position the value of SAP's Maintenance Offerings as supported by value propositions.

  • Educate and enable field sales on Maintenance go-to-market tools, policies, strategies, and opportunities (AE/SE, etc).

  • Engage partner support / awareness of SAP Maintenance offering.

  • Provide weekly reporting as required to management, and keep CRM accurate and current

Work Experience

  • Services Sales Oriented: possessing the ability to diagnose, analyze, and succinctly discuss customer problems, develop the urgency to solve those problems, 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 synergistically 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.

  • Ability to drive business by developing necessary Sales Tools and programs that will enable Sales and Customers 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.

  • 10 years minimum of industry experience and background

  • Minimum of 5 years in selling / delivering services on IT/ Finance specifically having Customer Facing Operations.

Education and Qualifications

  • Value based selling methodologies

  • Comfortable and experienced with senior executive audiences / Government customers 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 with staff 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

WHAT YOU GET FROM US

Success is what you make it. At SAP, we help you make it your own. A career at SAP can open many doors for you. If you’re searching for a company that’s dedicated to your ideas and individual growth, recognizes you for your unique contributions, fills you with a strong sense of purpose, and provides a fun, flexible and inclusive work environment – apply now .

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 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 ).

Successful candidates might be required to undergo a background verification with an external vendor.

Additional Locations :