SAP Solution Sales Executive - Customer Engagement and Commerce - Poland Job in Warszawa, Poland
Requisition ID: 153855
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 Executive is responsible for focusing on sales engagements for our SAP Hybris Cloud portfolio in mixture of hi-touch sales and partner sales. Our SAP Hybris Cloud portfolio consists of
SAP Hybris Marketing
SAP Hybris Commerce
SAP Hybris Cloud for Customer
SAP Hybris Cloud for Sales
SAP Hybris Cloud for Service
The SSE is specialized on the SAP Hybris Cloud portfolio in the Poland; he/she is working in tight cooperation with the Partner Business Managers (PBMs).
The SSE covers opportunities in partner- / SAP-accounts above a specific revenue threshold defined in the Go-to-Market setup of the country. The objective is to coach the partner-sales teams on building a productive pipeline as well as maximizing the revenue via active engagements on selected opportunities.
Solution/ Industry specialized Business Development
Aligns with PBMs on Partner Business Planning for the territory covered; identifies opportunities for further growth in the territory and becomes active, in collaboration with other GPO sales areas (PBMs, etc.).
Supports the creation, monitoring and review of Business Development activities around his/her solution- or industry- specialization area. Defines innovative approaches to generate business and executes either directly or via the team together with manager/expert. Supports implementation of core strategies and actions to ensure KPI/revenue achievement
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 as supported by ROI, business case development, references, and supporting analyst data. Helps to ensure a high conversion rate from pipeline to deal closure, shortening of the sales process and improvement of win rate in order to achieve real volume business. Be familiar with the competition with their assigned industry and/or geography. Understand competitive threats (e.g., how to beat the competition).
Drives deal closure by inserting him-/herself in relevant opportunities of partners assigned. Balances his direct / indirect activities in order to maximize the revenue in the territory assigned
Supports the enablement of the partners Sales and PreSales resources to independently drive business with the following resources:
partner demand generation plan to build a business pipeline
partner competency plan to ensure partner resources are trained on the latest solution and sales content,
partner resource utilization plan so partners have full access to and are utilizing SAP tools and methodologies
presales coaching plan for existing and new partners
Monitoring the effective and appropriate use of SAP assets (i.e., Presales) by partners.
Reporting on sales progress throughout the year; identification of deviations from plans agreed and actively engaging in measures to deliver goals agreed to.
Account and Customer Relationship Management and Cloud Subscription Revenue
Sales strategies - Develops effective and specific account / target group / industry plans to ensure revenue target delivery and sustainable growth. Develop relationships in new and existing customers and leverage to drive strategy through organization.
Trusted advisor - Establishes relationships based on knowledge of customer requirements and commitment to value (value of counsel and expertise, value of solutions, value of implementation expertise, TCO). Builds a foundation on which to harvest future business opportunities and accurate account information and coaching.
Business Planning – Participate in the development and delivery of comprehensive business plan to address customer and prospects priorities and pain points. Understand volume business benchmarking and ROI data and how they support the customer’s decision process. Work with Sales and volume business leadership to deploy tools effectively.
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, S/4 HANA Cloud etc.) and technology solutions (Business Analytics, Mobility, Database and Technology, etc.)
Advance and close sales opportunities - through the successful execution of the sales strategy and roadmap. Collaborate with and support sales management on negotiation of close strategy and contracting.
Minimum 2 years experience in sales & indirect sales
Channel Experience (preferably SME)
experience to sell in line of business solution; CEC (Customer Engagement and Commerce)
Software Sales Experience that includes selling software applications or SaaS
Proven track record in target achievement
EDUCATION AND QUALIFICATION / SKILLS AND COMPETENCIES:
Profound knowledge in one or in several solution areas such as e.g. Cloud CRM, Commerce, Marketing or in a certain industry
Understanding the dynamics of selling Cloud products / Services
Knowing or having successful experience in multi channel go to market models
Understanding the principles of solution & cloud selling through Partners as well as direct
Knowledge and understanding of Indirect channel dynamics
Knowledge of ERP market
Local market knowledge and understanding
Business level English
Polish native speaker
Masters' dergree or equivalent
Bachelor’s degree in related fields
Completion of Sales Methodology training preferred
Excellent client-facing communication and influence skills
Strong Teamwork & Collaboration
Sales Product Solution Knowledge
Strong negotiation skills and ability to handle complex opportunities
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.