Senior Solution Sales Executive

3 days ago

Auckland, Auckland, New Zealand SAP Full time
SAP Senior Solution Sales Executive - BTP - Auckland in Auckland, New Zealand

We help the world run better

At SAP, we enable you to bring out your best. Our company culture is focused on collaboration and a shared passion to help the world run better. We offer a highly collaborative, caring team environment with a strong focus on learning and development, recognition for your individual contributions, and a variety of benefit options for you to choose from.

JOB DESCRIPTION

The Business Technology Platform (BTP) Senior Solution Sales Specialist primary responsibilities are to take the SAP BTP cloud portfolio solutions to be the foundation of a Customer's Digital Transformation. Key responsibilities include prospecting, qualifying, selling, and closing new and incremental cloud business to existing and net new customers. The Senior Solution Sales Specialist brings an innovative Point of View to Customer engagement, represents a credible and trusted advisor for Customer C-levels, collaborates with the Industry Account Sales Teams to position digital transformation with SAP cloud offerings and uses all available resources to accelerate adoption, consumption and solve customer challenges with appropriate SAP BTP solutions.

The role will be focused on the New Zealand segment of customers and is a critical role for BTP success in the Market Unit as well as being central to SAP's strategic direction and revenue contribution. The role is chartered to deliver business growth that outpaces the market with a strong portfolio of platform cloud services and synergy and collaboration with strategic teams and solution of RISE (SAP ERP Cloud offering).

The right candidate must have a clear Cloud Mindset and proven sales experience, orchestrating virtual teams of diverse contributors towards a common goal, driving a multi-million-euro subscription business, sales experience and knowledge in software and infrastructure sales, and domain knowledge in the areas of our cloud intelligent suite and a cloud solution in general (SaaS, PaaS, IaaS).

We are looking for a person with a leadership style that is a blend of strong personal and interpersonal skills that form the basis of a leader's ability to impact, influence, and inspire within his/her own organization and across the industries. Result oriented, enterprising, enthusiastic and self-determined are fundamental requirements.

POSITION DUTIES AND RESPONSIBILITIES

  1. Account and Customer Relationship Management, Sales for Cloud Subscription Revenue:
  • Annual Revenue – Exceed quota targets: Cloud Booking and Cloud Renewals
  • Build a customer-first strategy – Achieve customer satisfaction goals for Cloud Subscriptions and Consumption
  • Sales strategies – Develop, track and adapt effective account plans to ensure revenue target delivery, new account creations and sustainable growth.
  • Trusted advisor - Establish strong relationships based on knowledge of customer requirements and commitment to value.
  • Customer Acumen - Actively understand each customer's technology footprint and strategic growth plans.
  • Territory and Account Leadership - Lead designated territory, including accounts, account relationships, prospect profiling, and sales cycles.
  • Business Planning – Develop and deliver a comprehensive business plan to address customer and prospects priorities and pain points.

Demand Generation, Pipeline and Opportunity Management

  • Pipeline planning - Follow a disciplined approach to maintaining a rolling pipeline.
  • Pipeline partnerships – Leverage support organisations including Marketing, CoE, Partners and channels.
  • Leverage SAP Solutions – While staying primarily focused on selling of BTP portfolio, be proficient in embracing other SAP offers.
  • Support all SAP promotions and marketing events in the territory.
  • Understand, communicate, and Sell value.

Leading a (Virtual) Account Team

  • Demonstrates leadership skills in the orchestration of x-lob, Customer Success team and remote teams.
  • Ensure account teams and Partners are well versed in each account's strategy and well-positioned for all customer touchpoints and events.

KEY MEASUREMENTS

  • Annual Cloud subscription Software Targets
  • Annual Renewals Cloud subscription Software Target
  • Specific Management KPI's

POSITION REQUIREMENTS

  • A minimum level of required education: Bachelor's Degree
  • 10 years of experience in sales of complex business software / IT solutions.
  • Proven experience in the lead role of a team selling environment.
  • Good communication and business level presentation skills are required.
  • Demonstrated success with large transactions and lengthy sales campaigns.

Bring out your best

SAP innovations help more than four hundred thousand customers worldwide work together more efficiently. As a cloud company with two hundred million users and more than one hundred thousand employees worldwide, we are purpose-driven and future-focused.

We win with inclusion

SAP's culture of inclusion, focus on health and well-being, and flexible working models help ensure that everyone feels included and can run at their best.

SAP is proud to be an equal opportunity workplace and is an affirmative action employer.

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

Requisition ID: 418996 | Work Area: Sales | Expected Travel: 0 - 10% | Career Status: Professional | Employment Type: Regular Full Time | Additional Locations: #LI-Hybrid.

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